Using Questions to Develop a Data Base

Most interview processes require multiple meetings with individuals from different functional areas. For example, a candidate for a plant manager's position might meet with the CHO, CFO, and the VP of operations. By asking questions about company policies and philosophies, you can gain valuable insight into those factors viewed as sacred cows. If a company is market-driven, you need that information before you can give your insights on how cost-effective manufacturing strategies will make selling the product an easy task. Questions will also provide valuable background information on the decision makers in the company. Appropriate questions can uncover preferences and at­titudes about the position you're interviewing for.

Let's say you're interviewing with a company that is going outside its staff to fill the position. It's prudent to know the sensitivities of the people who were bypassed for the position. You may find that there are several individuals who will try to dissuade you from coming on board, hoping the company will change its mind and reconsider insiders for the position. Then, once you meet with top management, it's perfectly acceptable to air the negative issues that were raised by these individuals. This action will clear the air and provide you with the motivation for the comments of others.

Using Questions to Show Interest and Competence

When decision makers compare notes after your interviews, the ultimate compliment you can receive is that you asked good questions. It is a tribute to your intelligence and genuine interest in the company.

However, to receive this compliment, you must learn how and when to ask the right questions. As easy as it sounds, probing for information without alienating the respondent is an art.

To uncover the facts, you should only ask questions for the sake of learning and not for the sake of asking.

"I see where this company increased sales by 25 percent last year. What a great accomplishment. How did you do it in such a tough market?

This interest-driven question, asked in a friendly manner, will provide an open-ended response that will afford you valuable information about the person's in­terests and strengths.

This same question asked in a different manner could be taken as a challenge, irritating the interviewer.

"Did your department make any contributions to the sales increase last year?"

The gut reaction of the respondent, who by the way is interviewing you, may be "None of your business," and the issue will be handled with vague generalities. Another important aspect of questioning is the timing. Asking nitty-gritty questions early in an interview can negatively impact the interviewer's perception of your overall management style. Questions that focus on vacation, sick pay, education benefits, and insurance should be saved for final discussions. Broaching these topics any earlier will signal your tendency to "sweat the small stuff” versus "look at the big picture."

It is safe to assume, in most high-level positions, that if you prematurely raise issues like benefits and vacation, it may cause a deal to break down. You should always wait and let the employer raise these issues. Focus your questions on attitudes and strategies. Questions dealing with budgets, staffing, and technology are suitable and necessary for both you and the employer.

To gain some insight into areas you think are important, try using the following nonchallenging phrases as lead-ins.

• "Please explain a little more about that unique strategy."

• "Assuming I come on board, what would be your expectations?"

• "Would you please elaborate a bit more on that interesting point?"

• "What are your feelings on…”

Safe, unassuming lead-ins allow the respondent to address a topic comfortably, and you, in turn, extract valuable information.

When you complete your tryout, the employer should know, without doubt, your level of competence and true interest in the position.

One of the best ways to cement the deal and leave a lasting impression is to ask one final question.

“Now that we spent the day together, do you think I am the right person for the position?”

Now on the surface this may appear to be a bold question that puts the interviewers on the spot. But I can assure you if the interviews have gone well, the question will be interpreted as a sure sign of your confidence and interest. It is to be hoped they’ll respond, “If you really want the job!”

Vocabulary and grammar exercises

1 Choose the correct form and fill in the gaps:

1 Advertising managers help ________ the company’s advertising program with its sales program and with the company’s advertising agency

a) to produce b) to use

c) to coordinate d) stimulate

2 How rapidly a person moves up in responsibilities and pay is based on his/her own efforts, more than on age or length of ________.

a) employment b) age

c) opportunities d) enterprises

3 Businesses should ________ working conditions which respect each employee’s health and dignity.

a) do b) make

c) respect d) provide

4 Don’t be surprised if a potential employer ________ your character based on your children’s behavior.

a) closes b) evaluates

c) motivates d) meets

5 Businesses established in foreign countries should contribute to the social ________ of those countries.

a) adventurism b) co-operation

c) advancement d) anticipation

2 Ask questions on the underlined words:

1 Most interview processes require multiple meetings with individuals from different functional areas.

2 This company increased sales by 25 percent last year.

3 Another important aspect of questioning is the timing.

4 The employer should know your level of competence.

5 The first candidate arrived at 10:15.

3 Fill in the blanks with prepositions and articles:

1 ________ asking questions about company policies and philosophies, you can get valuable information.

2 This question, asked ________ ________ friendly manner, will give you information ________ the candidate’s interests and strengths.

3 Questions that focus ________ vacation, sick pay, education benefits, and insurance should be saved ________ final discussions.

4 On ________ surface, this may appear to be ________ bold question that put ________ interviewers on ________ spot.

5 There’s clearly a strong link ________ pay and productivity.

6 I hope that all questions were answered _________ satisfaction.

7 Better ________ small fish than ________ empty dish.

8 Between ________ two stools one falls to ________ ground.

4 Reword the following sentences without changing their meaning. Pay attention to the italicized words:

1 It’s sensible to know the feelings of the people who were bypassed for this position.

2 Asking basic and practical questions early in an interview can negatively impact the interviewer’s perception of your management style.

3 Once you meet with senior managers, it’s acceptable to air the negative emotions caused by the previous applicants.

4 Some use their money to manipulate others, exploiting their vanity or greed; others are essentially empire builders, who use their money to make other people dependent on them.

5 The reality in a tough market is that references can be used by potential employers to develop your work and personality profile before, not after, you make the team.

5 Fill in the blanks. The first letter of each missing word is given:

And a good job too!

There is a lot of (1) u…… nowadays so it is getting more and more difficult to get the kind of (2) j……you really want. Then you have to decide what is more important to you-how much you (3) e……or job satisfaction? Do you want to work with your hands (called (4) m……work) or do you prefer to work in an office (called clerical work)? Do you prefer to work indoors or (5) o……?

6 Replace the underlined words with the phrasal words from the box. Make any other necessary changes.

carry out sth take on sth take up deal with sth take sb on get on take over

1 After looking at his qualifications, they decided to offer him the job.

2 He’s doing far too much and will make himself ill.

3 I started working here five years ago.

4 Who do you think is going to be the new director when Santana retires?

5 Will you handle any complaints while I’m away?

6 She did all the tasks successfully.

7 Complete the text with the words below. Use one word in each gap.

sick pay doubt promotion job security

co-workers office politics job satisfaction benefits nine-to-five drawbacks conclusion

ADVANTAGES AND DISADVANTAGES OF WORKING FOR YOURSELF

… are obvious. You no longer need to be governed by … working hours and you can plan your working week to accommodate trips to the dentist or afternoons on the beach!

You are no longer victim to … as you, and you alone, are manning the business and nobody is going to be challenging your … to the top job! There are no gossiping … to contend with or to distract you from your work, and no endless memos asking you to attend meaningless meetings. Your … is high because you are choosing your own direction, and your achievements are entirely the result of your own hard work. In addition, business profits are your own to bank or to spend. You decide.

However, the … are just as obvious. There is no team to support you when a thing takes turn for the worse, and no colleagues to listen to problems or help with difficult decision-making. There is no contract to guarantee …, so from month to month you will sink or swim in accordance with your own talents and determination. Lastly, if the stress of working on your own makes you ill, there is no…to help you through difficult times.

In …, being your own boss may have many advantages which offer an individual more freedom of choice. However, without …, working for yourself requires a great deal of self-discipline and self-reliance.

Personally, I would prefer the support and security of working for a company.

8 Pair work. Discuss the statements below and find out your partner’s views on the issues:

1 Employers pay closer attention to your responses than to your questions.

2 It is best to ask questions about benefits and vacation policies early in the process so that the employer knows you are interested in the position.

3 Too many questions show that you are not comprehending the gist of the conversation.

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