3. Why do you do Professional Courses (MBA)?
1. Earn a better salary.
2. To develop better critical thinking skills.
3. To sharpen strategy and tactical skills.
4. To develop appropriate leadership skills.
5. To broaden ones scope.
6. To learn and develop strategic thinking.
7. To analyze organizational methods and procedures.
8. To enrich ones life.
9. To take on more responsibilities.
4. 10. To learn to use power appropriately.
11. To learn the art of influencing people.
12. To become more marketable.
13. To learn negotiation dynamics
14. To learn the methods for building energized teams.
15. Develop managerial competence.
16. To develop a global mindset.
17. For personal development.
18. To enhance interpersonal skills.
19. To learn the importance of cultural sensitivity.
20. To learn the risk management skills.
5. 21. To expand ones network .
22. To step to a higher level within a career .
23. To learn approaches to solve real life problems.
24. To increase motivation.
25. To increase performance.
26. To lead change.
27. To learn the importance of social responsibility.
28. To develop strategic planning skills.
8. Do you want to develop yourself?
YES
YES
Really
9. How can we develop our self?
Learning
How do we Learn?
10. What is your opinion about % of learning by
following?
•READ
•HEAR
•SEE
•HEAR & SEE
•SAY
•SAY & PERFORM
11. •10 % of what you read
• 20 % of what you hear
• 30 % of what you see
• 50 % of what you see and hear
• 70 % of what you say
• 90 % of what you say as you perform the task
12. Which one do you suggest me to follow?
Your suggestion is:
what you say as you perform the task?
Why?
90 % Learning
13. What is most important in your this development
training programme?
YOUR ACTIVE INVOLVEMENT
YOUR PARTICIPATION
14. Start the Training programme:
Lets other’s know you!
Orientation Programme…..
15. What is missing in your this Introduction?
•There is information only!
•There is no sell ability!
•There is no persuasion!
•There is no pulling!
•There is no drawing force!
•There is no magnetism!
17. From where these come?
•Soft Skills
•Marketability Skills
•Employability Skills
18. If you are given a chance to speak in some gathering.
a) You will not speak
b) You will speak only a few words
c) You will speak fluently and confidently
21. •help you to grow in your job & career.
•can effective enhance your career prospects.
•can enhance your job performance.
•enhance your interaction with others.
•help you to get along with others i.e. seniors,
coworkers, juniors, customers, financial institutions,
labour union etc.
22. You either get the job or you don’t. There is only one
winner when job hunting.
Interview preparation is the differentiator between high
caliber candidates – the one who is best prepared –gets
the job.
23. A. Background
B. College/School
C. Career & Motivation
D. Research & Company Information
E. Strengths/Weaknesses/Self Awareness
F. Drive & Ambition
G. Situation and Behavioural Questions
H. Brain Teasers
I. Hobbies & Activities
J. Questions to ask the Interviewer
25. Tell me about yourself. OR Introduce yourself.
YOU:
Person A: I’m a real self-starter. I love people. I love meeting people....uh,
what else? I like parties. I’m single, and always available. I really need to
work. Score_______
Person B: I’m a single mom. I have two great kids, ages eight and five.
I’m anxious to get back to work now that they are both in school. I used to
sell real estate. I love sports. I play volleyball once a week and I coach
soccer. I’m on the board of our local community centre. Score________
26. What interests you about this position?
YOU:
Person A: I like the flexibility. I hate being stuck in an office, 9-5, you
know what I mean? I can still have a social life, and I get to meet new
people. I love chocolate!
Score______
Person B: I like the flexibility. I can balance my responsibilities and
interests and still earn some money. I think this business really has
potential. Everyone loves chocolate!
Score_______
27. What makes you the best person for this job?
YOU:
Person A: Like I said before, I really need this job! I have lots of energy
and I really like your product. I think I can get that across to customers.
Score_____
Person A: I’m young, I’m talented, I’m motivated. I can and will meet
deadlines.
Score_____
Person B: I’m mature and confident. I enjoy making presentations. As I
said before, I am honest, and I think this comes across to potential buyers.
Score_____
Person B: I’m a creative. I take pride in every piece I bring to life. I can
help you build a solid reputation in the field
28. What are your short- and long-term goals?
YOU:
Person A: I’m not sure. Well, my short term goal is to get this job. I’ve
always wanted to go to university, so I guess that would be my long-term
goal. I’m interested in psychology. I need to start earning some money
before I can think about that.
Score______
Person B: I’d like to start working for you on a part time basis. I think
this business really has potential and I would like to be on board as it
expands. I could see making a career of this.
Score______
29. What are some things that you find difficult to do?
YOU:
Person A: You mean at work? I find it hard not to say anything when
people are rude. I mean, you’re just trying to do your job, and some people
are so miserable. But I’ve learned to hold my tongue.
Score______
Person B: I find “hard sells” are hard to do. I was trained to look for
uncertainty in a client and to use that to convince them that they need what
I am selling. I was never comfortable with this. I would rather back off,
give them a chance to think about it, and get back to me.
Score______
30. What are some things that you find easy to do?
YOU:
Person A: I can talk to anyone....at the supermarket, walking down the
street, anywhere. I’ve always found it easy to strike up a conversation with
anyone. I think this is really important when you are trying to sell
something.
Score______
Person B: I think I am pretty good at reading people. It may sound a bit
strange, but I can sense how they feel and provide support when they need
it. This works well in my personal life, and I think it’s also a good skill for a
sales associate. Score_____
31. Describe a challenging work situation and how you handled it.
YOU:
Person A: One time these two guys came into the shoe store and they just wanted
to give me a hard time. They kept asking for all kinds different kinds of shoes and
sizes, and I knew they didn’t have any money. I told them that buying shoes is a big
investment and that they should look closely at all of our choices and prices before
deciding which ones to try on. They just walked out of the store!
Score______
Person B: Well, we found that one of our board members at the club was stealing
money. We could have called the police, but we decided to handle it internally. I
spoke with the person directly and listened to his explanation. There is never a good
excuse for dishonesty, but there were special circumstances in this case. He agreed
to pay the money back in installments and I convinced the board to accept his offer.
Score______
32. Now score each candidate’s appearance and behaviour:
YOU:
Person A: She is a young woman, probably between 20 and 25. She is wearing a
slightly wrinkled blouse and a skirt to just above the knee, along with a pair of
clunky shoes. She is wearing tasteful make-up and jewelry, and has a few rings in
her brow. She smiles a lot. Her legs are crossed and she shakes one foot up and
down during the interview.
Score_____
Person B: She is probably in her late 30’s. She is wearing black slacks and a well-
pressed blouse with low-heeled pumps. Her hair is pulled back off her face and she
wears little make-up, but very large hoop earrings. As she crosses her legs, you
notice a tattoo on her ankle.
Score_____
33. 1. Add up the scores for each person. Which one would you hire?
YOU :_________
PERSON-A :_________
PERSON-B :_________
2.What were the most important factors you considered in making your decision?
_____________________________________________________________
_____________________________________________________________
_____________________________________________________________
_____________________________________________________________
_____________________________________________________________
_____________________________________________________________
_____________________________________________________________
34. WHY “EFFECTIVE”?
In business people want effective people. Who are capable,
knowledgeable, confident, convincing and efficient. Being effective
comes from two sets of skills that make up your being:
1 Knowledge Based Skills
2. Directional Skills
35. Knowledge Based Skills or
Power Based Skills
Personal Skills or
Directional Skills
oAcademic - Degree,
oProfessional Body
o Qualification
o Technical Qualifications
Perceived abilities…
Communicates with Clarity Brevity *
Logically Organizes*
Present Effectively*
Actively Listens*
Contributes Ideas*
Shares Success*
Delegates with Clarity*
Disagrees Tactfully*
Builds in Quality*
Expresses Confidence*
Establishes Performance Goals*
Establishes Organized Procedures*
Identifies Priorities*
Makes Appropriate Decisions*
36. Combining the two within a solid frame gives
us a strong, well-balanced machine with the
rear wheel providing the power and the front
wheel - the direction.
37. For maximum performance it is vital that the wheels
are the same size. In other words that your Soft Skills
match your knowledge skills.
38. Interview myths
Myth no. 1: The best person for the job gets it
Myth no. 2: Interviews are like school exams—the
more you say, the better you’ll do
Myth no. 3: Interviewers know what they’re doing
Myth no. 4: Never say ‘I don’t know’
Myth no. 5: Good-looking people get the job
Myth no. 6: If you answer the questions better than
the others, you’ll get the job
Myth no. 7: You should try to give the perfect answer
Myth no. 8: You must ask questions to demonstrate
your interest and intelligence.
Myth no. 9: Relax and just be yourself
Myth no. 10: Interviewers are looking for flaws
39. 50%Minimum amount that your personality and soft skills weigh into hiring
decisions.
4 Average number of months it can take to get a job from the time you began
looking. (So get started!)
Number of people who get hired when using SOFT SKILLS.
DO YOU KNOW?
40. Follow EPS!!
1. E - Education
2. S - Skills – share 3 skills that you have that match with their
needs.
3. P - Personal- share something personal about yourself with
respect to an interest or activity you like to do.
41. 1. My name is/ I’m _____. My father’s name is Mr._________.
2. I belong to ________________.
3. I am pursuing MBA/Completed my MBA with _________
specialization from BBD, Lucknow.
4. In addition to my technical skills, I am adept at
troubleshooting.
5. I am willing to take on responsibility / I am persuasive.
6. I can delegate work well / I am very organized.
7. I work well on a team.
8. I proved that I could successfully meet deadlines, win the
confidence of clients, and solve problems.
42. 11. I am able to perform all functions of the job as you described it.
12. I have very good communication skills. Although I am
fresher in this field before, I know these skills will make
me a valuable employee.
13. My friends know what I expect with them and are
generally very cooperative. I am a skilled communicator.
14. I am confident that I can work well with customers,
helping to solve any problems that arise.
43. 15. I’ve been successful so far because I’ve always worked very
hard and I’ve always been willing to accept challenges,
usually by seeking them out.
16. I have excellent time management skills that have allowed
me to complete projects on time.
17. I am capable to see a project through from its inception to
its completion. Each project I am assigned is important to
me and I always make sure it gets the appropriate amount
of attention.
18. I’m now ready to take on a job with more responsibility
and I know I will make a great efforts for company’s
benefit.
44. 19. I want to work for a company that is growing, in a
position that allows me to use my skills to help that
growth. I know this company is a better place where I will
get better opportunities to utilize my skills and talent for
the benefit of the Company.
20. I can utilize my skills & talent for your company to
uncover and capitalize on new prospects‘ or customers'
unmet needs, resulting in huge and profitable orders despite
intense competition.
46. Hard Skills:
Hard skills are the technical skills that define your job.
Hard skills are often those skills that you learned in Institute/College
or through some other formal training or prior work experience.
Typically you will choose a job based on the hard skills you possess.
Soft Skills:
Soft skills are those skills that you need to have in order to excel at
work. These are very wide-ranging skills. They are needed to enhance
your performance regardless of what your actual job is. Examples of
these soft skills include decision-making, time management,
delegating, multitasking, and problem solving.
52. YOUR ASSETS
ASSETS LIABILITIES
Personal strengths/qualities Personal weaknesses
Good team player, good rapport Lack of self-confidence
Self Confident, Make attempts Not assertive enough
Lack of Enthusiasm
Pessimistic
Always being negative
Skills/achievements/qualifications
Degree, on-the-job qualifications, Poor Communication skills
management experience, etc
Physical health/fitness Poor Initiation skills
Poor time management
In-discipline
Lack of Professionalistic Approach
Reasonably fit, rarely unwell Overweight smoker
Friends/families support
Close family network Single?
53. REMOVE YOUR LIABILITIES, ENHANCE YOUR ASSETS
INVESTE IN YOURSELF
• What are the types of investment?
2 types
•Direct Investments
•Indirect Investments
54. How do you see yourself ?
Or, to put it another way,
What is your self-image?
55. These are what others say to you…….
■‘You’re looking fantastic!’
■ ‘You’re looking really well.’
■ ‘You’ve done that job superbly.’
■ ‘Could you do this, as you’re the best person to do it?’
■ ‘Thank you, that was a wonderful result.’
■ ‘I know if you do it, it will get a positive result.’
■ ‘You do it, because you’re better than me.’
■ ‘I can rely on you.’
56. These are what you say to you………….
■‘I’m feeling great.’
■ ‘I feel well.’
■ ‘I can do it.’
■ ‘I really enjoy this.’
■ ‘I know I am going to like you.’
■ ‘Today is going to be a great day.’
■ ‘I’ve got a great brain.’
■ ‘I can solve it.’
■ ‘I always make attempts.’
57. These are what others say to you…….
■ ‘You look terrible.’
■ ‘You really messed that up.’
■ ‘No, not you, you’re not the right person.’
■ ‘I knew you wouldn’t do it properly.’
■ ‘You are just not going to make it.’
■ ‘No, not you, you’re not experienced enough.’
■ ‘You’re completely useless.’
■ ‘I can’t rely on you.’
58. These are what you say to you………….
■‘I’m feeling terrible.’
■ ‘I feel ill.’
■ ‘I can’t.’
■ ‘I know nothing can be change.’
■ ‘I know I’m not going to like that person.’
■ ‘Today is going to be one of those days.’
■ ‘I know I can't get a good job.’
■ ‘I’m sure I’ve got something seriously wrong with me.’
■ ‘I’m just not clever enough.’
■ ‘I don’t have what it takes.’
■ ‘Anyhow, I’m never lucky.’
60. Success experience Failure experience
↓ ↓
Confidence Lack of confidence
↓ ↓
I can do it I can’t or I’m not
I can change Nothing can be change
↓ ↓
61. HOW TO BUILD YOUR SELF-IMAGE
1. No more excuses
■ ‘I’m never in the right place at the right time.’
■ ‘I’m just not lucky.’
■ ‘I’m too young.’
■ ‘I’m not made that way.’
■ ‘It’s my parents’ fault.’
■ ‘I didn’t go to the right school.’
■ ‘If only I had been to university.’
■ ‘If only I were healthier.’
■ ‘I was just born under the wrong birth sign.’
So promise yourself: ‘I will make no more excuses.’
62. 2. Have pride in yourself
•Have faith and belief in yourself
•Give yourself a chance to perform.
•You are good and you are going to get better.
•You can do whatever you want
3. Check what you allow into your brain
•Always filter your thoughts.
• Do not allow other people to sabotage your assets or your
success.
• and, equally, do not do it yourself.
• Keep yourself in self-destruct mode.
63. 4. Believe in you that you can
■ ‘I am confident.’
■ ‘I am feeling great.’
■ ‘I am a good speaker.’
■ ‘I am successful.’
■ ‘I am financially secure.’
■ ‘I am feeling well.’
■ ‘I am ........................ .’
■ ‘I am ........................ .’
■ ‘I am ........................ .’
■ ‘I am ........................ .’
■ ‘I am ........................ .’
■ ‘I am ........................ .’
64. 5. Check your environment
•Check continually to prevent yourself mixing with people:
• who destroy your confidence
• are very negative
• maybe cynical
disparaging about success and achievement, move out of that
environment.
•Mix with success-orientated people will again make it virtually
impossible for you not to be successful.
65. So, what is correct knowledge?
Correct knowledge is:
■ knowing where you are today;
■ knowing where you want to be or go; and
■ knowing what are required skills to be there
■ making consistent attempt for that
■ converting weaknesses into strengths
■ having a plan.
Correct knowledge
6.
66.
67. 7.ACTIVITY AND ACHIEVEMENT
We have today with us 2 gentlemen want to achieve something
in their life:
1. Mr. Success
2. Mr. Failure
•Imagine a cold winter’s morning. The alarm clock goes off.
•Mr Success always calls this your ‘ clock’
•Mr Failure still calls it an clock’
Why?
opportunity
‘alarm
68. • Mr. Success : it heralds another day of opportunities to be
successful.
•Mr Success motivates you by saying, ‘Great – another day, let’s get
cracking’,
• Mr Failure :as he fears the coming of a new day.
•while Mr Failure says, ‘Bury the clock, stay in bed for another three
quarters of an hour, it’s nice and cosy and warm and you don’t
really want to get going so early.’
Now, if Mr Failure has been running your life and thoughts for years,
you stay in bed, and more than likely
Mr Success’s enthusiasm for achievement does not even enter your
mind.
69. Mr Failure says, ‘Do it later on, get around to doing it, do
something more enjoyable.’
Mr Success: ‘Do it now, get it done and you’ll be so pleased
once it’s been tackled.’ Like all good habits, it takes a little while
to acquire, but it will soon become automatic.
Mr Failure says, OMG today is presentation, lets’ leave the
class.
Mr Success: OH! YES… finally that day of presentation came
I’ll make excellent presentation.
70. Creating Strong Value Propositions
"How can you help my business? What difference do you make?"
Value Proposition Generator:
•Your value proposition should start with the words, "I help."
•Then whom you help.
• Finally, you need to figure out the key differences you make in your
job.
71. 1. Identify the primary business issues/driver. List the various
business challenges:
■ lead conversion rate ■ sales velocity ■ profit margins ■ customer
retention ■ customer loyalty ■ competitive differentiation ■ market
share■ asset utilization ■ collections risk/exposure ■ labor costs ■
waste risk mngt.■ efficiency downtime/uptime productivity ■ cycle
time ■ turnaround time ■ time to market ■ revenue streams ■ time to
revenue
72. 2. Determine the impact. Figure out how your work impacted
the business issue. What movement was there from the status
quo?
■ increase ■ accelerate ■ strengthen ■ slash ■ cut ■ reduce
■ improve ■ save ■ maximize ■ enhance ■ differentiate
■ grow■ squeeze ■ balance ■ free up ■ eliminate
■ minimize ■ drive ■ revitalize ■ shrink ■ boost
73. 3. Get specific. Add metrics to strengthen your value
proposition.
The most common metrics people use are time frames, dollar
amounts and percentages. Rather than round things off, I suggest
that you be very specific. 51.6% savings is more believable than
50%.
So here's the formula.
•I can increase your sales by 21.25%
(primary business issue/driver) by (key metric.)
74. Self- Assessment:
After you define what you have to offer, it is time to think about how
to apply it.
1. WHO?
2. WHAT?
3. WHEN?
4. WHERE?
5. WHY?............... are questions you will need to be able to
respond to.
75. 1.WHO?..
•For whom do you want to work?
Government … advertising agency … social services … retail
… market research … public relations … sales … ?
2.WHAT?..
What skills do you need in your job?
Communication skills ... Professional know-how …Organizing skills
… research skills … writing skills … analytical skills … managing
skills … computer skills … ?
76. 3. WHERE?..
Where do you want to be geographically?
Delhi … Mumbai … Calcutta … Madras … Pune …. Chandigarh … Hyderabad ?
• Realize that many employers who recruit on campus who are looking for candidates
to locate throughout the India.
•Also, there are resources and directories in our office that identify employers in
various geographic areas in which you may want to work.
4.WHEN?..
When will you be available for employment?
January … February … March … April … May … June … July … August …
September … August … September … October … November … December ?
77. 5. WHY?..
Why are you interested in a particular job or organization?
This is a very important question to which you must be prepared to respond in an
interview.
Why Worry About WHO?.. WHAT?.. WHEN?...
WHERE?... WHY? Alignment?
78. Think…..
1. Soft skills are hard to get….
2. Soft skills are universal…
3. Soft Skills are needed even when you reach the TOP or retire….
4. All successful people have Soft Skills … in plenty…
5. Some Education systems give you 1% of Soft skills and
99% of hard skills. Some Industries or some jobs needs 99%
soft Skills and 1% of hard skills …
6. Having many friends you have and generally accepted by one
and all is also an example for soft skills
79. Based on some study/assumptions/thought
process, some interesting academia-industry
comparisons……
80. Academia Industry/Business
Individual oriented
Who conceived of the idea
Exam/Mark centric?
Is got original work? Or copy
paste from someone’s work or free
download from internet?
Does it contribute?
Is it interesting?
Free to want they wish.
Select or reject on the basis of
delight.
Team oriented
Where are the results?
Do you understand business
context of the customer?
Are you customer centric?
How much & how long revenue
can be generated out of each
customer on a win-win
platform/collaborative effort?
Can we “leverage” existing work?
81. Academia Industry/Business
Responding on their will.
You are confident about their
placements without making your
serious efforts.
No exposure of selling ideas.
You always search for Silver
Bullets.
You always act as a order taker.
You always run away.
Presentation, test, speeches,
debates, ad-made shows.
Never participated in Institute
value system to improve
education quality.
Are you doing what a
professional student should do?
Does it contribute to the business?
Can we generate revenue out of this
contribution?
Is it worthwhile- financially?
Can we sell these ideas?
How many customers are there to
buy your ideas or concepts?
Will it make it into production?
Run a test to confirm the design
Fit a curve through the data &.or
“anchor” existing analysis.
Each project team member
internalizing company value system
& living it is the first step towards
understanding client’s expectations
better in a business scenario.
82. Academia Industry/Business
You never advocated great about
your college, faculties, facilities,
support etc?
Always thought of their own shoes.
Never tried to work seriously on
improvements.
Passive
Exam Exam Exam Exam
Holidays, Picnic, Parties, Trip, Tour
Work on syllabus.
Team members put themselves in the
shoes of clients & understand the
context of the project that they are
engaged in.
Knowing why the client is doing
something or asking team to do
something will help in
understanding what clients want
team to do.
Constantly works to improve
relationships.
Pro-activeness.
Customer Customer Customer
Business, Profits//Margins,
Revenues, Top line, bottom line
Customer don’t want to know about
your syllabus.
83. Academia Industry/Business
You hardly think over the
way you talk, walk, behave
,respond, react, attitude,
value addition, how
innovative you are, in the
same analogy if you engaged
in an interview process, the
subsequent questions are
like bullet firing.
Based on the way you
answer, your English
language proficiency, body
language, thought process,
you may be selected or
rejected,
How many marks you got in
that subject?
In the same analogy you
may award a project to
team or not?
You may or may not get
business based on your
negotiation skills.
Can you describe 3
significant key learning’s
from that subject?
Can you do a project with
learning’s?
Can we make some money
out of your learning’s?
84.
85. •Right Skills + Right Knowledge = Can Do
•Right Drivers+Acceptable Level of Detractors = Will
Do
•Combine Can do, Will do, and What to do and Drive
Top Results = Success in life
