21. Job Interviews工作面试

1 Words and Phrases单词和词组

opportunity机会 a fair amount大量

appreciate珍惜 an abiding interest持久的兴趣

shortlist把…列入最终候选人名单 one of the points其中一点 reputation名誉，声望 a broad range广阔的范围 calibre能力，才干 the first step第一步

potential潜在的 a bit of forethought一点远见 forethought远见 start with首先

conventional常规的 cold calls(向潜在顾客推销商品的)冷不防电话 restrict的 the chances of follow up继续的机会

abrupt突兀 get the sales message across传达销售信息

2 Sentences重点句型

1. That’s an interesting approach. 这个办法很有趣。

2. What do you see as those differences?你是怎么看这些不同的? 3. How do you overcome those problems?你是怎么克服这些困难的? 4. Well，no one can ask for more than that. 嗯，这就够了。

5. Why are you interested in our company?你为什么对我们公司感兴趣呢? 6. Thank you for giving me this opportunity. 谢谢您给我这次机会。

7. Can you tell me a little more about this technique?你能告诉我一点儿这个技巧的内容吗?

8. It’s good to see you’ve given this a bit of forethought. 你能对此有所远见很难能可贵。 9. Yes, we do that with our employees who show potential. 是的，我们对有潜力的雇员进行培训。

10. That happens in conventional sales so。how does it differ? 这在常规销售中也有啊，那有什么区别呢?

11. One of the things I’ve read about is your training programs. 我拜读过贵公司的培训计划。

12. Aren’t you concerned about scaring off future potential customers? 你就不怕吓跑未来潜在的顾客吗?

13. They related to my work experience and I always tried to do my best. 他们了解我的工作经历，我总是尽最大努力去工作。

14. We have checked your references and your referees spoke quite highly of you. 我们已经和你的证明人核实了，他们对你的评价很高。

15. That’s true，and it’s good to see you understand the calibre of the person we seek. 是的。看来你知道我们需要有能力的人，很好。

3 Dialogue 1

The Personnel Manager interviews an applicant.

A: Thank you for giving me this opportunity. It is very much appreciated.

B: Well, you were shortlisted from quite a lot of applicants and our policy is to select the best person for the job.

A: I have done a fair amount of research on the company and know your reputation for maintaining very high standards.

B: That’s true, and it’s good that you understand the calibre of person we seek.

A: I have always had an abiding interest in design work and have been lucky to get some really useful job experience during my university degree.

B: That was one of the points we noticed, that and the good results you got in your degree. We have checked your references and your referees spoke quite highly of you. A: They related to my work experience and I always tried to do my best.

B: Well, nobody can ask for more than that. So, tell me, why are you interested in our company and this particular position?

A: One of the things I’ve read about is your training programs. They don’t just cover the one field but include a broad range of all aspects of the business. B: Yes, we do that with our employees who show potential.

A: As for the position, I realise it is a relatively junior position but, I also realise my university degree is just the first step towards the career I want.

B: It’s good to see you’ve given this a bit of forethought. Have you had any experience in working under pressure and meeting tight schedules? 对话1 人事经理面试求职者

A: 谢谢您给我这个机会，我非常珍惜。

B: 你是从众多求职者中选出的最终候选人之一，我们的是为这项工作选拔最优秀的人才。

A: 我对贵公司做了不少研究，知道贵公司以坚持高标准闻名。 B: 是的。看来你知道我们需要有能力的人，很好。

A: 我对设计工作一直都很感兴趣，也曾有幸在大学期间获得了一些有用的工作经验。 B: 这是我们注意到的几点之一: 就是你刚才说的以及你的学习成绩。我们已经和你的推荐人联系了，他们对你的评价很高。

A: 他们了解我的工作经历，我总是尽最大努力去工作。

B: 嗯，这就够了。那么，你为什么对我们公司和这个职位感兴趣呢?

A: 我拜读过贵公司的培训计划。培训范围非常广泛，不仅限于一个领域，而是涵盖商业运作的所有领域。

B: 是的，我们对有潜力的雇员进行这样的培训。关于职位，我发现这个职位相对来说不是很高，不过我也意识到自己的大学文凭只是向梦想的职业生涯迈出的第一步。

B: 你能对此有所远见很难能可贵。你有没有在压力大、进度紧张的情况下工作的经历?

4 Dialogue 2

The Sales Manager interviews an applicant for a sales position.

A: Your application indicates you’ve had a lot of experience in selling at International Trade Conventions and that’s an area we’re interested in.

B: Yes, it’s a rather specialist area and has quite a few differences from the conventional sales routines.

A: What do you see as those differences?

B: Well, to start with, the obvious difference is that most of the contacts are like cold calls where the seller and buyer don’t have any prior association.

A: That happens in conventional sales so, how does it differ?

B: Well, there are two problems. First, the potential buyer is often from out of town so, the chances of follow up are restricted. Secondly, we have a limited time to get our sales message across.

A: How do you overcome those problems?

B: What I’ve done is to develop a focused approach which allows me to quickly sort out the serious inquiries from the \"just looking\" variety. A: Isn’t that a bit abrupt? Aren’t you concerned about scaring off potential future customers?

B: No, it doesn’t happen that way. My approach is cordial and sincere and aimed at taking every inquiry seriously but, I use a technique that helps me identify the potential customers who are ready to buy, now.

A: That’s an interesting approach. Can you tell me a little more about this technique? B: It’s something I’ve developed through trial and error but, it’s based on asking a set of specific questions and being able to read the body language of the people making the inquiry. 对话2 销售经理面试申请销售职位的求职者

A: 你的求职信上写着你有许多国际贸易大会的销售经验，对此我们很感兴趣。 B: 是的，这是一个比较专业的领域，和常规的销售手段有很多不同。 A: 你是怎么看这些不同的呢?

B : 首先，比较明显的区别就是大多数联络都是向陌生顾客推销，因为买卖双方从未联络过。

A: 这在常规销售中也有啊，那有什么区别呢?

B: 是这样，有两个困难。第一，潜在顾客常常来自其他城市，所以继续联络就受到。

第二，我们只有很有限的时间来传达销售信息。 A: 你是怎样克服这些困难的呢?

B: 我所做的是发明了一种重点突击的办法，这个办法使我迅速分清有意购买的问询者和“只是看看”的类型。

A 这是不是有点儿突兀了?你就不怕吓跑未来潜在的顾客吗？

B: 不会的，这种情况不会发生。我的办法是真诚热情，争取认真回答每一个问题: 不过，我也运用技巧，来识别当时就准备购买的潜在买家。

A: 这办法听起来很有趣。你能透露一点儿这个技巧的内容吗?

B: 这是我通过试验和错误得来的技巧，是在问一套具体问题、读懂问询者身势语基础上进行的。

5 Exercises

A Vocabulary Drill词汇填空练习

1. Good ________ is a start towards a career.

2. Good references are ________ when applying for a job. 3. The interview is ________ at selecting the best applicant. 4. Interviews need to be carefully ________ and practiced. 5. The interviewer’s job is to ________ information.

6. ________ should work out what questions they need to ask. 7. Some people get very ________ at an interview.

8. Some interviews are ________ by a panel of interviewers. 9. Self confidence will ease the ________ of an interview. 10. Making a good ________ depends on self confidence. Candidates stress extract aimed planned useful

impression conducted nervous qualifications B Reading Practice阅读练习

There are many different ways to conduct a job interview but, the ultimate purpose is to try and assess the best applicant for the job. Job interviews are a form of two-way communication where the two parties have different objectives. The interviewer aims to compare one applicant against another in respect of their character, their reasoning ability, their ethics, their experience and their qualifications. The applicant has a single primary objective in trying to convince the interviewer they are the best candidate for the job.

For most applicants, the offer of an interview is both, an opportunity and an occasion to experience a degree of stress. Self confidence is the answer to this quandary and it is developed from a sincere belief in one’s ability, from planning and practicing what to expect and good research about the organisation and the position applied for.

The interviewer has the job of getting each candidate to talk about themselves, their ambitions, their strengths and weaknesses and how they see themselves fitting into the

organisation. The interviewer will normally have a set of judicious questions to ask that will solicit new and additional information not covered by the résumé or references.

The way the applicant handles these questions are an important part of the assessment, as is the body language that automatically accompanies the answers. Answer the questions below.

1. What preparation is necessary before an interview?

2. What features does an interviewer use to compare applicants? 3. What is the primary objective of the applicant for a position?

C Presentation演讲练习 - Make a list of the things you would do to prepare for an interview and present these to your class. D Role Play角色扮演

Student A: You are a Personnel Manager interviewing a candidate for an accounts position. Student B: You are the candidate. Example questions:

1. What attracted you to apply for this position?

2. Do you see any problems in working for a much larger company then you’re used to?

E Discussion讨论

1. Discuss how to build up self confidence for an interview.

2. What sort of research needs to be done before attending an interview?