職場口語:外企面試場景真實再現
爲了能讓想進跳槽到外企的人，更加深刻地瞭解外企面試的細節。我們從《西雅圖工作英語》裏面節選了一段完整的外企面試的對話，並把它們按順序分成了不同的場景，方便大家理解和分析。相信，看過這些對話內容之後，再根據自己的實際情況進行改動，一定能在將來的面試取得很不錯的成績。
人物介紹：Linda是市場銷售總監，也是這輪面試的主考官。Steve曾經是一個私企的部門主管，想要應聘這個跨國公司的銷售部經理。所以他們的對話就這樣展開了。
場景一：見面打招呼。
Linda: Welcome, Steve. I am in charge of Sales in the Notebook Division. My name is Linda.
Linda: 歡迎你Steve，我負責筆記本事業部的銷售工作，我叫Linda。
Steve: A pleasure to meet you, Linda.
Steve: 很榮幸見到你Linda。
場景二：開門見山，談爲什麼辭去目前的工作。
Linda: Vivian has told me that you’ve done excellent work in your current company. Why have you decided to leave your present job?
Linda: 我聽Vivian說你在你目前的公司做的很優秀，爲什麼決定放棄目前的工作呢？
Steve: Well, I do like my current work and I get along well with my colleagues. But I think it’s time for me to make a change. You see, I like work that is challenging, and I think I am ready for more challenging work.
Steve: 我很喜歡現在的工作，而且與同事們保持着良好的關係。但我認爲現在是我改變現狀的好時機。您知道，我喜歡具有挑戰性的工作，我認爲現在我已爲迎接更有挑戰性的工作做好了準備。
場景三：瞭解性格特徵。
Linda: Could you tell me what types of people you like to work with?
Linda: 能不能告訴我你喜歡與哪一類人一起工作？
Steve: To tell you the truth, I can cooperate with a wide range of people. I’m naturally an easygoing person, and I especially enjoy working with people who are responsible, friendly and helpful.
Steve: 說實話，我能和各種各樣的人合作。我是個很隨和的人。當然，我特別喜歡和有責任心、待人友好、樂於助人的人一起工作。
場景四：介紹工作經驗。
Linda: Next, I’d like to know about your sales experience.
Linda: 接下來，請介紹一下你做銷售的經歷吧。
Steve: I’ve been in sales for seven years now, with two different companies. The first one was a small audio components manufacturer. I had been working there for three years, and during that period our sales increased by an average rate of 50% per year. At that time I was responsible for sales in the Northwest Region. After three years, I felt I was ready for a bigger challenge, so I switched to my present employer, a systems integration company. I am currently in charge of sales in the Northeast Region.
Steve: 到現在爲止，我已經在兩家公司做了七年的銷售工作。第一家是一個小型音響設備製造公司。我在那裏工作了三年。那時我們的銷售額增長率爲每年50%。那時我是西北地區的銷售負責人。三年後，我認爲自己有能力應付更大的挑戰，於是我跳槽到（目前僱主）一家系統集成商。我目前負責東北地區的銷售。
場景五：團隊合作。
Linda: Sounds good. Everyone is talking about teams these days. Can you describe your role as a member of a sales team?
Linda: 很好，人們現在熱衷於談論“團隊”。你能描述一下你在銷售團隊裏的角色嗎？
Steve: I see myself chiefly as an inspirer. Sales can be quite competitive and some people in this field adopt a dog-eat-dog mentality．However, as a leader, I charge myself with making all units within a company function as one single entity. To cite an example, in my last job, each representative handled a different region. Instead of allowing successful initiatives to be hoarded by certain representatives, I developed a system for sharing those successful sales initiatives. Soon the entire sales team started talking of their successes, not just to brag, but also to share.
Steve: 我把自己當作一個鼓勵者。銷售這個領域的競爭很激烈，有些同事暗地裏希望別人失敗。但是作爲一個領導者，我要求自己把公司裏的各部分職能都整合起來成爲一個整體。舉個例子，在我最近的這份工作中，每個銷售代表管理一個不同的區域。爲了防止成功的銷售保密自己的經驗，我建立了一套共享制度，讓所有業務員分享行之有效的銷售策略。很快整個銷售團隊開始交流成功經驗，大家交流不是爲了吹牛，而是爲了分享。
場景六：最難的提問 --- 假設情景提問
Linda: If you are a leader in our company and in charge of a project, you will need to be able to work with a variety of people in the project team. Let’s say that due to difference of opinions, the team is split into two camps at a meeting and the debate starts to get out of control. At this point, as a leader, what would you do to encourage constructive cooperation from both parties? If the two parties continue to disagree, what will you do then?
Linda: 假如你已經成爲了我們公司的一名主管，由你負責管理一個項目。你需要在項目上和不同的人合作。由於觀點不同，（在會議中）產生對立的兩方，而且進行了激烈的爭論。這時，作爲領導者，你該如何鼓勵雙方有效合作呢？如果兩方面還是不能達成共識，你又會怎麼辦？
Steve: First, I will listen to the point of views and reasons from both sides carefully and make my own judgment. If I side with one camp, I will offer facts and data to explain to the other side my thougt process. If my opinion differs from both sides, I will also give facts and data to support my third-party opinion. If an agreement still cannot be reached, I will hold onto my opinion but also encourage more reserved colleagues to voice their opinions while continuing to provide more data to support a solution. In short, my principle is that everything should be based on data and facts. And every colleague has the right to express his or her opinion. I will always try my best to reach a common ground that all members of the debate are comfortable standing on. If we cannot find this common ground, then I will ultimately make the final decision, as a leader.
Steve: 首先我會仔細聆聽雙方的觀點和理由，並做出我的判斷。如果我傾向於其中一方的觀點，我會拿出數據和事實說服另一方。如果我的觀點與兩者都不同，我同樣會基於數據和事實來證明我的第三方立場。如果最後大家還是不能夠達成共識，我會堅持我的觀點，但允許保留意見的同事拿出更多的數據來表達他們的意見，以支持相應的解決方案。總之，我的原則是，基於數據與事實，每一位同事都有權發表他的觀點。我會盡量讓大家達成共識。如果不能達成共識，那作爲領導者，我會做出一個決定。
場景七：針對業務知識的提問。
Linda: What do you think are the crucial steps of effective sales?
Linda: 你覺得要做好銷售應該有哪些關鍵步驟？
Steve: I believe that analyzing clients, gaining client confidence, exploring client needs, demonstrating value to the client, getting clients to commit, and providing services to the client are the six key steps of becoming an effective sales person.
Steve: 我認爲分析客戶、建立信任、挖掘需求、呈現價值、贏取承諾、跟進服務是成爲成功的銷售員的六個重要步驟。
Linda: How do you gain the customers’ confidence?
Linda: 你通過哪些手段來獲取客戶的信任？
Steve: First, I will work to fully understand our potential customers, including their strengths, advantages and disadvantages. Meanwhile, knowing something about the project owner on the client side is also very important. Second, I will focus on increasing the depth of my knowledge of the project manager. Through this we can create a more rapport atmosphere. We should also know our competitors, inside and out.
Steve: 首先，我會對潛在客戶進行多方的瞭解，包括他們的企業實力、優勢劣勢，瞭解他們的項目負責人也很重要。第二步，我會集中深入瞭解項目負責人，建立一種和諧的氛圍。同時還要對競爭對手瞭如指掌。
場景八：針對抗壓能力的提問。
Linda: What serious setbacks have you experienced in sales? How did you overcome these setbacks?
Linda: 你在做銷售的經歷中有什麼樣比較大的挫折？怎麼克服的？
Steve: At the beginning of my career, customers often hung up and told me not to call again. At the time I felt very upset about it and almost gave up on multiple occasions. But after a period of time I grew to understand the customers’ angle. Little by little, I established the right attitude and at last gained a host of loyal customers through my persistence.
Steve: 剛開始做銷售的時候經常被客戶直接掛電話，說不要再打過來了，當時我特別灰心，好些次幾乎都要放棄了。但經過一段時間我能夠站在客戶的角度來考慮問題，逐步建立了良好的心態，最終通過我的毅力贏得了許多忠誠的客戶。
Linda: We establish a fairly high target sales quota and you must achieve this volume in a short amount of time. How can you ensure that we reach our sales goals?
Linda: 我們制定的銷售任務很高，完成任務的時間又很短，你會用什麼辦法來確保達到銷售任務目標呢？
Steve: I will draft a day-to-day schedule in advance and stick to the plan. Having a plan is the guarantor of success.
Steve: 我會事先把每天的工作都安排好，然後嚴格按照計劃去做，有計劃地工作是成功的最大保障。
場景九：結束語
Linda: Well, Steve, I’ve certainly enjoyed meeting you. Our HR department will contact you later.
Linda: 嗯，Steve，很高興與你會面。接下來人事部會跟你進一步聯繫的。
Steve: Thank you very much. I'll be looking forward to hearing from you. Good-bye.
Steve: 非常感謝，那我靜候佳音，再見！
