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发信人: hunterli (新大新), 信区: Jobs_Career
标 题: 大公司的面试问题(sales/mkt)
发信站: 荔园晨风BBS站 (Sun May 8 21:52:10 2005) , 转信
Asia Sales and Marketing: Core Competencies Assessment during interview
Rating : 5 = Seasoned 4 = Above average 3 = Average
2 = Below average 1 = Unacceptable
• Sales Call Management Rating 􀀀
The ability to develop new customers, identify/prioritize customer's objective
s
(company, project and personal) and get customer's commitment on the
recommendation of TI's solution. Effectively analyses issues, manages sales
obstacles and negotiates well-defined commitments.
Suggested questions ( Select /adjust questions based on target position to be
filled)
1. How many new customers have you developed each year in your current/last jo
b
and what are the key factors that have contributed to this achievement?
2. Describe how you handle customer calls? Please highlight the major steps, s
equence
and flow of a call that you have been using.
3. What skills do you think are important to get customer's commitment?
4. How do you identify new business opportunity during a customer call?
5. How do you generally handle the price obstacle?
6. What approaches have you been using to handle sales obstacles? Give an exam
ple
how did you resolve a major sales obstacle.
7. What do you do when a customer asks you about the weaknesses of your produc
t?
8. Describe a competitive sales situation in which you were able to successful
ly differentiate
your offering. What was your approach?
9. Is there a case that you had expected to win a large sale but didn't. Was i
t partly
caused by the sales process not managed well?
INTERNAL DATA
• Building and Sustaining Relationships Rating 􀀀
The ability to build a good top to bottom relationships with customer and deve
lop
mutual trust with peers, internal and external customers required to accomplis
h
the tasks. Being a customer advocate.
Suggested questions ( Select /adjust questions based on target position to be
filled)
1. How do you know whether you have good relationships with your customers?
2. What do you do in proactively developing good customer relationships?
3. What you've ever done the most to try to satisfy a particular customer?
4. Think of a time when you had to handle an unreasonable request. What did
you do? How did you cope with this customer?
5. Describe an experience that you effectively handled a customer's complaint.
6. How do you know if an external customer is dissatisfied? Talk about a speci
fic
dissatisfied customer you've had.
7. What actions have you taken to improve customer advocacy at your current
company and at your customer?
• Design Process Management Rating 􀀀
The ability to work with customer in all stages of the design cycle, from conc
eption
to production, and influence customer decisions (technology, architecture,
benchmarking, CAD etc.) where possible. Uses Flex Team approach to successfull
y
complete the customer's project and influences SBE to develop new products to
meet customer/market requirement.
Suggested questions ( Select /adjust questions based on target position to be
filled)
1. How good are you in successfully influencing customer decision? Can you giv
e an
example of how you successfully influenced a customer to buy a more expensive
product than he or she originally intended to buy?
2. At what stage of the customer's design cycle when you start working with th
em for
most of your customer's projects?
3. What percentage of your customers' new projects have generated orders for y
ou
in your current/last job?
4. How do you handle complex projects that require additional expertise?
5. Describe a time you worked with a group/team to determine project responsib
ilities?
What difficulties did the group/team have? What was your role?
6. How do you handle a situation in which a peer/team member strongly disagree
s with
your idea s or actions?
7. Have you had any project management experience in any of your previous jobs
?
• Communicating Information Rating 􀀀
The ability to effective use oral and written communications in presenting ide
as/
recommendations/logical arguments/decisions and conveying issues/concerns/
status clearly to others.
Suggested questions ( Select /adjust questions based on target position to be
filled)
1. How often you make presentation to your customers, to your manager/manageme
nt,
and to your peers? Describe how did you prepare for one of those customer
presentations.
2. What approaches have you used in communicating ideas/recommendation/issues/
status/ decisions effectively?
3. How do you keep external/internal customers informed of the status of their
project?
4. How is your listening skill? Describe your understanding of active listenin
g.
5. Have you written sales proposals that were sent to external customers? Tell
me about
the best one you ever wrote. Why was it the best? How did you know it was good
?
6. Have you conducted any classroom or workshop training? Tell me about a spec
ific course
or workshop that you have conducted.
7. Have you written technical articles, application reports, and/or other tech
nical
documentation? Tell me about the best one you ever wrote. Why was it the best?
How did you know it was good?
• Driving for Results Rating 􀀀
The ability to achieve results across a variety of business areas (revenue gro
wth,
customer satisfaction, market penetration) through implementing plans and stra
tegies.
Persists in the face of obstacles, setbacks and opposition in getting the task
accomplished.
Suggested questions ( Select /adjust questions based on target position to be
filled)
1. How often you achieve your goals? Are those goals across a variety of busin
ess areas?
2. What has been your biggest achievement in your current/last job? What steps
did you
take to achieve it?)
3. What do you do to drive for results? What have you done differently from yo
ur peers?
4. How do you decide when to fight or when to compromise?
5. Describe a situation in which you stayed with a plan of action until the de
sired objective
was achieved or no longer possible?
• Using Good Judgment Rating 􀀀
The ability to use critical thinking skills in evaluating problems in complex
situations
and making timely and accurate decisions. Willing to make difficult decision i
f
necessary when faced with limited or ambiguous information.
Suggested questions ( Select /adjust questions based on target position to be
filled)
1. Give an example of a good decision you made recently. What were the
alternatives you considered? Why was it a quality decision?
2. Describe the last time you had to make a difficult decision on the job.
What facts did you consider? How long did it take to decide?
3. Describe a situation when you made a decision with limited or ambiguous
information. How did you take risk factors into account in your decision?
4. What kind of information are you generally required to analyze? Describe
one of your most difficult analyses.
5. How confident are you when exercising judgment?
• Knowing the Business Rating 􀀀
Demonstrates an understanding of the nature of the semiconductor industry, its
trends,
and those key end equipment that TI is targeting at as well as competition. Po
ssesses a
good working knowledge of TI's operations, TI's leadership position, TI's stra
tegies
and priorities.
Suggested questions ( Select /adjust questions based on target position to be
filled)
1. How do you keep abreast of the latest trends in SC industry?
2. How well do you know about your company's strategies and priorities?
3. How well do you know about your key competitors?
4. How does your organization stack up against the competition?
• Technical Capability Rating 􀀀
The ability to engage customers with a reasonably good understanding of SC
technologies, to propose solutions by merging end equipment knowledge,
advanced technical information, and the understanding of the capabilities/
limitations of TI and Third Party products, and to provide technical support
through workshops on tools/products, application notes and solving
application problems promptly.
Suggested questions ( Select /adjust questions based on target position to be
filled)
1. Describe a time when your strong technical capability was the key factor wi
nning
the project.
2. Have you encountered a situation when the capabilities of the products/tech
nologies
do not fully meet customer's project needs? How do you balance risks with cust
omer's
needs?
3. How often have you been successfully resolving technical problems with just
a single
trial in your current/last job as an application engineer? Why is/was that so?
4. What end equipment system knowledge do you have? How did you acquire it?
5. Have you conducted technical workshop for customers? What was the feedback
from
customers?
6. How do you acquire technical knowledge in your current job?
• Thinking Strategically Rating 􀀀
The ability to analyze opportunities/ problems from a broad perspective and to
integrate TI products and technologies in order to provide the optimal competi
tive
position for TI and customers. Develops new customer, new channel, and new seg
ment.
Suggested questions ( Select /adjust questions based on target position to be
filled)
1. Have you been involved in developing strategies to create a market for your
company's products and technologies by identifying and pursuing needs and
opportunities? What were your roles?
2. Have you been involved in developing strategies to address the competitive
strengths
and weakness of the business you are involved and keeping track of competition
?
3. How successful have you been in developing new customers, new channels, new
application and /or new markets? Talk about a specific case.
• Marketing Strategy Ratingg 􀀀
The ability to develop strategies for existing and emerging target market segm
ent(s),
end equipment, and channel in achieving revenue, market share and profit goals
.
Contributes to new product definition based on a good understanding of the tre
nds of
the semiconductor industry, market requirements and competition.
Suggested questions ( Select /adjust questions based on target position to be
filled)
1. How do you develop marketing strategy and marketing plan in your current/
last job?
Is there a regional identity? Or you just use the materials from headquarter?
2. What is your experience in developing marketing strategies to address emerg
ing
market or end equipment?
3. Are you involved in the new product development and/or new channel developm
ent?
What is your role?
4. How do you influence new product definition?
5. What is your understanding of market segmentation process?
• Influencing Others Rating 􀀀
Demonstrates the ability to gain commitment and buy-in from people who do not
work
directly for him/her and use formal and informal channels, both within and out
side, of
the organization to get things done.
Suggested questions ( Select /adjust questions based on target position to be
filled)
1. Give an example to demonstrate your ability to influence people who do not
directly work for you to take actions and to achieve results.
2. How do you win supports from internal and external customers?
3. What techniques have you learned to influence others? Give an example of ho
w
you have used one of the techniques.
4. When was the last time you inspired someone to work hard to do a good job?
How did you do that?
• Lead Courageously Rating 􀀀
The ability to articulate risks, to say "no" when it is in TI's best interest,
take on
controversial issues, and make tough decisions that involves risk. Drives hard
on
the right issues and challenges others to make tough choice.
Suggested questions ( Select /adjust questions based on target position to be
filled)
1. How do you challenge other to make tough choice?
2. How do you handle the situation when a tough decision have to be made that
have an impact beyond your own areas and sphere of influence?
3. When dealing with a direct report, team member or peer, how have you
determined when you were pushing too hard?
4. Do you set high expectations and challenging goals for your people? Tell me
about a time when a direct report didn't agree with the goals you set. What
went wrong and what did you do?
• Enabling Others Rating 􀀀
The ability to provide motivation, creates an environment where everyone takes
ownership for results, and ensure others have the authority and resources nece
ssary
to accomplish their tasks.
Suggested questions ( Select /adjust questions based on target position to be
filled)
1. How do you motivate people to do quality work in your organization?
2. What is the satisfaction level of your department/team? How could it be
improved?
3. Based on your experience, what has been the best reward/recognition to
enable others to take ownership?
4. Have you ever delegated a major project/task/assignment? What resources
did you provide to ensure its success?
• Driving Change and Building Organization Rating 􀀀
The ability and willingness to foster, implement and manage change in the grou
p.
Behaves in a way that support company's value. Brings best practices into the or
gan
ization.
Identifies high potential performers and helps to recruit, develop and retain
talents.
Suggested questions ( Select /adjust questions based on target position to be
filled)
1. Describe how did you provide sponsorship for change during an organizationa
l
change last time?
2. What is the best ways from your experience in championing new initiatives?
And why?
3. What have you done to encourage development of your people?
4. Have you developed people through coaching, empowering and training? How
much time you spend with your people?
5. How do you ensure your people have opportunities to learn and grow?
6. How do you handle the situation in which one of your direct reports thinks
he or
she is ready to be promoted but you disagree?
7. How do you identify high potential performers?
8. What have you done in retaining talents in your organization?
--
阿甘说，生活就像一盒各式各样的巧克力
我喜欢所有的巧克力
--
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