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108. some managers are quite deliberate about such things as communications, development, and motivation. do you have examples of how you addressed these areas?
109. how would you characterize your relationships with your last three supervisors? any patterns?
110. some managers are short-fused and impatient in their reactions. how would you describe your own patience?
111. most of us can look back upon a new idea, a new project, or an innovation we feel proud of having introduced. would you describe one or two such innovations you are particularly proud of?
112. what are the legitimate uses for office gossip or the rumor mill?
113. how would you handle a subordinate who deliberately went about a task in a way that contradicted your instructions yet were wildly successful?
114. your boss is going on vacation for a month, and although it isn’t in your job description to do so, she asks you to work for another manager in her absence, what would you say and do?
115. are you prepared to fill in for someone who has different, even lower-level, responsibilities?
116. describe a time when you unfairly got caught up in office politics.
117. can you sell me on our product or service?
118. what strategies do you employ fro finding common ground with your customers?
119. can you give an example of how you are able to be positive about a product even when discussing a negative?
120. have you found it helpful to take motes when talking to a customer? how?
121. if i were a prospect, what clues about me does this office give?
122. what strategies do you use to repeat the customer’s key concepts back to him or her during a sales pitch?
123. how do you turn an occasional buyer into a regular buyer?
124. have you ever taken over an existing territory or desk? what was the volume when you started? what was it when you left?
125. what have you learned about using sales incentives to promote sales?
126. what strategies do you use to plant questions in your customer’s mind?
127. when is it appropriate to ask a prospect, “how much do you want to spend?”
128. tell me about a time you adjusted your approach to a prospect based on their body language.
129. tell me about a time when you followed up with a reluctant prospect and still failed to get the order.
130. talk about a time when you overcame your own mental block or prejudices to make a sale.
131. can you talk about a sales incentive program that motivated you?
132. who are the motivation gurus you find most interesting?
133. when was the last time you sent a thank-you note to a customer?
134. how do you try to show each customer that he or she is important?
135. this job requires a large amount of travel. do you think you have the ability and willingness to keep up?
136. when you cold-call a prospect, what obstacles do you expect the clerical staff to put in your way?
137. when you telephone a prospect, what strategies do you use to get past the secretary or receptionist?
138. where do you find your telephone leads?
139. what do you despise about telephone sales?
140. how do you qualify a prospect?
141. how do you overcome the difficult periods that face everyone in sales?
142. how long does it usually take you from initial contact to sales closing?
143. what is your ratio of initial contacts to actual sales presentations?
144. what percentage of your sales calls result in sales?
145. how would you go about identifying customers in a new market?
146. what do you think about prospecting for customers or developing new markets in cyberspace?
147. tell me about a time when you almost lost a sale and worked hard to get it back.
148. what are the five most common objections you face and how do you deal with them?
149. what was the most surprising objection you have ever received, and how did you handle it?
150. what’s your definition of customer service?
151. can you tell me about a time you took the steps necessary to resolve a problem although it wasn’t technically your responsibility?
152. name one way in which you have provided extraordinarily good service — above the call of duty — to a customer or client.
153. describe a situation where you had to go an extra mile for customers.
154. give me an example of a time when you went out of your way to meet an agreement.
155. in your current job, who are your customers?
156. if you had a customer who was complaining about poor service, how would you handle it?
157. at your last job, how often did you take a survey of customer satisfaction?
158. tell me about your worst customer service dilemma and how you overcame it?
159. what strategies have you learned to encourage customers to pay on time?
160. can you tell me about a difficult collection problem and how you dealt with it?
161. what strategies have you evolved to listen to emotional customers without getting hooked?
162. speak about the customer’s “personal zone” and how you use it.
163. how do you deal with customers who think they are right even when they are wrong?
164. what is the customer service attitude at your present organization?
165. how have you handle customers who take advantage of sales support staff?
166. what is the most significant improvement in customer service that you have achieved in the last year?
167. what’s one thing we at this company could do to make our customers even more satisfied with us?
168. what experience have you had in making oral presentations? how do you rate your skills in this area?
169. at what times do you have trouble communicating with people?
170. how would you compare your oral skills to your written skills?
171. when you are assigned to work with new people, how do you go about getting to know them, how they work, and what their strengths and weaknesses are?
172. tell me about a work situation that required excellent communication skills.
173. can you recall a time when you persuaded someone who initially disagreed with you of the correctness of your position?
174. how often of you communicate with the person who receives the output of your work?
175. what’s one thing that should never be communicated in a memo or e-mail?
176. what are some examples of important types of decisions or recommendations you are called upon to make?
177. would you describe how you went about making these types of decisions or recommendations? with whom did you consult?
178. tell me what you have learned about reducing employee turnover.
179. what organizations do you see as this company’s chief competition? can you compare and contrast the organizations?
180. what do you do to make the people around you fell important, appreciated, and respected?
181. how do you prioritize your time?
182. what decisions are easiest for you to make and which ones are more difficult?
183. most of us can think of an important decision, which we would make quite differently if we made it again. any examples from your own experience?
184. most of us become more astute decision makers as the base of our experience broadens. in what respects do you feel you have improved as a decision maker?
185. describe a situation that required you to use fact-finding skills.
186. tell me about a complex problem you had to deal with.
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