想去外企上班
韦鲁基 著
序言
本书的目的是向你提供208 个在求职时最常被问及的问题。这些问题有些很难，
有些比较容易。但所有的这些问题都有可能构成一次面谈或使你赢得一次面谈。
要回答一系列的求职面试问题，那种感受犹如受苦刑般的体罚。但是只要你稍做准
备，本书将会帮助你渡过难关，使你表现出色。本书所囊括的面试问题及其回答方
法将会带给你一种如何对付面试问题的灵感。但你不能把这些问题作为“罐装”好
的或是起草好的答案来使用，而是要把它们运用于你自己的实际情况中。记住，你
的反应方式和你实际说的内容同等重要。
第一部分(1～3问)
问：为什么在这个行业里你能做得特别出色？答：我是一个做酥皮点心的师
傅，所以我对甜点比较了解并能帮助开发新产品。新的防腐剂终于能够除掉生面团
上面的不同条纹了，这意味着我们能比以前投资更多的产品了。
表明因你的天性好奇、热爱读书等原因，你是如何跟踪新产品的。你有没有足
够的兴趣进行额外的研究并把适当的精力运用到你的工作上？给予具体的回答。
Q:Why would you be particularly good at this business?
A:I was a pastry chef,so I understand dessert products well and can
help you with new product development.Recent preservatives have come a long
way toward eliminating texture difference in pastry dough.This means we
can investigate many more products than before.
问：你是如何关注当前时势的？
答：我仔细研读《华尔街日报》、《时代周刊》、《慈善机构投资者》和几家
共同基金时事通讯。我还有一大群分析家朋友。
通过描绘一些符合你目标的出版物或贸易团体来证明你对该企业或职业领域的
兴趣。
Q:How do you stay current?
A:I pore over the Wall Street Journal,the Times,Institutional Investor,and
several mutual fund newsletters. And Ihave a number of friends who are analysts.
问：为什么你认为你对该行业会保持长久的兴趣？
答：撇开晋升的机会不说，该行业的技术变化得如此快，所以这里有广阔的就
业机会。我尤其对多方面应用多媒体作为培训手段感兴趣。
你对该行业的发展前景有什么期望或设想？它使你不需晋升就可以获得发展吗
?这家企业里什么使你最受鼓舞？你可以提供什么证据来证明你的兴趣来源于你极度
的好奇——可能回到几年前的时间去找这个证据——而不是目前这些你可能放弃的
一时兴致?
Q:Why do you think this industry would sustain yourinterest over the
long haul?
A:The technology in the industry is changing so rapidly that Isee lots
of room for job enhancement regardless of promotions. I am particularly
interested in the many applications for multimedia as a training tool.
第二部分(4～7问)
问：5 年之内你想处于什么位置？答：我希望有机会在工厂或国内办事处工
作。我也希望通过管理一个小团体发展我的管理技能。
不要给出具体的时限或工作头衔。谈你喜欢的东西，你天生的技能，实际的问
题和在你所选的领域或行业里你希望有什么机会，你希望从那些经验中学点什么。
不要谈论你在那些与你所应聘的工作无关的领域或行业里的目标。这是听起来很明
显的道理，但是很多求职者会犯这个错误。不经意间你就表现出了对当前的领域或
行业缺乏真正的兴趣。不用说，一失言马上就会把你从进一步的考虑中淘汰掉。
Q: Where do you want to be in five years?
A: I'd like to have the opportunity to work in a plant as well as at
the home office.I also hope to develop my management skills,perhaps by managing
a small staff.
问：描述你的理想职业。
答：不管发生什么事情，我都愿意在与培训有关的领域里工作。和在大学中教
学的工作相比，我还是对商业感兴趣。但我相信从事教育是我的天性，我擅长销售
是因为我愿意花时间去教我的客户。现在我热切盼望我能培训那些新招聘进来的人。
谈及你喜欢的东西，你天生的技能，实际的问题或在这份特定工作或行业里你
所期盼的机会，你希望从那些经验里学点什么东西。避免谈具体的时限和工作头衔。
Q:Describe your ideal career.
A:I d like to stay in a field related to training no matter what happens.I
was too interested in business to work at a university,but I believe that
teaching is somehow in my blood.I ve been good at sales because I took
the time to educate my clients.Now I look forward to training the new hires.
问：如果你有无限的时间和经济来源，你会怎样使用它们呢？
答：我希望能参加几次不针对金融专家的有关金融管理的行政研讨会。我还希
望能让我的部门放长假，把每一个人都派去参加外界的一些活动。最后，我很可能
去旅游并考察一下外国竞争者，同时一路享受当地的美食，您呢？
虽然娱乐的事情谈起来很有诱惑力，但一定要紧扣工作或与行业相关的事务，
或者紧扣与你应聘的这份工作的技能相关的努力上。例如，你正在应聘教书工作，
你可能对义务教授成年人读书识字的项目感兴趣。这就证明了你对自己的工作领域
的激情，即对教育重要性的一种信仰，即使是作为一种兴趣而毫无报酬都无所谓。
Q:If you had unlimited time and financial resources,how would you spend
them?
A:I d love to be able to take several executive seminars on financial
management that arent geared toward financial experts.I d also love
to be able to shut down my department long enough to send everyone through
an Outward Boundtype program.Finally,Id probably travel and look at
foreign competitors,and enjoy the food along the way.What would you do?
问：假如现在是你在我们公司做首次年度总结，我该告诉你一些什么呢？
mpanel(1);
答：您要感谢我把工作完成得很好，并说明您渴望能够继续看到我工作的好成
绩。更重要的是，我希望您能告诉我，您很欣赏我为一些重要项目加班加点工作的
行为，还有我富有创造性的思维是如何有助于对存在的问题提出改革方案的。
很明显，在回答该问题时，你想给人留下积极的印象。“但愿您能更准时地出
现”绝对不是一个好答案。记住，重点谈一两点你个人的优势。
Q:If this were your first annual review with our company, what would
I be telling you right now?
A:You d be thanking me for a job well done and would be explaining
how you look forward to continuing to see good work from me. Furthermore,
I would anticipate your explaining how you really appreciated my putting
in extra time on some key projects and how my creative thinking helped come
up with some innovative solutions to existing problems.
第一部分(1～2问)
问：告诉我一些有关你自己的但在你的简历上又没有反映出来的东西。答：
你可能不知道我16岁就开始管理自己的投资组合，我认为你能理解我对投资销售方
面的兴趣是重要的。在过去的8 年里我平均每年获得12% 的盈利。
不要只是重复简历上已有的东西，讲讲那些虽与你过去的从业经验无关但能反
映你的个性和经验的独特的天赋或技能。
Q:Tell me something about yourself that I didnt know from reading your
resume.
A:You wouldnt know that I ve managed my own small portfolio since
I was sixteen,but I believe that it s important for you to understand
my interest in investment sales. Ive averaged a 12 percent return over
the past eight years.
问：告诉我你了解这家公司的什么。
答：去年夏天我作为一个实习的餐馆分析员与所有牛排连锁店联系密切。
你们做得特别好的是集中精力在有限的品种上，使各地能保持高度统一。商业
游客都信任你们在美国任一个店的产品。但我特别感兴趣的是你们的不动产资金小
组和扩展计划。
描述你第一次或是近来邂逅该公司或其产品及其服务的情况。是什么促使你想
在那里工作而不是在另一家不同的公司里做同样类型的工作呢？招聘者会仔细观察
反映你真正兴趣的方面，而不仅是你对该公司所做的一些表面上的调查了解。把公
司的年度报告背出来不大可能会给招聘者留下印象，但把来自顾客和员工的一些反
馈意见说出来可能会给招聘者留下印象。
Q:Tell me what you know about this company.
A:I served as an intern analyst to a restaurant last summer,so I followed
all the steak house chains closely.What you ve done especially well
is focus on a limited menu with great consistency among locations;the business
traveler trusts your product anywhere in the U.S.Im particularly interested
in your real estatefinance group and expansion plans.
第二部分(3～6问)
问：你从我们公司的顾客、员工，或者别人那儿了解了我们公司的一些什么情
况？答：我确实给你们小册子上提到的几个客户打过电话。我与之交谈的顾客中
有两人解释了他们为什么年复一年地购买你们的产品。你们的供销运作是很棒的，
但还有没有一些可提高的服务项目呢？
叙述通过你个人与公司代表们的接触后，你的兴趣又是如何增长的。为面试进
行而富有创造性地思考。例如，在你面试之前，和一些零售商或公司生产线上别的
供销点的工人交谈。他们能告诉你一些什么？给出一到两个你所了解到的例子来解
释你为什么对这家公司感兴趣。什么是你可以用来证明你兴趣的最有力的例子？
Q:What have you learned about our company from customers,employees,or
others?
A:I actually called several of the key accounts mentioned in your brochure.Two
of the customers I spoke with explained why they continued to buy from you
year after year.Your distribution operation is phenomenal.Are there any
service improvements you think could still be made?
问：为什么你想在这里工作？
答：我几年前就错过了你们公司的一次招标，之后我意识到电脑产品变得越来
越相近了，且零售价格的竞争愈趋激烈，以致服务成为了一家公司在竞争中脱颖而
出的最好的方法。贵公司在所有的竞争者中享有最好的服务记录，而我相信从长远
看，它将主宰这个行业。
你的准备和调查研究工作应在这里明显表现出来。给出一到两个你对该公司感
兴趣的原因，并表明什么最激发你的兴趣。什么是你可以叙述来表明你个人对该公
司的认识的最有说服力的事情呢？它的产品还是它的员工？答案包括公司的信誉、
对该工作本身的描述，或者是跻身于该企业的欲望。
Q:Why do you want to work here?
A:I lost a bid several years ago to your company.I realized then that
products in the computer industry are becoming increasingly similar.They
re so similar now,and retail prices are so competitive,that service is
the best way for a company to distinguish itself from the competition.This
company has the best service record of all its competitors,and I believe
it will dominate the business in the long run.
问：公司有什么特别的方面使你最感兴趣？
mpanel(1);
答：我最感兴趣的是你们公司在拉丁美洲的发展。我父亲是一位军官，所以我
们在拉美住了3 年。我知道你们刚和那里的两家加工公司合资，接下来几年你们有
什么计划呢？
这是可以展示你对该公司的特定知识的另一个机会。如果你做了适当的调查研
究，你回答这个提问是绝对没问题的。
Q:What particular aspect of the company interests you most?
A:I am most interested in your Latin American developments.My father
was an army officer,so we lived for three years in Latin America.I know
you have just entered joint ventures with two processing companies there.What
are your plans for the next few years?
第三部分(7～10问)
问：对我们最新的产品和广告你有什么见解？答：你们的新广告好像是要表
明早餐时间是家庭欢聚的时间，带有一定的健康意义。你们这样做是不是要纠正最
近有关高脂食物的负面报道，而避免与传媒直接交锋？
你应该对该公司的新产品和广告运作充分熟悉，从而能对之做有见识的、明智
的评价。提供具体的建议和肯定的评价。
Q:What do you think of our newest product and ads?
A:It seems that your new ads are trying to show that breakfast time
is family time,with a certain wholesomeness.Are you doing this to balance
against the recent bad press about high fat foods,without attacking the
issue directly?
问：告诉我你认为我们公司在业内有什么突出的优点？
答：以你们的低价策略和总部设在低消费区的运作，即使是在不景气的年份，
相对实力和你们最相当的竞争对手而言，你们也还是处于有利地位。
描述你认为公司做得非常好的事情，尤其是相对其竞争力而言。解释经济实力
对一个公司来说是何等的重要。
Q:Tell me what you think our distinctive advantage is with in the industry.
A:With your low costproducer status and headquarters operation in
a low cost area of the country,you seem in a better position to be able
to spend aggressively on R&D,even in a down year,compared to your closest
rival.
问：作为一家企业，你认为我们哪些领域最易受攻击？
答：你们的现金状况和强大的生产阵容使你们成了一个吸引人的收购目标。这
是我惟一最担心的事情。我曾为一家与别的企业合并的机构工作过，但我知道我能
安然渡过风暴。
公司与其竞争对手相比做得不够的地方。解释经济实力对于一个公司来说是何
等的重要，如果你热衷该企业，那么你对该工作的前景很可能早就胸有成竹了。
Q:Where do you think we re the most vulnerable as a business?
A:Your cash position and strong product presence make you an attractive
target for a takeover. That s my only major comcern. Ihave already worked
for one organization that merged with another,but I also know I can weather
the storm.
问：如果你来经营这家公司，你会有什么不同的做法？
mpanel(1);
答：我可能会进行调查研究，看是否低价卖掉轻工制造业而开始一个有挑战性
的供应商关系项目。有建设性地表明你对该行业有足够的知识，有说服力地回答这
个问题。获得这种知识的方法之一是通过与大量的公司内部人员交谈。这就是为什
么这个问题能很快把那些“闲逛者”从认真的工作候选人中淘汰出来的原因。你同
样可把问题调转，请教招聘者的意见。这样你可能会学到有价值的东西。
Q:What would you do differently if you ran the company?
A:I might investigate whether to sell off the light manufacturing
businesses and start an aggressive supplier relations program.
第四部分(11～12问)
问：你在应聘别的公司吗？应聘什么职位？答：实际上我铁心要找一份餐馆
经理的职位，所以我只是应聘餐馆管理培训项目。我最近面试过几家大型国有快餐
连锁店，如SUPER BURGER和CLACKEY S CHICKEN 。
通常情况下，应聘者会通过说出一些与本行业无关的大公司及一些完全不同类
别的工作名称来，给面试官留下印象。大错特错！面试官想听到的是你在面试的是
同行业里同类公司（诸如他们的竞争者）的同类工作。这就证明你肯定是在找你兴
趣范围里的工作，因此聘用你的风险会比较低。
Q:What other firms are you interviewing with,and for whatpositions?
A:Actually,Ive definitely decided to pursue a career as a restaurant
manager,so Iam applying only for restaurant managementtraining programs.
Ive recently had interviews with several other large national fastfood
chains,such as Super Burger and Clackey's Chicken.
问：你认为你的资深能力完全超出这份工作所需的能力吗？
答：不是。我的经验和资历只能是使我做得更好，并且，在我看来，我的设计
技能有助于我多卖一些书。我的商业经验能助我高效率地管理艺术部门，由此我可
为公司省钱。最后，我认为我能够吸引更好的自由职业作家，因为我有很多行业关
系。既然公司的投资想获得更高的利润，那么我的资历更有益于公司。再者，我能
和我的上司建立长期的合作关系，如果我做得好的话，我期望能扩大我的责任范围
以利用我其他方面的技能。
大多数的人都没预料到他们会被问到他们是否有丰富的工作经验。这个问题很
容易就给面试人选来个出其不意。准确地说这就是面试官的目的（企图/ 意向）。
这位候选人毫不犹豫地回答了这个问题并对他自己的能力表现得完全自信。
Q:Do you believe youre overqualified for this position?
A:Not at all.My experience and qualifications make me do my job only
better,and in my opinion,my good design skills help to sell more books.
My business experience helps me run the art department in a costefficient
manner, thus saving the company money.Finally,I think I m able to attract
better freelance talent because of all my industry contacts.My qualifications
are better for the company,too,since youll be getting a better return
for your investment.Again, Im interested in establishing a long term
relationship with my employer,and if I did well,I would expect expanded
responsibilities that could make use of even other skills.
第五部分(13～15问)
问：如果我们的竞争对手给你一份工作，你将会怎么做？答：我会拒绝。我
对这个行业里的其他公司不感兴趣，我想在耐克公司工作是因为我曾穿着耐克牌的
产品，在多次赛跑中获胜。正因为我对使用耐克牌产品有真实的经历，我认为我有
足够的说服力把公司的产品卖给零售商。
面试官试图断定面试者是否真正对该行业和公司感兴趣，或者他是否随便地挑
选公司。对比你对该公司及其竞争者的认识，谈及你所接触过的公司产品或接受过
的公司服务。从长远看，你认为哪一家经营者是最具生存能力的，为什么？这也同
样是你询问面试官的见解的好时机。
Q:What would you do if one of our competitors offered you a position?
A:I d say no.Im not interested in other players in this industry.
I want to work for Nike because I won a number of races wearing the Nike
brand.Because of my positive experience with Nike,I know Id be convincing
selling your product to retailers.
问：为什么你准备辞去现在的工作？
答：我的兴趣在于回到银行业。我能负责很多公司的人力资源的管理工作，但
我认为，作为一个贷款人的经验已为我招募新的贷款人纳入培训项目做了特别的准
备。
给出2 ～3 个你准备辞去目前这份工作的原因。集中体现你当前工作在发展方
面受到的限制或缺少挑战。一定要指出为什么你相信现在这个职位会提供给你挑战
的机会和你期望的另一些职责。
Q:Why are you ready to leave your current job?
A:My interest lies in returning to the banking industry.I can work in
human resources management in many environments,but I believe that my
experience as a lender prepares me exceptionally well for recruiting new
lenders into the training program.
问：是什么促使你想从事这类工作？
答：我读书时是幸运的，我遇到了很优秀的老师，我也想成为那样的老师，他
不仅仅是鼓励孩子们如何学习，而且要树立一种能激励别人也想从教的榜样。从长
远来看，那是我们在教学舞台上改变我们的教育能力的最好机会。
面试官会想知道你对公司的产品和服务所抱的信心。运用个人的经验来证明你
的兴趣和实力。在面试一份你理想的工作时，你的动机就是做你喜欢的事情而获得
报酬。面试官会想知道你的兴趣是否和该特定的工作一致。
Q:What motivates you to do this kind of work?
A:I ve been fortunate in my own schooling;I had wonderful teachers.I
want to be that same kind of teacher,who not only encourages kids to learn
but also sets an example that inspires others to want to teach.In the long
run,thatsour bestchance of turning around the quality of education in
this state.
第六部分(16～18问)
问：做这份工作，你想要什么样的工资待遇？答：据你的工作简介，上面提
到你们更喜欢一个有工程学博士学位的人，我希望你能考虑我的技能符合你们的最
高要求的标准这个事实。所以，我希望的是一份属于这个职位工资范围里最高的工
资。你能透露一下你们的工资范围吗？
招聘者想淘汰那些金钱目标不现实的人。这个问题一针见血，它逼你对一个敏
感的话题做出反应，假如你提一个太低的工资，你就显得没见识；太高了，那你又
把自己的价位定得太高或失去了讨价的机会。最好就是反问招聘者，问他这个职位
的工资范围, 然后让他对比你的学历程度和这个职位一般的要求作出考虑。
Q:What salary would you expect for this job?
A:Based on your job description,which mentions that you prefer someone
with a master's degree in engineering,I hope you
consider the fact that my skills meet your highest standards.Therefore,I'd
expect a salary at the high end of your pay range for the position classification.Can
you give me some indication of your range?
问：你可以带来什么别的人选不可能提供的新技能或新见解吗？
答：因为我已为这个行业里历史最长的一家公司工作过，我可以帮助公司避免
一些我们在建立市场上所犯的错误。我认为保住主要的顾客基础比获取新的客户更
为重要。
这个问题是问求职者为这份工作带来意外价值的动力。你是否仔细考虑过这份
工作? 是否斟酌过当前的工作部门里存在的限制和弱点及你自己独特的能力？假如
你和另一位人选势均力敌，不分上下，要是你能证明“我可以提供你所要求的，然
后还有别的什么”，那么这份工作就是你的了。
Q:What new skills or ideas do you bring to the job that other candidates
arent likely to offer?
A:Because I ve worked with the oldest player in this industry,I can
help you avoid some of the mistakes we made in our established markets.I
think that retaining your core customer base is more important than securing
new accounts right now
.
问：前一份工作里，什么是你希望完成但却不能完成的事情？
答：我曾被一笔预算困住，以致不能实施印制广告等市场活动，我想开发互动
传媒，因为那些8 ～25岁的人对以计算机为载体的媒体有兴趣。
mpanel(1);
回答这个问题应与回答：“为什么你准备辞去目前的工作？”用同一种方法。保
持积极的态度谈及过去那份工作中你喜欢的东西和你在该工作上的才能，要避免过
多地谈过去那份工作的缺陷。
Q:What would you like to accomplish that you weren't able to accomplish
in your last position?
A:I was hampered by a small budget that limited our marketing efforts
to print ads and other traditional resources. I'd like to explore interactive
media,because the eight totwentyfiveyearold category responds
to computer based media.
第七部分(19～20问)
问：在过去短短的几年时间里，你的职业动机是如何变化的？答：当我开始
做销售的时候，我从没意识到假如我离开销售行业会有多大损失。现在，即使我在
找一份市场工作，但我还是想找与销售领域密切相关的公司。你们公司能吸引我的
原因是你们的账户小组的概念可以使我与顾客的需求保持一致。
叙述你从过去的工作中学会的东西，特别是你的技能和本领有特别明显的表现
之处，你目前的动机应该和你面试的这份工作有很大的联系。
Q:How have your career motivations changed over the past few years?
A:When I started in sales,I didnt realize how much I'd miss it if
I left.Now I want to stay close to the field organization,even though I'm
looking for marketing jobs.Your firm attracts me because the accountteam
concept would keep me in tune with customer needs.
问：我为什么要聘用你？
答：我叔叔在这个行业里有过一个小规模的制造公司，尽管他后来卖掉了它，
但我在那里工作了5 个暑假，做过各种各样的临时工作。因此，我认为我是从最底
层做起并了解这个行业的，且你要相信我知道作为一个工厂的经理我该学会一些什
么东西。
不要重复你的简历或应聘历史，提供一个或两个例子来说明为什么你要和这家
特定的公司进行交谈。什么是你用来证明你的兴趣最有力的例子呢？这个问题通常
都保留不问，但它总是在招聘者的脑子里。即使这个问题不问到，你也应该找机会
在面试过程中说出来，大约就在你结束谈话的时候。
Q:Why should I hire you?
A:My uncle had a company that was a small scale manufacturer in the
industry,and although he later sold the business.I worked there for five
summers doing all sorts of odd jobs.For that reason I believe I know this
business from the ground up,and you can be assured that I know what I
d be getting into as a plant manager here.
第一部分(1～5问)
问：你的关键技能是什么？答：作为高级系统分析人员工作6 年以后，我拓
展了大量的关键技能，包括商务模型、过程重建、软件包评价和在UNIX和C 语言环
境下的优秀编程技能。我非常高兴这些技能都是你们需要的，你想听一下我具体的
工作例子吗？
谈及你的工作技能以及你如何把它们运用于这份工作上。避免陈词滥调或过分
笼统，应提供具体的例子，拿你当前在任的工作或以前的工作与正在面试的这份工
作作比较。
Q:What are your key skills?
A:After working six years as a senior systems analyst,I've developed
a number of key skills,including business modeling,process reengineering,software
package evaluation,and excellent programming skills in UNIX and Cenvironments.I
was very pleased to discover that these are the skills you're seeking.Do
you want to hear about specific examples of my work?
问：你的实力是什么？
答：我的实力是人际关系技巧，我通常都能使别人支持我的观点。对人我有着
较好的判断力且对他们的才华和解决问题的能力有较好的直觉。这种技能在我看来
和这份工作直接相关。我知道你要求有3 年的相关工作经验。虽然我的简历表明我
只有两年的工作经验，但这并不代表我只上了两年和本领域相关的夜大，并在某一
专门团体里表现得比较积极。我还通过阅读企业贸易新闻来获取知识，我肯定我的
综合知识和技术水平与那些有3 年实际水平的人相当。眼下我还正在学习时间管理
课程，我已看到了这门课程在我目前从事的这份工作中起到的作用。
描述两三项和该工作最相关的技能。避免老生常谈或过分笼统，应提供详细的
例子。描述能把这些技能运用于新职位的新方法。假如你不得不谈你缺点的话，那
就诚恳一点，但要避免露馅，避免指出那有可能成为你获得这份工作的主要障碍的
缺点。例如，指出你仅有他们要求的工作经验是明智的，面试官肯定很重视这些，
你还可以解释你是如何够资格去做这份工作的。
Q:What are your strengths?
A:My strengths are interpersonal skills,and I can usually win people
over to my point of view.Also,I have good judgment about people and an intuitive
sense of their talents and their ability to contribute to a given problem.These
skills seem to me directly related to the job.I notice that you require
three years work experience for this job.Although my resume shows that I
ve only two years experience,it doesn't show that I took two evening college
courses related to my field and have been active in one of the professional
societies. I also try to gain knowledge by reading the industry's trade
journals. I'm certain that my combined knowledge and skill level is the
equivalent of that of other people who actually do have three years work
experience.I'm also currently enrolled in a time management course;I can
already see the effects of this course at work on my present job.
问：你的经验如何与这份工作有关呢？
答：在我目前从事的工作里，我最近完成了三项工程再设计项目。我收集了所
有需要的市场数据，发展了一项测量水准项目，组成一支队伍去做评价和分析工作。
因此，我已经准备好了去解决你这项工作里列出的第一年首要的重新设计项目。在
过去的工作里，我是工程设计队和新滑轮引擎仪器检测队的联系人。这些经验有助
于我与你们的技术队伍和检测队伍保持密切和谨慎的工作关系，以解决这项工作。
对比你当前从事的工作或以前的工作与这份工作的要求。相似点对于你来说是
明显的，但对于招聘者来说却未必。如果需要的话可就这份工作提出问题，使面试
官接受你的理论依据。
Q:How is your experience relevant to this job?
mpanel(1);
A:In my current job I've recently completed three reengineering projects.I
gathered all the necessary market data,developed a benchmarking program,and
put together a team to do the evaluation and analysis.As a result I'm ready
to tackle the major reengineering project that youve listed as the priorty
of this job during the first year.In my past job I was the liaison between
the project engineering group and the instrumentation group in the testing
of a new turbo engine.This experience will also help me tackle this job,which
involves a close and careful working relationship between your technical
group and your field testing group.
问：对于这项工作你认为什么技能是最重要的?
答：评价你们所有新产品的规则和竞争要求的能力是重要的。在我最近的工作
里，作为市场策划者和政策调整分析员已获得了大量的经验，我的第一份工作也是
一样。
描述你过去的工作经验与这份工作最相关的地方，对比你当前从事的工作或以
前的工作与这份工作的要求。
Q:What skills do you think are most critical to this job?
A:The ability to evaluate all of the regulatory and competitive requirements
for your new product are critical.I've had considerable experience in this
area as a strategic marketing and regulatorypolicy analyst in my most
recent job,and also in my first job.
问：你在这份工作里想提高什么技能？
答：我希望提高我的谈判技巧。我在翻译合同和实施合同上都有大量的经验，
但对谈判主要合同的实际条件、要价、标准等事项，我的经验有限。我相信这份工
作能提供机会让我成为谈判队伍里的一员，使我有机会获得一些必要的技能来领导
这个队伍。
叙述你在目前就任的工作中还不能充分施展的几项才能。例如：因为你的上司
计划在他的工作岗位上至少还要干5 年，所以你负责管理整个部门的机会就可能受
到妨碍。
Q:What skills would you like to develop in this job?
A:I'd like to develop my negotiating skills.I've had considerable experience
interpreting and implementing large contracts,but I ve been limited in
negotiating the actual conditions,costs,and standards for a major contract.I
believe this job will offer me the opportunity to be a member of a negotiating
team and thereby to begin acquiring the skills necessary to lead the team.
第二部分(6～10问)
问：假如你不得不留在你目前就任的职位上，你会多花一点时间在什么方面？
为什么？答：如果我还干这份工作，我宁愿获得更多有关劳资谈判的经验，特别
是我想帮助谈判劳动合同，解决4 级程度冤情，准备提请仲裁。我在人力资源所有
其他方面的背景资料都比较牢固，我相信劳动关系经验能使我的技能更丰富完善，
以使我将来能有机会上升到部门领导或副经理的位置。
你对你的工作最感兴趣的是什么？叙述大量的任务给了你最大的满足。此外，
表明你有兴趣提高工作的等级，处于领导位置上等。
Q:If you had to stay in your current job,what would you spend more time
on?Why?
A:If stay in my current job,I d like to gain more experience in labor
negotiating.In particular,I'd like to help negotiate labor contracts,resolve
grievances at the step4 level,and prepare grievances for arbitration.My
background in all other areas of human resources is strong,and I believe
labor relations experience will round out my skills so that I can have the
opportunity to move up as a department head or a vice president in the future.
问：你如何丰富你目前就任的工作？
答：回想1993年时，我是一家电报和无线电公司的研究助理。正当我们取得飞
速发展时，我们的价格分析员为了另一份好工作突然辞职了。在找人填补他位置的
过程中，我协助完成了几个主要的政府项目之一。我常加班加点，并且努力学习，
并使这个项目获得肯定。我因此而受到赞扬，并被告知我将纳入下次举办的价格
小组。
展示一项能不断地为你的工作增值的能力。有什么新的机会能挑战你的技能和
智力？面试官想确信你不会对你的工作感到厌倦或对之不抱幻想。
Q:How could you enrich your current job?
A:When I was a research assistant for the cable and wireless company
back in ninetythree,at a time when we were experiencing rapid growth,our
pricing analyst abruptly resigned for a better job.During the search to
fill his position,I volunteered to help out with one of the major government
projects.I worked considerable overtime,studied on my own,and helped bring
the project to conclusion.I was commended for my effort and was told I
d be in line for the next opening in the pricing group.
问：你对你的成功如何解释？
答：我从来都不假定我的顾客满意我们的产品，所以我总是尽力跟踪每一位顾
客。
顾客对我们产品的质量和性能提供了很好的见解，顾客们同样也很赏识这种追
踪调查，特别是有些事情处理不当的时候，你还有机会及时纠正。另外，我能传递
信息给我们的设计和生产单位去帮它们改善工序和提高产量。
说话要坦率但不能自大。提起一些别人对你工作能力或才华的评价。这个问题
与“什么使你与众不同？”问法很相似。
Q:How do you explain your job successes?
A:I never assume our customers are satisfied with our product, so I
do my best to follow up with every customer.This feedback has provided valuable
insight into the quality and characteristics of our products.The customer,as
well,always appreciates this follow up,especially when something hasn't
gone right and you still have the opportunity to correct it on a timely
basis.In addition,I m able to pass on information to our design and production
units to help improve both process and product.
问：和同领域里背景相似的人比较，你如何评价自己？
mpanel(1);
答：在全国所有的销售员队伍里我一直排在前10% 。我为一家国有新闻刊物推
销广告版面，我的顾客代表了全美国的主要大型广告代理。我总是喜欢把产品卖给
广告代理执行部门的这种挑战，因为它们总是定一个高的标准，并且真正了解我们
的产品。这最充分地显示了我爱竞争的天性。我在我的出版公司和行业里一直都是
名列前茅的。
诚恳而自信，但不要骄傲自大。为你的回答提供清楚、有说服力的理由。如果
你在全国销售领域里排在前10% ，那么这是提出来的好时机！
Q:Compared to others with a similar background in your field,how would
you rate yourself?
A:I ve been consistently ranked in the top 10 percent nationally for
all salespeople in my field.I sell advertising space for a national news
publication.My clients are primarily large and agencies that represent corporate
in America.I've always enjoyed the challenge of selling to advertising
agency executives because they always set high standards and really know
our product well.This brings out the very best in my competitive nature,and
I'm consistently at the top,both within my publishing company and within
the industry.
问：你的写作能力有多强？
答：在我获得了工商管理硕士之后，我就真正集中精力进一步提高我的写作技
巧。我参加过一个企业家培训班，其主要任务是拓展、拟写和不断改写一个非常复
杂的商业计划。
一个极好的回答，准备一个商业计划或类似的东西展示给招聘者看。在面试后
把这份商业计划留下给招聘者。招聘者可能正在寻找一个有写作能力的人选，特别
是需要大量写作的工种，如财政分析者或撰稿人。
Q:How good are your writing abilities?
A:I really concentrated on further developing my writing skills while
I got my MBA.I took an entrepreneurial class in which the chief assignment
was developing,writing,and continually rewriting a very involved business
plan.
第三部分(11～12问)
问：你认为一个助理编辑的广泛职责是什么？答：我肯定不同的公司有不同
的责任要求，但最基本的是，一个助理编辑要会打字、文件归档和一般的行政工作。
也许还要阅读书籍和写书评，写退稿信，与作者进行一些简单的书信交流，还有协
助编辑处理需要完成的工作。
面试官可能会以这种或者那种形式问你这个问题。这个问题与“在你以前的那
份工作中，你的愿望与现实有什么相异之处？”那个问题很相似，但更巧妙一点。
虽然从根本上说，这两个问题都是在确定同一样东西，但是这种提问形式更巧妙一
点。许多首次应聘者对他们的公司抱有幻想，而且对于从事平凡的抄写员的工作感
到意外与不快。雇主想确信你对该工作抱有现实的态度，还有你会愉快地在那个职
位上工作好几年。
Q:What would you say are the broad responsibilities of an editorial
assistant?
A:Though Im sure it varies from company to company, I think it would
be safe to say that being an editorial assistant involves a lot of typing,
filing, and general administrative work. I would probably be expected to
read and evaluate book proposals, write manuscript rejection letters, have
some limited correspondence with authors, and generally assist the editor
in whatever needed to be done.
问：你熟知什么电脑系统和软件？
答：我用过装有办公软件的个人电脑，软件包括WORD、WORDPERFECT 、LOTUS
123 和EXCEL 。同样我也有使用MACINTOSH 系统的经验。通过对电脑网络的研究，
我已对局域网熟悉起来。我们使用某公司的电脑系统和软件，它们就培训我们如何
排解一些基本的故障问题。
在今天的商业环境里，电脑操作能力是必需的。WORD文字处理程序和EXCEL 电
子制表经验是必要的，熟悉数据库的操作或制图程序也一样有用。大多数行业使用
PC机，但很多创新型领域，如出版业和广告业就使用MACINTOSH 。假如你正在面试
这个领域里的一家公司，你会发现熟悉MACS的好处。
Q:What computer systems and software do you know?
A:I ve used PCs with general office software such as Microsoft Word
for Windows,WordPerfect,Lotus123,and Excel.I have some experience with Macintosh
systems as well. And through my search for a computer network,I've gained
some familiarity with local networks;the computer company we used trained
me on basic troubleshooting issues.
第一部分(1～5问)
问：举出一个例子说明你是如何不顾困难把一个项目坚持到底的。答：实
际上我已逐渐退出某个账目，但作为一个顾问仍保持着对其跟踪服务，因为那个顾
客威胁说要是他不跟我交易，他就撤销账户。3 个多月来，我一边做补偿调整工作，
一边逐渐减少出面次数，这样就使那顾客觉得愉快多了。
示范你是如何收集资料和预见并解决困难的。你的回答应集中在如何解决困难
和执行方案上，而不是集中在困难的本身。
Q:Give an example of how you saw a project through,despite obstacles.
A: I actually rotated off an account but kept my hand in it as an adviser,
because the client had threatened to pull the account if he wasnt dealing
with me.Over three months I was able to make the client more comfortable
with my replacement while I slowly decreased my presence.
问：告诉我你做决策的一个例子。
答：我曾努力把我们的生产系统转变为专用路线。最大的问题就是说服厂里的
工人，因为他们要学会用不同的方法来做这工作，但这个策略是可行的。我向他们保
证在几个月内这份工作就会变得很容易了，那时我们每个职员每周能节省4 个工作
时，
我还说服了管理部门用一半储蓄去提高利润分红，这样做也赢得了员工们对我
的支持。
描述你坚持达到目标的一个事例。个人目标（例如：一个可以反应你发展一项
新技能的兴趣的个人目标）在这里会更适合。说明你怎样收集资料、预见困难和对
付压力的。
Q ：Share an example of your determination.
A ：I led an effort to change our production system over to dedicated
lines.The biggest problem was convincing the factory workers that this strategy
made sense,even though they d have to learn to do their jobs differently.
I assured them that within a few months their jobs would be easier,and
we'd save about four manhours per employee per week.I convinced management
to increase the profit sharing account using half of those savings,which
also helped get the employees on my side.
问：让我听一下你勤奋或有恒心的实例。
答：上次在我们系统安装的过程中，顾客改变了要求。在新的花费由顾客负责
的条件下，
我的同事同意了顾客的要求，决定按时完成工作。虽然知道这份工作要3 个月
时间才能完成，但我们每周花70～80个小时，最后我们完成了。
描述你自己的职业个性，包括有毅力、勤奋刻苦和有责任感。说明你如何收集
资料、运用时间管理技巧或有超前意识。举出具体例子。
Q:Share an example of your diligence or perseverance.
A:About halfway through our last system installation,the client changed
her requirements.Our partner agreed that,at the new costs the client would
incur,we could still meet the original completion date.It took about seventy
to eighty hours a week for us to get the job done,but we did it,knowing
that it would be over within three months.
问：描述你解决棘手的问题或是谁都不愿意接受的任务的情况。
答：我必须决定在我的部门里要取消哪项开支才可以使花费降低大概5%。
我尽可能地保持客观。最后结果是通过减少每个科组领导的旅游开支，让他们
负担所要减少的经费的25% ，这是我们销售分部的一大笔经费。在可能的时候减少
出差，并通过买打折机票而实现大部分的节约。
mpanel(1);
描述你曾愿意甚至是自愿去解决的一个曾被尝试但未能解决的问题。或者描述
你完成的即使在短期内不甚受欢迎，可对公司的长远利益有重要作用的事情。例如，
你的回答或许应包括对待一个难对付的员工或改进工序计划。
Q:Describe a time when you tackled a tough or unpopular assignment.
A:I had to determine which budgets would be cut within my division to
yield an overall 5 percent cost reduction.I tried to remain objective and
keep the personalities of department heads out of the decision.Ultimately,I
ended up getting each department head to commit to a 25 percent reduction
through frugal travel expense planning,which was an enormous part of our
sales division's costs.We accomplished most of the savings by combining
trips and by securing two week advance airline reservations whenever possible.
问：你现任的老板会不会把你看做是一个有超前意识的员工？
答：绝对会。实际上，在我年度工作评语里她说我是她员工队伍中最可靠和适
应能力最强的人。我认为主要归因于我善于应变和超越别人的能力。您想听一个例
子吗？
随时准备提供一个你毅然坚持到底并获得重大成果的重要项目。说明你在解决
一个棘手问题时的可靠性和自觉性。假如你描述你“长时间工作”，则要保证说明
你这个时间是高效的，而不是低效率的。
Q:Would your current boss describe you as the kind of employee who goes
the extra mile?
A:Absolutely.In fact,on my annual evaluations she writes that I'm the
most dependable and flexible person on her staff.I think this is mostly
because of my ability to juggle and prioritize.Would you like an example?
第二部分(6～10问)
问：你去年上班请假几天？为什么？答：去年我请假4 天，3 天是因我染上
了流感，而另一天是因我的亲属过世。无故旷工或迟到的记录，或反映职业道德的
欠缺，或是操作能力低下都可能对你不利。以你的工作自觉性、责任感还有你的守
时和可靠性及可靠的出勤记录去向面试官说明。如果你认为你有可能因出勤或不可
靠而得一些不佳的看法，那你最好准备一个详细的、令人可谅解的解释。
一个相似的问题：“你会准时吗？”也有可能会被问到。
Q:How many days were you absent from work last year?Why?
A:I was absent four days last year,three because I came down with the
flu,and one due to the death of a family member.
问：讲述你没能发挥你能力的一次事例。
答：我第一次被引见给董事会的时候，我没有料到他们会问其他一些问题。除
了我准备汇报的事情外我没有准备其他任何东西。现在我的上司和我都绞尽脑汁提
前准备所有的“怎么样”。
这个问题要求求职者去叙述一次消极的情况。根据问题的意思讲一件早期因没
工作经验而造成的工作失误。然后说明作为上次的经验教训，你现在有了更好的判
断能力。
Q:Tell me about a time you didn t perform to your capabilities.
A:The first time I had to give a presentation to our board,I failed
to anticipate some of their questions.I was unprepared for anything other
than what I wanted to report.Now my director and I brainstorm all the whatifs
in advance.
问：员工们有的注重思想，有的注重实干，你如何评价自己呢？
答：对我来说在每个项目上都有明确的方向是重要的，那就是为什么与思路清
晰的管理者在一起，我能成为很好的支持者的原因。我总是能很好地完成任务。
通过这个问题，面试官在寻找一个恰当的人选。假如工作以团体为主而该应聘
者偏爱独立工作，那问题就出现了。在完成过去的工作项目时，你是否按工作任务
所指定的界限进行呢？
Q:Employees tend to be either concept oriented or task oriented.How
do you describe yourself?
A:It's important for me to have clear direction on each project.That's
why I'm good in support roles,with managers who have very specific ideas.I
m thorough at carrying out the tasks.
问：你的同事会告诉我有关你注意细节方面的什么呢？
答：我的同事总是靠我给他们指出他们工作中忽略的东西，所以他们很可能会
告诉您，我在工作中考虑得很周密。
在这里，面试官感兴趣的是应聘者的独立性和完成工作的能力。你负责任吗？
你是否卓有成效地为团体活动做贡献而不是被卡在一些无关紧要的细节上？你能有
效地利用你的时间吗？假如是的话，举出一个别人称赞你的例子。
Q:What would your colleagues tell me about your attention to detail?
A:My coworkers always count on me to help them think through what might
have been overlooked,so they probably tell you I think throug processes
from A to Z.
问：日常工作中，你怎样应付压力？
答：我每周至少出去吃一顿饭并借此清理一下我的大脑。我自己有一个原则，
即直到我觉得冷静了才对事情作出反应。我先思考，然后行动，我已学会了加班加
点地干活。
mpanel(1);
在这里，叙述一个你已解决的压力较大的项目，及你在这个项目中组织每一步
骤时所采取的具体行动，以及如何把工作坚持下去的事例，这可能会有好处。在压
力下你是如何保持心境的平和及保证你的职业水准的？
Q:How do you manage stress in your daily work?
A:I try to get out for lunch at least once during the week to clear
my head.I also have a personal rule that stops me from reacting to any problem
until I fee calm about it.I think,then act，but I ve learned to do that
over time.
第三部分(11～15问)
问：如果事情不按你所计划的发展，你又如何重新部署呢？答：我开始想像
有可能出现的最坏结果，然后找出能避免那糟糕结果出现的预防措施。这样做之后，
我通常都能取得和原定目标不相上下的结果。我前面叙述的那个培训例子就是证明。
描述曾经出现的困难迫使你改变原来的计划，但你还是达到了预期的目的。你
是否得到别人的协助支持才能实现这个目标的？吃一堑，长一智，你以后又是如何
预见困难的呢？
Q:How do you regroup when things haven't gone as planned?
A:I start by trying to imagine the worst possible outcome;then I back
up and identify precautions I can take to avoid that scenario.In this way
I usually end up with a result close to the original goal.The training example
I described earlier is proof of that skill.
问：在你目前的工作中，你是如何对工作任务的轻重缓急排序并用什么措施来
处理的？
答：我的办法就是每天一大早就首先处理两大客户的事务。这样，如果有什么
问题出现的话，即使最挑剔的顾客也被照顾得很好。说明你是如何收集资料、如何
预见困难和如何应付压力的。叙述一下你的一些个人工作习惯，这些习惯能使你按
轻重缓急的次序去安排工作且又能避免管理过细或运作停滞。几年来，有什么方法
使得你能越来越好地把握时间？
Q:How have you prioritized or juggled your workload in your current
job?
A:I juggle by working only on my two major accounts early in the day.That
way,if interruptions occur,my most critical customers are taken care of.
问：说说在最近的一份工作里，你是怎样改进职业技能的。
答：最令我骄傲的是我对数据库技术的应用。例如，在我们的邮寄服务里，过
去对邮件进行人工分类需花费几天的时间，现在通过快速的特征搜索法只需五分钟
就完成了。
描述一下为了提高工作效率而提高了工作技能。一些典型的例子有可能包括：
学会一个新软件的应用、参与专业研讨会或者参加成年人学习班。
Q:Describe a professional skill you ve developed in your most recent
job.
A:I'm most proud of my new skills in applying database technology ，
for example,in our mailing services.What used to take us days of manual
sorting now takes five minutes through a quicksearch feature.
问：为什么服务是一个如此重要的问题？
答：服务是令消费者满意的重要因素。它和成本一样重要甚至比成本更重要。
如果顾客得不到他所期望的或更好的服务，他就不会是你公司的回头客了。此外，
这个顾客在你的公司的体验会影响市场上大批顾客对你公司的看法。
人们肯定会相互交流信息。这不仅影响效益，也影响将来的销售。在很多场合，
服务能成为一个公司有别于其竞争者的原因之一。信誉差的服务会使一个公司在市
场上的地位大打折扣。
面试官想断定这个人选是否懂得对顾客的服务能在市场上树立积极形象的重要
性，以及顾客服务质量对新销售业务的影响。出色的顾客服务能极大地帮助建立长
期客户关系及促进业务的运转，这是盈利公司的生命线。公司的客户关系越长久，
公司的盈利可能性就越大。
Q:Why is service such an important issue?
mpanel(1);
A:Service is a major contributor to customer satisfaction.Just as important
as,or maybe even more important than,cost.If a customer isn t receiving
a level of service that meets or exceeds his or her expectations,that customer
wouldn't be a customer for very long.In addition,that customers experience
with your company may affect how potential customers in the marketplace
view your company.People do talk and share information.This may affect not
only profits but future sales as we
ll.In many instances service may be the one thing that distinguishes
a company from the competition.A bad reputation for service may compromise
a company s position in the marketplace.
问：告诉我某次你遇上一个怒气冲冲的客人的情形。你是怎样处理这种尴尬场
面的？
答：我在电话公司的顾客服务部时经常会接触到一些怒气冲冲的顾客。发生这
种事情时，我尽可能心平气和地与顾客交流，目的是为了让顾客以公事公办的态度
来处理事情，且重点是解决问题，大多数时候我能处理好问题，使顾客满意。不过
我印象特别深的是一次顾客在电话里用脏话骂人，我尽力保持平静且不让我个人的
感受融入这种情景，我不理会那些粗言秽语，我只是对之作了一些记录，继续尽力
地帮助他。可他仍是骂个不停，所以，我礼貌地叫他稍后再打电话来找我们的经理。
因为在那种情况下，我知道我是没办法解决这个问题了。
在许多情况下，当别人发脾气或心烦意乱时，你如何反应是很重要的，特别是
在服务业里你的反应尤为重要。面试官在寻找能证明你有能力从事大量接触公众的
工作的证据。举出一次你遇上的麻烦，而你又是如何解决问题的例子。你回答时应
举例说明你的成熟态度、你的交际能力和洞察别人的需要和感受的能力。
Q:Tell me about a time when you had to deal with an irate customer.How
did you handle the situation?
A:My customer service position at the telephone company involved dealing
occasionally with irate customers.When that happened,Id try to talk in
a calm,even voice,in order to get the person to respond in a businesslike
manner and focus on trying to resolve the situation.Most times I was able
to rectify the problem and pacify the customer,but I remember one incident
in particular in which the caller became verbally abusive.I tried to remain
calm and professional and not to let my personal feelings enter into the
situation. I didn't respond to the abuse,I just made a note of it and continued
to help the customer as best I could.When the abuse persisted,however,I
politely asked him to call back and ask for my manager,because at that point
I knew I couldn't resolve the problem.
第四部分(16～22问)
问：你的私人生活是否存在对你的职业造成影响的问题？答：我总是很注意
把自己的私人生活与职业生活分开。我认为在给病人治病时，重要的是保持客观。
一个临床医生应该能够控制自己的感情而不带偏见地给病人看病。假如你把个人的
问题或感受发泄到病人的身上，那只能对病人造成伤害。
这个问题对于在医疗服务领域工作的人尤为重要。面试官想知道作为一个独立
个体，你是如何完善你的人格的。假如你有不能克服的个人问题，这些问题就会影
响你和你病人的关系，也有可能影响你对病人的诊断，同时影响你的治疗方案和治
疗建议。使面试官深信你能把私人的感受和职业行为分开来。例如，假如你不能积
极处理好危急关头的事情，你就不可能真正帮助你的病人面对创伤问题，因为那会
引发你太多个人的强烈情绪。
Q:Are there any issues from your personal life that might potentially
have an impact on your professional career?
A:I m always careful to separate my personal life from my professional
life.I believe it's important to remain objective when treating patient
s.A therapist should always be able to take an emotional step back in order
to make an unbiased assessment of a patient.It only hurts the patient when
you try to project your own issues and feelings onto that patient.
问：什么时候你的交往能力受到了考验？
答：一次一个顾客要求退还那件她明显已穿过的晚装的钱。她抱怨说衣服干洗
后变了另一种颜色，而洗衣服的人告诉她是布料不好。虽然我认为她是不诚实的，
但我马上就退还她的钱。我认为不让别的顾客听到她的话而怀疑我们的高质量产品
更为重要。叙述你客观地解决和顾客或伙伴的一个矛盾的实例。你是怎样表现你的
同情心及如何建立和谐气氛的？
Q:When have your skills in diplomacy been put to the test?
A:A customer came in once and demanded money back for an evening dress
that had apparently been worn.She claimed it was a different color after
dry cleaning and that the cleaner said the fabric was faulty.I quickly told
her wed happily return her money,even though I didn t think she was
being honest.I decided it was more important to keep other customers from
hearing her and maybe doubting our high quality merchandise.
问：告诉我某次你不得不延长工作期限的情形。
答：一次工作已经进行两周了，可是在工作进行当中，很明显地顾客又要求我
们多加几项特性。我重新和顾客商谈，记下他的目的和要求，给他一张像菜单一样
的价格表，那上面他可以有更多的选择，但必须付更多的钱和等待更长的时间。他
选择了一个他认为改变要作出3 个星期相应调整的中间档次。
为了使一项工程的全部目标圆满地实现，描述一下你的责任感和自觉性。假如
你不调整工作期限的话，将会使什么目标大打折扣？
Q:Tell me about a time you had to extend a deadline.
A:Two weeks into a job,it was clear that our client expected us to add
more feat ures as we went along.I renegotiated with the client,outlined
his goals,and showed him a price structure similar to a menu,from which
he could choose more features at a higher cost and in a longer time frame.He
opted for something in the middle that he understood would cause a three
week adjustment to the schedule.
问：你想努力提高或改变什么方面的个人技巧或工作习惯呢？
答：我必须学会拒绝。我过去常爱帮助别人，甚至到了别人滥用我的好意的地
步。现在我向能有回报的人提供帮助。总的来说，交换是比较公平的。随着时间的
推移，我们办公室人员的合作也大大提高了。
这个问题与“叙述你在最近的工作上是如何改进职业技能”相似。可是，在这
里你很可能想谈及从最早的工作或在相对较久远的时间里，你技能的发展，但要使
面试官相信这种特殊的工作习惯不再是一种工作阻碍了。
mpanel(1);
Q:What personal skill or work habit have you struggled to improve?
A:I had to learn to say no.I used to be helpful to the point that other
staff abused my goodwill.Now I offer to help by countering with something
I'd like help on in return.On balance I beileve the trade off is more
equitable,and cooperati on in our office has improved over time.
问：你在桌上放什么书？
答：我放一本好的字典在桌上，我也会放一本strunk and white，这是一本好
的参考书，能查找高中或大学里学过但又忘掉的语法知识，或者在遇到特别困难的
情形也可使用。
招聘者可能有兴趣判定你对你的职业有多重视。一本好字典和好的参考书对于
一个从事写作的人来说是手头必备书，你可能也会把喜爱的小说放到桌上。
Q:What books do you keep on your desk?
A:I keep a good dictionary on my desk.I also keep Strunk and White,which
is a good reference for looking up all the grammar rules that you learned
in high school and college but forgot,or for particularly difficult situations.
问：你愿意到另外一个城市定居吗？
答：我宁愿留在这里，不过可能的话我会考虑一下。尽管在某些初次面试中，
你也许会被问到许多像这种能代表你利益的问题。尽管这样的问
题对一个初次面试的人来说不公平，回答不好的话，你也许什么都得不到，甚
至还会失去所有的东西。假如你在初次面试时被突然地问到这样的问题，只需说些
如“当然有可能”或者“我愿意考虑一下”之类的话。
后来，如果你得到了这份工作，你会知道具体的工作条件，然后决定你是否愿
意接受这个职位。记住，在提供工作阶段，你有大部分的谈判权利，而且雇主也许
会很愿意为你提供你所需要的东西。如果那些不成问题，你也许会想说明一下，经
过重新考虑，你已决定了不迁往别处，但是你想让雇主知道可以考虑把你安排在其
他的在将来开放的职位上。
Q:Would you be willing to relocate to another city?
A:I d prefer to be based here, but it's certainly apossibility I
d be willing to consider.
问：经常需要出差的工作适合你的生活方式吗？
答：对我或我的家庭来说，这种经常需要出差的顾问工作是完全没有问题的。
我的妻子是航班上的乘务员，我们俩都无法过朝九晚五的生活。
Q:Does the frequent travel required for this work fit into your lifestyle?
A:The frequent travel in this consulting positionis no problem for me
or my family. My wife is an airline flight attendant, so neither of us follows
the typical ninetofive routine.
第一部分(1～6问)
问：你的脑袋是什么颜色的？答：我的脑袋是红色的，因为我总是充满激情，
我时刻都在为新的计划和主意而燃烧。
小心你随时都会被问到一些滑稽的问题。面试官的目的不是想难倒你，而是发
现这一刻你会作出什么反应。当问一些标准的问题时，因为人们准备过了，面试官
就很难去真正了解一个人。例如，一个广告业招聘者，就会尽可能避免这种情况。
回答这种问题不存在对或错。实际上，招
聘者不会真正在乎你的回答。他只是不想听到如：“我不知道，我想它是蓝色
的，因我是这样想像的”这样的回答，关键是要看你是否有创意和如何思考，一定
要解释你为什么这样回答。
Q:What color is your brain?
A:My brain is red because I m always hot.Im always on fire with
new plans and ideas.
问：假如你一进电梯，就发现电梯里的人都面向电梯壁，你会怎么做？
答：我想我会向前看并大声说：“你们知道，向前看要舒服得多。”像广告和
制图这种创意性领域里的面试是不同于别的工作面试的。广告业招聘者会采用不同
的面试形式和步骤，通常是引导一种行为式的面试。招聘者问这类问题，是要发掘
在特别真实的生活环境中你的行为是什么样的。
Q:If you got on an elevator where everyone was facing the back,what
would you do?
A:I think I d face the front anyway and say aloud,“It's really much
more comfortable facing forward,you know. ”
问：考虑一下以下的情景：一天晚上，你工作到很晚，是留在办公室最后的一
个人。你接到一个找管理人员的紧急电话，是销售代表打来的，现在他正在会见一
个潜在的客户。他要对一个问题作出答复，否则的话，明天就太晚了。你能回答这
个问题，但这超出了你应有的职权范围。
这种情况下你会作出什么反应？
答：我会收集所有有关的资料、文件证明，然后回答他这个问题。第二天早上
我会给管理人员留张纸条，告诉他这件事的详情，说明我所作的决定和解释我的思
考过程。这个回答显示出求职者对他自己的能力充满信心，而且他在处理紧急事件
的时候是靠得住的。同样，你的回答应表明，在棘手的情况下，你绝不胆怯做一名
决策者，即使这种情况下的决定超出你的职权范围。
Q:Consider the following scenario:You re working late one evening
and are the last person in the office.You answer an urgent telephone call
to your supervisor from a sales rep who's currently meeting with a potential
client.The sales rep needs an answer to a question to close the sale.Tomorrow
will be too late.You have the expertise to answer the question,but it's
beyond your normal level of authority.How would you respond?
A:I'd get all the pertinent information,taking well documented notes.I'd
then answer the question based on my knowledge and the information provided.I'd
leave my supervisor a note and fill him or her in on the details then next
morning.I'd be sure to explain my decision,as well as the thought process
behind it.
问：你认为那些生产好产品的公司为什么会失败？
答：参与产品设计或生产的人员必须对产品完全了解和充满信心，并能定期使
用它。只有这样他们才能对产品进行不断的改进，满足顾客的需要。任何产品都必
须不断改进，从而满足顾客日益变化的需求。只有让员工都参与产品的生产并对之保
持热情，才能使改进成为可能。
这是个关系到求职者作为领导者是否有远见的问题。假如你被问到这样的问题，
你最好谈及一项产品或想法失败的具体例子，而失败是由于员工或其他顾客缺乏热
情。你不要过分地吹毛求疵，应谈及你采取了什么与众不同的措施。
mpanel(1);
Q:Why do you think that some companies with good products fail?
A:Employees who are involved in the design and/or manufacture of a product
must totally understand and believe in the product nd use it on a regular
basis.Only in this way can they continually modify and improve it to the
customer's satisfaction.Any roduct must be constantly finetuned to meet
the changing needs and demands of the consumer.Only by getting the employees
nvolved with the product and excited about it can this improvement occur.
问：你的应变能力如何？
答：从前，在我们新产品投产时，都是我们的总工程师发布一则关于新产品优
良性能的评论。但是当我负责一项新产品的投产时，我决定让我们3 个最大的客户
录制一盘宣传我们新产品的录像带，用于我们的市场推销活动。这种做法大大提高
了我们的信誉，而且销售量超过了6 个月的销售定额。现在我们通常都采用这种方
式来推出我们的产品。
这是个考察求职者的创造力和主动性的问题。举一个你如何改变计划或方向并
且取得同样或更好效果的例子。你要侧重谈你怎样获得至关重要的信息或者是你如
何改变个人作风获得与别人合作的机会。
Q:How resourceful are you?
A:At one time,for all of our new product launches,our chief engineer
would release a press statement about its virtues.But when I was given responsibility
for a new launch,I decided to get three of our largest customers to videotape
an endorsement or use in our marketing campaign.The result was a far higher
level of credibility,and we exceeded our sixmonth sales quota.We now use
personal endorsements routinely when we launch our products.
问：向我证明你的说服能力。
答：在我做暑期实习生期间，我被派去对一主要公共设施的所有通讯费用基准
进行调查研究。我必须取得属于几个不同部门的员工的一致意见。遗憾的是，因我
是实习生，被拒绝合作。我不得不和每个员工单独会面，并说服他们，我现在所做
的一切最终都是有益于他自己的部门及整个公司。经过一个月的努力，我终于说服
了他们，计划得以圆满地实施，最后拿到了因努力而挣得的奖金。
这是个考查领导能力的问题，不过尽可能别用你被指定为领导者的例子。可能
的话，描述你没有真正职权的一次经历，但你运用你的说服能力获得人们对你的支
持。描绘你努力的目标和你的努力的结果。大家为什么会信任你？
Q:Give me proof of your persuasiveness.
A:During my summer internship I was assigned the task of conducting
a benchmarking study for all the communicationexpenditures for a major utility.I
had to get the consensus of employees in several different departments.Unfortunately,they
resented the fact that I was just a summer intern,and they refused to cooperate.
I had to schedule individual meetings with every employee and persuade each
one that what I was doing would be ultimately beneficial to his or her own
department and to the company.After a frustrating month I finally got everyone's
cooperation,the project went flawlessly,and in the end I received a bonus
for my efforts.
第二部分(7～12)
问：你的上司对你的主动性会作出什么评价？答：做任何工作我通常都能找
到工作中低效的原因，我总是首先为改进而提出解决方法。最初的几个月，向上司
提出改进意见时，他有点惊讶和紧张，最后，他接受了我有好主意这个事实，并且
鼓励我把最好的构思详细地写进每个月的计划里，以便他能给我提供资料改进那些
正规管理基础上的解决方案。我的首份任务就是改进我们其中一个制造厂的存货控
制。因为已有的存货和记录数目不相符，于是我制定了一个全新的订购存货制度，
并用其数据来追溯存货的来历。例如，什么时候用的、怎样用的，我的建议也做必
要的调整。第一年，我把我们非得承担的存货总值降低了23% 。结果是，我的上司
把我看成了一个常起带头作用的人。
描述一个你自愿去继续解决一个存在问题或避免一个潜在问题的项目。你是如
何用你的见解主动地博取你上司的好感的？侧重在这个构思的创新性、你的途径以
及你所取得的成效上。
Q:What would your last supervisor say about your initiative?
A:In any job I hold I can usually find inefficiencies in a process,and
I always try to take some initiative to come up with a solution for improvement.My
last supervisor was a little surprised and flustered the first few months
when I was constantly coming to him with my ideas for improvements.He finally
accepted the fact that I had some good ideas and encouraged me to write
up in a proposal every month my one best idea so that he could get me the
resources to tackle the solution on a formal basis.My first big project
had to do with improving the inventory control in one of our manufacturing
shops.Because the records for inventory receivable were inconsistent,I set
up an entirely new inventoryorder system and used that data to trace the
history of the inventory，for example,when it was used,how it was used,and
my recommendations for necessary replacement.I reduced the total value of
the inventory we had to carry by 23 percent the first year.As a result,my
supervisor would always use me as an example of someone who's constantly
taking the initiative.
问：描述一下在你的工作经历中，当现有的工序不管用时，你对此怎么做。
答：我工作过的电信公司的入户订单系统简直混乱不堪，定单不能及时地处理。
我搞了一份工作流程表来表明这是影响生产效率的障碍，然后说服我的老板，应当
花10万美元建立一个全新的系统。他勉强同意了，但要求我这个新系统最好要能省
钱。一年之后，这项计划给投资带来了两倍的收益。
面试官想知道这位求职者起什么样的带头作用，采取什么创新方法改变一种错
误的工序。证明你可以创造性地解决问题并且能对付计划行不通的困境。你是否达
到了你要的效果？
Q:Describe a time in your work experience when theexisting process
didn't work,and what you did about it.
A:The order entry system at the telecommunications company where I
worked was a mess.Orders weren't being processed properlyor in a timely
manner.I did a work flow analysis to identify the bottlenecks,and then I
convinced my boss that we needed to spend one hundred thousand dollars on
a totally new systemHe reluctantly agreed,but with the caveat that“This
had better save us money. ”After one year,the project had paid for the
investment twofold.
问：描述一次你不得不改变领导风格。
答：通常我是那种很有远见而且喜欢授权给下属的领导，但是我希望我下达的
命令能立刻执行。当我被派去负责一项扩大产品出口的任务时，9 个人来协助我一
起工作，接着我开始授权。我很快意识到，尽管这群员工有很好的国际背景，但他
们对我计划的反应却不太令人满意。实际上，他们想参与计划的设计。我同意花半
天的时间与他们谈论，然后我意识到他们也有很好的点子。使计划进展的惟一方法
是鼓励工作组的全体人员为我们的出口问题提供解决方案。我想这些人会一致认为，
在必要的时候，我能灵活地、乐意地去改变我的领导风格。
你回答这个问题时应强调你能让不同的人都感到称心，所以能产生较好的工作
关系。叙述要具体，你如何主动改善不理想的情况？
mpanel(1);
其他参与者对你会有什么评价？
Q:Describe a time you had to alter your leadership style.
A:I'm normally a strong leader who has good vision and enjoys delegating,but
I expect my orders to be carried out promptly.When I was assigned a project
to increase our product exports and was given a committee of nine people
to work with,I immediately assumed I had the best plan and began my normal
routine of delegating.I quickly realized,though,that this group of employees,with
international backgrounds,wasnt responding well.In fact,they asked to
have input into my plan.I agreed to spend half a day talking with them,and
then I realized that they,too,had good ideas.The only way to move ahead
on the project was to encourage the entire group to offer solutions to our
export problem.I think these people would agree that
I'm flexible and willing to modify my leadership style when the need
arises.
问：以前的同事或部属如何描述你的领导风格？
答：我的同事可能会说我的领导风格是少说多干有魄力的。决策时我不会小题
大做，在决策过程和执行计划的行动中，我设法让每个人都参与。我的同事确实相
信我给整个集体带来了积极的干劲并且启发了别人。
面试官正设法断定当应聘者的证明人或其同事接到电话时会对应聘者作出什么
评价。实事求是地回答，不要过分渲染或过分谦虚。坦白地描述你的领导风格，举
些反映你个人工作方法的具体例子。以前的同事总的来说是否积极地评价你对部门
的贡献？
Q:How would a former colleague or subordinate describe your leadership
style?
A:My colleagues would probably say that my leadership style is the strong,silent
type.I dont make a big deal about being in charge or making decisions.I
try to involve everyone around me in the decision making process and in
carrying out a plan of action.My colleagues truly believe that I bring a
lot of positive energy to our group and that I help motivate others.
问：描述你作为领导最称心如意的情景。
答：我的一项才能是解决复杂的问题，并且使问题的难度降到最低，我也擅长
教导别人。因此是不管什么时候遇上复杂难题，别人总是设法让我找出解决办法，
然后教他们如何去继续。所以我发现在这种情况下，我是有影响力的领导人。但在
高级行政管理部门，我不是一个特别有影响力的领导。我的爱好是处理、解决一些
实际情况和数据。当有其他问题，如政治上的或感情上的因素要考虑时，通常我宁
愿别人带头，而我决心做个好队员。除此以外，所有其他情形下我都以一个正常领
导者的身份出现。
描述你作为一名富有创造力的领导，你所有的经历和人们对你的信任的一些情
景。在这些情景中人们为什么倾向于听从你的领导？这是应得权力的问题，而不是
完全权力的问题。相反地，假如你需要讲述你是个能提供帮助的人而不是领导的情
形时，你能确认这种问题，尽管你不太注意继续做下去，或者你觉得自己太固执己
见了或偏向于公平地管理集体。之后用你已经把领导人这个角色扮演得很好的事例
作结束。
Q:Describe the situations in which youre most comfortable as a leader.
A:One of my talents is to take complex issues or problems and break
them down into the simplest parts.I'm also good at teaching other people.As
a result,whenever I'm faced with a complex problem,other people tend to
let me find a solution and instruct them on how to proceed.As a result,I've
found that I'm an effective leader in this kind of situation.I'm not a particularly
effective leader,though,in a highly charged poltical environment.My perference
is to deal with facts and data.When there are other issues like political
or emotional factors to consider,I often prefer that someone else take the
lead,and I simply resolve to be a good team player.In all other situations
I normally surface as a leader.
问：描述一下你与地位较高的人及地位较低的人一起工作的融洽程度？
答：每天两次送邮件的那个邮差已经成了我的好朋友。我曾经邀请他到家里与
我的家人见面，而且在周末我们经常一起参加棒球比赛。我与总经理的关系也很好，
我俩有共同的兴趣，包括航海和在冬天猎鹿。
这里要说得具体，告诉面试官你已经形成了一种能和各种各样的人一起工作的
风格。
Q:Describe your comfort level working with people ofhigher rank and
people of lower rank.
A:The person that delivers our mail twice a day has become a good friend.I
ve invited him to my house to meet my family,and we often go to baseball
games together on the weekends.I can also relate well to my general manager.We
both have common interests,which include sailing and elk hunting in winter.
第一部分(1～7问)
问：在你最近的一份工作里，最值得夸赞的是哪方面？答：我最喜欢的就是
作为一个招聘者，当你招聘到最佳的人选时那种成功的感觉。我总是对新招聘来的
员工和他们的经理进行定期检查。良好的发展报告使我倍受激励。
面试官感兴趣的是求职者对工作的适应程度。什么是你做得特别好的？且在下
一份工作中你想做得更好的是什么？作总结时侧重你在你的事业中探索的新经验。
你的回答应该与你正在面试的职位密切相关。
Q:What were the most rewarding aspects of your most recent job?
A:My favorite aspect of being a recruiter is the feeling of accomplishment
you get when you know you ve made a good match.I always make periodic
checks on the recent recruits and their managers.Positive progress reports
keep me motivated.
问：你现在从事的这份工作有什么局限性？
答：我的工作现在受到限制，因为这个产业已处于停滞状态。实际上这也磨炼
了我在维持市场方面的技巧。通过一些令顾客满意的活动稳定顾客，这些活动能提
高我们的名气，使我们在竞争中获胜。
简单地讲一两个原因，说明为什么现在的工作不能使你有所发展。思考一下这
个问题：“为什么你准备辞去现在的工作？”最重要的是保持积极的心态，侧重你
工作中做得好的和你想强调的东西。
Q:What are the limitations of your current job?
A:My job now is limited because the industrys simply not in a growth
mode.Actually,thats why I became skilled in defensive mar keting—retaining
customers through customersatisfaction programs that enhance our reputation
and give us an edge over the competition.
问：这份工作里，你最不感兴趣的是什么？
答：我不希望做的一件事就是通过约见一个又一个小客户的代表。我发现在最
近的销售领域里，我通过给予我的主要客户较好的服务，使得我们之间的合作增长
了20% 。
你可能想问面试官：“本职位前任员工在该工作中发现了什么困难？”不管他
给你的答案是什么，你都要适当地做出反应，谈一下在这份工作中你最感兴趣的是
什么。
Q:What interests you least about this job?
A:One of the things I hope not to do is prospect extensively by meeting
one on one with small account representatives.I found in my last sales territory
that I gave superior service to my major accounts by focusing my on site
time with them.I was able to grow my key account business 20 percent.
问：你对这份工作的哪方面最有信心？
答：我相信我确实可以有效地吸引众人的注意力。每当我站在前面提出一个新
的构想时，我很快就赢得人们的支持。把你做得最好的事情推销出去，并且设法找
到与它一致的工作，而且这份工作是你所熟知的
工作的一部分。询问面试官，你的技能是否对最近的某个项目有所帮助。设法
让面试官相信你所能提供的确实是该公司、该工作和该行业所需求的。
Q:What aspects of this job do you feel most confident about?
A:I believe that I can engage an audience really effectively.When I
get up in front of a room to present a new idea ，I can usually get people
on my side rather quickly.
mpanel(1);
问：从事这份工作，你最担心的是什么？
答：我的临床经验给了我能胜任这份工作的自信。除了我从没正式管理过一家
诊所这个事实外，我担心那些后勤人员是否能有效地回答来电。要从热线电话中获
取你想要的结果，员工必须能有效地接听电话并回答有关问题。
你可以扭转问题，反问面试官他是否担心你的资历。然后化解那些顾虑并表达
你的自信，那就是你的技能是最适合该职位要求的，你的兴趣正与该职位相一致。
提供证据来消除面试官所有的顾虑。
Q:What concerns you most about performing this job?
A:My clinical experience gives me confidence that I can perform the
job.Other than the fact that Ive not formally managed
an outpatient clinic,I'm worried about whether the support staff is
readily available to answer the phones.To get the results you want with
your hot line,staff will have to be available at all times to answer questions
about our services.
问：你能提供哪些和这份工作最紧密相关的技能？
答：我的工程学学历使我逻辑思维能力较强，我知道这种能力在估计顾客的需
要时是很有用的。我的学历同样有助于咨询公司，帮它们把业务推销给那些聘任了
很多工程师的制造商。
你的回答应与：“关于这份工作你最感兴趣的是什么？”这个问题所准备的答
案相似。用例子来支持与你履历最密切相关的信息。
Q:What skills do you offer that are most relevant to this job?
A:My engineering background gives me a logical problemsolving ability
that I know will be useful in assessing client needs.That background will
also help your consulting firm sell business to manufacturers who themselves
employ many engineers.
问：就你的履历表来看，与这份工作相关的你的缺点是什么？
答：您最担心的是什么？如果您担心的是我为无利可图的机构工作的诚意，那
您听了关于我的家庭为慈善事业奋斗的叙述后，会对我的动机感到放心。
在这里最好的方法是把问题转向，让面试官透露他所认为的你的缺点是什么。
然后借这个机会改变面试官的主意。仍然给出具体的例子来证明你适合这个职位的
能力。
Q:Considering your own resume,what are your weaknesses in relation
to this job?
A:What are you most concerned about?If youreworried about my sincerity
in working for a nonprofit organization,I hope that my discussion about
my family s philanthropic efforts will make you more comfortable with
my motives.
第二部分(8～14问)
问：在你的上一份工作里，现实与你的期望有何差距？答：最难预见的事就
是，公司的其他部门如何看待我在市场研究部门的工作。遗憾的是，我发现许多机
构宁愿向外面寻求专业的研究服务，这就是我决定与你们公司联系的缘故。
面试官试图断定，求职者在过去的工作中是否能客观考虑他对工作的适应能力。
如果在很大程度上，你对这些事情都能作出好的判断，那么你很可能为了这份工作
已细心地审查了你自己。面试官还想确定含混不清的事情不会在这份工作中重现。
Q:How did the realities differ from your expectations in your last job?
A:The hardest thing to foresee was how other departments within the
company would view my marketresearch department s work.Unfortunately,I
found that many groups prefer to go outside for specialized research services,and
that's really the reason I decided to contact your firm.
问：你怎样充实你目前从事的（或最近的）工作？
答：假如我决定呆在我目前的工作岗位上，我会自愿地负责通讯方面工作，设
法使我们所有的办公室和互联网相连或联系上别的信息资源。
不要过细描述消极的事，描述你如何提高工作质量，使你的技能增加，从而敬
岗乐业。别让面试官有这种印象，那就是假如你有什么不满意，你就不再对一项解
决方案或一个计划的改进起作用。结束面谈时应侧重讲下一份工作中你要追求的，
你的回答应和该职位所提出的要求紧密联系。
Q:How would you enrich your current (or most recent)job?
A:If I decide to stay with my current job,I m going to volunteer to
be on the communications task force,which is trying to get all of our offices
linked to the Internet and other resources
问：做这份工作，你能随时出差吗？
答：如果受到充分的重视，我可以在任何需要的时候出差。就目前而言，我通
常是每月出差一次。
你的回答要和你正在申请的职位的要求一致，要反映出你对该工作和时间要求
的真正理解。假如你对此不明确，可询问工作的规律性，并表示愿意定期地延长工
作的时间。
Q:Would you be able to travel as necessary to perform the job?
A:If I have adequate notice,I can arrange to be available for travel
at almost any time of the year.As it is,I usually travel about once a month
for my current job.
问：为什么对于一个有着你这样条件的人来说，这是一份特别好的工作？
答：您刚才告诉我本职位的前一位职员做得非常出色，我自信在电子制表和数
据统计上我有同样的技能。同样我会和你的审计组配合得很好，因为我来自那种环
境，并且知道客户做什么使协商关系更富有成效。
在这里，最好的回答是用对比方式，描述一下你最近的工作里的经历和成果。
Q:Why is this a particularly good job for someone with your qualifications?
A:Based on what you ve told me about the last person who excelled
in this job,I'm confident that Ive the same skills in spreadsheet analysis
and statistics.I'd also work well with your audit team,because I come from
that kind of environment and know what a client can do to make the consulting
relationship more productive.
问：什么是你最有效率或最理想的工作环境？
mpanel(1);
答：我喜欢每天清晨至少用一个小时准备一天的工作，这段时间内不受任何干
扰，我通常在早上7 点左右开始工作。此外，我喜欢有开放式的办公室，喜欢常有
信息反馈，喜欢做什么事情都充满活力。同样，别人忙忙碌碌地工作，也有助于我
更高效率地工作。
面试官想知道求职者的工作环境对他的工作带来的影响。你对这个职位、部门
的硬件设施，以及特定工作队伍的态度适应得如何？强调你在各种环境下的工作能
力，以及你在不怎么理想的工作环境中如何通过努力提高了效率。
Q:Whats your most productive or ideal work setting?
A:I like having at least one hour of uninterrupted time in the early
morning to plan my day.I usually start around 7 A.M.Otherwise,I enjoy an
office with open doors,constant feedback,and lots of energy and activity.It
helps me work more productively when I sense how busy everyone else is,too.
问：日常工作中，你喜欢固定的工作模式还是多变的工作模式？
答：我喜欢工作多变且富有挑战性，这就是我经常请求从事艰巨任务的原因。
我们前两次商讨的那两个方案就是我自行要求的，我不会让自己空虚无聊的。
你的回答要与工作的要求相符。描述既能保持你的兴致，从而学到新东西，又
不会让你厌烦的环境。
Q:Do you prefer continuity in structure or frequent change in your daily
work?
A:I enjoy change and challenge,which is why I frequently ask for the
tough assignments.The last two projects we discussed were ones that I asked
for.I don't allow myself to get bored.
问：有效的时间管理已成为提高生产力的一个必不可少的因素。举例子说明你
学会并应用到工作上的时间管理技术。
答：我会定期使用日程安排软件，它能有效地帮我安排好每日、每周、每月或
者每年的工作。它还有计划表的特点和提示选择功能，有助于在限定的时间内及时
完成任务。一般来说，我总是朝着目标奋斗而且非常自觉。我喜欢每次用一定的时
间和精力制定一份计划方案。我已发现这种方法有助于节省时间，这样使我能够实
施我的新方案，并最终为部门节省了时间和金钱。
回答这个问题时，谈谈你在工作中应用过的能节省时间和资源的分配时间的技
巧。在这种公关领域里，时间是很珍贵的，面试官想看看你是不是一个珍惜时间的
人。试举一个例子说明你是如何因为合理安排时间而提高生产力的。
Q:Time management has become a necessary factor in productivity. Give
an example of a timemanagement skill youve learned and applied at work.A:I
regularly use scheduling software, which helps me effectively plan for the
day, week, month, or year.
It also has a todolist feature and an alarm option,which is helpful
for meeting timely deadlines. In general, though, I'm very goal oriented
and selfdisciplined.I like to focus clearly on one project at a time for
a set amount of hours. In
the past Ive found that this has helped me save time, which in turn
has given me the opportunity to implement new rocedures that have ultimately
saved the department time and money.
第一部分(1～5问)
问：你的朋友会告诉我有关你的一些什么事情？答：我的朋友会告诉你，我
走得比别人快，吃得比别人多，工作得比别人晚，且除了计划内的事情外，我还挤
时间与朋友在一起。我确信做很多事情都需要有热忱。
说说你在工作中自然体现出来的个性的各个方面。
Q:What would your friends tell me about you?
A:My friends would tell you that I move faster than most people,eat
more than most people,work later than most people,and
still manage to spend time with friends despite my schedule.I believe
in doing lots of things with gusto.
问：说说你和以前几位上司的关系。
答：我的几位上司会告诉你，我是他们出色的助理，我和三位上司在一起时，
我们之间是良师益友，虽然智慧和专业水准是他们强，但在关于客户问题的决策上
我总是能帮他们一把。
面试官感兴趣的是，适合这个职位的求职者和其上司在一起时是否会相处得愉
快。当你讲述每一位以前的上司时，面试官最有可能拿他自己与你的上司作心理上
的比较。面试官必须确信他已发现了你的工作关系中的任何特殊之处，你不会和新
上司闹翻。要诚实，但不能有反面例子。
强调哪种类型的上司和你合作得愉快。
Q:Tell me about your relationship with your previousbosses.
A:My bosses would tell you that I've often acted as a sounding board
for them.With all three of my bosses,we've mentored ach other,although the
obvious balance of wisdom and expertise was theirs.I was always helpful
to them in their decisions about customer problems.
问：描述你和同事之间的工作关系。
答：他们或许会告诉你，从来没有什么事让我感到惊慌失措，或者成为我的绊
脚石。在他们遇到困难时，例如我们讨论承包商那件事时，我作
为指导者确实很在行。我这个人忠实又可靠。
你喜欢与哪种类型的人一起工作？公司的客户对你有什么样的反应？从你的回
答中，面试官确信有关你工作个性中的任何令人惊奇的事都逃不
过他的眼。举例说明你如何干劲十足，当需要时你知道怎样去寻求帮助，以及
你对集体业绩的关心。
Q:Describe your working relationship with your colleagues.
A:Theyd probably tell you that nothing ever shocks me or sets me back
too much,and that I m really an asset as an adviser
when they suffer a roadblock,as in the case we discussed about the contractor.I
m constant and dependable.
问：描述你的职业形象背后的个性。
答：我经常嘲笑自己的缺点。我言辞辛辣并在很多情况下都是直言不讳的，但
我又给办公室带来了幽默。我认为这为我们的工作环境提供了和
谐、温暖的氛围。这个问题与“你的朋友会告诉我关于你的什么事？”类似。
侧重在你的个性是如何反映你的工作技能或兴趣的。
Q:Describe your personality beneath the professional image.
A:I laugh a lot at my own shortcomings.I see irony in most things and
Im outspoken,but I bring a sense of humor to any ffice.I think it provides
a nice balance of warmth in a work setting.
mpanel(1);
问：什么样的环境使你能特别高效率的工作？
答：尽管在大多数环境中我都能很有效率，我还是喜欢那种自觉管理自己的工
作环境。我喜欢有目标并要能为达到这个目标而设计。为了实现
目标，我靠的是请教和寻找易于接受新事物的人，所以，对我来说在工作队伍
中合作与接纳是很重要的。
突出你在各种不同类型的环境中的应变能力与工作能力。你的回答不要罗列一
大堆的要求（如私人办公室、毫无干扰的工作环境等），否则面
试官的结论会是：你是个难以满足的人。
Q:What environments allow you to be especially effective?
A:Although I can work effectively in most environments,I prefer environments
where people are their own bosses,within eason.I
like to have a goal but be able to draw my own map to get there.To accomplish
goals,I rely on asking questions and finding
people receptive,so cooperation and access are important to me in a
work group.
第二部分(6～10问)
问：描述一个对你来说是没有效率的工作环境。答：当某人提出一个确切的
建议说我的一个目标该如何实现时，我做得就不是非常好。因为那就意味着不允许
我有任何的自由去对我自己的风格作出调整，只有当我可以描绘自己的蓝图时，我
才能做得好。这个问题是“什么样的环境让你的工作特别有效率？”的反面问法。
侧重在你
比较喜欢或能提高你的工作效率的环境。
Q:Describe an environment that is ineffective for you.
A:I don t do terribly well when someone has an exact idea of how one
of my goals should be accomplished.That doesn't allow any latitude to make
adjustments to suit my own style.I do well when I can draw my own map.
问：什么样的环境能激励你？
答：我确实很喜欢从事工程，从中能获得真正的进步——例如，在JIT 工程
中，我们在物资耗费上每月节省1 万多美元。
面试官想更清楚地观察哪种工作能激励你。这个问题是没有正确答案的，不过
你的回答至少应该和你正在申请的工作有几分相符。例如，假如你正面试的是一项
枯燥和反复性的工作，如，数据记录或装配线这类工作，你就不该说高创造型的工
作最能激发你。
Q:What situations excite and motivate you?
A:I really enjoy working on any reengineering project where a true
improvement results ，for example,the JIT project in hich we saved more
than ten thousand dollars per month in inventory costs.
问：你的上一位老板如何形容你的工作习惯和职业道德？
答：让我这么说吧，由于我付出了更多额外的努力去处理与一位顾客的关系，
我因此获得了部门发给的一笔津贴。这位顾客以取消账户相要挟，我介入这件事并
设法改进某些制度，尽管这得让我花上整个周末去工作。
你认为你目前的或上一位雇主会再次雇用你吗？你的工作够完善吗？你可靠吗？
你值得信赖吗？举出一些有关你的可靠、你的奉献和有合作诚意的例子。
Q:How would your last employer describe your work habits and ethics?
A:Let me put it this way:I received an MVP award from my division for
the extra efforts I put into one of our customer elationships.
The customer had threatened to pull the account,so I stepped in and
debugged the system,even though it required me to work through a holiday
weekend.
问：你觉得你的公司对待自己的员工如何？
答：近年来，管理部门实际上已经为优秀的员工做了很多。但是，当员工们为
公司做出牺牲但却得到极少回报时，公司的努力又激起了过去的混乱。我们花大量
的金钱在人力资源上，设法消除横在免税员工和非免税员工之间的屏障。假如“公
司”是管理部门，管理部门正有意识地努力修补漏洞，从而公平对待员工。
主考官想看看你能否在忠于管理部门和对员工的关心之间走出一条满意的路线，
尽管这个问题没有正确的答案，但你应当尽量避免对任何一方的偏袒并尽可能客观
地谈论你所在公司对员工的态度和方法。随时准备给出一些反映你的公司对待员工
的观点的例子。
Q:How do you feel your company treats its employees?
mpanel(1);
A:In recent years,management has really been dedicated to having a satisfied
workforce.Their efforts,however,often rekindleast upheavals,when employees
made sacrifices for the company and received little in return.In human resources
we spend a lot of money trying to break down the walls between exempt and
nonexempt employees.If“the company ”is management,I would have to say
management is making a conscious effort to mend fences and to do right by
our employees.
问：你的顾客和客户喜欢和你一块工作吗？
答：我的客户很稳定，因此我认为三四年来顾客是很满意与我一起工作的。在
广告部门中那是很不平常的事情。他们知道完全可以靠我去处理他们的生意，就像
让我处理自己的生意一样。
公司的客户对你的反应好不好？你可以从一位顾客的身上给出具体的反馈信息
吗？有多少客户是你的回头客？为什么你相信你留住了他们的生意？
Q:Did your customers or clients enjoy working with you?
A:My client base changed very little,except that billings increased,so
I think thats evidence the clients were satisfied enough to stay with
me for more than three years.That s particularly unusual in the adagency
business,too.They simply knew they could count on me to treat their businss
as if it were my own.
第三部分(11～15问)
问：在部门，你如何与同事做到相得益彰？答：我喜欢一个人人都独立思考
的、但必要时又能相互帮助的工作环境。我作为我们办公室的电脑检修员，在复核
重要备忘录时，我常请求他人的帮助。我相信互相帮助是有益的。
描述你的个性、技术或上述两者是如何有助于公司的发展和完善的。什么类型
的人喜欢跟你工作，并一干就是几个小时？公司的顾客或客
户对你作怎样的评价？使面试官确信你的工作个性不会出意外问题。
Q:How will you complement this department?
A:I enjoy an environment in which people bounce ideas off each other
and have the flexibility to ask for help when they need it.Im usually
a great troubleshooter for PC problems in my office,and I m often going
to ask for help proofreading important memos.I believe in giveand take.
问：你会选择什么人做你的证明人？为什么？
答：我会找前任老板、一个伙伴或一位顾客来做我的证明人，说明我是个成熟
的人，且在日常生活中与所有重要的同事们都能相处得很好。
面试官在寻找一个逻辑思维较强的人。例如：一个以前做过推销员的人很可能
就会找一个以前也曾是推销员的人来做自己的证明人。描述你期望你的证明人，包
括不同年龄层次的人，一个同事或来自大学的老教授会说些什么。
Q:Whom did you choose as your references,and why?
A:I selected a former boss,a peer,and a customer as references,to demonstrate
that I'm a pretty wellrounded person and get along with all the important
work associates in my life.
问：我们可否与你所有的证明人联系？
答：我希望你们确定聘用我之后再与我的上司联系。这样，我才有机会亲自告
诉她我要换工作。当然，我知道您必须确认我的申请情况是否属实。这是设计来保
护你的问题。假如你现在的雇主还不知道你正在寻找新的工作（情况通常如此），
你可以要求面试官，只有在你获得该职位后，才能与你目前的老板联系。
Q:Can we call all of your references?
A:I d prefer that you call my current boss only after you've made
me a firm offer of employment and I ve had a chance to tell her myself
that I'm changing jobs.Then,of course,I understand your need to verify that
my application was accurate.
问：告诉我你从最近读的书中学到什么。
答：我喜欢读人物传记，尤其是那些生活在不同时代人的传记。最近，我读了
丘吉尔的传记，这本书教会了我很多领导的价值和重重压力下获得的良好的公共关
系。
面试官想知道求职者是否与公司的其他人有着共同的兴趣。你利用业余时间有
效、轻松地学习新的东西吗？你生性对什么好奇？
Q:Tell me what you learned from a recent book.
A:I enjoy reading biographies,especially of people who lived in a different
era.
I recently read Churchill s biography,which taught me a lot about
the value of leadership and good PR under times of stress.
问：告诉我，你曾真正喜欢的一个工作组。
mpanel(1);
答：我的工作组是我们新产品投产部里最默契的一组。在产品投放的前一天，
我们卷起袖子帮着打包，把产品装运到销售部。虽然这是行政管理部门的任务，但
是必须要完成，这正是我们检查我们的好产品的时候。这个问题是“描述一下你与
同事的工作关系”和“你的顾客和客户都喜欢和你一起工作吗”这两个问题的结合。
表现一下你与别人很好地合作的能力和建立一种稳定的、可持续的工作关系的能力。
Q:Tell me about a work group you really enjoyed.
A:My group in our new product launch department really meshed.
When one of us was approaching the final day before a launch,we all
rolled up our sleeves and helped put press packets ogether or whatever else
was the last item to be shipped to the sales force.Although it was an administrative
task,it had to be done,and it was a good time for us all to speculate on
the success of the product and any major concerns.
第四部分(16～19问)
问：请举出你帮助一位同事的例子。答：我曾帮助一位同事理解调查方法，
以便他能写一份报告。因为他从未学过调查课程，所以不懂怎样去组织问题。
展示一下你乐于助人的一面。描述因你客观的忠告或特定的专业知识，使你的
同事和部门获得积极成果的例子。
Q:Describe a time when you had to assist a coworker.
A:I once helped an associate understand survey methodology in order
to write a report.He had never taken a research course and didn't know how
to structure questions.
问：你是单独工作效率高还是小组工作时效率高？
答：我需要一些个人时间去做计划，但我喜欢周围的人的活动和他们的声音，
并和他们分享见解。我想，大多数作家需要完善，因为我们偶尔都会遇到写作上的
困难。
面试官在寻找一个能在有干扰的环境下工作的人。诚实地进行交流，表明你是
一个灵活的、易于适应环境的职员。
Q:Are you most productive working alone or in a group?
A:I need some private time for planning,but otherwise I like the activity
and noise of people around me and the ability to hare ideas.I think most
writers need reinforcement,because we all get writers block occasionally.
问：告诉我使你难以保持客观的情形。
答：我曾为我们的图书馆研究一种新的在线资源，但最后我的经理却决定撤销
资金。我感到沮丧，因为我为该产品激动，就像卖主那样，我告
诉了许多人可以拥有这种资源。但我明白改变预算的必要性，并且在当时此事
不是我说了算的。在这里，一个明显的例子就是你已在一个项目上花了很多时间，
而得到的结果就是取消该项目，或你可能发现该项目从战略上讲，并没有你期望中
的那么出色。你是否能够重新调整你的思维做一些从长远来看是最好的事情。
Q:Tell me about a situation in which it was difficult to remain objective.
A:I d researched a new on line source for our library,and my manager
decided to pull funding at the last minute.It was ustrating for me because
I'd gotten excited about the product,liked the vendor,and had even told
some people to count on having the resource.But I understand the need to
revise budgets,and the matter was out of my control at the time.
问：你现在的老板想改变你的什么工作习惯？
答：我习惯早上工作，而我的老板却是个夜猫子。我喜欢提前至少一小时到办
公室，通常是7 点左右，一到办公室就开始工作，而我的老板喜欢9 点以后来办公
室，一就到晚上。所以我想知道她要改变我的一项习惯，很可能是要我也变成个夜
猫子，以便她想工作的时候我也在场。
面试官想知道你是如何与你将来的老板和同事合作的，同时他们还想确信，他
们已发现了你与人合作方式里的所有与众不同之处。回答该问题，一个好方法就是
指出彼此之间轻微的爱好差别。或者你可以有选择地谈谈你跟老板经过共同努力改
善了的缺点。
mpanel(1);
Q:What might your current boss want to change about your work habits?
A:I m a morning person and shes a night owl. I like to come into
the office at least an hour early,usually by seven,to get a jump start on
my work. My boss likes to come in after nine and work late into the evening.
So I think if she could change
one thing about me,shed probably make me into a night owl,too,so that
Id be available during many of the same hours she likes to work.
第一部分(1～5问)
问：谈谈你所认识的卓有成就的经理、管理者，或其他处于领导位置的人。
答：我曾碰到过一位非常优秀的教授，在他给我们上新课之前，总会复习上一课的
重点。他细心地观察我们的反应，我们一旦有疑惑，他就会重复所讲的内容。有时
他会问些反馈性的问题“你们还有什么困难吗？”，他从来不作太多的假设，也不
会让我们因为未能迅速掌握一个概念就觉得自己很愚蠢。
请谈谈一个管理者的管理模式和人际技巧。重点在建设性上，那就是他是如何
工作的，而不在于他做什么类型的工作。他是如何能够取得如此骄人的成就并能得
到你的赞许的？
Q:Tell me about an effective manager,supervisor,or other person in a
leading role youve known.
A:The best professor I ever had always reviewed me most important points
from our last class before he moved on to new material.He also watched our
faces carefully and repeated information whenever he saw a blank stare.Sometimes
he would just ask for feedback by saying, “What are you having difficulty
with? ”He never assumed too much or made us feel dumb for not grasping
a concept quickly.
问：你认为哪种类型的管理模式是有成效的？
答：有些人充当教练而不是专家，我总能从他们身上学到有价值的东西。当别
人有问题向我请教时，我会尽力提供帮助，就如和他一块分析推理一样，在帮助他
时我也在学习，但我从来不给对方答案，我想帮他树立独立解决问题的信心更重要。
这个问题与“讲讲你所认识的卓有成效的经理或管理者”很相似，举一个你个人或
众所周知的领导人卓有成效的领导的例子。为什么该领导能有这么大的成就？谈谈
你自己的管理模式和你与同事和领导之间的人际关系，并且谈谈你如何从你所钦佩
的领导人身上学到好的习惯。
Q:What type of management style do you think is effective?
A:I ve always learned well from people who act as coaches rather than
experts.When someone comes to me with a problem,I try to act as if I'm reasoning
through the problem with the person,learning as I go.I never just give an
answer.I want employees to develop confidence in creating answers for themselves.
问：描述一下你个人的管理方式。
答：我重复别人告诉我的东西，但我用一种有助于他们独立发现问题和找到答
案的方式重新归纳它们。有时，我只是不断地提问，直到他们找到解决方法为止。
这种方法，是我从一位成功从事审讯工作的律师朋友那里学来的。
谈你的管理方式和你与同事、领导之间的人际技巧。谈谈你是如何从所敬佩的
领导人身上学到好的习惯。
Q:Describe your personal management style.
A:I repeat what someone has told me,but I reorganize the information
in a way that helps them see the problem or answer themselves.Sometimes
I just ask questions until they see a clear solution.I learned this from
watching a friend who's a ccessful trial lawyer.
问：你觉得你跟哪一类型的人一起工作能使工作最有成效？
答：我倾向于和有自信并且性格直率的人一起工作，与懦弱的人一起相处则较
难，因为我工作节奏快且处事果断。
重点谈积极的方面，你是哪种类型的上司、员工和同事？请记住，面试官想知
道你如何与公司的其他人处得好，而不是公司里别的员工如何适应你。
Q:What type of people do you work with most effectively?A:I tend to
work well with people who are confident and straightforward.Its more difficult
for me to be around timid eople,because I move quickly and am decisive.
mpanel(1);
问：同事给你印象最深的是什么？
答：我敬佩性格好、诚实而且正直的人，并能与他们合作得很好。我认为，自
信和热情在任何工作环境里都起积极的作用。
雇主想知道你的人际关系技巧怎么样。更可能的就是，你不但要跟你所在的部
门的人交往，更要与公司的其他人交往。显现出你能在这方面表现出色。
Q:What things impress you in colleagues?
A:I admire and work best with people who are of good character and have
integrity.I also think confidence and enthusiasm is positive in any business
environment.
第二部分(6～10问)
问：你的上司所做的事情有哪些是你不喜欢的？答：我惟独不喜欢的一件事
就是当着大家的面询问反馈信息，我愿意私下听取正反两面的反馈，以使我有时间
且不受任何干扰地对该问题进行思考和作出反应。我相信这是提高学识或改变将来
的行为的公平做法。
介绍一下你从困境中学到的积极经验，尽可能地避免对前任老板或经理进行批
评。
Q:What are some of the things your supervisor did that you disliked?
A:The only thing I really don t like is to get feedback in front of
others.I want to hear good or bad feedback in private,so that I have time
to think and react to the issue without other distractions.I believe that
s the fair way to improve earning or to change future behavior.
问：你如何组织和安排那些重点项目？
答：我会事先集体讨论，假定最好、最糟糕和最可能出现的情形。接着我会拟
定一个比较切实可行的时间表。我发现在计划执行中最好和最坏的一面都会同时出
现，当这些问题出现时，我就能容易地调整我的计划，因为我已经想像到会发生什
么事情和我该如何作出反应。
告诉面试官，你在完成复杂任务的一般方法上的一个好主意。你可以从以下方
面着手：你如何安排时间、设置时间下限、任务轻重缓急的排序、分派任务和决定
你该做什么。
Q:How do you organize and plan for major projects?
A:I love to brainstorm a best,worst,and most likely scenario.Then I
set a timetable thats realistic.What I usually find is that some combination
of my best and worst cases evolves;I can adjust my schedule easily as these
things unfold because I ve already visualized what could happen and how
Id react.
问：描述一下你在巨大压力下工作的一次经历。
答：在连续不断地工作了两个星期后，我还得完成最后的1/4 的工作。
打进打出的电话多得令人难以置信，因为我不能随身带着办公文件。很幸运，
我有个得力的秘书和不错的文件系统。最后，我们把每件事都处理得井井有条。
回答这样一个问题，最好的办法就是集中在你的时间安排技巧上。举一个有足
够细节的例子，谈你面临的严峻形势及你如何轻松自如地解决了问题。
Q:Describe a time when youve worked under intense pressure.
A:I had to complete an endofquarter report once while I was on the
road for two consecutive weeks.The amount of lephoning back and forth was
incredible,because I couldn t bring my office files with me.Luckily I
had a great secretary and a logical filing system,so we located everything
we needed.
问：在典型的工作日，你如何安排时间？
答：我总是给予已建立起关系的顾客优先权，因为他们提供给我们更好的机遇
和回报。最后一件事，是处理商业信件，尤其是内部的商业函件，这些都放在快下
班或周末去做。
面试官想要一个证据来证明求职者能根据工作队伍的需要、部门的调整及任务
的性质，来对工作做出轻重缓急的安排。他还想确信你不会为了避免工作的单调而
优先娱乐，从长远来看，必要的惯例对于工作来说是很重要的。
Q:How do you manage your time on a typical day?
A:I ve always given priority to work with established clients,because
they offer a better risk/return value.The last thing I do is general correspondence,especially
internal correspondence,which I take care of at the end of the day or week.
mpanel(1);
问：描绘你按别人的建议行事的例子。
答：我改变了我的办公时间，因为几个员工都觉得除了早上，其余时间就很难
找到我。
展示你灵活的一面和你的人际关系技巧。人们乐意向你提建议吗？他们会相信
你能公平客观地听取他们的意见吗？当你确实接受建议时，你会对他们表示赞赏吗？
使面试官相信你的管理方式是合理的、公正的，而且你欣赏别人的好建议。
Q:Describe a time when you acted on someone s suggestion.
A:I changed my open office hours because several of my employees found
it difficult to visit me except in the early mornings.
第三部分(11～15问)
问：描述你在上司面前为自己的见解辩护的一次经历。答：我说服上司改变
公关公司。我确信以芝加哥为基地的公司不能满足我们在西海岸的利益，通过向上
司展示客源统计变化后，我说服了他。
这与描述“你按他人的建议行事的经历”是相对立的。你能提出有建设性的建
议并且让他人明白你的想法吗？请举出具体的例子来说明。
Q:Tell me about a time when you had to defend an idea to your boss.
A:Once I had to convince my boss to change PR firms.I really believed
that our interests on the West Coast werent being met by our Chicago
based firm.I was able to convince him after showing him the demographic
shift in our customer base.
问：你想改变你的管理形式的哪些方面？
答：别人向我征求意见时，我常常控制着自己不把答案直接告诉别人。我认为
使别人学会如何解决问题更为重要。我越来越善于教导别人并提出问题，但我从不
告诉别人该怎么做。
谈谈你正在努力改进的管理方式的一个方面。告诉面试官你采取的步骤，并给
出证据来说明你取得的进步。
Q:What aspect of your management style would you like to change?
A:I ve been working on holding back the urge to tell people the answers
when they ask for advice.I think it s more mportant to teach people how
to solve their own problems.I ve gotten better at coaching and presenting
questions and feedback without telling people what to do.
问：你有没有感到上司及同事对你的排斥？
答：我必须说明一下为何我曾认为黑白色调更切合保险小册子的内容。最初，
办公室里没有人赞同这个想法，因为我们都习惯于彩色的册子，人人都认为黑白册
子看上去显得低档。最后我终于说服大家，用更为巧妙的方法呈现死亡抚慰金这一
大难题会更行之有效。
举出具体例子说明你为自己的观点辩护的例子。避开谈及个性抵触、怨恨情绪
或愤怒的争吵。你如何令别人理解你的观点？结果如何？一定要以积极的语气结束
谈话。
Q:Have you ever felt defensive around your boss or peers?
A:I had to explain once why I thought a black and white brochure
was more suitable for the content of an insurance product brochure.No
one in my office liked the idea initially,because we were all used to color
brochures,and everybody felt that black and white looked cheap.Eventually
I convinced them that a more subtle approach would work better to present
information about a difficult topic death benefits.
问：谈谈影响你管理风格的一次学习经历。
答：我早期在银行工作时，给一位副执行主席发信，但忘记给在他手下做事的
两位副行政主席发副本。其中一位断定我有意作梗。从那以后，我对关键环节非常
小心。
把你的回答内容稍作改变，用以回应这个问题：“谈谈你最不喜欢的经理或监
督员”。在此描述一次正面或反面的使你获得有效管理经验的教训，或者描述一位
经理让你做你认为难以实现的事情的手段，他是如何激发你的？
Q:Tell me about a learning experience that affected your management
style.
mpanel(1);
A:Early in my job at the bank ，I wrote a letter to an EVP but failed
to make copies for the two AVPs who worked for him.One of them was impacted
by the content of the memo and concluded that I d circumvented him on
purpose.I ve really been careful about chain of command ever since.
问：你有没有仿效过别人的管理形式？
答：我在许多方面效仿我的第一位上司。我在桌上为每个工作成员准备了一个
文件袋。他们可把便条、想法、要我检查的工作或其他东西放在那儿，我就用这些
材料来处理事情。这成为我们大家沟通的另一种形式。那么，当我们坐下来谈论时，
要解决的问题都在手头上了。
你应该描述一位自己认识的上司，用积极的方式激发你去达到超出你自己目标
的要求。详细说明他是如何实现这种做法的。
Q:Have you patterned your management style after someone in particular?
A:I ve emulated my first boss in many ways.I keep a file for each
member of my staff on my desk.They can throw notes,ideas,work they want
me to review,or anything else in there,and I do the same with material I
have for them.It's an xtraform of communication whenever one of us gets
an idea.Then,when we sit down to talk,the issues we need to cover are in
one place,at our fingertips.
第四部分(16～19问)
问：描述一位你敬佩的领导。答：我一直很敬佩公司的董事长，他不是那种
高高在上的人，他不占用特殊的车位或餐位，他给人的感觉就像他只是团体里的一
员而已。举例说明你认为能干的领导，这个例子可以是个人认同的，也可以是大众
认同的。为何你相信这位领导能取得如此的成就？你从你所敬佩的领导身上学到了
什么？
Q:Describe a leader you admire.
A:I ve always admired the president of my company.He's visible,he
doesn t want a special parking place or table in the afeteria,and he gives
you the feeling that he s just another member of the team.
问：你怎样处理工作中遇到的批评意见？
答：第一次受到一个客户的抱怨时，我发现很难把这些抱怨和我的专业报账服
务分开。那个客户对自动柜员机停工检修感到不满。我知道表示同情和理解往往能
平息这种不愉快。我还认识到，没有客户会对每一样事情都感到满意，即使他们所
有的经历都是积极的。
面试官正寻找一种能表明求职者责任感和职业特性的东西。描述具体的一项工
作计划或习惯曾带给你的麻烦，直到后来你勇敢地面对并克服了这些困难。或者你
可以谈谈你是如何对工作中遇到的特别严厉或者无理的批评与指责做出客观而专业
的反应的。
Q:How have you handled criticism of your work?
A:The first time I had a complaint from a client, I found it difficult
to keep the complaint separate from my professional service of the account.
The client was upset about the downtime on ATM machines. I learned that
showing empathy usually calms an unpleasant situation; I also learned that
no client is going to be happy with everything, even if that client's overall
experience is positive.
问：告诉我你最近一次说错话的情形？
答：我告诉我的朋友丽莎，我不会再参加年鉴俱乐部的聚会，因为我觉得编辑
根本就是个白痴。后来我发现编辑居然是她的堂兄，我立刻向她道歉，并问她为什
么在我说这蠢话时没有作声。幸好，我和她直到现在还是朋友。
每个人都会犯错，能认识错误是很重要的。面试官想了解你是不是具有是非感，
还有你会采取什么措施去弥补过错。别人对你、你的公司或者你的客户留下一个坏
的印象，这会给你的公司带来很大的不利。
Q:Tell me about the last time you put your foot in your mouth.
A:I told my friend Lisa that Id no longer be attending yearbook
club meetings because I thought the editor was a complete idiot. I later
found out that the editor was her cousin. As soon as I found out, I apologized
and asked her why she didn't say anything when I made that foolish comment.
Luckily, she and I are still friends today.
问：告诉我，你与同事相处时遇到的问题。
答：我非常平易近人，而且易于与大部分人融洽相处。但我记得有一次，我们
请了一个爱发号施令的新助手，他的态度冒犯了一位实习生。我把他叫到一旁，告
诉他请求别人帮忙比命令别人去做事有效得多。不幸的是，我的意见似乎没起多大
作用。但从那以后，我们在聘用新员工时都更加小心了。
免讨论与个性抵触的问题，而应把重点放在你与你的同事的职业道德的不同之
处，又或者把重点放在面试官有可能强调的其他方面。例如：你可以谈谈某些人追
求完美的标准没有你那么高。
Q:Tell me about a problem you ve had getting along with a work associate.
mpanel(1);
A:I m pretty easygoing and tend to get along with most people. But
I remember one time when we brought in a new associate who was very bossy
to the point where he offended one of our interns with his attitude. I
actually pulled him aside and told him that I found it more productive to
ask people for help than to give orders. Unfortunately, my advice didn
t seem to help much, but we were more careful when we hired new staff after
that.
第一部分(1～5问)
问：你的专业技能如何成为你宝贵的财富？答：尽管我从未想过要当作家或
出版商，但我在市场推广部的大量工作都要靠良好的写作技巧和富有创意的设计才
能。大学时在报社的兼职工作让我学会许多出版方面的知识，如何排版和如何写最
有影响力的短句等技巧。市场推广方面的工作使我必须向图形设计师说明我的目标，
以避免大量的复查工作。
描述你如何用专业技能解决问题。举个具体的例子，说明相同的技能怎样才能
在不同情况或在你负责的工作中变得实用。如果你被聘用，在什么样的环境下你会
发挥得最好。
Q:How have your technical skills been an asset?
A:Although I never planned on a career as a writer or publisher,much
of my job in marketing has depended on good writing and creative layout
skills.My parttime college job with a newspaper taught me a lot about
desktop publishing,how to position something on a page effectively,and how
to write short sentences with maximum impact.In all of my marketing jobs,I
ve been able to explain my goals clearly to graphic designers,which has
helped me avoid costly design revisions.
问：描述你运用专业技能解决问题的情形。
答：在运送部件到达目的地时总是出现裂痕。我用原料学方面的知识判断这与
航运期间的存放温度有关，尽管我们的仪器都安全地存放在两端封闭的地方，但在
到达目的地之前，仪器要放在无空调设备的船舱里30个小时。现在我们用另一家航
运公司运送货物，我们用贴在货物上的标签显示极高或极低温度都是不允许的。
迅速向面试官说明问题，然后集中在你的专业技能如何帮你解决问题。你采取
了什么行动? 取得什么效果？
Q:Describe a situation in which you ve applied technical skills to
solve a problem.
A:One of our components kept arriving at distribution points with stress
cracks.My materials science background helped me to diagnose the problem
as one of storage temperature during shipping.Although our equipment was
safely stored at both end points,it had been sitting in unair conditioned
cargo space for up to thirty hours before reaching its destination. We're
now using a different shipping company,and we've improved our labeling on
large shipments to reflect the users warning about temperature extremes.
问：你的专业技巧和其他技巧结合起来如何能提高工作效率？
答：良好的经济学知识和电脑销售经验，为我提供了综合的技能并使我能在电
脑行业方面从事金融调查工作。我的大部分熟人和他们的兴趣都与高新科技有关，
因此很自然我有好奇心，而这有助我与行业的变革同步前进。
这个问题给你一次推销你自己的机会，即为何你独特的复合技能奏效？举出一
两个例子说明你常被要求去处理的事项。
Q:How do your technical skills,combined with other skills,add to your
effectiveness on the job?
A:My strong economics background,along with my computer sales experience,provide
a balanced set of skills to perform financial research on the computer industry.
Most of my contacts and hobbies are also related to high tech,so I offer
a natural curiosity that helps me stay abreast of changes in the industry.
问：描述你如何运用解决问题的步骤。
答：一次我们接待了几个客人，他们被安排在地区周围免费的酒店住宿。我建
议成立一个电脑小组建立一个预告系统，顾客的名字与先前的不满记录或免费服务
相对应。现在，当顾客登记入住时，我们输入名字，就马上知道这个顾客在我们的
任意一家酒店中有过不愉快的经历。我们小心地对待这位顾客，承认我们意识到问
题所在，并承诺尽可能地向他们提供完美的服务。这一做法既预防了那些想欺诈的
顾客，又告诫了我们职员要特别小心对待那些再次光顾我们酒店的顾客。我们酒店
的满意率提升了，欺诈事例减少了。
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向面试官说明你如何一步步解决问题，如何做到圆满的成功。你用什么措施或
准则来控制解决问题的步骤？结果如何？
Q:Describe how youve used a problem solving process.
A:We once had several customers who'd arranged numerous free hotel stays
around the country using our 100 percent atisfaction guarantee.I suggested
leading a PC task force to set up a warning system that flags any guest
name corresponding to a revious reported complaint or free service.Now when
a guest checks in and we type in a name,we know immediately that the person
has had an unpleasant experience at one of our hotels.We proactively approach
the guest,acknowledge were aware of the problem,and offer our commitment
to do everything possible to provide them with impeccable service.This practice
warns the potentially fraudulent guest;at the same time,it warns our staff
to be especially careful with any guest who s giving our hotel a second
chance.Our satisfaction rate has improved,and fraudulent cases have decreased.
问：你怎样着手处理问题？
答：当要处理问题的时候，我通常会尽可能把所想到问题的原因写下来。
然后找出原因之间的关系，以此来归纳主要问题的共同特征。通常，研究完这
些问题后，真正的原因就显而易见了。
面试官除了想知道你取得的成果外，还想知道你解决问题所用的逻辑。你办事
果断吗？你如何缩小选择范围来作出抉择？别人如何评价你的推理技巧？他们会用
什么样的例子来说明你具备有效的决策方式呢？
Q:How do you usually go about solving a problem?
A:When I need to solve a problem,I generally start by writing down as
many ideas as I can think of about possible causes.Next I look for relationships
among causes so I can group together symptoms of bigger problems.Usually,after
I study these groups of problems,the real cause becomes readily apparent.
第二部分(6～10问)
问：你如何衡量你工作中的成功？答：我凭顾客的反映来衡量。顾客打电话
向我推荐新客户时，我知道他们觉得与我合作愉快。但我认为拉住老客户比赢得新
客户更令我感到满足。人们有尝试新公司的趋向，因为那类新公司拥有良好的声誉
或产品，但顾客再次光顾是出于他们信任已建立起的合作关系。
你要依据什么样的结果或证据评估工作的成功？哪类反馈或奖赏制度对你重要？
面试官想证实这些要求能在工作中得到满足。
Q:How do you measure the success of your work?
A:I measure reactions of customers.When my customers call me with a
referral,I know theyre happy.And I have to say that repeat business to
me is more satisfying than winning a new account.People have a tendency
to try a new company because of that companys reputation or product,but
they come back because of the relationship they ve learned to trust.
问：你做事切合实际吗？
答：通常我能找出潜在的问题，即使问题并不显眼。我想起一位投资银行家，
他听过我们的金融不动产课程，并问我们为什么东京投资集团难以吸引当地投资。
许多工商管理硕士尝试从一系列复杂的原因去思考，但我认为这与迅速摆脱市场不
利因素有关，是非流动性投资引发的问题。我是说，如果主要投资当地不动产且通
货膨胀已经使货币价远高于黑市价，投资者会感到不稳定，这样一来，结束投资就
成为投资者的首选了。
向面试官举例说明你用过的实际可行的方法。怎样才算是简单明了且又是最佳
的解决方法？其他人忽略了明显的问题吗？在这个事例中，你要更多地显示出常识
性技能而非专业技能。
Q:How practical or pragmatic are you?
A:I can usually pick up on an underlying problem,even of it s not
too obvious.I recall an investment banker who visited our realestate
finance class and asked us what might cause the Tokyo investment community
a problem in attracting local investment dollars.A number of finance M.B.A.
s in the class started trying to think of some complicated set of reasons.I
decided it would have to do with getting out of a bad market quickly,and
that a nonliquid investment would create problems.I said investors would
be unsettled if the primary investment is local real setate and inflation
has caused the paper value to exaggerate the real street value.As it ended
up,that was the answer he wanted.
问：你如何把握对事实和对直觉的判断？
答：事实确实重要，但人们通常忽略了时效的影响，特别是在做市场调查时。
在一次调查中，我对涉及到的价格数据感到不对头，我怀疑顾
客是否会像调查所示的那样花大量的金钱购买新车。因此，我们停下来并等候
最后一季的价格结构。当利率攀升时，我们卖出了更多的车，而我们的对手却只能
等待。
描述你曾靠直觉来处理问题，那类问题如果按照事实或常规步骤来处理的话，
将会处理得一团糟。说明你具备突破常规去解决问题的能力。
Q:How do you balance your reliance on facts with your reliance on intuition?
A:Facts are important but often neglect pointb in time influences,especially
with market research.One survey that I was uncomfortable with involved pricing
data that was collected just after a major presidential election.The timing
caused me
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to doubt that consumers would really spend as much as the survey indicated
they would for new cars.So we ended up holding on to the last quarter
s pricing structure.We sold more cars while,as interest rates climbed,some
of our competitors had expensive inventory carryover.
问：在你上一份工作中最大的困难是什么？
答：我要让对电脑一窍不通的老雇员接受电子邮件系统。首先，我说明了减少
用纸的要求；然后，我决定建立一个临时的电子邮件账户，这个系统设有每日一谜，
谁要是答对了就把谁的名字记在该周的图表上。每周图表上有名字的职员可以到当
地一家很不错的餐馆享用四人套餐。这个方法就如一个很好的设计方案一样促使大
家使用电子邮件系统。
面试官想了解应试者在他上一份工作中改进的地方。如果你被问到这类问题，
不要只是抱怨而不说明解决方案。不要仅仅指出问题，更要证明你有能力提出解决
方案。
Q:What was your greatest problem in your last job?
A:I had to get longtime employees with few or no computer skills to
embrace a new e mail system.I started by explaining the need for less
paper in everyone s job.Then I decided to create a temporary email account
with one daily riddle on the system;everyone who responded correctly got
their name put in a weekly drawing.Each week for one month a person from
the drawing got dinner for four at a nice local restaurant.This approach
went over well as a device to get people to use the system.
问：谈谈你没有预料到的问题？
答：我的上司要我解决正在执行的时间表的问题。我没有意识到在这些问题下
工作的人会把我当成敌人。当我意识到的时候，我已做了一部分基础工作了。如果
我先问一下他们的想法，我就能早一点让他们支持我的做法。
这个问题要求你谦逊，但也使你能从这件事情得到教训。你还明白了什么？这
次经历如何使你的判断力得以提高？
Q:Tell me about a problem that you failed to anticipate.
A:My boss asked me to solve an ongoing scheduling problem.I failed to
realize that the person who had lived with the problem would see me as an
antagonist.By the time I realized it,Id already done some of the groundwork.If
I'd started by asking for the persons opinion,I would have been able to
get him on my side early on.
第三部分(11～15问)
问：你解决过长期存在的问题吗？答：以往，我们一批一批地向顾客发传真
件，有时每小时多达10份。所以有的客户对此感到不满。我设置了客户自助服务的
租赁传真机系统，这让职员有更多时间处理传入的文件、保存信息，直到他们能亲
自找到特定的顾客。
告诉面试官你在工作环境中或其他机构中所战胜的难题。面对困难你如何克服
或智胜？
结果如何？什么促使你着手处理问题？
Q:Have you ever resolved a long standing problem?
A:We used to batch our guests personal faxes sometimes as many as
ten outgoing fax requests per hourto put less strain on our administrative
staff.We had guests who weren t happy about that.I arranged a lease deal
on an outgoing fax machine for guest self serve access.This freed up more
time for staff,and they were able to maintain control of incoming axes,protecting
incoming information until they could locate the appropriate guest in person.
问：描述一次你认为有必要作出不受欢迎决定的情形。
答：我制定规章禁止携带食品进入工作区，包括私人办公室，为了安全起见，
工人不能带食物靠近昂贵的精密仪器。现在这已被遗忘了，但那段时期许多监管员
对我生气。我认为这件事很重要而且解决方法也和其他新条例一样要坚续下去，如
废除给高级职员分配车位的做法等。到目前为止，我们还能不断改进，使公司团结
一致。
有时候重要的、长期的成果只需作出短期努力就能获得。这样的问题用来考察
应试者对带有长期成果的重大价值作出判断的能力，如果你被问及这样的问题务必
给出具体的例子。
Q:Describe a time you found it necessary to make an unpopular decision.
A:I had to start a policy of no food in work areas,including private
offices,because the production workers were unhappy with the inequity.For
safety reasons workers couldn t have food anywhere near expensive equipment.Now
its forgotten,but at the time a number of supervisors were angry at me.I
thought the matter was important and that the solution was consistent with
other new policies,like doing away with assigned parking spaces for high
level employees.So far we've been progressive enough to keep unions out
of our company.
问：谈谈你处理过的最难的问题。
答：我被提拔管理一个新的部门。那个部门有一位职员一开始就对我很反感。
很快我知道了原因：她的好朋友刚刚从我现在做的职位离开。我当面与她谈这件事
；我解释说我也曾让友谊面临考验，因为我与一位朋友工作交往过于密切，我们俩
甚至花业余时间谈工作。谈话过后几周，她承认她没有想过与私人朋友工作交往过
密潜在的后果。
从那以能，我们把工作关系处理得很恰当。谈这样的问题要说得简练，重点谈
你采取的措施和取得的成果，要坦率，为何这样的问题对你来说难以应付？如何保
持客观并具有专业水准？
Q:Tell me about the most difficult problem you've ever dealt with.
A:I was promoted to manage a new department.A coworker in that group
resented me from the beginning.I soon learned that her best friend had been
turned down for the position.I actually confronted her about it;I explained
that I had once put a friendship to the test because Id worked too closely
with someone and we found that we spent our leisure time talking about work.A
few weeks after our talk,she admitted that shed never thought about the
potential results of working too closely with a personal friend.Our working
relationship was fine after that.
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问：描述你对问题的处理不满意的一次经历。
答：我想起因为我们曾因没有迅速答复顾客而令他失望。假期中我们的生产能
力满足不了客户提出的发送全部定货的要求。最后那位客户要求打折。我觉得我方
应该先提出给予折扣，不应等顾客提出。如果我方先提出的话，这件事处理得会好
一些。
这个问题集中在应试者的素质水平上。描述你从一个处理不好的问题中看到长
期隐患的情形。你有没有采取措施来处理这个问题？
Q:Describe a time when a problem wasn t resolved to your satisfaction.
A:I thought once that wed let a customer down by not responding quickly
enough to resolve a problem;our production capacity wasnt sufficient to
deliver the customers complete order during the holiday season.That customer
ended up asking for a discount,and I thought we should have offered the
discount first,without waiting to be asked.The sense of goodwill would have
been stronger.
问：谈谈你在没有规则及先例可循的情况下处理问题的经历。
答：我所担任的职务是最近才设置的。我用了一周时间弄清楚创设这个职位的
原由。惟有这样，为该工作设立优先权的方法才能更清楚。
没有指导的情况下你能处理问题吗？描述你解决问题的过程，尤其是你采取的
步骤和在特定尝试环境下使用的方法。表现出你面对挑战的信心和意志。
Q:Tell me about a time when there was no rule or precedent to help you
attack a problem.
A:I was the first employee in a newly created position.I spent the first
week developing an understanding of the history that had led to creation
of the position.Only then did a method for setting priorities on the job
become clear.
第四部分(16～20问)
问：什么情况下你对作出抉择感到困难？答：我特别不太擅长解说调查数据，
我尽量与调查人员和图书管理员沟通，我需要他们的帮助，而我也在公司副总面前
郑重地感谢他们。我们确实是同一个团队的，而且我很谨慎，并没有把公司在太平
洋地区出版工业报告归功于自己？
一定要坦诚，什么样的情况会令你难以处理？你会召集哪些人，收集哪些材料
来帮助自己作出抉择？
Q:When do you have difficulty making choices?
A:I m not particularly good at interpreting survey data.I ve really
worked to get to know our research staff and librarians.I rely on them and
am careful to thank them formally in front of my vice president.Were definitely
a team,and I'm careful not to take credit for our industry reports,which
we publish for the Pacific region of our firm.
问：描述一次机遇，这次机遇让你觉得承担的风险比所得的回报要高。
答：有一次，我们有机会从一家解散了的公司手中购买廉价运输设备。尽管我
们知道五年后要对分布的设备进行大检修，但我觉得花钱购买一些五年中闲置的设
备不切实际。
如果市场情报能预示在最近两年内有新的廉价商品的话，我会抓住机会的。面
试官想看到应试者乐于承担理性的风险而不是干蠢事。举例说明你作出反对某项计
划或抉择的理由？如何使结果比原计划处理得更好？
Q:Describe an opportunity in which you felt the risks far outweighed
the rewards.
A:At one point we had an opportunity to purchase conveyor equipment
at thirty cents on the dollar from a company that had dissolved.Although
we anticipated an overhaul of our distribution facility five years down
the road,I felt it was
too far into the future to spend money only to have idle capacity for
a fiveyear period.If market conditions had shown more promise for new
sales in the initial twoyear period,I would have gone ahead with it.
问：告诉我一个曾令你对自己的表现感到失望的项目。
答：我以前在一家制造业公司工作时，必须对所有供应商的开价（发盘）作出
分析，然后把建议提交给后勤部副部长。由于供应商开价并不统一，我的分析报告
通常要对不同的项目作比较，这就令报告显得有点混乱，直到我把报告重新整理并
提交给副部长时，我们已经错过了对价格进行审批的关键时刻。事后回想起来，我
想我本该采取简单的方法解决问题，而不是把所有的东西都放在一起考虑，把问题
复杂化。自那以后，我更加注意及时地提出建议。
描述你工作中遇到的一些阻碍，以及你是怎样尽力去克服它们的。你的技能起
到怎样的作用？事后回想起来，你当时该采取什么不同的做法？吸取了什么样的教
训？
Q:Tell me about a project in which you were disappointed with your personal
performance.
A:In my last job for a manufacturing company, I had to analyze all of
the supplier bids and present recommendations to the vice president of logistics.
Because the supplier bids weren t in a uniform format, my analysis often
consisted of comparing dissimilar items. This caused some confusion in my
final report, and by the time I d reworked it and presented it to the
ice president, we'd lost the critical time we needed to improve our approval
process for these bids. In hindsight I should have taken a simpler approach
to the problem and not tried to make it so complex or all inclusive. Ever
since, Ive paid more attention to making recommendations in a timely manner.
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问：请举例说明有一次你被要求完成一项任务，但却没有得到足够的资料，你
怎样解决这种问题？ 答：在上一次实习期间，我的上司—— 一个主管账目的
行政人员，叫我收集好500 份宣传稿去邮寄。我不是很确定宣传稿的次序和该往哪
里寄，而我的上司已经出去与客户会面了。我担心把资料堆在一块会把次序弄乱，
于是想方设法找到她的移动电话。
在电话里她向我详细说明了资料的次序。最后，我设法避免了有可能花费更多
的工作时间，并且可能耽搁邮寄时间的错误，更别提一些令人头痛的事情。
虽然这个例子听似很琐碎，但却证明了应聘者的成熟和理性处理工作问题的能
力。面试官想弄清楚你是否知道仅仅把工作完成是不够的。你的回答应该表现出你
随机应变的能力和积极主动的特质。
Q:Give an example of a time when you were asked to accomplish a task
but weren t given enough information. How did you resolve this problem.
A:At my last internship, my supervisor, an account executive, asked
me to assemble five hundred press kits for a mailing. I wasn't sure in what
order the pages and press releases should go, but my supervisor had already
left for a client meeting. Afraid of putting the information together in
the wrong order, I managed to track down her cell phone number and called
her in her car. She explained the order of the materials over the phone,
and in the end I managed to prevent a mistake that would have cost hours
of work and a delay in the mailingnot to mention a few headaches.
问：谈谈一次你不能解决的矛盾冲突。
答：有一次，我没能挽留一个在我的制造工厂里干了10年的优秀员工。由于他
的工作渐渐需要掌握电脑技术，于是我试着让他进夜校进修，但他却拒绝了。所以
除了换掉他之外，我没有其他办法。回想起来，如果我鼓励他和其他员工定期接受
技能培训，当他重新上岗时，也许他就不会被淘汰了。现在我很注重鼓励我的员工
们参与一些研讨会和课程学习来提高他们自身的工作技能，避免变得落伍。
在这里，最好的方法就是谈一个不是该由你来解决的矛盾冲突。如果必须谈你
个人所遇到的矛盾冲突，那就重点谈一下如果时光倒流，你能再做一次的话，你会
采取的积极措施及你从这次经历中学到了什么。
Q:Describe a time when you failed to resolve a conflict.
A:I wasnt able to keep a good employee once who'd been in our manufacturing
facility for ten years. His job description was rewritten to require computer
skills. I offered to send him to night classes, but he refused the help.
I had no option but to replace him. In retrospect, if I d encou