英語(yǔ)面試:面試場(chǎng)景真實(shí)再現(xiàn)

場(chǎng)景五：團(tuán)隊(duì)合作。

Linda: Sounds good. Everyone is talking about teams these days. Can you describe your role as a member of a sales team?

Linda: 很好，人們現(xiàn)在熱衷于談?wù)?ldquo;團(tuán)隊(duì)”。你能描述一下你在銷售團(tuán)隊(duì)里的角色嗎?

Steve: I see myself chiefly as an inspirer. Sales can be quite competitive and some people in this field adopt a dog-eat-dog mentality.However, as a leader, I charge myself with making all units within a company function as one single entity. To cite an example, in my last job, each representative handled a different region. Instead of allowing successful initiatives to be hoarded by certain representatives, I developed a system for sharing those successful sales initiatives. Soon the entire sales team started talking of their successes, not just to brag, but also to share.

Steve: 我把自己當(dāng)作一個(gè)鼓勵(lì)者。銷售這個(gè)領(lǐng)域的競(jìng)爭(zhēng)很激烈，有些同事暗地里希望別人失敗。但是作為一個(gè)領(lǐng)導(dǎo)者，我要求自己把公司里的各部分職能都整合起來成為一個(gè)整體。舉個(gè)例子，在我最近的這份工作中，每個(gè)銷售代表管理一個(gè)不同的區(qū)域。為了防止成功的銷售保密自己的經(jīng)驗(yàn)，我建立了一套共享制度，讓所有業(yè)務(wù)員分享行之有效的銷售策略。很快整個(gè)銷售團(tuán)隊(duì)開始交流成功經(jīng)驗(yàn)，大家交流不是為了吹牛，而是為了分享。

場(chǎng)景六：最難的提問 --- 假設(shè)情景提問

Linda: If you are a leader in our company and in charge of a project, you will need to be able to work with a variety of people in the project team. Let’s say that due to difference of opinions, the team is split into two camps at a meeting and the debate starts to get out of control. At this point, as a leader, what would you do to encourage constructive cooperation from both parties? If the two parties continue to disagree, what will you do then?

Linda: 假如你已經(jīng)成為了我們公司的一名主管，由你負(fù)責(zé)管理一個(gè)項(xiàng)目。你需要在項(xiàng)目上和不同的人合作。由于觀點(diǎn)不同，(在會(huì)議中)產(chǎn)生對(duì)立的兩方，而且進(jìn)行了激烈的爭(zhēng)論。這時(shí)，作為領(lǐng)導(dǎo)者，你該如何鼓勵(lì)雙方有效合作呢?如果兩方面還是不能達(dá)成共識(shí)，你又會(huì)怎么辦?

Steve: First, I will listen to the point of views and reasons from both sides carefully and make my own judgment. If I side with one camp, I will offer facts and data to explain to the other side my thougt process. If my opinion differs from both sides, I will also give facts and data to support my third-party opinion. If an agreement still cannot be reached, I will hold onto my opinion but also encourage more reserved colleagues to voice their opinions while continuing to provide more data to support a solution. In short, my principle is that everything should be based on data and facts. And every colleague has the right to express his or her opinion. I will always try my best to reach a common ground that all members of the debate are comfortable standing on. If we cannot find this common ground, then I will ultimately make the final decision, as a leader.

Steve: 首先我會(huì)仔細(xì)聆聽雙方的觀點(diǎn)和理由，并做出我的判斷。如果我傾向于其中一方的觀點(diǎn)，我會(huì)拿出數(shù)據(jù)和事實(shí)說服另一方。如果我的觀點(diǎn)與兩者都不同，我同樣會(huì)基于數(shù)據(jù)和事實(shí)來證明我的第三方立場(chǎng)。如果最后大家還是不能夠達(dá)成共識(shí)，我會(huì)堅(jiān)持我的觀點(diǎn)，但允許保留意見的同事拿出更多的數(shù)據(jù)來表達(dá)他們的意見，以支持相應(yīng)的解決方案?？傊?，我的原則是，基于數(shù)據(jù)與事實(shí)，每一位同事都有權(quán)發(fā)表他的觀點(diǎn)。我會(huì)盡量讓大家達(dá)成共識(shí)。如果不能達(dá)成共識(shí)，那作為領(lǐng)導(dǎo)者，我會(huì)做出一個(gè)決定。

場(chǎng)景七：針對(duì)業(yè)務(wù)知識(shí)的提問。

Linda: What do you think are the crucial steps of effective sales?

Linda: 你覺得要做好銷售應(yīng)該有哪些關(guān)鍵步驟?

Steve: I believe that analyzing clients, gaining client confidence, exploring client needs, demonstrating value to the client, getting clients to commit, and providing services to the client are the six key steps of becoming an effective sales person.

Steve: 我認(rèn)為分析客戶、建立信任、挖掘需求、呈現(xiàn)價(jià)值、贏取承諾、跟進(jìn)服務(wù)是成為成功的銷售員的六個(gè)重要步驟。

Linda: How do you gain the customers’ confidence?

Linda: 你通過哪些手段來獲取客戶的信任?

Steve: First, I will work to fully understand our potential customers, including their strengths, advantages and disadvantages. Meanwhile, knowing something about the project owner on the client side is also very important. Second, I will focus on increasing the depth of my knowledge of the project manager. Through this we can create a more rapport atmosphere. We should also know our competitors, inside and out.

Steve: 首先，我會(huì)對(duì)潛在客戶進(jìn)行多方的了解，包括他們的企業(yè)實(shí)力、優(yōu)勢(shì)劣勢(shì)，了解他們的項(xiàng)目負(fù)責(zé)人也很重要。第二步，我會(huì)集中深入了解項(xiàng)目負(fù)責(zé)人，建立一種和諧的氛圍。同時(shí)還要對(duì)競(jìng)爭(zhēng)對(duì)手了如指掌。

場(chǎng)景八：針對(duì)抗壓能力的提問。

Linda: What serious setbacks have you experienced in sales? How did you overcome these setbacks?

Linda: 你在做銷售的經(jīng)歷中有什么樣比較大的挫折?怎么克服的?

Steve: At the beginning of my career, customers often hung up and told me not to call again. At the time I felt very upset about it and almost gave up on multiple occasions. But after a period of time I grew to understand the customers’ angle. Little by little, I established the right attitude and at last gained a host of loyal customers through my persistence.

Steve: 剛開始做銷售的時(shí)候經(jīng)常被客戶直接掛電話，說不要再打過來了，當(dāng)時(shí)我特別灰心，好些次幾乎都要放棄了。但經(jīng)過一段時(shí)間我能夠站在客戶的角度來考慮問題，逐步建立了良好的心態(tài)，最終通過我的毅力贏得了許多忠誠(chéng)的客戶。

Linda: We establish a fairly high target sales quota and you must achieve this volume in a short amount of time. How can you ensure that we reach our sales goals?

Linda: 我們制定的銷售任務(wù)很高，完成任務(wù)的時(shí)間又很短，你會(huì)用什么辦法來確保達(dá)到銷售任務(wù)目標(biāo)呢?

Steve: I will draft a day-to-day schedule in advance and stick to the plan. Having a plan is the guarantor of success.

Steve: 我會(huì)事先把每天的工作都安排好，然后嚴(yán)格按照計(jì)劃去做，有計(jì)劃地工作是成功的最大保障。

場(chǎng)景九：結(jié)束語(yǔ)

Linda: Well, Steve, I’ve certainly enjoyed meeting you. Our HR department will contact you later.

Linda: 嗯，Steve，很高興與你會(huì)面。接下來人事部會(huì)跟你進(jìn)一步聯(lián)系的。

Steve: Thank you very much. I’ll be looking forward to hearing from you. Good-bye.

Steve: 非常感謝，那我靜候佳音，再見!