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：为什么在这个行业里你能做得特别出色？?
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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.?
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。??
Qescribe
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. ??
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 aren?t geared toward financial experts.I?d also love to be able
to shut down my department long enough to send everyone through an Outward
Bound?type program.Finally,I?d probably travel and look at foreign
competitors,and enjoy the food along the way.What would you do???
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.?
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
wouldn?t 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. I?ve 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.I?m particularly interested in your real estatefinance group and expansion
plans.?
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？?
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??
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?cost?producer 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.??
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. I?have 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？?
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.?
<FONT
color=red>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,I?ve definitely decided to pursue a career as a
restaurant manager,so I?am applying only for restaurant management?training
programs. I?ve recently had interviews with several other large national
fast?food 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。?
? Qo
you believe you?re 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 cost?efficient 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
you?ll be getting a better return for your investment.Again, I?m 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.?
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.I?m 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 I?d be convincing selling your product to
retailers.?
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,that?sour bestchance of turning around the
quality of education in this state. ?
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 aren?t 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。
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?to?twenty?five?year?old category responds to
computer based media.?
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 didn?t 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 account?team concept would keep me in
tune with customer needs.?
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.
escribe