QUESTION & ANSWERS 3

How practical or pragmatic are you?

Give the interviewer an example of some practical or sensible approach you've used to solve a problem. When was a simple solution the best solution? Had others overlooked the obvious? In this example, you'll want to show off your commonsense skills rather than your academic skills.

"I can usually pick up on an underlying problem, even if it's not too obvious. I recall an investment banker who visited our real-estate-finance class and asked us what might cause the Tokyo investment community a problem in attracting local investment dollars. A number of finance students in the class started trying to think of some complicated set of reasons. I decided it would have to do with getting out of a bad market quickly, and that a non-liquid investment would create problems. I said investors would be unsettled if the primary investment is local real estate and inflation has caused the paper value to exaggerate the real street value. As it ended up, that was the answer he wanted."

Tell me about a time when there was no rule or precedent to help you attack a problem?

Can you operate without structure? Describe your problem-solving process, especially the steps you took and measures you established in a particularly trying situation. Demonstrate confidence and the willingness to take on more challenges.

"I was the first employee in a newly created position. I spent the first week developing an understanding of the history that had led to creation of the position. Only then did a method for setting priorities on the job become clear."

What's your greatest achievement to date?

Be sure that the achievement you describe here is relevant to the job you're interviewing for. Also, be careful that your answer doesn't sound as if the best is behind you. Mention something great that you've achieved, but clearly communicate your belief that the best is yet to come.

"I'm proud of the fact that I graduated on time with a solid GPA while I played varsity basketball for four years. A lot of women on my team either took a reduced course load or let their grades suffer. I believe the reason I got through it all was sheer determination; I never even let myself visualize anything but finishing on time and with good grades. So I firmly believe, as a professional counselor, in the importance of a positive outlook."

Tell me about something you accomplished that required discipline.

This is your opportunity to discuss a skill you worked to develop, or a time when the quantity of your work required solid time-management skills. How did you remain focused?

"I had to work two jobs to put myself through graduate school. I interned at the newspaper while I studied journalism during the week. Then on weekends, I sold real estate. Juggling those three schedules was a challenge, but I did it because it was important to me to graduate without school loans."

Where do you hope that your career will have progressed to in the next few years?

Avoid the temptation to suggest job titles; this makes you seem unbending and unrealistic, since you don't know how long it might have taken your interviewer to reach certain levels, and you wouldn't want to insult. Describe new experiences or responsibilities you'd like to add that build on the job you're applying for.

"Over the next few years I'd like to have progressed to the point there I have bottom-line budget responsibility, and I'm also in charge of a production unit where I have labor-relations, quality-control, design, and manufacturing responsibilities. I believe this job will go a long way to helping me meet my career goals."

Since this will be your first job, how do you know you'll like the career path?

This can be a difficult question to answer convincingly, unless you've done a little bit of preparation. Discuss, for example, an internship or a conversation that's allowed you to assess the culture of the organization or to preview the work involved. Describe other people in the profession who have been mentors or who have taught you about the field. Also, point out why you're interested, how you learned more about the industry, and how you stay current with industry trends.

"Although it's true that I've never worked a job in your industry, I've talked to many friends and alums at my school who've been successful in your company. I always ask them questions, 'What's the most frustrating thing about your job?' and 'What's the most rewarding thing about your job?' From the information I've gained, I'm confident that I'll be able to adapt quickly to your culture and will find the next few years rewarding, based on my goals and values."

What are your aspirations beyond this job?

Again, don't fall into the trap of specifying job titles. Stick to a natural progression you see as plausible. How should this job grow for the good of the organization? Then turn your attention once again to the job at hand. If you seem too interested in what lies beyond this job, the interviewer will fear that you won't stick around for long.

"Beyond this job as a marketing assistant, I see myself moving up through marketing analysis into brand management and eventually running a category. I'm aware that there are several skills I need to develop in the interval, and I believe with your continuing-education program and my own motivation for self-improvement, I'll have those skills when the opportunities arise for greater responsibility. That's why I'm determined to learn from the ground up, starting as a marketing assistant."

How long do you think you'd continue to grow in this job?

This is a variation on the question, "Where do you want to be in five years?" Be as specific as you can, considering what you know about the position. Don't mention a job title you'd want next, or the interviewer will wonder if you're already preoccupied with moving on.

"My own personal measure of growth in a job is acquiring new skills, new knowledge, and new insights into the industry. As long as I can measure this type of growth, I consider myself successful. I'm a believer in stretching a job by reaching out to learn more about other areas that are peripheral to the job I'm in."

Compare this job to others you're pursuing.

Some consistency or thread of commonality among your other prospects is important here. Your choices must reflect your career aspirations. What common skills are clearly needed in all the jobs you're pursuing?

"I've narrowed my job search to only those large securities firms within the finance industry. The basic skills necessary with all of these firms are similar: strong quantitative and analytical abilities, the ability to make decisions quickly, and good interpersonal skills to react to a customer's needs."

Tell me about your salary expectations.

A well-prepared candidate can effectively turn this question around. Ask first for the company's salary range, then answer in general terms based on your qualifications in relation to the job requirements.

"I've become a little frustrated in the past year because the downturn in our industry has caused limited promotional opportunities. Based upon salary information published by our national association, the market price for someone with my experience and educational background is in the broad range of thirty to forty thousand dollars per year. Although I'm not certain how your salaries compare to the national norms, my feeling is that my value would certainly be in the upper half of this national range. I hope you'll share with me some of your salary ranges relative to the national norms."

What do you reasonably expect to earn within five years?

Again, turn this question around and ask what's typical for the career path. Then consider, based on your skills and performance, the areas you'll excel in. Leave it to the interviewer the appropriate time frames for promotions. Don't speculate, or you'll risk sounding arrogant, unrealistic, or the opposite-too reserved or too tentative.

"My expectation for the next five years is that my contributions will be recognized and appropriately rewarded. I realize that salary levels are based on a number of factors, including the company's profitability and the general business cycle that affects our industry, but I expect to take on greater responsibility each year and to be appropriately compensated for my efforts and contributions."

Other than work, tell me about an activity you've remained interested in over several years.

The interviewer is looking here for a history of commitment over time, and consistency of interests. Do you sustain your hobbies over a period of time, or do you have a different hobby every year? Are your interests compatible with the job you're applying for? Would they be of value in any way to the company?

"I've been involved in Cancer Society fundraising ever since my grandmother died from the disease. In the back of my mind I guess I'm hoping the research can lead to findings in time to save the life of someone else in my family."

What do you enjoy in your spare time?

The interviewer wants evidence that you're well rounded, not just one-dimensional. He or she is looking for shared interests or common ground. You should always, in some way, relate your answer to the job description.

"I really enjoy getting outside-I often go camping and hiking. I've learned a lot about different fabrics that are good for various weather conditions. That's why I'm so interested in your textile operations."

Do you live a balanced lifestyle?

Do you have an outlet, a way to break from work, so that you show up each day refreshed and ready to perform at your highest level? Describe something specific that allows you to relax. Are your personal and career interests compatible in terms of their logic or thought process?

"I make an effort to get out of the office at a reasonable hour twice a week. I go home and walk my dog. That's one of the most relaxing things I do, but it often helps me to think of solutions for problems at work, even though I'm not consciously trying to solve those problems."

What outside activities complement your work interests?

The interviewer is interested to see if the candidate's personality is reflected in both work and outside activities. Your answer to this question will shed light on your personality and thus possibly on your compatibility with the job.

"I've always enjoyed tennis. In many ways it's a game of strategy and pacing. When something isn't working in the first set, you have to change your strategy for the second set. You also have to pace your energy in case you go to a third set, and constantly watch and read your opponent's reactions. I'm a gutsy tennis player-I go for the big points sometimes-but I'm careful with timing. That's the way I work, too."

If you found yourself getting burned out, what would you do to revitalize your energy?

Are you disciplined enough to avoid burnout? When you're not being productive, do you recognize it? What do you do to cope with stress?

"I don't allow myself to get involved in a routine to the point that I get burned out. I've always been the type of person who asks for new assignments so that I stay motivated and interested."

Our company believes that employees should give back time to the community. How do you feel about it?

Describe a time you gave something to a community or organization as a volunteer. Do you go above and beyond what's expected of you? Do you use your skills productively? Are you unselfish-a team player? Demonstrate how your personal interests make you productive even when you aren't being paid. What incentives other than a paycheck inspire you?

"I believe that, too. In my last job as manager I told each of my employees that they could spend one Friday afternoon a month at a charity of their choice on company time as long as they weren't gone on the same Fridays. Ironically, productivity didn't decrease at all; they got more done in the morning-and I guess Friday afternoons weren't that productive to begin with. I've spent my afternoons with an adult reading program."

What community projects that can use your professional skills are particularly interesting to you?

This interviewer wants to know if the candidate will be a good corporate citizen. The question also gives the interviewer a sense of the job seeker's values. Try to focus your answer on productive applications of your work-related skills. Don't get sidetracked describing a cause that doesn't demonstrate job-related skills. Avoid discussing any charity or organization that may be considered controversial.

"As a marketing person, I've offered free advice to our local high school for its fund-raisers, as well as to a local real-estate office whose success could help my rural community's real-estate values."

Describe how a sport or hobby taught you a lesson in teamwork or discipline.

Tell about a time you had to use teamwork to get a desired result. Tell a specific story, then explain how the same skill or lesson has been used in your work.

"My football coach from high school taught me always to watch out for the other guy. If you do, he'll cover you when you need him to. I've applied that principle in all my work groups, especially on the trading floor."

When you aren't at work, do you prefer to stick to a schedule, or do you prefer to be spontaneous? Why?

Be careful that, whichever answer you choose, it's consistent with the job you're interviewing for. For example, since accounting is a profession that requires discipline and precision, your answer should reflect your natural inclination toward agendas, schedules, and precision. However, for a sales job, you'd probably want to show that you're prepared to wing it. This question is essentially about your job personality but is also about your compatibility with the job.

"My workday is very structured because I'm generally in four or five meetings a day. On the weekends, I like to have a plan, but not necessarily a set schedule. That in itself is a relaxing change of pace for me, but I feel I'd be wasting time with no plan at all."

Tell me about an interest that you outgrew.

Describe a former interest or hobby that you no longer pursue, making sure that the interest isn't related in some way to the job you're interviewing for. Talk about why you outgrew the interest and how it's not compatible with your current interests. Be sure to discuss how your current interests are related to your career.

"Early on, I wanted to be a research physician. Then I spent time in a chemistry lab and realized I wasn't looking forward to the next two years of lab work. That's why I've chosen marketing for medical equipment instead. It combines my respect for the medical profession with a job that's more suited to my personality."

What would you do if I told you that I thought you were giving a very poor interview today?

Interviewers like to ask stress questions like these to see how well you hold up under pressure. Your best bet is to stay calm and relaxed; don't allow your confidence to be shaken.

"Well the first thing I'd do is ask you if there was any specific part of the interview that you thought I might have mishandled. After that I'd think back and try to remember if there had been any faulty communication on my part. Then I'd try to review possible problems I had understanding your questions, and I'd ask for clarification if I needed it. Finally, if we had time, I'd try to respond more fully and appropriately to the problem areas you identified for me."

Tell me about your most difficult work or personal experience.

The interviewer will want to know how you hold up under pressure. Describe a situation, either personal or professional, that involved a great deal of conflict and challenge and placed you under an unusual amount of stress. What, specifically, were the problems, and what did you do to resolve them?

"One time my coworker went through rehab for six months after a wreck, and I picked up a lot of additional work to help him out. I know he would've done the same for me, and it's important for me to have that kind of trust along the members of my work group."

If this were your first annual review with our company, what would I be telling you right now?

For this question you obviously want to present a positive impression. "I wish you would show up on time more," is definitely not a good answer. Remember to focus on one or two of your key strengths based on the personal themes you've developed.

"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."

Give an example of a time when you were asked to accomplish a task but weren't given enough information. How did you resolve this problem?

Although this example may seem trivial, the candidate demonstrates maturity and an ability to approach work conceptually. The interviewer will want to know that you understand that just getting the job done isn't enough. Your response should show resourcefulness and initiative.

"At my last internship, my supervisor, an account executive, asked me to assemble five hundred press kits for a mailing. I wasn't sure in what order the pages and press releases should go, but my supervisor had already left for a client meeting. Afraid of putting the information together in the wrong order, I managed to track down her cell phone number and called her in her car. She explained the order of the materials over the phone, and in the end I managed to prevent a mistake that would have cost hours of work and a delay in the mailing-not to mention a few headaches."

How have you handled criticism of your work?

The interviewer is looking for an indication of the candidate's accountability and professional character. Describe a specific project or work habit that caused you a problem until you faced up to it and overcame it. Alternatively, you might describe a time you responded objectively and professionally to particularly harsh or unreasonable criticism of your work.

"I wasn't able to keep a good employee once who'd been in our manufacturing facility for ten years. His job description was rewritten to require computer skills. I offered to send him to night classes, but he refused the help. I had no option but to replace him. In retrospect if I'd encouraged him and other employees to acquire new training periodically, he might not have been overwhelmed by the time his position was reworked. Now I'm vigilant about encouraging my group to attend seminars and courses to enhance their job skills and to avoid becoming outdated."

Tell me about a situation that frustrated you at work.

This is another question designed to probe the candidate's professional personality. The interviewer will want reassurance that you are able to hold up under pressure. Describe how you've remained diplomatic, objective, or professional in a difficult situation.

"I was frustrated once when one of my clients, who'd insisted on a high-growth stock, called in a panic because the stock price had dropped more than twenty points in one day. I had a hard time convincing him to ride it out rather than cut his losses. This happened despite my attempts from the beginning to explain the short-term volatility of that stock."

Tell me about your least-favorite manager or professor.

Answering this question will be a bit like walking across a loaded minefield, so be aware! Keep in mind that the interviewer doesn't want to learn about your former supervisors; he or she does want to learn about the way you speak about them. Though the interviewer may bait you to make a negative statement about your former employer, doing so can create a host of problems. Even if your claim is completely true and justified, the recruiter may conclude either that you don't get along with other people or that you shift blame to others. The best way around this dilemma is to choose and example that's not too negative, touch upon it briefly, then focus the rest of your answer on what you learned from the experience.

"Well I've been pretty fortunate as far as managers go, and I didn't have any problems with my professors. In my first job out of college I worked with a manager who was pretty inaccessible. If you walked into his office to ask a question, you got the sense that you were bothering him, so we just learned to get help from each other instead. I wouldn't say he was my least-favorite manager, because he was a good manager in a lot of ways, but I would have preferred that he'd made himself more available to us and given us more direction."

Who's the toughest employer you've ever had, and why?

Again, you should avoid making negative statements about your previous employers, at all costs. Turn the question around with a positive, upbeat response, as this candidate does.

"That would be Ms. Henson at Franklin Associates. She'd push people to their limits when things got busy, and she was a stickler for detail. But she was always fair, and she rewarded good, hard work. I'd call her a tough boss, but a good boss."

Time management has become a necessary factor in productivity. Give an example of a time-management skill you've learned and applied at work.

When answering this question, describe a time-management technique you've applied to work that's allowed you to save time and resources. In such areas as public relations time is precious, and the interviewer will want to see that you have an idea of how valuable your time is. Try to give an example that demonstrates how you've managed to increase productivity because of effective time management.

"I regularly use scheduling software, which helps me effectively plan for the day, week, month, or year. It also has a to-do-list feature and an alarm option, which is helpful for meeting timely deadlines. In general, though, I'm very goal oriented and self-disciplined. I like to focus clearly on one project at a time for a set amount of hours. In the past I've found that this has helped me save time, which in turn has given me the opportunity to implement new procedures that have ultimately saved the department time and money."

Would you be willing to locate to another city?

You may, even in some first interviews, be asked questions that seem to elicit a tremendous commitment on your behalf, such as this one. Although such questions may be unfair during an initial job interview, you may well conclude that you have nothing to gain and everything to lose with a negative response. If you're asked such a question unexpectedly during an initial job interview, simply say something like "That's certainly a possibility" or I'm willing to consider that."

Later, if you receive an offer, you can find out the specific work conditions and then decide if you wish to accept the position. Remember, at the job-offer stage you have the most negotiating power, and the employer may be willing to accommodate your needs. If that isn't the case, you might wish to explain that upon reflection, you've decided you can't (for instance) relocate but you'd like to be considered for other positions that might open up in the future.

"I'd prefer to be based here, but it's certainly a possibility I'd be willing to consider."

Would you be able to work extended hours as necessary to perform the job?

Your response should match closely the position you're applying for and should reflect a realistic understanding of work and time required. Ask about seasonality of work, if you're unsure, and show a willingness to work occasional extended hours.

"I'm accustomed to working long hours during the week. I usually work until at least six-thirty, because I get a lot done after the business office closes at five. I can make arrangements to be available on weekends, if necessary, though I do prefer to have at least twenty-four hours' notice."

Sell me this stapler.

With this kind of question the interviewer will want to determine how quickly you can think on your feet, as well as your ability to communicate effectively and succinctly. Be prepared to give a thirty-second speech on the benefits and advantages of virtually any common office object, from a paper clip to a telephone, particularly if you're interviewing for a sales position.

"This is a professional-quality stapler, designed to be functional as well as attractive. It will help you reduce clutter by enabling you to fasten pages together. And since papers relating to the same subject will now be attached, you'll be more efficient and will save time searching for papers. Finally, its sleek shape and back color are coordinated to match the rest of your office furniture."

What is your biggest weakness?

This is a great example of what is known as a negative question. Negative questions are a favorite among interviewers, because they're effective for uncovering problems or weaknesses. The key to answering negative questions is to give them a positive spin. For this particular question your best bet is to admit to a weakness that isn't catastrophic, inconsistent, or currently disruptive to your chosen professional field, and to emphasize how you've overcome or minimized the problem. Whatever you do, don't answer this question with a copout like "I can't think of any," or even worse, "I don't really have any major weaknesses." This kind of a response is likely to eliminate you from contention.

"I admit to being a bit of a perfectionist. I take a great deal of pride in my work and am committed to producing the highest-quality work I can. Sometimes if I'm not careful, thought, I can go a bit overboard. I've learned that it's not always possible or even practical to try and perfect your work-sometimes you have to decide what's important and ignore the rest in order to be productive. It's a question of trade-offs. I also pay a lot of attention to pacing my work, so that I don't get too caught up in perfecting every last detail."

Why weren't your grades better?

It's likely that if you've made it to the interview stage, you fulfill the basic criteria for the position, including the education requirements. The recruiter is probably trying to judge here how well the candidate handles adversity. It's important not to get defensive or to place blame. Instead, try to put a positive spin on the question-for example, by concentrating on what you learned and the extra effort you put in, rather than on the grades you received.

"School was a wonderful experience for me. I really enjoyed learning new ideas, I studied consistently, and I was attentive in class. But I never believed in cramming before the night of an exam just to get a higher grade or staying up all night to finish a term paper. I really believe I learned just as much as many students who went for the grades."

Was there a course that you found particularly challenging?

The interviewer will want to see how well you respond to difficult situations. Demonstrate that you won't fold in the face of difficulty, and that you're willing to put in the extra effort to meet a challenge.

"Initially I was completely overwhelmed by the introductory chemistry course that I took last year. No matter how hard I studied, I seemed to be getting nowhere. I failed the first three quizzes. So I tried a new approach. Instead of just studying by myself, I asked a friend who's a chemistry major to help me with my studies. I also began to seek help from the professor after class. And I found that more time I spent in the lab was critical. I ended up with a B-plus in the course and thought I achieved a solid understanding of the material. More than that, I learned that tackling a new field of study sometimes requires a new approach, not just hard work, and that the help of others can be crucial!

Why didn't you participate more in extracurricular activities?

The interviewer may be worried that if you don't have many outside interests, you may eventually suffer from burnout. Employers like candidates who are well rounded and have interests outside of work. If you didn't participate in formal extracurricular activities in college, you still may want to talk about some of your interests, such as reading or exercising, that you may have a passion for running even if you weren't on the college track team.

"I wanted to give as much effort as possible to my studies. I came from a high school in a very small town, where I received a lot of A's, but this didn't prepare me well for college. So I studied hard. I have, however, found time to explore the city and make new friends, and I do socialize formally on the weekends."