Campus Recruitment Training Booklet 2011 (1)

8/11/2019 Campus Recruitment Training Booklet 2011 (1)

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FAQs in Technical Test & Interview

C Language -QUESTIONS

1. What does static variable mean?2. What is a pointer?3. What is a structure?4. What are the difference between structures and arrays?5. In header files whether functions are declared or defined?6. What are the differences between malloc ! and calloc !?". What are macros? What are its advanta#es and disadvanta#es?$. %ifference between pass by reference and pass by value?&. What is static identifier?1'. Where is the auto variables stored?11. Where does #lobal( static local( re#ister variables( free memory and ) *ro#ram instructions #etstored?12. %ifference between arrays and lin+ed list?13. What are enumerations?14. %escribe about stora#e allocation and scope of #lobal( e,tern( static( local and re#ister variables?15. What are re#ister variables? What are the advanta#es of usin# re#ister variables?

16. What is the use of typedef?1". )an of specify variable field width in a scanf ! format strin#?if possible how?1$. -ut of f#ets! and #ets! which function is safe to use and why?1&. %ifference between strdup and strcpy?2'. What is recursion?21. %ifferentiate between a for loop and a while loop? What are it uses?22. What are the different stora#e classes in )?23. Write down the euivalent pointer e,pression for referrin# the same element a/I0 /0 /+0 /10 ?24. What is difference between structure and unions?25. What the advanta#es of usin# nions26. What the advanta#es of usin# pointers in a pro#ram?

2". What is the difference between strin#s and arrays?2$. In a header file whether functions are declared or defined?2&. What is a far pointer? Where we use it?3'. ow will you declare an array of three function pointers where each function receives two into and

returns a float?31. What is a pointer? Whether it is same as an uninitiaied pointer?32. What is a 7acro? What is the difference between a pointer and a macro?33. What does the error 8 pointer 9ssi#nment8 mean and what cause this error?34. What is near( far and hu#e pointers? ow many bytes are occupied by them?35. ow would you obtain se#ment and offset addresses from a far address of a memory location?36. 9re the e,pressions arr and : arr same for an array of inte#ers?

3". %oes mentionin# the array name #ives the base address in all the conte,ts?3$. ;,plain one method to process an entire strin# as one unit?3&. What is the similarity between a structure( union and enumeration?4'. )an a structure contain a pointer to itself?41. ow can we chec+ whether the contents of two structure variables are same or not?42. ow are structure passin# and returnin# implemented by the complier?43. ow can we read defines?45. What do the 8)8 and 8 in ar#c and ar#v stand for?46. 9re the variable ar#c and ar#v are local to main?4". What is the ma,imum combined len#th of command line ar#uments includin# the space between

adacent ar#uments?4$. If we want that any wildcard characters in the command line ar#uments should be appropriately

e,panded( are we reuired to ma+e any special provision? If yes which?


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4&. %oes these e,it any way to ma+e the command line ar#uments available to other functions withoutpaddin# them as ar#uments to the function?

5'. What are bit fields? What is the use of bit fields in a structure declaration?51. @o which numberin# system can the binary number ll-ll--l-llllll--be easily converted to?52. Which bit wise operator is suitable for chec+in# whether a particular bit is on or off?53. Which bit wise operator is suitable for turnin# off a particular bit in a number?54. Which bit wise operator is suitable for puttin# on a particular bit in a number?55. Which bit wise operator is suitable for chec+in# whether a particular bit is on or off?56. Which one is euivalent to multiplyin# by 2A whiftin# a number by 1 or left shiftin# an unsi#ned int or

char by 1?5". Write a pro#ram to compare two strin# without usin# the strcmp- function5$. Write a pro#ram to concatenate two strin#s.5&. Write a pro#ram to interchan#e 2 variables without usin# the third one.6'. Write pro#ram for strin# reversal: palindrome chec+61. Write a pro#ram to find the factorial of a number.62. Write a pro#ram to #enerate the fibinocci series.63. Write a pro#ram which employs recursion64. Write a pro#ram which uses command line ar#uments

65. Write a pro#ram which uses functions li+e strcmp-( strcpy-? ;tc66. What are the advanta#es of usin# typedef in a pro#ram?6". ow would you dynamically allocate a one= dimensional and two dimensional array of inte#ers?6$. ow can you increase the sie of a dynamically allocated array?6&. ow can you increase the sie of a statically allocated array?"'. When reallocatin# memory if any other pointers point into the same piece of memory do you have to

readhust these other pointers or do they #et readusted automatically?"1. Which function should be used to free the memory allocated by callocB?"2. ow much ma,imum can you allocate in a sin#le call to malloc!?"3. )an you dynamically allocate arrays in e,panded memory?"4. What is obect file? ow can you access obect file?

"5. Which header file should you include if you are to develop a function which can accept variable numberof ar#uments?

"6. )an you write function similar to printf!?"". ow can a called function determine the number of ar#uments that have been passed to it?"$. )an there be at least some solution to determine the number of a ar#uments passed to variablear#ument list function?"&. ow do you declare the followin#?$'. What do the functions atoi!( itoaB and #cvt! do?

Data Structure Questions

1. What is data structure?2. ist out the areas in which data structures are applied e,tensively?3. What are the maor data structures used in the followin# areas A C%D7E( etwor+ data model :

ierarchical data model.4. If you are usin# ) lan#ua#e to implement the hetero#eneous lin+ed list( what pointer type will you use?5. 7inimum number of ueues needed to implement the priority ueue?6. What is the data structures used to perform recursion?". What are the notations used in ;valuation of 9rithmetic ;,pressions usin# prefi, and postfi,forms?$. Eortin# is not possible by usin# which of the followin# methods?&. ist out few of the 9pplication of tree data=structure?

1'. ist out few of the applications that ma+e use of 7ultilin+ed Etructures?11. hi tree construction which is the suitable efficient data structure?12. What is the type of the al#orithm used in solvin# the $ Bueens problem?13. In an 9 tree( at what condition the balancin# is to be done?


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14. What is the buc+et sie( when the overlappin# and collision occur at same time?15. What are the types of )ollision Cesolution @echniues and the methods used in each of the type?16. hi C%D7E( what is the efficient data structure used in the internal stora#e representation?1". What is a spannin# @ree?1$. %oes the minimum spannin# tree of a #raph #ive the shortest distance between any 2 specifiednodes?1&. Which is the simplest file structure?2'. Whether in+ed ist is linear or on=linear data structure?

ava Questions

1. What is the difference between an abstract class and interface?2. What is user defined ;,ception?3. What do you +now about the #arba#e collector?4. What is the difference between Fava and )GG?5. in a htm from I have a button which ma+es us a to open another pa#e in 15 seconds. ow will you dothat?6. What is the difference between process and threads?". What is update method called?

$. ave you ever used ash @able and %irectory?&. What are statements in Fava?1'. What is aar file?11. What is FI?12. What is the base class for all swin# components? 13=WhatisFH)?14. What is the difference between 9W@ and swin#?15. )onsiderin# notepad


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44. What are the traverses in binary tree?45. Write a pro#ram for recursive traverse?46. What are session variable in servlets?4". What is client server computin#?4$. What is constructor and virtual function? )an we call a virtual function in a constructor?4&. Why do we use cope concepts? What is its advanta#e?5'. What is middleware ? what is the functionality of web server?51. Why is Fava not 1''J pure cops?52. When will you use an interface and abstract class?53. What is the e,act difference in between nicast and 7ulticast obects? Where will it be used?54. What is the main functionality of the remote reference layer?55. ow do you download stubs from Cemote place?56. I want to store more than 1' obects in a remote server? Which methodolo#y will follow?5". What is the main functionality of prepared statement?5$. What is meant by Etatic Buery and %ynamic uery?5&. What are ormaliation Cules? %efine ormaliation?6'. What is meant by server? What are the parameters of service method?61. What is meant by session? ;,plain somethin# about @@* session class?

62. In a container there are 5 components. I want to display all the component names( how will you dothat?63. Why there are some null interface in F99? What does it mean? ive some null interface in Fava?64. @ell some latest versions in F99related areas?65. What is meant by class loader? ow many types are there? When will we use them?66. What is meant by flic+erin#?6". What is meant by distributed application? Why are we usin# that in our application?6$. What is the functionality of the stub?6&. ;,plain about version control?"'. ;,plain 2=tier and 3=tier architecture?"1. What is the role of web server?

"2. ow can we do validation of the fields in a proect?"3. What is meant by coo+ies? ;,plain the main features?"4. Why Fava is considered as platform independent?"5. What are the advanta#es of Fava over )GG?"6. ow Fava can be connected to a database?"". What is thread?"$. What is difference between process and @hread?"&. %oes Fava support multiple inheritance? If not( what is the solution?$'. What are abstract classes?

21. iven an e,ample for micro+ernel.

22. When would you choose bottom up methodolo#y?23. When would you choose top down methodolo#y?24. Write a small dc shell script to find number of HH in the desi#n.25. Why pa#in# is used?26. Which is the best pa#e replacement al#orithm and why? ow much time is spend usually in each

phases and why?2". %ifference between primary stora#e and secondary stora#e?2$. What is multi tas+in#( multi pro#rammin#( multi threadin#?2&. %ifference between multi threadin# and multi tas+in#?3'. What is software life cycle?31. %emand pa#in#( pa#e faults( replacement al#orithms( thrashin# etc.

32. ;,plain about pa#ed se#mentation and se#ment pa#in#.33. While runnin# %-E on a *)( which command would be used to duplicate the entire dis+ette?


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!icro"rocessor Questions

1. Which type of architecture $'$5 has?2. ow many memory locations can be addressed by a microprocessor with 14 address lines? 3.$'$5 is

how many bit microprocessors?4. Why is data bus bi=directional?5. What is the function of accumulator?6. What is fla#( bus?". What are tri=state devices and why they are essential in a bus oriented system?$. Why are pro#ram counter and stac+ pointer 16=bits re#isters?&. What does it mean by embedded system?1'. What are the different addressin# modes in $'$5?11. What is the different between 7- and 7I?12. What are the functions of CI7( EI7( I?13. What is the immediate addressin# mode?14. What are the different fla#s in $'$5?15. What happens durin# %79 transfer?16. What do you mean by wait state? What is its need?1". What is *EW?

1$. What is 9;? ;,plain the functions of 9; in $'$5.1&. What is a pro#ram counter? What is its use?2'. What is an interrupt?21. Which line will be activated when an output device reuire attention from )*?

Electronics Questions

1. What is meant by %=HH?2. What is the basic difference between latches and flip flops?3. What is a multiple,er?4. ow can you covert an EC flip=flop to a FK Hlip=flop?

5. ow can you covert an FK flip=flop to a % Hlip=flop?6. What is race=around problem? ow can you rectify it?". Which semiconductor device is used as a volta#e re#ulator and why?$. What do you mean by an ideal volta#e source?&. What do you mean by ener brea+down and avalanche brea+down?1'. What are the different types of filters?11. What is the need of filterin# ideal response of filters and actual response of filters?12. What is the samplin# theorem?13. What is impulse response?14. ;,plain the advanta#es and disadvanta#es of HIC filters compared to IIC counterparts.15. What is )7CC? ;,plain briefly.

16. What do you mean by half duple, and full duple, communication? ;,plain briefly1". Which ran#e of si#nals are used for terrestrial transmission?1$. What is the need for modulation?1&. Which type of modulation is used in @ transmission?2'. Why are use vesti#ial side band ED=)=3 H! transmission for picture?21. When transmittin# di#ital si#nals is it necessary to transmit some harmonics in addition to fundamental

freuency?22. Hor asynchronous transmission( is it necessary to supply some synchroniin# pluses additionally or to

supply or to supply start and stop bit?23. D*HEK is more efficient than DHEK in presence of noise. Why?24. What is meant by pre=emphasis and de=emphasis?

25. What do you mean by 3dD cutoff freuency? Why is it 3dD( not 1 dD?26. What do you mean by 9E)II( ;D)%I)?


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#$ Interview Questions with answers

Question % @ell me about yourself.T$AS' DewareL about $'J of all interviews be#in with this MinnocentM uestion. 7any candidates(unprepared for the uestion( s+ewer themselves by ramblin#( recappin# their life story( delvin# into ancientwor+ history or personal matters.(EST ANS)E$' Etart with the present and tell why you are well ualified for the position. Cemember thatthe +ey to all successful interviewin# is to match your ualifications to what the interviewer is loo+in# for.In other words you must sell what the buyer is buyin#. @his is the sin#le most important strate#y in obhuntin#.Eo( before you answer this or any uestion it8s imperative that you try to uncover your interviewer8s #reatestneed( want( problem or #oal.@o do so( ma+e you ta+e these two stepsA

1. %o all the homewor+ you can before the interview to uncover this person8s wants and needs notthe #eneralied needs of the industry or company!

2. 9s early as you can in the interview( as+ for a more complete description of what the positionentails. Nou mi#ht sayA MI have a number of accomplishments I8d li+e to tell you about( but I want

to ma+e the best use of our time to#ether and tal+ directly to your needs. @o help me do( that( couldyou tell me more about the most important priorities of this position? 9ll I +now is what I heardfrom the recruiter( read in the classified ad( etc.!M

@hen( 9W9NE follow=up with a second and possibly( third uestion( to draw out his needs even more.Eurprisin#ly( it8s usually this second or third uestion that unearths what the interviewer is most loo+in# for.Nou mi#ht as+ simply( M9nd in addition to that?...M or( MIs there anythin# else you see as essential to successin this position?A@his process will not feel easy or natural at first( because it is easier simply to answer uestions( but only ifyou uncover the employer8s wants and needs will your answers ma+e the most sense. *ractice as+in# these+ey uestions before #ivin# your answers( the process will feel more natural and you will be li#ht yearsahead of the other ob candidates you8re competin# with.

9fter uncoverin# what the employer is loo+in# for( describe why the needs of this ob bear stri+in# parallelsto tas+s you8ve succeeded at before. De sure to illustrate with specific e,amples of your responsibilities andespecially your achievements( all of which are #eared to present yourself as a perfect match for the needs hehas ust described.

Question - *What are your #reatest stren#ths?T$AS' @his uestion seems li+e a softball lob( but be prepared. Nou don8t want to come across ase#otistical or arro#ant. either is this a time to be humble.(EST ANS)E$' Nou +now that your +ey strate#y is to first uncover your interviewer8s #reatest wants andneeds before you answer uestions. 9nd from Buestion 1( you +now how to do this.*rior to any interview( you should have a list mentally prepared of your #reatest stren#ths. Nou should also

have( a specific e,ample or two( which illustrates each stren#th( an e,ample chosen from your most recentand most impressive achievements.Nou should( have this list of your #reatest stren#ths and correspondin# e,amples from your achievements sowell committed to memory that you can recite them cold after bein# sha+en awa+e at 2A3'97.@hen( once you uncover your interviewer8s #reatest wants and needs( you can choose those achievementsfrom your list that best match up.9s a #eneral #uideline( the 1' most desirable traits that all employers love to see in their employees areA

1. 9 proven trac+ record as an achiever.. .especially if your achievements match up with theemployer8s #reatest wants and needs.

2. Intelli#ence...mana#ement MsavvyM.3. onesty...inte#rity...a decent human bein#.

4. ood fit with corporate culture...someone to feel comfortable with...a team player who mesheswell with interviewer8s team.

5. i+eability.. .positive attitude... sense of humor.6. ood communication s+ills.


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". %edication...willin#ness to wal+ the e,tra mile to achieve e,cellence.$. %efiniteness of purpose...clear #oals.&. ;nthusiasm...hi#h level of motivation.1'. )onfident.. .healthy.. .a leader.

Question - +What are your #reatest wea+nesses?T$AS' Deware = this is an eliminator uestion( desi#ned to shorten the candidate list. 9ny admission of awea+ness or fault will earn you an M9M for honesty( but an MH8 for the interview.ASSA(LE ANS)E$' %is#uise a stren#th as a wea+ness.

Example: MI sometimes push my people too hard. I li+e to wor+ with a sense of ur#ency and everyone is notalways on the same wavelen#th.M

Drawback: @his strate#y is better than admittin# a flaw( but it8s so widely used( it is transparent to anye,perienced interviewer.(EST ANS)E$' and another reason it8s so important to #et a thorou#h description of your interviewer8sneeds before you answer uestions!A 9ssure the interviewer that you can thin+ of nothin# that would stand inthe way of your performin# in this position with e,cellence. @hen( uic+ly review you stron#estualifications.

Example: Mobody8s perfect( but based on what you8ve told me about this position( I believe H d ma+e an

outstandin# match. I +now that when I hire people( I loo+ for two thin#s most of all. %o they have thequalifications to do the ob well( and the motivation to do it well? ;verythin# in my bac+#round shows Ihave both the ualifications and a stron# desire to achieve e,cellence in whatever I ta+e on. Eo I can say inall honesty that I see nothin# that would cause you even a small concern about my ability or my stron#desire to perform this ob with e,cellence.M9lternate strate#y if you don8t yet +now enou#h about the position to tal+ about such a perfect fit!AInstead of confessin# a wea+ness( describe what you like most and like least, ma+in# sure that what you li+emost matches up with the most important ualification for success in the position( and what you li+e least isnot essential.

Example: et8s say you8re applyin# for a teachin# position. MIf #iven a choice( I li+e to spend as much timeas possible in front of my prospects sellin#( as opposed to shufflin# paperwor+ bac+ at the office. -f course(

I lon# a#o learned the importance of filin# paperwor+ properly( and I do it conscientiously. Dut what I reallylove to do is sell if your interviewer were a sales mana#er( this should be music to his ears.!

Question - , @ell me about somethin# you did = or failed to do = that you now feel a little ashamed of.T$AS' @here are some uestions your interviewer has no business as+in#( and this is one. Dut while youmay feel li+e answerin#( "none of your business," naturally you can8t. Eome interviewers as+ this uestionon the chance you admit to somethin#( but if not( at least they8ll see how you thin+ on your feet.Eome unprepared candidates( flustered by this uestion( unburden themselves of #uilt from their personallife or career( perhaps e,pressin# re#rets re#ardin# a parent( spouse( child( etc. 9ll such answers can bedisastrous.(EST ANS)E$' 9s with faults and wea+nesses( never confess a re#ret. Dut don8t seem as if you8re

stonewallin# either.Dest strate#yA Eay you harbor no re#rets( then add a principle or habit you practice re#ularly for healthyhuman relations.

Example: *ause for reflection( as if the uestion never occurred to you. @hen say( MNou +now( I really can8tthin+ of anythin#.M *ause a#ain( then add!A MI would add that as a #eneral mana#ement principle( I8ve foundthat the best way to avoid re#rets is to avoid causin# them in the first place. I practice one habit that helpsme a #reat deal in this re#ard. 9t the end of each day( I mentally review the day8s events and conversations tota+e a second loo+ at the people and developments I8m involved with and do a doublechec+ of what they8reli+ely to be feelin#. Eometimes I8ll see thin#s that do need more follow=up( whether a pat on the bac+( ormaybe a five minute chat in someone8s office to ma+e sure we8re clear on thin#s... whatever.MMI also li+e to ma+e each person feel li+e a member of an elite team( li+e the Doston )eltics or 9 a+ers in

their prime. I8ve found that if you let each team member +now you e,pect e,cellence in their performance...if you wor+ hard to set an e,ample yourself... and if you let people +now you appreciate and respect theirfeelin#s( you wind up with a hi#hly motivated #roup( a team that8s havin# fun at wor+ because they8restrivin# for e,cellence rather than broodin# over sli#hts or re#rets.M


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Question . Why should I hire you?T$AS' Delieve it or not( this is a +iller uestion because so many candidates are unprepared for it. If youstammer or adlib you8ve blown it.(EST ANS)E$' Dy now you can see how critical it is to apply the overall strate#y of uncoverin# theemployer8s needs before you answer uestions. If you +now the employer8s #reatest needs and desires( thisuestion will #ive you a bi# le# up over other candidates because you will #ive him better reasons for hirin#you than anyone else is li+ely to.. .reasons tied directly to his needs.Whether your interviewer as+s you this uestion explicitly or not( this is the most important uestion of yourinterview because he must answer this uestion favorably in is own mind before you will be hired. So helphim out! Wal+ throu#h each of the position8s reuirements as you understand them( and follow each with areason why you meet that reuirement so well.

Example: M9s I understand your needs( you are first and foremost loo+in# for someone who can mana#e thesales and mar+etin# of your boo+ publishin# division. 9s you8 ve said you need someone with a stron#

bac+#round in trade boo+ sales. @his is where I8ve spent almost all of my career( so I8ve chal+ed up 1$ yearsof e,perience e,actly in this area. I believe that I +now the ri#ht contacts( methods( principles( andsuccessful mana#ement techniues as well as any person can in our industry.MMNou also need someone who can e,pand your boo+ distribution channels. In my prior post( my innovative

promotional ideas doubled( then tripled the number of outlets sellin# our boo+s. I8m confident I can do thesame for you.MMNou need someone to #ive a new shot in the arm to your mail order sales( someone who +nows how to sellin space and direct mail media. ere( too( I believe I have e,actly the e,perience you need. In the last fiveyears( I8ve increased our mail order boo+ sales from O6''(''' to O2($''('''( and now we8re the country8ssecond leadin# mar+eter of scientific and medical boo+s by mail.M Etc., etc., etc.,;very one of these sellin# McoupletsM his need matched by your ualifications! is a touchdown that runs upyour score. I@ is your best opportunity to outsell your competition.

Question - / Where do you see yourself five years from now?T$AS' -ne reason interviewers as+ this uestion is to see if you8re settlin# for this position( usin# it

merely as a stopover until somethin# better comes alon#. -r they could be tryin# to #au#e your level ofambition.If you8re too specific( i.e.( namin# the promotions you someday hope to win( you8ll sound presumptuous. Ifyou8re too va#ue( you8ll seem rudderless.(EST ANS)E$' Ceassure your interviewer that you8re loo+in# to ma+e a lon#=term commitment.. .thatthis position entails e,actly what you8re loo+in# to do and what you do e,tremely well. 9s for your future(you believe that if you perform each ob at hand with e,cellence( future opportunities will ta+e care ofthemselves.

Example: MI am definitely interested in ma+in# a lon#=term commitment to my ne,t position. Fud#in# bywhat you8ve told me about this position( it8s e,actly what I8m loo+in# for and what I am very well ualifiedto do. In terms of my future career path( I8m confident that if I do my wor+ with e,cellence( opportunities

will inevitable open up for me. It8s always been that way in my career( and I8m confident I8ll have similaropportunities here.M

Question - 0 %escribe your ideal company( location and ob.T$AS' @his is often as+ed by an e,perienced interviewer who thin+s you may be overualified( but +nows

better than to show his hand by posin# his obection directly. Eo he8ll use this uestion instead( which often#ets a candidate to reveal that( indeed( he or she is loo+in# for somethin# other than the position at hand.(EST ANS)E$' @he only ri#ht answer is to describe what this company is offerin#( bein# sure to ma+eyour answer believable with specific reasons( stated with sincerity( why each uality represented by thisopportunity is attractive to you.Cemember that if you8re comin# from a company that8s the leader in its field or from a #lamorous or much

admired company( industry( city or position( your interviewer and his company may well have an M9visMcomple,. @hat is( they may feel a bit defensive about bein# Msecond bestM to the place you8re comin# from(worried that you may consider them bush lea#ue.


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@his an,iety could well be there even thou#h you8ve done nothin# to inspire it. Nou must #o out of your wayto assua#e such an,iety( even if it8s not e,pressed( by puttin# their virtues hi#h on the list of e,actly whatyou8re loo+in# for( providin# credible reason for wantin# these ualities.If you do not e,press #enuine enthusiasm for the firm( its culture( location( industry( etc.( you may fail toanswer this8 89vis88 comple, obection and( as a result( leave the interviewer suspectin# that a hot shot li+eyou( comin# from a Hortune 5'' company in ew Nor+( ust wouldn8t be happy at an un+nown manufacturer

based in @ope+a( Kansas.

Question - 1 Why do you want to wor+ at our company?T$AS' @his uestion tests whether you8ve done any homewor+ about the firm. If you haven8t( you lose. Ifyou have( you win bi#.(EST ANS)E$' @his uestion is your opportunity to hit the ball out of the par+( than+s to the in=depthresearch you should do before any interview.Dest sources for researchin# your tar#et companyA annual reports( the corporate newsletter( contacts you+now at the company or its suppliers( advertisements( articles about the company in the trade press.

Question - 2 What are your career options ri#ht now?T$AS' @he interviewer is tryin# to find out( "ow esperate are you "

(EST ANS)E$' *repare for this uestion by thin+in# of how you can position yourself as a desiredcommodity. If you are still wor+in#( describe the possibilities at your present firm and why( thou#h you8re#reatly appreciated there( you8re loo+in# for somethin# more challen#e( money( responsibility( etc.!. 9lsomention that you8re seriously e,plorin# opportunities with one or two other firms.If you8re not wor+in#( you can tal+ about other employment possibilities you8re actually e,plorin#. Dut dothis with a li#ht touch( spea+in# only in #eneral terms. Nou don8t want to seem manipulative or coy.

Question - %3 What #ood boo+s have you read lately?T$AS' 9s in all matters of your interview( never fa+e familiarity you don8t have. Net you don8t want toseem li+e a dullard who hasn8t read a boo+ since #om Sawyer.(EST ANS)E$' nless you8re up for a position in academia or as boo+ critic for #he $ew %ork #imes,

you8re not e,pected to be a literary lion. Dut it wouldn8t hurt to have read a handful of the most recent andinfluential boo+s in your profession and on mana#ement.)onsider it part of the wor+ of your ob search to read up on a few of these leadin# boo+s. Dut ma+e surethey are quality boo+s that reflect favorably upon you( nothin# that could even remotely be consideredsuperficial. Hinally( add a recently published bestsellin# wor+ of fiction by a world=class author and you8ll

pass this uestion with flyin# colors.

Question - %% What are your outside interests?T$AS' Nou want to be a well=rounded( not a drone. Dut your potential employer would be even moreturned off if he suspects that your heavy e,tracurricular load will interfere with your commitment to yourwor+ duties.

(EST ANS)E$S' @ry to #au#e how this company8s culture would loo+ upon your favorite outsideactivities and be #uided accordin#ly.Nou can also use this uestion to shatter any stereotypes that could limit your chances. If you8re over 5'( fore,ample( describe your activities that demonstrate physical stamina. If you8re youn#( mention an activity thatconnotes wisdom and institutional trust( such as servin# on the board of a popular charity.Dut above all( remember that your employer is hirin# your for what you can o for him, not your family(yourself or outside or#aniations( no matter how admirable those activities may be.Question - %1 @he MHatal HlawM uestionT$AS' If an interviewer has read your resume carefully( he may try to ero in on a Mfatal flawM of yourcandidacy( perhaps that you don8t have a colle#e de#ree.. .you8ve been out of the ob mar+et for sometime.. .you never earned your )*9( etc.

9 fatal flaw uestion can be deadly( but usually only if you respond by bein# overly defensive.(EST ANS)E$S' 9s every master salesperson +nows( you will encounter obections whether stated ormerely thou#ht! in every sale. @hey8re part and parcel of the buyer8s an,iety. @he +ey is not to exacerbate the

buyer8s an,iety but iminish it. ere8s how...


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Whenever you come up a#ainst a fatal flaw uestionA1. De completely honest( open and strai#htforward about admittin# the shortcomin#. Ehowin# you

have nothin# to hide diminishes the buyer8s an,iety.!2. %o not apolo#ie or try to e,plain it away. Nou +now that this supposed flaw is nothin# to be

concerned about( and this is the attitude you want your interviewer to adopt as well.3. 9dd that as desirable as such a ualification mi#ht be( its lac+ has made you wor+ all the harder

throu#hout your career and has not prevented you from compilin# an outstandin# tac+ record ofachievements. Nou mi#ht even #ive e,amples of how( throu#h a relentless commitment toe,cellence( you have consistently outperformed those who do have this ualification.

-f course( the ultimate way to handle Mfatal flawM uestions is to prevent them from arisin# in the first place.Nou will do that by followin# the master strate#y described in Buestion 1( i.e.( uncoverin# the employersneeds and them matchin# your ualifications to those needs.-nce you8ve #otten the employer to start tal+in# about his most ur#ently=felt wants and #oals for the

position( and then help him see in step=by=step fashion how perfectly your bac+#round and achievementsmatch up with those needs( you8re #oin# to have one very enthusiastic interviewer on your hands( one who isno lon#er loo+in# for Mfatal flawsM.

Question -%* on confidential matters...

T$AS' When an interviewer presses you to reveal confidential information about a present or formeremployer( you may feel it8s a no=win situation. If you cooperate( you could be ud#ed untrustworthy. If youdon8t( you may irritate the interviewer and seem obstinate( uncooperative or overly suspicious.(EST ANS)E$' Nour interviewer may press you for this information for two reasons.Hirst( many companies use interviews to research the competition. It8s a perfect set=up. ere in their own lair(is an insider from the enemy camp who can reveal pried information on the competition8s plans( research(financial condition( etc.Eecond( the company may be testin# your inte#rity to see if you can be caoled or bullied into revealin#confidential data.What to do? @he answer here is easy. $ever reveal anythin# truly confidential about a present or formeremployer. Dy all means( e,plain your reticence iplomatically. Hor e,ample( MI certainly want to be as open

as I can about that. Dut I also wish to respect the ri#hts of those who have trusted me with their mostsensitive information( ust as you would hope to be able to trust any of your +ey people when tal+in# with acompetitor...M9nd certainly you can allude to your finest achievements in specific ways that don8t reveal the combinationto the company safe.Dut be #uided by the #olden rule. If you were the owner of your present company( would you feel it ethicallywron# for the information to be #iven to your competitors? If so( steadfastly refuse to reveal it.Cemember that this uestion pits your desire to be cooperative a#ainst your inte#rity. Haced with any suchchoice( always choose inte&rity. It is a far more valuable commodity than whatever information the companymay pry from you. 7oreover( once you surrender the information( your stoc+ #oes down. @hey will surelylose respect for you.

-ne *resident we +now always presses candidates unmercifully for confidential information. If he doesn8t#et it( he #rows visibly annoyed( relentlessly inuisitive( 't(s all an act. e couldn8t care less about theinformation. @his is his way of testin# the candidate8s moral fiber. -nly those who hold fast are hired.

Question - %+ oo+in# bac+( what would you do differently in your life?T$AS' @his uestion is usually as+ed to uncover any life=influencin# mista+es( re#rets( disappointmentsor problems that may continue to affect your personality and performance.Nou do not want to #ive the interviewer anythin# ne#ative to remember you by( such as some #reat personalor career disappointment( even lon# a#o( that you wish could have been avoided.

or do you wish to #ive any answer which may hint that your whole heart and soul will not be in your wor+.(EST ANS)E$' Indicate that you are a happy( fulfilled( optimistic person and that( in #eneral( you

wouldn8t chan#e a thin#.Example: MIt8s been a #ood life( rich in learnin# and e,perience( and the best it yet to come. ;verye,perience in life is a lesson it its own way. I wouldn8t chan#e a thin#.M


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Question - %, )an you wor+ under pressure?T$AS' 9n easy uestion( but you want to ma+e your answer believable.(EST ANS)E$' 9bsolutely... then prove it with a vivid e,ample or two of a #oal or proect accomplishedunder severe pressure.!

Question - *. What ma+es you an#ry?T$AS' Nou don8t want to come across either as a hothead or a wimp.(EST ANS)E$' ive an answer that8s suited to both your personality and the mana#ement style of thefirm. ere( the homewor+ you8ve done about the company and its style can help in your choice of words.

Examples: 'f you are a reserve person an)or the corporate culture is coolly professional:

MH m an even=tempered and positive person by nature( and I believe this helps me a #reat deal in +eepin# mydepartment runnin# smoothly( harmoniously and with a #enuine esprit e corps. I believe in communicatin#clearly what8s e,pected( #ettin# people8s commitment to those #oals( and then followin# up continuously tochec+ pro#ress.M8If anyone or anythin# is #oin# off trac+( I want to +now about it early. If( after that +ind of opencommunication and follow up( someone isn8t #ettin# the ob done( I8ll want to +now why. If there8s no #oodreason( then I8ll #et impatient and an#ry.. .and ta+e appropriate steps from there. Dut if you hire #ood people(motivate them to strive for e,cellence and then follow up constantly( it almost never #ets to that state.M

'f you are feisty by nature an)or the position calls for a tou&h straw boss.MNou +now what ma+es me an#ry? *eople who the fill in the blan+s with the most obectionable traits forthis type of position!... people who don8t pull their own wei#ht( who are ne#ative( people who lie... etc.M

Question - %. Why aren8t you earnin# more money at this sta#e of your career?T$AS' Nou don8t want to #ive the impression that money is not important to you( yet you want to e,plainwhy your salary may be a little below industry standards.(EST ANS)E$' Nou li+e to ma+e money( but other factors are even more important.

Example: M7a+in# money is very important to me( and one reason I8m here is because I8m loo+in# to ma+emore. @hrou#hout my career( what8s been even more important to me is doin# wor+ I really li+e to do at the+ind of company I li+e and respect.

@hen be prepared to be specific about what your ideal position and company would be li+e( matchin# themas closely as possible to the opportunity at hand.

Question %/ Who has inspired you in your life and why?T$AS' @he two traps here are unpreparedness and irrelevance. If you #rope for an answer( it seems you8venever been inspired. If you ramble about your hi#h school bas+etball coach( you8 ve wasted an opportunityto present ualities of #reat value to the company.(EST ANS)E$' ave a few heroes in mind( from your mental MDoard of %irectorsM =eaders in yourindustry( from history or anyone else who has been your mentor.De prepared to #ive e,amples of how their words( actions or teachin#s have helped inspire yourachievements. 9s always( prepare an answer which hi#hli#hts ualities that would be hi#hly valuable in the

position you are see+in#.

Question - %0 What was the tou#hest decision you ever had to ma+e?T$AS' ivin# an unprepared or irrelevant answer.(EST ANS)E$' De prepared with a #ood e,ample( e,plainin# why the decision was difficult.. .the

process you followed in reachin# it.. .the coura#eous or effective way you carried it out.. .and the beneficialresults.

Question - %1 What chan#es would you ma+e if you came on board?T$AS' Watch outP @his uestion can derail your candidacy faster than a bomb on the trac+s = an *ust as

you are about to be hire.

Reason:o matter how bri#ht you are( you cannot +now the ri#ht actions to ta+e in a position before yousettle in and #et to +now the operation8s stren#ths( wea+nesses +ey people( financial condition( methods ofoperation( etc. If you lun#e at this temptin#ly baited uestion( you will probably be seen as someone whoshoots from the hip.


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7oreover( no matter how comfortable you may feel with your interviewer( you are still an outsier.o one(includin# your interviewer( li+es to thin+ that a +now=it=all outsider is #oin# to come in( turn the placeupside down and with sweepin#( #rand #estures( promptly demonstrate what er+s everybody8s been foryears.(EST ANS)E$' Nou( of course( will want to ta+e a #ood hard loo+ at everythin# the company is doin#

before ma+in# any recommendations.Example: MWell( I wouldn8t be a very #ood doctor if I #ave my dia#nosis before the e,amination. Ehould youhire me( as I hope you will( I8d want to ta+e a #ood hard loo+ at everythin# you8re doin# and understand whyit8s bein# done that way. I8d li+e to have in=depth meetin#s with you and the other +ey people to #et a deeper#rasp of what you feel you8re doin# ri#ht and what could be improved.MHrom what you8ve told me so far( the areas of #reatest concern to you are...M name them. @hen do twothin#s. Hirst( as+ if these are in fact his maor concerns. If so then reaffirm how your e,perience in meetin#similar needs elsewhere mi#ht prove very helpful!.

Question - %2 ow do you feel about wor+in# ni#hts and wee+ends?T$AS' Dlurt out Mno way( FoseM and you can +iss the ob offer #oodbye. Dut what if you have a family andwant to wor+ a reasonably normal schedule? Is there a way to #et both the ob and the schedule you want?(EST ANS)E$' Hirst( if you8re a confirmed wor+aholic( this uestion is a softball lob. Whac+ it out of the

par+ on the first swin# by sayin# this +ind of schedule is ust your style. 9dd that your family understands it.Indeed( they8re happy for you( as they +now you #et your #reatest satisfaction from your wor+.If however( you prefer a more balanced lifestyle( answer this uestion with anotherAM +hat(s the norm for

your best people here"

If the hours still sound unrealistic for you( as+( M%o you have any top people who perform e,ceptionally foryou( but who also have families and li+e to #et home in time to see them at ni#ht?M )hances are thiscompany does( and this associates you with this other Mtop=performers=who=leave=not=later=than=si,M #roup.%ependin# on the answer( be honest about how you would fit into the picture. If all those e,tra hours ma+eyou uncomfortable( say so( but phrase your response positively.

Example: MI love my wor+ and do it e,ceptionally well. I thin+ the results spea+ for themselves( especiallyin .. .mention your two or three ualifications of #reater interest to the employer. Cemember( this is what he

wants most( not a wor+aholic with weak credentials!. ot only would I brin# these ualities( but I8ve builtmy whole career on wor+in# not ust hard( but smart. I thin+ you8ll find me one of the most pro uctive

people here.I o have a family who li+es to see me after wor+ and on wee+ends. @hey add balance and richness to mylife( which in turn helps me be happy and productive at wor+. If I could handle some of the e,tra wor+ athome in the evenin#s or on wee+ends( that would be ideal. Nou8d be #ettin# a person of e,ceptional

productivity who meets your needs with stron# credentials. 9nd I8d be able to handle some of the heavywor+load at home where I can be under the same roof as my family. ;verybody would win.M

Question - *3 9re you willin# to relocate or travel?T$AS' 9nswer with a flat MnoM and you may slam the door shut on this opportunity. Dut what if you8d

really prefer not to relocate or travel( yet wouldn8t want to lose the ob offer over it?(EST ANS)E$' Hirst find out where you may have to relocate and how much travel may be involved.@hen respond to the uestion.If there8s no problem( say so enthusiastically.If you do have a reservation( there are two schools of thou#ht on how to handle it.-ne advises you to +eep your options open and your reservations to yourself in the early #oin#( by sayin#(Mno problemM. Nou strate#y here is to #et the best offer you can( then ma+e a ud#ment whether it8s worth itto you to relocate or travel.9lso( by the time the offer comes throu#h( you may have other offers and can ma+e a more informeddecision. Why +ill of this opportunity before it has chance to blossom into somethin# really special? 9nd ifyou8re a little more desperate three months from now( you mi#ht wish you hadn8t slammed the door on

relocatin# or travelin#.@he second way to handle this uestion is to voice a reservation( but assert that you8d be open to relocatin#or travelin#! for the ri#ht opportunity.


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@he answerin# strate#y you choose depends on how ea#er you are for the ob. If you want to ta+e nochances( choose the first approach.If you want to play a little harder=to=#et in hopes of #eneratin# a more enticin# offer( choose the second.

Question - *% What do you see as the proper role


14/19

ANS)E$' M-ne thin# I wouldn8t do is let the problem slide( because it would only #et worse andoverloo+in# it would set a bad precedent. I would try a#ain and a#ain and a#ain( in whatever way I could( tosolve the problem( involvin# wider and wider circles of people( both above and below the offendin#e,ecutive and includin# my own boss if necessary( so that everyone involved can see the rewards forteamwor+ and the drawbac+s of non=cooperation.MMI mi#ht add that I8ve never yet come across a situation that couldn8t be resolved by harnessin# others in adetermined( constructive effort.M

Question - *,ive me an e,ample of your creativity analytical s+ill.. .mana#in# ability( etc.!T$AS'@he worst offense here is simply bein# unprepared. Nour hesitation may seem as if you8re havin# ahard time rememberin# the last time you were creative( analytical( etc.(EST ANS)E$'Cemember from Buestion 2 that you should commit to memory a list of your #reatestand most recent achievements( ever ready on the tip of your ton#ue.If you nave such a list( it8s easy to present( any of your achievements in li#ht of the uality the interviewer isas+in# about. Hor e,ample( the smashin# success you orchestrated at last year8s trade show could be used asan e,ample of creativity( or analytical ability( or your ability to mana#e.

Question *. Where could you use some improvement?

T$AS' 9nother tric+y way to #et you to admit wea+nesses. %on8t fall for it.(EST ANS)E$' Keep this answer( li+e all your answers( positive. 9 #ood way to answer this uestion isto identify a cuttin#=ed#e branch of your profession one that8s not essential to your employer8s needs! as anarea you8re very e,cited about and want to e,plore more fully over the ne,t si, months.

Question - */ What do you worry about?T$AS' 9dmit to worryin# and you could sound li+e a loser. Eayin# you never worry doesn8t soundcredible.(EST ANS)E$' Cedefine the word 8worry8 so that it does not reflect ne#atively on you.

Example: MI wouldn8t call it worry( but I am a stron#ly #oal=oriented person. Eo I +eep turnin# over in mymind anythin# that seems to be +eepin# me from achievin# those #oals( until I find a solution. @hat8s part of

my tenacity( I suppose.M

Question - *0ow many hours a wee+ do you normally wor+?T$AS' Nou don8t want to #ive a specific number. 7a+e it to low( and you may not measure up. @oo hi#h(and you8ll forever feel #uilty about snea+in# out the door at 5A15.(EST ANS)E$''f you are in fact a workaholic an you sense this company woul like that: Eay you are aconfirmed wor+aholic( that you often wor+ ni#hts and wee+ends. Nour family accepts this because it ma+esyou fulfilled.If you are not a wor+aholicA Eay you have always wor+ed hard and put in lon# hours. It #oes with theterritory. It one sense( it8s hard to +eep trac+ of the hours because your wor+ is a labor of love( you enoynothin# more than solvin# problems. Eo you8re almost always thin+in# about your wor+( includin# times

when you8re home( while shavin# in the mornin#( while commutin#( etc.

Question *1 What8s the most difficult part of bein# a ob title!?T$AS' nless you phrase your answer properly( your interviewer may conclude that whatever youidentify as MdifficultM is where you are wea+.(EST ANS)E$' Hirst( redefine MdifficultM to be Mchallen#in#M which is more positive. @hen( identify anarea everyone in your profession considers challen#in# and in which you e,cel. %escribe the process youfollow that enables you to #et splendid results.. .and be specific about those results.

Example: MI thin+ every sales mana#er finds it challen#in# to motivate the troops in a recession. Dut that8sprobably the stron#est test of a top sales mana#er. I feel this is one area where I e,cel.MMWhen I see the first si#n that sales may slip or that sales force motivation is fla##in# because of a downturn

in the economy( here8s the plan I put into action immediately...M followed by a description of each step in theprocess... and most importantly, the e,ceptional results you8 ve achieved.!.

Question - *2 @he Mypothetical *roblemM


15/19

T$AS' Eometimes an interviewer will describe a difficult situation and as+( "ow woul you hanle this " Eince it is virtually impossible to have all the facts in front of you from such a short presentation( don8t fallinto the trap of tryin# to solve this problem and #ivin# your verdict on the spot. It will ma+e your decision=ma+in# process seem woefully inadeuate.(EST ANS)E$' Instead( describe the rational( methodical process you would follow in analyin# this

problem( who you would consult with( #eneratin# possible solutions( choosin# the best course of action( andmonitorin# the results.Cemember( in all such( "+hat woul you o " uestions( always describe your process or workin&methos, and you8ll never #o wron#.

Question - +3 What was the tou#hest challen#e you8ve ever faced?T$AS' Dein# unprepared or citin# an e,ample from so early in your life that it doesn8t score many pointsfor you at this sta#e of your career.(EST ANS)E$' @his is an easy uestion if you8re prepared. ave a recent e,ample ready thatdemonstrates eitherA

1. 9 uality most important to the ob at handL or2. 9 uality that is always in demand( such as leadership( initiative( mana#erial s+ill( persuasiveness(

coura#e( persistence( intelli#ence( etc.

Question - +% ave you consider startin# your own business?T$AS' If you say MyesM and elaborate enthusiastically( you could be perceived as a loose cannon in alar#er company( too entrepreneurial to ma+e a #ood team player.. .or someone who had to settle for thecorporate life because you couldn8 t ma+e a #o of your own business.9lso too much enthusiasm in answerin# MyesM could rouse the paranoia of a small company indicatin# thatyou may plan to #o out on your own soon( perhaps ta+in# some +ey accounts or trade secrets with you.-n the other hand( if you answer Mno( neverM you could be perceived as a security=minded drone who neverdreamed a bi# dream.(EST ANS)E$' 9#ain it8s best toA

1. au#e this company8s corporate culture before answerin# and...

2. De honest which doesn8t mean you have to vividly share your fantasy of the franchise or bed=and=brea+fast you someday plan to open!.

In #eneral( if the corporate culture is that of a lar#e( formal( military=style structure( minimie any indicationthat you8d love to have your own business. Nou mi#ht say( M-h( I may have #iven it a thou#ht once or twice(

but my whole career has been in lar#er or#aniations. @hat8s where I have e,celled and where I want to be.MIf the corporate culture is closer to the free=wheelin#( everybody8s=a=deal=ma+er variety( then emphasie thatin a firm li+e this( you can virtually #et the best of all worlds( the e,citement of seein# your own ideas and

plans ta+e shape.. .combined with the resources and stability of a well=established or#aniation. Eounds li+ethe perfect environment to you.In any case( no matter what the corporate culture( be sure to indicate that any desires about runnin# yourown show are part ofyour past, not your present or future.

@he last thin# you want to proect is an ima#e of either a dreamer who failed and is now settlin# for thecorporate cocoon... or the restless maveric+ who will fly out the door with +ey accounts( contacts and tradesecrets under his arms ust as soon as his ban+roll has #otten rebuilt.9lways rememberA 7atch what you want with what the position offers. @he more information you8veuncovered about the position( the more believable you can ma+e your case.

Question - +* What are your #oals?T$AS'ot havin# any... or havin# only va#ue #eneralities( not hi&hly specific #oals.(EST ANS)E$' 7any e,ecutives in a position to hire you are stron# believers in #oal=settin#. It8s one ofthe reason they8 ve achieved so much!. @hey li+e to hire in +ind.If you8re va#ue about your career and personal #oals( it could be a bi# turnoff to may people you will

encounter in your ob search.De ready to discuss your #oals for each maor area of your lifeA career( personal development and learnin#(family( physical health!( community service and if your interviewer is clearly a reli#ious person! you could


16/19

briefly and #enerally allude to your spiritual #oals showin# you are a well=rounded individual with yourvalues in the ri#ht order!.De prepared to describe each #oal in terms of specific milestones you wish to accomplish alon# the way(time periods you8re allottin# for accomplishment( why the #oal is important to you( and the specific stepsyou8re ta+in# to brin# it about. Dut do this concisely( as you never want to tal+ more than two minutesstrai#ht before lettin# your interviewer bac+ into the conversation.

Question - ++ What do you for when you hire people?T$AS' Dein# unprepared for the uestion.(EST ANS)E$' Epea+ your own thou#hts here( but for the best answer weave them around the three mostimportant ualifications for anyposition.

1. )an the person do the wor+ ualifications!?2. Will the person do the wor+ motivation!?3. Will the person fit in Mour +ind of team playerM!?

Question - +, Eell me this stapler...this pencil...this cloc+...or some other obect on interviewer8s des+!.T$AS' Eome interviewers( especially business owners and hard=chan#in# e,ecutives in mar+etin#=drivencompanies( feel that #ood salesmanship is essential for any +ey position and as+ for an instant demonstration

of your s+ill. De ready.(EST ANS)E$' -f course( you already +now the most important secret of all #reat salesmanship = "finout what people want, then show them how to &et it."

If your interviewer pic+s up his stapler and as+s( Msell this to me(M you are #oin# to demonstrate this provenmaster principle.ere(s how:MWell( a #ood salesman must +now both his product and his prospect before he sells anythin#. If I weresellin# this( I8d first #et to +now everythin# I could about it( all its features and benefits.MM@hen( if my #oal were to sell ityou, I would do some research on how you mi#ht use a fine stapler li+e this.@he best way to do that is by as+in# some uestions. 7ay I as+ you a few uestions?M@hen as+ a few uestions such as( MFust out of curiosity( if you didn8t already have a stapler li+e this( whywould you want one? 9nd in addition to that? 9ny other reason? 9nythin# else?M

M9nd would you want such a stapler to be reliable?...old a #ood supply of staples?M 9s+ more uestionsthat point to the features this stapler has.!-nce you8ve as+ed these uestions( ma+e your presentation citin# all the features and benefits of this staplerand why it8s e,actly what the interviewer ust told you he8s loo+in# for.@hen close with( MFust out of curiosity( what would you consider a reasonable price for a uality stapler li+ethis... a stapler you could have ri&ht now and would then repeat all the problems the stapler would solve forhim!? Whatever he says( unless it8s ero!( say( M-+ay( we8ve #ot a deal.M -@;A If your interviewer testsyou by fi&htin& every step of the way( denyin# that he even wants such an item( on(tfi&ht him. @a+e the

product away from him by sayin#( M7r. *rospect( I8m deli#hted you8ve told me ri#ht upfront that there8s noway you8d ever want this stapler. 9s you well +now( the first rule of the most productive salespeople in anyfield is to meet the needs of people who really nee an want our products( and it ust wastes everyone8s

time if we try to force it on those who don8t. 9nd I certainly wouldn8t want to waste your time. Dut we sellmany items. Is there anyproduct on this des+ you would very much li+e to own.. .ust one item?M When he

points somethin# out( repeat the process above. If he +nows anythin# about sellin#( he may #ive you astandin# ovation.

Question +. M@he Ealary BuestionM = ow much money do you want?T$AS' 7ay also be phrases as( "+hat salary are you worth"...or, "ow much are you makin& now "@his is your most important ne#otiation. andle it wron# and you can blow the ob offer or #o to wor+ at farless than you mi#ht have #otten.(EST ANS)E$' Hor ma,imum salary ne#otiatin# power( remember these five #uidelinesA

1. ever brin# up salary. et the interviewer do it first. ood salespeople sell their products

thorou#hly before tal+in# price. So shoul you. 7a+e the interviewer want you first( and yourbar#ainin# position will be much stron#er.

2. If your interviewer raises the salary uestion too early( before you8ve had a chance to create desirefor your ualifications(postpone the uestion( sayin# somethin# li+e( M7oney is important to me(


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but is not my main concern. -pportunity and #rowth are far more important. What I8d rather do( ifyou don8t mind( is e,plore if I8m ri#ht for the position( and then tal+ about money. Would that beo+ay?M

3. @he >1 rule of any ne#otiation isA the sie with more information wins. 9fter you8ve done athorou#h ob of sellin# the interviewer and it8s time to tal+ salary( the secret is to #et the employertal+in# about what he8s willin# to pay before you reveal whatyou (re willin# to accept. Eo( whenas+ed about salary( respond by as+in#( MI8m sure the company has already established a salaryran#e for this position. )ould you tell me what that is?M -r( MI want an income commensurate withmy ability and ualifications. I trust you8ll be fair with me. What does the position pay?M -r( moresimply( MWhat does this position pay?M

4. Know beforehand what you8d accept. @o +now what8s reasonable( research the ob mar+et and thisposition for any relevant salary information. Cemember that most e,ecutives loo+ for a 2'=25JOpay boost when they switch obs. If you8re #rossly underpaid( you may want more.

5. ever lie about what you currently ma+e( but feel free to include the estimated cost of all yourfrin#es( which could well tac+ on 25=5'J more to your present Mcash=onlyM salary.

Question - +/ @he Ille#al BuestionT$AS' Ille#al uestions include any re#ardin# your a#e.. .number and a#es of your children or other

dependents...marital status...maiden name...reli#ion...political affiliation.. .ancestry.. .national ori#in...birthplace.. .naturaliation of your parents( spouse or children.. .diseases.. .disabilities.. .clubs.. .or spouse8soccupation.. .unless any of the above are irectly relate to your performance of the *ob. Nou can8t even beas+ed about arrests, thou#h you can be as+ed about convictions.(EST ANS)E$' nder the ever=present threat of lawsuits( most interviewers are well aware of thesetaboos. Net you may encounter( usually on a second or third interview( a senior e,ecutive who doesn8tinterview much and for#ets he can8t as+ such uestions.Nou can handle an ille#al uestion in several ways. Hirst( you can assert your le#al ri#ht not to answer. Dutthis will fri#hten or embarrass your interviewer and destroy any rapport you had.Eecond( you could swallow your concerns over privacy and answer the uestion strai#ht forwardly if youfeel the answer could help you. Hor e,ample( your interviewer( a devout Daptist( reco#nies you from church

and mentions it. ere( you could #ain by tal+in# about your church.@hird( if you don8t want your privacy invaded( you can diplomatically answer the concern behind theuestion without answerin# the uestion itself.

Example: If you are over 5' and are as+ed( "ow ol are you" you can answer with a friendly( smilin#uestion of your own on whether there8s a concern that your a#e my affect your performance. Hollow this up

by reassurin# the interviewer that there8s nothin# in this ob you can8t do and( in fact( your a#e ande,perience are the most important avanta&es you offer the employer for the followin# reasons...

nother example: If as+ed( "Do you plan to have chilren" you could answer( MI am wholeheartedlydedicated to my careerM( perhaps addin#( MI have no plans re#ardin# children.M Nou needn8t fear you8ve

pled#ed eternal childlessness. Nou have every ri#ht to chan#e your plans later. et the ob first and thenenoy all your options.!

7ost importantly( remember that ille#al uestions arise from fear that you won8t perform well. @he bestanswer of all is to #et the ob and perform brilliantly. 9ll concerns and fears will then varnish( replaced byrespect and appreciation for your wor+.

Question - +0 @he MEecretM Ille#al BuestionT$AS' 7uch more freuent than the Ille#al uestion -see uestion //0 is the secret ille#al uestion. It8ssecret because it8s as+ed only in the interviewer8s mind. Eince it8s not even e,pressed to you( you have noway to respond to it( and it can there be most dama#in#.

Example: Nou8 re physically challen#ed( or a sin#le mother returnin# to your professional career( or over 5'(or a member of an ethnic minority( or fit any of a doen other cate#ories that do not strictly conform to themaority in a #iven company.

Nour interviewer wonders( MIs this person really able to handle the ob?M.. .MIs he or she a 8#ood fit8 at aplaceli+e ours?M... MWill the chemistry ever be ri#ht with someone li+e this8?M Dut the interviewer never raisessuch uestions because they8re ille#al. Eo what can you do?


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(EST ANS)E$' Cemember that ust because the interviewer doesn8t as+ an ille#al uestion doesn8t meanhe doesn8t have it. 7ore than li+ely( he is #oin# to come up with his own answer. Eo you mi#ht as well helphim out.ow? Well( you obviously can8t respond to an ille#al uestion if he hasn8t even as+ed. @his may well offendhim. 9nd there8s always the chance he wasn8t even concerned about the issue until you brou#ht it up( andonly then be#ins to wonder.Eo you can8t address MsecretM ille#al uestions hea1on. Dut what you can do is ma+e sure there8s enou#hcounterbalancin& information to more than reassure him that there8s no problem in the area he may bedoubtful about.Hor e,ample( let8s say you8re a sales rep who had polio as a child and you need a cane to wal+. Nou +nowyour condition has never impeded your performance( yet you8re concerned that your interviewer maysecretly be wonderin# about your stamina or ability to travel. Well( ma+e sure that you hit these abilitiesvery hard( leavin# no doubt about your capacity to handle them well.Eo( too( if you8re in any different from what passes for MnormalM. 7a+e sure( without in any way seemin#efensive about yourself that you mention stren#ths( accomplishments( preferences and affiliations thatstron#ly counterbalance any unspo+en concern your interviewer may have.

Question - +1 ow do you define success... and how do you measure up to your own definition?

T$AS' Eeems li+e an obvious enou#h uestion. Net many e,ecutives( unprepared for it( fumble the ball.(EST ANS)E$' ive a well=accepted definition of success that leads ri#ht into your own stellar collectionof achievements.

Example: M@he best definition I8 ve come across is that success is the pro#ressive realiation of a worthy#oal.MM9s to how I would measure up to that definition( I would consider myself both successful andfortunate.. .M@hen summarie your career #oals and how your achievements have indeed represented a

pro#ressive path toward realiation of your #oals.!

Question - +2 M@he -pinion BuestionM = What do you thin+ about ...9bortion...@he *resident.. .@he %eath*enalty.. .or any other controversial subect!?

T$AS' -bviously( these and other MopinionM uestions should never be as+ed. Eometimes they come upover a combination dinner


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(EST ANS)E$' @his type of uestion is aimed at #ettin# at your bedroc+ attitude about wor+ and howyou feel about what you do. Nour best answer will focus on your positive feelin#s.

Example: M9fter I floated down from cloud nine( I thin+ I would still hold my basic belief that achievementand purposeful wor+ are essential to a happy( productive life. 9fter all( if money alone bou#ht happiness(then all rich people would be all happy( and that8s not true.MI love the wor+ I do( and I thin+ I8d always want to be involved in my career in some fashion. Winnin# thelottery would ma+e it more fun because it would mean havin# more fle,ibility( more options...who +nows?MM-f course( since I can8t count on winnin#( I8d ust as soon create my own destiny by stic+in# with what8swor+ed for me( meanin# #ood old reliable hard wor+ and a desire to achieve. I thin+ those ualities have

built many more fortunes that all the lotteries put to#ether.M

Question - ,% Why should I hire you from the outside when I could promote someone from within?T$AS' @his uestion isn8t as a##ressive as it sounds. It represents the interviewer8s own dilemma over thiscommon problem. e8s probably leanin# toward you already and for reassurance( wants to hear what youhave to say on the matter.(EST ANS)E$' elp him see the ualifications that only you can offer.

Example: MIn #eneral( I thin+ it8s a #ood policy to hire from within = to loo+ outside probably means you8renot completely comfortable choosin# someone from inside.

Maturally( you want this department to be as stron# as it possibly can be( so you want the stron#estcandidate. I feel that I can fill that bill because... then recap your stron#est ualifications that match up withhis #reatest needs!.M

Question - ,* @ell me somethin# ne#ative you8ve heard about our company...T$AS' @his is a common fishin# e,pedition to see what the industry #rapevine may be sayin# about thecompany. Dut it8s also a trap because as an outsider( you never want to be the bearer of unflatterin# news or#ossip about the firm. It can only hurt your chances and sidetrac+ the interviewer from #ettin# sold on you.(EST ANS)E$' Fust remember the rule = never be ne#ative = and you8ll handle this one ust fine.

Question - ,+ -n a scale of one to ten( rate me as an interviewer.

T$AS' ive a perfect M1'(M and you8ll seem too easy to please. ive anythin# less than a perfect 1'( andhe could press you as to where you8re bein# critical( and that road leads ownhill for you.(EST ANS)E$' -nce a#ain( never be ne&ative. @he interviewer will only resent criticism comin# fromyou. @his is the time to show your positivism.owever( don8t #ive a numerical ratin#. Eimply praise whatever interview style he8s been usin#.If he8s been tou#h( say MNou have been thorou#h and tou#h=minded( the very ualities needed to conduct a#ood interview.MIf he8s been methodical( say( MNou have been very methodical and analytical( and I8m sure that approachresults in e,cellent hires for your firm.MIn other words( pay him a sincere compliment that he can believebecause it8s anchored in the behavior you8ve ust seen.

ood luc+ in your ob searchP

Campus Recruitment Training Booklet 2011 (1)

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Transcript of Campus Recruitment Training Booklet 2011 (1)