Tài liệu Hướng dẫn phỏng vấn sales docx

TH-MILK JOINT STOCK COMPANY INTERVIEW & SELECTION MATRIX June 2010 TIEU CHUAN CHON LUA NHAN VIEN BAN HANG Candidate’s Name: Date of Interview: Interviewer’s Names: Question: “Tell me about a time when you used your knowledge and understanding to help achieve something in the …. industry” Ke cho toi nghe mot cau chuyen ma ban da dung kien thuc va su hieu biet cua minh trong mot nganh … de dat duoc mot chuyen ma ban muon. KNOW THE BUSINESS: The ability to demonstrate some awareness of the beverage Industry, it’s markets and the people who work within it. Hiểu biết nhất định về thị trường ngành NGK, những con người trong ngành. Level 1 – Demonstrates interest – Chung to duoc su quan tam Level 2 - Keeps up to date on industry developments – Co cap nhat kien thuc moi Level 3 – Applies knowledge of industry trends – Co ung dung tien bo cua nganh Level 4 – Applies knowledge from other areas – Van dung kien thuc tu nganh khac Positive Evidence Negative Evidence Level Rating -Question: “Tell me about a time when you worked hard to achieve something, - such as a -challenging goal” Ke cho toi nghe 1 cau chuyen ma ban da lam viec cat lucde dat duoc muc tieu vi du nhu mot muc tieu day thach thuc PASSION FOR RESULTS: A high level of motivation to achieve challenging objectives and Demonstration of energy and actions to achieve goals Level 1 – Wants to succeed – Muon thanh cong Level 2 – Takes actions to achieve goals set by others – Hanh dong de dat duoc muc tieu Level 3 – Takes actions to exceed set goals – Hanh dong de vuot qua muc tieu Level 4 – Takes actions to be the best – hanh dong de tro thanh thanh tot nhat Positive Evidence Negative Evidence Level Rating N.B. The level is 3. Evidence would suggest that consistent achievement of at least Level 3 would indicate a superior, top-performer. TIÊU CHUẨN CHỌN LỰA NHÂN VIÊN PHÒNG BÁN HÀNG Question: “Tell me about a sensitive situation where you had to understand how someone was really thinking and feeling, and how you responded” Kể một tình huống nhạy cảm mà bạn phải hiểu được một người nào đó thực sự nghĩ gì, và bạn đã hành xử như thế nào. INTERPERSONAL SENSITIVITY: The ability to ‘read’ people and respond accordingly. This includes cultural sensitivity. Khả năng “đọc” được ngờưi khác và hành động thích hợp. Điều này đòi hỏi tính nhạy cảm trong văn hoá giao tiếp. Level 1 – Follows Rules of Good Behaviour –Tuan thu nguyen tac dac nhan tam Level 2 – Absorbs information about people – Thu nhan duoc thong tin cua nguoi khac Level 3 – Interprets unspoken messages – Dich duoc nhung ngon ngu khong loi Level 4 – Responds appropriately in unusual interactions – Ung xu bang nhung dong tac thich hop Positive Evidence Negative Evidence Level Rating Question: “Tell me about a time when you worked hard to achieve something through Planning and preparation Kể một trường hợp mà bạn đã phải làm việc cật lực để đạt được một điều gì đó thông qua việc chuẩn bị và lên kế hoạch. GETTING IT RIGHT: The ability to ‘Get it right’ first time through careful planning, Anticipation of future possibilities and attention to detail Khả năng “Làm đúng” ngay tùu đầu thông qua việc lên kế hoạch cẩn thận, lường trước những tình húong trong tương lai và chú ý đén những chi tiết. Level 1 – Follows procedures – Tuân theo qui trình. Level 2 – Solves problems - Giải quyết kho khăn Level 3 - Plans with care – Lên ké hoạch cẩn thận Level 4 – Prepares Business Plans - Lập Bảng Kế hoạch kinh doanh. Positive Evidence Negative Evidence Level Rating TIEU CHUAN CHON LUA NHAN VIEN PHONG BAN HANG Question (non sales): “Tell me about a time when you were successful in convincing someone to agree to do something” (Không phải vị trí bán hàng): Kể một câu chuyện mà bạn thành công trong việc thuyết phục một ai đó làm một chuyện gì đó. (sales): “Tell me about a time when you were successful in winning a difficult sale” (Vị trí bán hàng): Kể một câu chuyện mà bạn bán hàng khó khăn nhất mà bạn đã thành công. WINNING AGREEMENT: The ability to take action to persuade and influence others to gain agreement. Khả Năng hành động để thuyết phục một ai đó và ảnh hưởng đến nhừng người khác để đạt được thoả thuận. Level 1 - Tries to create a good impression - Cố gắng tạo ra ấn tượng tốt. Level 2 – Uses logic and facts – Dùng lý luận hợp lý và sôư liệu thực tế. Level 3 – Adapts approach – Dùng nhiều cách tiếp cận khác nhau. Level 4 - Develops a plan to influence – Dựng một kế hoạch để tạo ảnh hưởng. Positive Evidence Negative Evidence Level Rating Question: “Tell me about a time when you had to lead or work as part of a team to achieve a challenging objectives” TEAMWORK: The ability and willingness to work well with others as part a team to achieve valued outcomes. Level 1 – Helps when asked Level 2 – Participates effectively Level 3 – Proactively involves others Level 4 – Optimises team performance Positive Evidence Negative Evidence Level Rating CATERPLAN/FOODSERVICE SELECTION MATRIX Question: “Tell me about a time when you had to be persistent” KEEPING GOING: The ability to persist in the face of difficulty to ensure the achievement of desired results. Level 1 - Is optimistic Level 2 - Persists in the face difficulty Level 3 - Uses multiple approaches to overcome immediate obstacles Level 4 - Uses multiple approaches to overcome long-term obstacles Positive Evidence Negative Evidence Level Rating Question: “Can you tell me about a time when your confidence was tested” SELF CONFIDENCE: The ability to present a confident image, assert ones ideas and take action in the face of difficulty Level 1 – Presents a confident image Level 2 – Expresses own point of view Level 3 – Deals with difficulty Level 4 – Faces threats Positive Evidence Negative Evidence Level Rating Knowing the Business The ability to demonstrate some awareness of the food industry, its markets, and the people who work within it. Lower levels of the scale involve a keenness to learn about the industry. This progresses through a deeper understanding of the industry, through to the application of knowledge from beyond the industry. Levels: 1. Demonstrates interests. Shows a curiosity and willingness to learn about the catering / hospitality / food business. Demonstrates some understanding of the business. 2. Keeps up-to-date on developments. Stays current with developments in the industry, new products, tools and technologies. Demonstrates this understanding in interactions with the client. 3. Applies knowledge of industry trends. Stays current with trends in the industry or market, understands the implications for the customer’s business, and applies in achieving sales. 4. Applies knowledge from other areas. Takes knowledge from other areas, beyond own area of expertise, and applies to achieve a successful sale Probing question: Tell me about a time when you used your knowledge and understanding to help achieve something in the catering industry. Passion for Results A high level of motivation to achieve challenging objectives and demonstration of energy and actions to achieve these goals. Higher levels of the scale involve greater flexibility, unique rather than standard approaches, and are more strategic. Levels: 1. Wants to succeed. Demonstrates energy and enthusiasm and a strong desire to be successful. Sees the achievement of goals as essential to feeling good about self. Values success. 2. Takes action to achieve goals set by others., Understands goals and targets set by others. Figures out how to achieve these goals and then works hard to deliver. 3. Takes action to exceed set goals. Demonstrates a strong need to meet and then beat goals set by others. Adds additional stretching goals for self that exceed requirements and takes action to produce the results. 4. Takes action to be the best. Wants to be the absolute best. Takes actions designed to meet and beat targets and to be better than everyone else. Works hard to be the best and wants others to acknowledge own success. Probing question: Tell me about a time when you worked hard to achieve a challenging goal. [...]... Typically the plan involves a number of steps, using experts or third parties to influence, and may include taking unusual actions Probing question: (non sales) Tell me about a time when you were successful in convincing someone to agree to do something (sales) Tell me about a time when were successful in winning a difficult sale Teamwork The ability and willingness to work well with others as a part . actions. Probing question: (non sales) Tell me about a time when you were successful in convincing someone to agree to do something. (sales) Tell me about a time. chuyện mà bạn thành công trong việc thuyết phục một ai đó làm một chuyện gì đó. (sales) : “Tell me about a time when you were successful in winning a difficult