Each question is discussed in the following manner: first, the key question is presented; second, a few variations of the question are shown; and third, reply hints for your answer to the question are suggested.
Here is a list of the twenty important questions:
- Tell me about yourself!
- Why are you interested in working for this company?
- Why do you want to leave your job?
- Why have you chosen this particular field?
- Why should we hire you?
- What are your long-range goals?
- What is your greatest strength?
- What is your greatest weakness?
- What is your current salary?
- What salary do you require?
- What do you expect to earn five years from now, ten years from now?
- Tell me about your boss, your company.
- In your opinion, what are the characteristics of the person filling this job?
- What is important to you in a job?
- What do you do in your spare time?
- Which feature of the job interests you most?
- Which feature of the job interests you least?
- How do others describe you?
- What are your plans for continued study?
- Tell me about your schooling!
In addition to answering these important questions, you may be asked to verify and clarify parts of your resume, letter of application, or application blank. The interviewer's attention will especially be drawn to "delay statements," such as "to be discussed during interview," written on the application blank. Therefore, have a thorough knowledge of all facts and figures submitted before the interview and be able to fire back accurate and reasonable answers to any question asked.
Key Question 1
'Tell me about yourself!"
Variations
"I've read your resume with interest. But now, why don't you tell me about yourself in your own words."
''You have an impressive record here, Mr. Jordon, and I would like to know more about you."
Reply Hints
A common opener, this broad question throws many unprepared interviewees. It is, in fact, a "sell-me" invitation, as many of the twenty questions are. Therefore, start drawing upon the sales presentation developed thus far. Impress the interviewer by expressing your interest in and desire to work for the company and mention a few Company Data Sheet facts. Offer to discuss a number of your qualifications. Then present a few of your functional selling points and ask the interviewer to choose the ones he or she is interested in hearing about. This invitation to choose helps you identify those points of interest to the interviewer. You can also mention how you learned about the position and company. The point is that the interviewer is giving you the freedom to run with the ball. Take it and score points.
Key Question 2
"Why are you interested in working for this company?"
Variations
''Why did you decide to seek a position with AMCO?"
''Choosing the right company is an important decision. Tell me, how come you chose us?"
"What do you know about our products and services?"
Reply Hints
Emphasize that you are very interested in working for the company, that you've considered joining the company for a while, and that your decision to seek employment here is based on sound reasons. Then produce those reasons, supported by facts and figures from your Company Data Sheet. Be fully prepared to give specific reasons for your interest. For example, describe the virtues of a product line, the advantages of a technical process, or the success of the firm's marketing program.
Key Question 3
"Why do you want to leave your job?''
Variations
"Mr. Roberts, what caused you to leave your apparently successful position with Wainwrite Brothers?"
"I know Jim Collins, and he's mentioned you with praise on a number of occasions.
I can't understand; what's happening?"
Reply Hints
One of two conditions prevails: you're either employed or unemployed. Obviously, being employed is the preferred condition, especially if you're happily employed and are merely investigating possibilities for even greater achievement. Being unemployed detracts from your bargaining position, especially if you were fired for incompetency, negligence, or other serious reasons.
Leading causes of employee dissatisfaction and separation are personality conflicts, the inability to communicate and get along with others, and the breakdown of effective working relationships. Often stemming from such problems are negative feelings of frustration, exploitation, and resentment.
If you have already left or plan to leave a position due to poor working relationships, one of the worst interviewing errors you can make is to respond to this question by ventilating your negative feelings, accusing superiors, claiming unfair treatment, or condemning people with whom you've worked. By leveling personal charges against others in your self-defense, you make the interviewer conclude that you were unable to handle an interpersonal job situation to the point of separation, that you may have been the cause of the trouble, and that, after some period of invested time with your employer, you are displaying disloyalty and could, at some future date, be as disloyal to your new employer. The point to remember is that there are at least two sides to a conflict, and that in a contest between you and an organization, the employer generally has more credibility.
It is simply not worth creating such a contest, for you will likely be the loser. And it is conceivable that the person you are criticizing may be well known and well respected by your interviewer.
You can sell yourself more effectively when you associate with successful people, programs, and companies. Build the image of your employer and you will be building your own. Maintain the dignity and character of your company and you will be demonstrating the highly desirable trait of loyalty.
If the interviewer continues to probe this question, you can describe what occurred, but in an objective way that emphasizes your positive desires and capabilities rather than the employer's failures. Note the following examples:
The budget for the program I was interested in directing was unfortunately cut. Your organization successfully implemented a very similar program two years ago. That is what I am particularly interested in.
The new department head had a different set of priorities and goals for our department, which were in conflict with my personal and professional feelings. As the department head, he had the authority to follow his own beliefs, and I respect him for that; however, I still believe that the road we followed in the past is, and will continue to be, the most successful one. The new employee-appraisal system rewards seniority on the job and not performance. I believe strongly that performance and results should be the primary criteria for movement within an organization. I know you agree, for I recently read a statement you made on this subject in a local newspaper.
Key Question 4
"Why have you chosen this particular field?"
Variations
"What aspects of public-accounting work interest you most?"
"Why did you decide to become a teacher now, especially in such a tight market?"
Reply Hints
Here is a perfect opportunity for impressing the interviewer with your interest, knowledge of the field, and ability to perform successfully on the job. Explain that this type of work gives you a strong sense of purpose, identity, and accomplishment, a feeling that you could not derive from other types of work. Avoid discussion of fringe benefits, such as vacation, insurance, or expense accounts, emphasizing your feeling for and knowledge of the work itself. Mention key functions of the job and claim that you are interested in and possess competency in them. Develop this claim and support your beliefs by presenting functional selling points. You can also speak of your desire to develop your capabilities to the fullest and to advance your career when opportunities become available.
Key Question 5
"Why should we hire you?"
Variations
"Getting down to business, what can you offer us here at SIMCO?"
"What actions would you take if you are hired?"
Reply Hints
This question is the most important question any interviewer can ask. Whether it is asked directly or indirectly, be certain that it is uppermost in the interviewer's mind throughout the interview. It is a direct invitation from the interviewer to you to "sell me" and requires extra attention in your preparation.
Key Question 6
"What are your long-range goals?"
Variations
"What do you see yourself doing five years from now, ten years from now?"
"What position do you see yourself in five years from now, ten years from now?"
Reply Hints
This question is very popular in interviewing because it gathers a lot of useful information: (1) maturity, foresight, and realistic outlook; (2) degree of preparation in career planning; (3) knowledge of yourself, the occupation, and the company; and [4] commitment to the company and profession.
In your reply, reveal a career plan. Employers prefer good people who are interested in developing themselves professionally and in committing themselves to and growing with the company. In your research, determine what position you could reasonably expect to reach in five years and in ten years. Read about and speak to others who have successfully advanced themselves in your field and with this company, if possible. In your answer to the interviewer, note that you have the potential and capability, possess the knowledge and desire, and will acquire the necessary skills for growth within the organization.
Key Question 7
"What is your greatest strength?"
Variations
''What is your strongest asset?"
"If you had to pick one outstanding quality about yourself, what would it be?"
Reply Hints
This is a direct *'sell-me" question. Select one key quality you possess that you know to be in great demand on this job. State the quality, then support your claim with past achievements.
Key Question 8
''What is your greatest weakness?"
Variations
"What do you consider to be your major weakness?"
"What are some of your weaknesses?"
Reply Hints
This is a "suicide question" that has probably caused the downfall of many qualified but thoughtless interviewees. Interviewers pose this question to you in a fair-play manner, implying, "Well, everyone has weaknesses as well as strengths; it's only human!" You will be coaxed and prompted to answer this question. But before you volunteer anything negative, remember this important rule: "You are screened in because of your strengths and screened out because of your weaknesses."
In a sales situation-and job interviewing is such a situation-you put your best foot forward and prove you have what the employer needs. You must not use this key sales opportunity to confess insecurities, admit transgressions or guilt, or confide weaknesses.
In stating your reply to this question, emanate self-confidence, express a desire to further improve the good credentials you now possess, and possibly point to a relatively unimportant, non-job-related area that needs some improvement. Here are examples of replies:
That's an interesting question! But as far as the job is concerned, I feel fully qualified and will prove it if hired. Sometimes I find that I become too involved in my job and tend to give too little attention to my family. Fortunately, they understand that my work is very important to me and give me their support. Well, so far this year I've had some difficulty in keeping my New Year's resolution, to read a book a week. But I will have to excuse myself this time because a good deal of my spare energies went into helping coordinate the United Fund Drive.
Key Question 9
"What is your current salary?"
Variations
"What did you earn in your last position?"
"Walter, I noticed you left out your current salary on the application blank. What was the reason? Why don't we discuss it now?"
Reply Hints
There is a wrong time and a right time to discuss salary matters. The wrong time is before you've had the opportunity to sell yourself in person during the interview. The right time is after the interviewer tells you that a specific job is available and that he or she wants you for the opening.
Key Question 10
"What salary do you require?"
Variations
"What would your minimum salary requirements be if you were to join us?"
"What kind of salary do you see yourself making on this Job?"
Reply Hints
Same as the hints given in Key Question 9.
Key Question 11
"What do you expect to earn five years from now, ten years from now?"
Variations
"How much would you expect to be making with the company five years from now, ten years from now?"
"What are your long-range salary objectives?
Reply Hints
Your reply here is closely related to the response given to Key Question 6, which deals with long-range goals. Let the interviewer know that you have a career plan, that you have ambitious but realistic salary objectives, and that you are interested in growing along with the company.
Speak to people who know the salary ranges for the positions you seek, and read salary surveys in professional and trade magazines in your field. In your response, say, "In the high thirties," middle-five-digit figure," or ''In the middle twenties." Such broad ranges are sufficient, for they give the interviewer a sense of your direction. If you extracted your salary-range figures from published sources, you can impress your interviewer by giving the sources. A good reply may sound like this:
A recent issue of Nation's Business reported the current salaries of line and staff executives. According to that survey, a key personnel manager in a company doing around $400 million in sales, about the same as this company should be receiving a salary within a range of $47,000 to $57,000. Filling this position in about ten years, and considering inflation, I would estimate that my earnings would be considerably higher. Wouldn't you agree?
Key Question 12
'Tell me about your boss, your company."
Variations
"Did you have a good relationship with your boss? Tell me about it!*'
"I've heard about your boss, Wadsworth . . . quite a reputation as a slave driver.
What do you think of him?"
"What do you think of working for AJAX?"
Reply Hints
See hints given in Key Question 3. By praising your boss and company, you will achieve a positive image for yourself by association. Describe your boss and company in positive terms and reveal maturity, professionalism, and loyalty. Even if your separation from the firm is directly related to your boss's rigid or hostile attitude, do not allow your negative feelings to enter this discussion. Handle your explanation with tact, objectivity, and understanding.
If the interviewer gives the impression that she knows something about your boss's poor reputation, do not be led down the path of self-destruction and agree with her. This may simply be a ploy to see if you can be induced to speak badly about a prior employer. Remember, loyalty is a highly regarded virtue.
An excellent approach to handling this question is to emphasize the things you learned from working with your superior and the opportunities made available to improve your professional skills.
Key Question 13
"In your opinion, what are the characteristics of the person filling this job?"
Variations
"Put yourself into an employer's boots for a moment and tell me what qualities you would want in an employee filling this position."
"What qualities does the successful CPA possess?"
Reply Hints
This is a clear "sell-me" invitation, which might be restated as follows:
- Do you know what the key job requirements are?
- What are they?
- Do you possess the credentials to fill these requirements?
- Prove it!
First, identify two or three critical aspects of the job or vital functions that you can skillfully perform. Then demonstrate your ability to carry them out success fully. Refer to your functional selling points and share various success stories that prove your capability.
Do not describe qualities that are unessential for this job or that you do not possess.
Key Question 14
"What is important to you in a job?"
Variations
"What things in a job really motivate you to do your best?"
"What are your most important job rewards?"
Reply Hints
The interviewer wants to hear that the things that satisfy you personally are the same things that contribute to the organization's programs and objectives. One effective reply is, "What really motivates me at work is the personal pleasure and feeling of accomplishment I can derive from doing a good job in an organization where my opinions and contributions really count!" From this reply, one could easily conclude that the love for your work and the respect for your company would translate into dedication, commitment, and loyalty to your employer, even in hard times when fringe benefits may not be as forthcoming.
Play down the importance of salary and fringe benefits in response to this question.
Money, paid holidays, bonus, insurance, sick leave, and stock options may satisfy personal needs but are not considered job motivators for achieving company objectives. First, impress the interviewer with your desire to do a good job; then, after you receive the job offer, you can negotiate for fair compensation.
Key Question 15
''What do you do in your spare time?"
Variations
''When you're not working, what types of outlets do you enjoy?"
"What types of books do you read?"
"What are your hobbies?"
"Tell me about your last book!"
"What sports do you enjoy?"
Reply Hints
From your reply, you want the interviewer to realize that
- You use your time wisely;
- You are well rounded and have diverse interests and involvements in cultural, recreational, and civic affairs;
- You would get along well with others in the company;
- You are a participant and not just a spectator; a leader and not just a follower; a doer and not just a sitter.
To make a favorable impression here, find out the preferences of successful people in your field as to sports, magazines, and books. If you are involved in these activities, emphasize them in your reply. Also, if you have a unique or special talent, hobby, or skill, mention it. This will make you more memorable and add to the uniqueness of your image.
Key Question 16
"Which feature of the job interests you most?"
Variations
"What aspect of this position appeals to you?"
Reply Hints
You can sell yourself in at least two ways when replying to this question. First, as in the reply to Key Question 14, mention that a major benefit to be gained is the pleasure derived from involvement in interesting and important work. Second, identify a key capability required in this job and prove you have what it takes.
Key Question 17
"Which feature of the job interests you least?"
Variations
"What aspect of this position least appeals to you?"
Reply Hints
This is another ''suicide question," as was Key Question 8. It can, however, be converted into a positive selling opportunity. See the hints given in Key Question 8 for some sound advice.
Tell the interviewer that all aspects of the job interest you, which is the reason you have chosen this line of work. Do not admit that anything about the job bothers you, no matter how much you are coaxed to do so. If the interviewer mentions that the work is difficult and could require frequent overtime, unpredictable work schedules, or hard-to handle customers, reply in a positive manner, saying that you welcome all the pressures of the job as a challenge and as a responsibility that must be assumed if the job is to be done well.
Key Question 18
"How do others describe you?"
Variations
"What does your boss think of you?"
"What opinions do your subordinates have of you?"
"How do your co-workers feel about you?"
Reply Hints
If these relationships are satisfactory, then say so. Tell the interviewer that you get along well with your co-workers, have the respect of your subordinates, and are respected by your boss. Your ability to work well with other people is extremely important to the interviewer; therefore, paint a positive picture of your social relationships on the job.
If you left or are planning to leave your job because of a poor relationship, do not launch into a defense of your innocence. Handle this problem as suggested in the hints to Key Questions 3 and 12. If your conflict is with a superior, do not accuse, degrade, or in any way level a personal attack during the interview. Instead, point out in reasonable terms that you and your boss have a difference in approaches to the work. You may indicate, if it is the case, that you sought more responsibility, greater challenge, and the recognition earned, but the conditions within the department limited your opportunity for personal growth and rarely provided any positive recognition for your extra efforts.
Key Question 18
"How do others describe you?"
Variations
"What does your boss think of you?"
"What opinions do your subordinates have of you?"
"How do your co-workers feel about you?"
Reply Hints
If these relationships are satisfactory, then say so. Tell the interviewer that you get along well with your co-workers, have the respect of your subordinates, and are respected by your boss. Your ability to work well with other people is extremely important to the interviewer; therefore, paint a positive picture of your social relationships on the job.
If you left or are planning to leave your job because of a poor relationship, do not launch into a defense of your innocence. Handle this problem as suggested in the hints to Key Questions 3 and 12. If your conflict is with a superior, do not accuse, degrade, or in any way level a personal attack during the interview. Instead, point out in reasonable terms that you and your boss have a difference in approaches to the work. You may indicate, if it is the case, that you sought more responsibility, greater challenge, and the recognition earned, but the conditions within the department limited your opportunity for personal growth and rarely provided any positive recognition for your extra efforts. Then emphasize that these are important qualities that you hope to find in this new position and with this organization.
Key Question 19
''What are your plans for continued study?"
Variations
"What are your plans for graduate school?''
Reply Hints
Convey your desire for continued growth and self-improvement. Indicate that your studies will help you stay current and be better prepared to cope with the new and changing techniques of your profession. By acquiring continued education and training, you become more valuable to your employer. Therefore, the expression of this desire has an obvious high payoff.
Many companies have excellent in-house education and training programs for employees. You may be eligible for or directed into some of these programs. In addition, many companies will pay for college courses taken at local colleges and universities. The educational opportunities are generally available for employees expressing desire for continued growth and self-improvement.
Key Question 20
'Tell me about your schooling!"
Variations
"How were your professors?"
"What did you think of the cooperative education program at Northeastern?"
Reply Hints
The key to this question is to keep your reply positive. Speak well of your alma mater, for you are, in part, a product of your school's educational programs. If you praise the programs, you indirectly praise yourself; and if you condemn its programs, you indirectly condemn yourself. Whatever your grade point average, C, B, or A, express pride in being an alumnus of your school and gratitude for having been taught well.
If you are asked to explain some low grade, avoid being defensive or blaming others.
