西雅图工作英语第一章第七节

第七节Steve的首轮面试Steve'sFirstRoundInterviewIntroduction有些时候招聘是HR部门为主导，例如Cindy参加的校园招聘流程。但像Steve这样有经验的人员，一般就不用招聘专员来面试了。这样的职位通常是用人部门的主管来面试SometimestheHRdepartmentplaysaleadingroleinrecruitment,suchasitdidduringCindy'scampusrecruitmentprocess.However,incasessuchasSteve,wherethehireisanexperiencedemployee,theremaynotbeanyneedtobeinterviewedbyHRspecialists.Insituationssuchasthese,interviewsareusuallyperformedbytheheadsofthosedepartmentsthatarelookingfornewstaff.Linda是公司笔记本事业部的大客户销售总监，是该销售职位的直接上司，她将首先面试Steve，Steve销售业绩不错，这些年也积累了很多经验。有了这些基础，他能够与Linda进行了深入的沟通，并赢得未来领导的信任Linda,whowillbeperformingSteve'sinterview,istheKeyAccountSalesDirectoroftheNotebookComputerDivision,andalsothedirectsupervisorofSteve'sfuturepost.Stevehasasolidperformancerecordandhasaccumulatedrichexperienceovertheyears.Givenhisassets.SteveisabletocommunicatewithLindaindepthandwinshertrust.DialogueLinda:欢迎你Steve，我负责笔记本事业部的销售，我叫LindaLinda:Welcome,Steve.IaminchargeofSalesintheNotebookDivision.MynameisLinda.Steve:很荣幸见到你LindaSteve:Apleasuretomeetyou,LindaLinda:我听Vivian说你在目前的公司做得很优秀，为什么决定放弃目前的工作呢？Linda:Vivianhastoldmethatyou'vedoneexcellentworkinyourcurrentcompany.Whyhaveyoudecidedtoleaveyourpresentjob?Steve:我很喜欢现在的工作，而且与同事保持着良好的关系Steve:Well,IdolikemycurrentworkandIgetalongwellwithmycolleague但我认为现在是我改变现状的好时机ButIthinkit'sagoodtimeformetomakeachange.您知道，我喜欢具有挑战性的工作，现在我已经准备好迎接更有挑战性的工作Yousee,Ilikeworkthatischallenging,andIthinkIamreadyformorechallengingwork.Linda:能不能告诉我你喜欢与哪一类人一起工作？Linda:Couldyoutellmewhattypesofpeopleyouliketoworkwith?Steve:说实话，我能和各种各样的人合作Steve:Totellyouthetruth,Icancooperatewithawiderangeofpeople.我是个很随和的人。当然，我特别喜欢和有责任心、待人友好、乐于助人的一起工作I'mnaturallyaneasygoingperson,andIespeciallyenjoyworkingwithpeoplewhoareresponsible,friendlyandhelpful.Linda:接下来，请介绍一下你做销售的经历吧Linda:Next,I'dliketoknowaboutyoursalesexperience.Steve:到现在为止，我已经在两家公司做了七年的销售工作Steve:I'vebeeninSalesforsevenyearsnow,withtwodifferentcompanies.第一家是一个小型音响设备制造公司Thefirstonewasasmallaudiocomponentsmanufacturer.我在那里工作了三年。那时我们的销售额增长率为每年50%Ihadbeenworkingthereforthreeyears,andduringthatperiodoursalesincreasedbyanaveragerateof50%peryear.那时我是西北地区的销售负责人AtthattimeIwasresponsibleforSalesintheNorthwestRegion.Steve:三年后，我认为自己有能力应付更大的挑战，于是我跳槽到一家系统集成商Steve:Afterthreeyears,IfeltIwasreadyforabiggerchallenge,soIswitchedasystemsintegrationcompany我目前负责东北地区的销售IamcurrentlyinchargeofSalesintheNortheastRegion.Linda:很好，人们现在热衷于谈论“团队”。你能描述一下你在销售团队里的角色吗？Linda:Soundsgood.Everyoneistalkingaboutteamsthesedays.Canyoudescribeyourroleasamemberofasalesteam?Steve:我把自己当作一个鼓励者Steve:Iseemyselfchieflyasaninspirer.销售这个领域的竞争很激烈，有些同事暗地里希望别人失败Salescanbequitecompetitiveandsomepeopleinthisfieldadoptadog–eat–dogmentality.但是作为一个领导者，我要求自己把公司里的各部分职能都整合起来成为一个整体However,asaleader.Ichargemyselfwithmakingallunitswithinacompanyfunctionasonesingleentity.举个例子，在我最近的这份工作中，每个销售代表管理一个不同的区域。为了防止成功的销售保密自己的经验，我建立了一套共享制度，让所有业务员分享行之有效的销售策略Tociteanexample,inmylastjob,eachrepresentativehandledadifferentregion.Insteadofallowingsuccessfulinitiativestobehoardedbycertainrepresentatives,Idevelopedasystemforsharingthosesuccessfulsalesinitiative.很快整个销售团队开始交流成功经验，大家交流不是为了吹牛，而是为了分享Soontheentiresalesteamstartedtalkingoftheirsuccesses,notjusttobrag,butalsotoshare.Linda:假如你已经成为了我们公司的一名主管，由你负责管理的一个项目。你需要在项目上和不同的人合作Linda:Ifyouarealeaderinourcompanyandinchargeofaproject,youwillneedtobeabletoworkwithavarietyofpeopleintheprojectteam.比方说由于观点不同，在会议中团队分成了对立的两方，而且争得不可开交Let'ssaythatduetodifferenceofopinions,theteamissplitintotwocompsatameetingandthedebatestartstogetoutofcontrol.这时，作为领导，你该如何鼓励双方有效合作呢？Atthispoint,asaleader,whatwouldyoudotoencourageconstructivecooperationfrombothparties?如果两方面还是不能达成共识，你又会怎么办？Ifthetwopartiescontinuetodisagree,whatwillyoudothen?Steve:首先我会仔细聆听双方的观点和理由，并做出我的判断Steve:First,Iwilllistentothepointofviewsandreasonsfrombothsidescarefullyandmakemyownjudgment.如果我倾向于其中一方的观点和理由，并做出我的判断IfIsidewithonecamp,Iwillofferfactsanddatatoexplaintotheothersidemythoughtprocess.如果我的观点与两者都不同，我同样会基于数据和事实来证明我的第三方立场Ifmyopiniondiffersfrombothsides,Iwillalsogivefactsanddatatosupportmythird–partyopinion如果最后大家还是不能够达成共识，我会坚持我的观点，但允许保留意见的同事拿出更多的数据来表达他们的意见，以支持相应的解决方案Ifanagreementstillcannotbereached.Iwillholdontomyopinionbutalsoencouragemorereservedcolleaguestovoicetheiropinionswhilecontinuingtoprovidemoredatatosupportcorrespondingsolution.总之，我的原则是，基于数据与事实，每一位同事都有权发表他的观点Inshort,myprincipleisthateverythingshouldbebasedondataandfacts.Andeverycolleaguehastherighttoexpresshisorheropinion.我会尽量让大家达成共识Iwillalwaystrymybesttoreachacommongroundthatallmembersarecomfortablestandingon.如果不能达成共识，那作为领导者，我会做出一个决定Ifwecannotfindthiscommonground,thenIwillultimatelymakethefinaldecision,asaleader.Linda:不错。听说你在现在的单位一直是销售冠军，对吗？Linda:Good!Ihaveheardthatyouarethetopsalesrepresentativeatyourpresentcompany,correct?Steve:是的，但是还不够好。Steve:Thisistrue,butIamstillfarfromperfect.我在第一家公司是业绩成长最快的销售Inmyfirstcompany,myperformanceincreasedmostrapidly.在第二家公司最近两年一直保持销售冠军的位置Ihavebeenthetopsalesrep,inmysecondcompanyforthepasttwoyears.Linda:你觉得要做好销售应该有哪些关键步骤？Linda:Whatdoyouthinkarethecrucialstepsofeffectivesales?Steve:我认为分析客户、简历信任、挖掘需求、呈现