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Excerpts
Chapter 11: Second Interviews
The main difference from the initial interview is that during this
interview their objective is to focus on your skills. This is when
you will be asked situational and scenario questions. You will also
be asked to demonstrate your track record of performance. Special
interest will be paid to your accomplishments in the form of sales
numbers, quota attainment, rewards and recognition and job performance
reviews.
You will need to put together what we refer to as a “brag book.”
This item is usually a three-ring binder or bound notebook that
contains the following documents in this order:
•Your resume
•College diploma
•College transcripts
•Driving record (this can be obtained at your local DMV for
approximately five dollars)
•Awards
•Letters of recognition
•Sales numbers (Sales numbers and accomplishments should be
in the sequence from present to past employment.)
•Quota achievement
•Performance reviews
•Business plan
•Letters of recommendation and references
Be sure to have solid examples and use scenarios
to demonstrate how your talents have made you successful. Be ready
to describe circumstances in which you had to overcome adversity
to accomplish a goal.
Be prepared to explain what your major motivations are to come to
join the new manager and new company.
You should be asking the global questions at the end of this interview.
There are two possible closes at the end of this interview. If you
have not been on a field ride with a company sales representative,
you must now close on a ride day in the field. Ask the interviewer
directly if you may schedule a field ride day with one of the sales
representatives. At this time the manager should be willing to commit
to scheduling this for you. If you have already participated in
a field ride day, now is the time to ask for the job.
If the manger is not willing to commit to a final interview with
the regional manager, there must be a hidden objection, which you
must uncover by probing. Then address the objection and close again
for a final interview.
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