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Sos get offered 20101109 v1.0 20101109

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  • 在销售学里,有个“决策人原则”。你想把一件东西卖出去,需要说服的不是产品的使用者,而是决定购买该产品的人。
    这个人也不见得就是采购单位的最高领导,可能只是一名采购专员。前者是最终决策人,后者是关键决策人。很多时候,关键决策人对一个订单重视与否,往往能直接影响最终决策人的判断。所以营销的时候,如果能抓住关键决策人的心理,往往能起到事半功倍的效果。
  • 把求职意向、联系方式等基本信息写清楚,并放在简历开头。
    自我评价:用几个词概括出自己的优势,差异性和契合性
  • 把求职意向、联系方式等基本信息写清楚,并放在简历开头。
    自我评价:用几个词概括出自己的优势,差异性和契合性
  • 我想告诉你的是,别再罗列课程了,除非你所学的是全国独一无二的,否则你写的就不再是你,而是你的专业!
  • 我想告诉你的是,别再罗列课程了,除非你所学的是全国独一无二的,否则你写的就不再是你,而是你的专业!
  • 我想告诉你的是,别再罗列课程了,除非你所学的是全国独一无二的,否则你写的就不再是你,而是你的专业!
  • 我想告诉你的是,别再罗列课程了,除非你所学的是全国独一无二的,否则你写的就不再是你,而是你的专业!
  • 我想告诉你的是,别再罗列课程了,除非你所学的是全国独一无二的,否则你写的就不再是你,而是你的专业!
  • 光有差异性,可能over qualified
    光有契合性,可能变成岗位描述
  • 简历就是“简单”
  • Responsibility as the captain of a varsity team can certainly
    produce leadership stories. Participating in an extracurricular activity,
    traveling for a semester abroad, or volunteering for a mentoring program
    are great sources for vignettes. Courses taken and projects
    completed, such as a complex financial spreadsheet, an engineering
    design, or a visual basic program are excellent examples. The key to
    being a top candidate is in the delivery—be focused, energetic, and
    exhibit passion.
  • Responsibility as the captain of a varsity team can certainly
    produce leadership stories. Participating in an extracurricular activity,
    traveling for a semester abroad, or volunteering for a mentoring program
    are great sources for vignettes. Courses taken and projects
    completed, such as a complex financial spreadsheet, an engineering
    design, or a visual basic program are excellent examples. The key to
    being a top candidate is in the delivery—be focused, energetic, and
    exhibit passion.
  • STAR
    Situation
    Task
    Action
    Result
  • Transcript

    • 1. Sink or Swim – Get Offered Resume and interview skill training for ECNU students Joan Shi
    • 2. Tough Interview Questions
    • 3. Tough Interview Questions 年轻力壮, 求圣诞老人‘包养’ !
    • 4. How to be ‘picked’
    • 5. SellYourself!
    • 6. But How?
    • 7. 4 Steps
    • 8. Sell You Define The product Determine The market Create The market plan Call the customer
    • 9. ▸ Define the product ▸ Your value that you can add to your future ▸ The value can the employment brings to you ▸ Determine your market ▸ The first job is rarely the ideal job ▸ Your qualification might not be that fit, but don’t let that stop you ▸ Break the ‘lack of experience’ vicious cycle ▸ Do your own ‘due diligence’ ▸ Create your own market plan ▸ Define your goals and target audience ▸ Prepare your “name card’ – The resume ▸ Prepare your elevator speech – Who are you? ▸ Be visible – your promotion plan ▸ Do the customer call ▸ The interview
    • 10. We Need CHANGE
    • 11. Selling not waiting to be on Sale
    • 12. Before we start to sell…
    • 13. Question 1: What is most important thing to a sales man?
    • 14. Your Client – the HR (多数情况)
    • 15. •HR 很烦、很辛苦。 •HR 其实很温柔。 •HR 在找将来的‘同事’。 •HR 虽然不是最终决策人,但是他们是关 键决策人。
    • 16. This time is different, because we will start preparation from our client’s point of view. 投其所好
    • 17. Tough Interview Questions Question 2: What is resume used for?
    • 18. 优不优秀? 合不合适?
    • 19. Tough Interview Questions Question 2: How long will it take recruiter to read your resume?
    • 20. Tough Interview Questions 15-20 sec.
    • 21. Group Discussion: According to the previous answers, Try to define the most-wanted components to fit in an A4 paper
    • 22. Must Have!! 个人信息 求职意向 教育背景和技能 工作和实习经验 资质和奖励 自我评价 “ 简历”两个字整个简 历中最多余的两个字 。
    • 23. 不要 Sell 你的专业!上过课,不等于你的优势和技能。
    • 24. 客户看的是可衡量、可比较 的结果
    • 25. 不要把简历写成岗位描述。
    • 26. Be Stand-out! Not on design, color, layout, photo… But on differentiation and match.
    • 27. 差异性兼具契合性
    • 28. RESUME CHECK LIST 美观整洁 内容有条理 – 倒序、由主到次 不要有错别字 不要把简历写成岗位描述 – 差异性和契合性 为你的顾客量体裁衣 – 岗位要什么,你留什么 – 岗位要什么,你加什么 – 即使没什么,也不能什么都写 不要夸大你的技能和成绩
    • 29. K.I.S.S.
    • 30. Be Professional at the 1st step
    • 31. Stand out
    • 32. Get the chance to meet
    • 33. Tough Interview Questions Question 3: What is interview used for?
    • 34. •To Verify: What you said is true What he/she thinks is true
    • 35. Evidence
    • 36. Being prepared is the best way to reduce anxiety and help ensure a successful job interview. 过关靠的是 实力和准备 ,不是运气
    • 37. But How to prepare?
    • 38. ▸ Your opportunity to shine ▸ Your abilities, talents, interests, personality, work experience, education, and motivation ▸ Informs you about the employer ▸ Employer needs, history, work environment, business activities, and future plans ▸ Let you know what you can improve Let’s think in another way 心态上的准备
    • 39. What the interviewer wants to know: Can you do this job? 知识和技能匹配度 Will you do this job? 动力 Are you ‘promoteable’? 晋升空间 Are you a good fit to his company? 契合度 Will you work with the team? 团队契合度 Do you have adequate background? 相关工作和实习 经验 Pre-Interview Preparation
    • 40. Employable Qualities - Top 10 Communication skill Analytical skill Computer skill Flexibility/Adaptability Strong work ethic Interpersonal skill Teamwork skill Problem solving skill Initiative Technical skill Pre-Interview Preparation
    • 41. • Understand yourself - Determine your job objectives - Identify what you can offer to the employer - Review your resume or application •Understand the Job Role •Understand the company - Research your employer -Ask about the interview format (group or one- on-one) Pre-Interview Preparation
    • 42. Types of questions you might encounter: About Yourself Open question (Tell me about yourself) Probing the resume Behavioral/Situational Role play About Company Understanding of the position Knowledge of News/Trends Knowledge of company Pre-Interview Preparation
    • 43. Resume Questions: • Be prepared to elaborate on resume content • Know your resume inside and out – refer to it, when appropriate • Don’t apologize for shortcomings – focus on positives Pre-Interview Preparation
    • 44. Behavioral Questions: • Best predictor of future is past behavior • Identify 6-8 situations that you dealt successfully • What skills/characteristics were demonstrated? • Prepare mental outline for each (STAR) • Choose most recent, most relevant, most powerful Pre-Interview Preparation
    • 45. Behavioral Questions Samples: Tell me about a time when you… • you demonstrated leadership • faced an ethical dilemma • solved a difficult problem • took a risk and failed • served as a member of team Pre-Interview Preparation
    • 46. Answer the Behavioral Questions by STAR: Tell me about a time when you… • you demonstrated leadership • faced an ethical dilemma • solved a difficult problem • took a risk and failed • served as a member of team Pre-Interview Preparation
    • 47. What is ‘STAR’: • Situation • Task • Action • Results (BAR format: Background, Action, Result) Pre-Interview Preparation 你如何陈述比你 陈述的内容更关 键
    • 48. I have no STAR Statement… Impossible • Part-time job • Internship • Volunteer work • Community • Extracurricular activity • A course you have taken Pre-Interview Preparation Focus Energetic How you make thing clearly expressed is more important!
    • 49. I have no STAR Statement… Impossible Pre-Interview Preparation
    • 50. Role play and scenario question: • If a difficult client walked in demanding a service that was not offered, how would you respond? • If you strongly disagree with your team member on a specific issue, what’s your reaction? • How would you pitch your company to someone who knew nothing about it? Pre-Interview Preparation
    • 51. Case Interview: • Used to check candidates’ thinking process in action • Employer looks for a candidate who can • Ask the right question • Develop the logical approach to analysis an issue • Arrive at a recommendation Pre-Interview Preparation
    • 52. PreparePrepare OpenOpen Resume reviewResume review and job matchand job match questionsquestions Behavioral basedBehavioral based questions (BBSI)questions (BBSI) ++ legal considerationslegal considerations Close InterviewClose Interview Evaluate the applicant / Document InterviewEvaluate the applicant / Document Interview Sell Value PropositionSell Value Proposition
    • 53. Proper Attire: Conservative, well-groomed Dark suit Hose/Close-toe shoe Minimal jewelry During the Interview
    • 54. 5 Minute Rules Most interviewers determine how they feel about the candidates within the first 5 minutes or less. During the Interview
    • 55. Hand Shake: Start with a good smile Go for a thumb Firm, not strong Up and down, not side to side or back and forth 2-3 shakes are good During the Interview
    • 56. Non-Verbal Communications: Keep good posture Remain professional, even if the interviewer is relax Lean towards interviewer, not back in chair Maintain appropriate eye contact Be aware of gestures During the Interview
    • 57. Verbal Communications: Be aware of volume (not to soft, low or loud) Minimize your ‘filler’ words Think before you answer, clarify any confusion Be concise (STAR) During the Interview
    • 58. During the Interview Answer the question well and ask good questions: Prepare 5 questions to ask before the interview Source to use to develop your questions: Job description Company website Google search
    • 59. During the Interview 80/20 rules 问什么,答什么
    • 60. If we have some answers prepared… Will it be less scary?
    • 61. Tough Interview Questions
    • 62. Tell me about yourself 自我认知、自我定位、表述清晰、销售自己的能力
    • 63. Elevator Speech In 30 seconds – 2 minutes To introduce yourself and your talent
    • 64. Elevator Speech – your first virtual business card In 30 seconds – 2 minutes Who are you? What do I do and what I want to do? Why am I so great?
    • 65. Where do you see yourself in 5 years? 有没有明确的职业定位和发展方向(表面) 你是不是会忠实于这个雇主(隐含)
    • 66. What is your greatest strength? 你得优点是否是岗位和雇主需要的? 你能否表述清晰?
    • 67. What are your weakness? 你的弱点和岗位需求不相关 你已经认识到你的弱点,并在努力改进
    • 68. How would others describe you? 可以用“你的优势”这题的答案来回答。 同时它考察你是否有团队精神。
    • 69. Why you, Not others? 1. 对岗位需求的理解正确 - 直到雇主在找谁 2. 对自己的优势很了解 1 和 2 有完全的匹配度
    • 70. If you could choose any company, where would you go? 你对自己的职业定位是否明确 测试你对整个行业的了解 测试你的就业动机
    • 71. ‘Do you have any question?’ 问题的本身较问题 的答案更关键! Job Related Industry related Can be answered by the interviewer
    • 72. How to deal with different interview styles?
    • 73. Phone Interview Easy?
    • 74. Assessment Center Difficult?
    • 75. CHECK LIST Do you homework Practice makes perfect Bring a copy of resume Honest is the best ‘STAR’ statement Prepare a good question to ask Follow up with a “Thank You” letter, if possible
    • 76. Reminder on Etiquette Be Punctual – 15 min. earlier Dress Accordingly A Firm Handshake Present a Positive Personal Image – 自信得体 Active Listening Be honest Thank Them Twice – both at the beginning and the end
    • 77. What They are Looking for… Hard working nature Team worker Critical thinking and quick learning Proactive and motivate Adaptable Time management skill Last… Good education The Suitable, not the Best
    • 78. Let’s get Sink or Swim
    • 79. Thank You and Good Luck Selling not waiting to be on Sale
    • 80. Thank You and Good Luck shiwenj@cn.ibm.com
    • 81. Appendix Interview question: •What are some of your strengths? •Tell me about some of your skills that apply to this job. •What accomplishment do you feel most proud of? •What was your favorite class in school? •What do you consider to be your greatest failure? •How much do you know about our company? •What is the most difficult interpersonal situation you have had to deal with at work, and how did you handle it? •What do you expect to earn here? •Are you looking for a position in many other companies? •How would you describe your personality? •When would you be willing to start work? •What do you think you could accomplish in your first year here?
    • 82. Appendix Question you can ask the interviewer: Is there a structured career path at the company? Can you describe the work environment here? What are some of the things you especially admire about the company? What attracted you to this organization? What does this company value the most, and how do you think my work for you will further these values? Recruiters want you to be successful. Ask them to coach you for the interviews they arrange. How do my skills compare with those of the other candidates you have interviewed? I have really enjoyed meeting with you and your team, and I am very interested in the opportunity. I feel my skills and experience would be a good match for this position. What is the next step in your interview process? Can you please tell me a little bit about the people with whom I’ll be working most closely?

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