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國外業務：
A. 口試篇
1-1常遇到的考題
Q1. What drew you to apply for this sales position at our company?
是什麼最吸引你來應徵我們公司的這個銷售職位?
First of all, I have worked in this sector for over 5 years. I would like to have the opportunity to utilize my contacts and experience to sell the top-notch products your company has manufactured. Secondly, I would welcome the opportunity to travel internationally, and apply my English language skills in my work. In addition, I am an amateur cyclist after work. I am a loyal customer myself of your company as well. The bicycles your company produce have been the top quality products in the market for years. I believe selling something that I personally enjoy using so much makes me even more successful as a salesperson.
首先，我已經在這個行業工作超過五年了。我希望有這個機會去整合我的人脈與經驗來為你們公司銷售你們所生產的優良產品。其次。我很期待有這個機會到不同國家，並將我的英文技巧運用在工作裡。除此之外，我工作之餘是一位業餘的自行車手。我自己也是貴公司的忠實顧客。貴公司所生產的腳踏車一直以來都是市場上品質最好的產品。我相信銷售我個人如此喜歡的產品會讓我成為更有績效的業務人員。
Q2. What do you think is the most important skill for a salesperson?
你認為對一個銷售員的最重要的技能是什麼？
Personally I think the quality of the product should come first. When a sales representative can provide a high quality product constantly, s/he is providing the customer with the most important feature of the customer service, which is an excellent product experience. In my sales experience, I always make sure that the products that I represent are high quality and have good value, so I have the confidence that I am providing my customers with the best possible products. However, I believe that offering tremendous customer services should also put in top priority. In the meantime, I also make sure I present the superior and satisfactory customer service to all my past, present, and future customers. I think no product can sell itself without having a friendly, knowledgeable, and caring service.
我個人認為產品品質應該是排在第一位的。當一個業務人員能夠一直提供高品質的產品，她/他提供了客戶服務中的最重要的特質，也就是一個很好的產品經驗。在我的銷售經驗中，我總是確保我所代表的產品都是高品質，並且有很好的價值，所以我有信心來提供我的客戶最好的產品。不過我相信提供卓越的客戶服務應該也要排在優先。在這中間，我也確保我提供了優越的和滿意的客戶服務給我所有的過去，現在和未來的客戶。我想沒有一樣產品可以自己就賣得出去如果沒有友好、知識化、貼心的服務，。
Q3. What makes you a good sales person?
你有什麼樣好的業務人員的特質?
I am a very detail-oriented person, and that helps me in sales in many ways. I always make sure that my customers are completely informed with the details so that I can provide the best possible service. I feel like I've had a great achievement when I have made a sale by using all my talents and efforts. I always put the needs and wants of the customers first. I never put too much pressure on my customers, while I let them make their decision carefully, and ask as many questions as they wished. As trying to be as professional as possible, I make sure that I know everything about the product I'm selling, so that I can answer any questions a customer may have to their satisfaction. I also like to get to know my customers personally, so I can better serve them. Actually many of my customers oftentimes have become friends of mine.
我是很注重細節的人，那在很多方面幫助我的銷售工作。我總是確保我的客戶徹底被告知細節，所以我可以提供最好的服務。當我為了一個銷售使用我所有的才能與努力，我會覺得我有了一個很棒的成就。我總是把客戶的需求與欲望放在首位。我從來不會施加太多的壓力給我的客戶，而是讓他們仔細地做出他們的決定，並盡可能地問很多他們想問的問題。由於試圖將盡可能的專業，我確保我知道一切關於我賣的產品，讓我可以回答任何客戶可能需要感到滿意的問題。我也喜歡去親自了解我的客戶，這樣我就可以更好地為他們服務。其實我的許多客戶常常成為我的朋友。
Q4. Tell us about your most successful sale cases.
告訴我們你的一些最成功的銷售案例。
In my sales career, I have developed a systematical pattern that I have followed and made most of my successful sales. Once a customer has expressed interest in the product, I take the initiative to make the contact with the person and answer any question s/he may have. Next, I inform them with the details of the product features and benefits they may not be familiar with. My most successful sale case was one actually a customer who was referred by the other client I had. She was a friend of my client and I was told she was thinking of buying a car but she had some awful experience with other salespeople before. I immediately contacted the person, and just let her know about me. I gave her much time to compare, study different models and patiently told her all the features of the cars. Not only was I ultimately able to close the sale, she actually brought in about ten referrals because of her satisfactory buying experience.
在我的銷售生涯中，我已經發展了一個我遵循的系統化銷售模式，並成功地完成我大部分的銷售。一旦一客戶表示對產品的興趣，我主動去聯絡，並回答任何他/她可能有的問題。接下來，我會告知他們他們可能不熟悉產品特點和優勢的細節。我最成功的銷售案例是有一個客戶她是我另外一個顧客介紹給我的。她是我的客戶的朋友，而且我被告知她在考慮買車，但她與之前其他銷售人員有一些不愉快的經驗。我立即聯繫了與她連絡，只是先讓她知道我這個人。我給了她很多的時間來比較與研究了不同車型並耐心地告訴她的汽車的所有功能。我最終不僅能夠完成銷售，因為她滿意的購車體驗，她居然帶來了大約十個轉介的客戶。
Q5. What do you think your former colleagues would describe you?
你覺得你的同事會如何描述你?
I think most of my colleagues would first think I have remarkable interpersonal skills. I really enjoy being a salesperson that I can meet with and learn about lots of interesting people from all walks of life. At work, I have made extra effort to build up good work relations with all my colleagues and supervisors. I believe a harmonic work atmosphere can motivate any employees to work harder and better. I also think my colleagues would describe me as me as a very organized person. I have kept detailed records of all the customers that I’ve served. If I weren't so organized, I wouldn't be able to service a wild variety of clients that I have.
我想我的大部分同事首先會想到我有非凡的人際交往能力。我真的很享受作為一個銷售人員，我可以遇到和了解很多來自各行各業有趣的人。在工作中，我會做額外的努力來與我所有的同事和上司建立良好的工作關係。我相信和諧的工作氛圍可以激發任何員工更加努力地工作到更好。我也認為我的同事會形容我是很有條理的人。我一直都為我所服務的客戶做很詳細的記錄。如果我不是那麼有條理，我就沒法那麼多種類的客戶提供服務。
Q6. What do you think your former supervisor would describe you?
你的前雇主會如何描述你?
At the company where I worked before, it was an interesting environment, and I found it enjoyable but challenging. I think my former supervisor would describe me as a self-motivated person, as well as a cooperative team member at work.
Although we were responsible for our own sales, and worked independently most of the time, it was important to be able to keep up with all the team members. I was able to mostly deliver adequate and well work performance by thriving on challenges and working well under pressure. Meanwhile, I was considered being an enthusiastic and committed team member for bringing much positive energy and good work atmosphere.
在我之前工作的公司，那是一個有趣的環境，並且我覺得那很愉快但有挑戰性。我覺得我的前上司會將我描述成一個會主動自我激勵，還會在工作上與我的團隊合作良好。雖然我們負責自己的銷售工作，大部分的時間是獨立作業，不過能跟上所有的團隊成員是非常重要的。我樂於挑戰且在壓力下工作良好，並能提供足夠和良好的工作表現。同時，我被認為是一個熱情和堅定的團隊成員能帶來正面能量和良好的工作氛圍。
Q7. Being a salesperson, what rewards you the most?
你覺得當業務人員讓你最有成就的是什麼?
The most rewarding part of being sales person for me is the time I make contacts, and talk with my clients so I can help them make the right decision choosing a suitable product. I like to be able to provide my customers with the best service as possible as I can. I am conscientious that I make sure that a customer knows about the product they are purchasing, and how to use it to its fullest potential. Once I had a customer who was assigned to restructure the magazine department at the library where she worked, and needed to fill in a large number of magazines in this section. We had a great time making selections together, and she was really pleased with the variety I was able to help her select.
對我來說做為一個銷售人員最有成就的部分是與我的客戶進行接觸交談，所以我可以幫助他們做出正確的決定選擇一個適合的產品。我希望能夠盡可能提供我的客戶提供最好的服務。我認真地確保客戶知道他們所購買的產品，以及如何使用它來充分發揮其潛力。有一次，我有一個客戶在她所工作的圖書館被分配到要重組雜誌部門，並需要在此部門補入大量的雜誌。我們一起進行選擇時進行的很愉快，而且她是真的很高興我能幫助她選擇這麼多種類的雜誌。
Q8. What are your long term career goals?
你的長期目標是甚麼?
I am interested in all aspects of the sales sector, and see myself in the long term spending some time working in a variety of roles. I have worked in this profession for over 6 years and I believe I have accumulated adequate contacts, connections, and experiences. I expect to remain in sales throughout my career, moving from direct sales, and eventually into a management role. Long term, I see myself as a sales manager at a large corporation. I really enjoy being in sales, and I believe that I have the ability to manage a large successful sales team. I have prominently shown leadership skills whenever my team is in need of a strong leading role. I believe I have the potential and whatever it takes to be a successful supervisor in the sales department.
我對業務工作的各個面向都很感興趣，我將會自己長期花一些時間認識這一行業的各種角色。我已經在這個行業工作超過6年，我相信我已經累積了足夠的客戶、人脈和經驗。我預計將我整個職業生涯都待在銷售這一行，從直接銷售最終進入管理角色。長期來看，我期待自己成為一個大型公司的業務經理。我真的很喜歡在銷售這一行工作，而我相信我有這個能力管理一個大型成功的銷售團隊。每當我的團隊需要一個強而有力的主導人物，我不斷地突出表現我的領導能力。我相信我有這個潛力與所有需要具備的能力來成為一個在銷售部門成功的上司
1-2臨場反應篇
Q1. Have you always met your personal and professional sales goals?
你一直都能滿足你的個人和專業的銷售目標嗎?
I have always met or even surpassed my professional sales goals, and most often my personal ones too, especially in the last few years. In my sales experience, I have learned to set my personal goals at an achievable level, which could be very high, but not unreachable. I worked at a company where the manager set the sales goals very high, and that was his method of keeping the sales representatives motivated. Unfortunately, the result was that the entire sales staff struggled much to reach the goals and none of us in our department were able to achieve them. It just discouraged and depressed the whole team. Personally, I have always at least met my personal goals, and I work very hard to exceed them.
我一直都能達到或超過了我的專業的銷售目標，還有我的個人目標，尤其是在最近這幾年。在我業務經驗中，我已經學會了把我的個人目標設定在可以實現的水平，可以很高，但不是遙不可及。我曾在一家公司那裡經理將銷售目標設定的非常高，這是他保持業務人員積極的方法。不幸的是整個銷售人員感到很掙扎來達到這些業績，結果我們部門沒有人能夠實現這些目標。它只是儾讓整個團隊很沮喪和鬱悶。就個人而言，我一直都至少達到我個人的目標，我非常努力地工作來超越這些目標。
Q2. Do you prefer a long sales cycle resulting in the sale of a large term, or a shorter cycle with more frequent sales?
你比較喜歡一個較長的銷售週期販賣大型商品，或者較短的週期頻繁的銷售?
I think both types of sales that have points intrigue me. My preferences to a longer sales cycle lie in that it gives me time to personally get to know the customer, and educate them about the benefits and features of the product. I can adjust the pace accordingly depending on the individual client. Some customers like to have sufficient information about their purchases, and have a lot of in-depth questions. Others are more interested in having more personal benefits like special delivery service or discounts. On the other hand, shorter cycles are more intense, since a salesperson typically doesn't have the luxury of much knowledge of the customer, or the time for extensive explanations. I like the challenge that I need to get right to the point about the product's features and benefits, and I’m confident that I have the ability to showcase the reasons why it's the best choice for the customer.
我覺得這兩種類型的銷售都有它有趣的點。我個人喜歡較長的銷售週期的點在於因為它給了我時間去了解客戶，並教育他們有關產品的好處和特徵。我可以調整過程的速度根據所各個所處理的客戶。有些客戶喜歡購買知道很多的資訊，並且有很多的深入的問題。其他比較感興趣的是有個人化的好處，譬如特別的運送服務或折扣。另一方期來說，短期的銷售較為密集，一個業務人員通常不會有太多寶貴的時間來了解客戶，或者是撥冗來解釋產品。我喜歡這個挑戰我必須馬上迅速打入重點介紹產品特徵與優勢，並且我有信心我有這個能力展示為何它是客戶的最佳選擇。
Q3. How would you deal with a colleague you seem to be unable to maintain a good working relationship?
你會如何處理一位你似乎無法與他能夠建立好的工作關係的同事?
That would certainly be a unique situation to me. I've had no problem maintaining a good working relationship with any of my colleagues. Of course there are all types of people. There are times some people are less motivated in a work team or simply unhappy in their jobs, but people always need positive connections. That is what I find a connection with a colleague by finding something in common or simply giving some warm greetings. For example, in my second year at work, I was assigned to a team that had one member that the rest of the team disliked. I knew everyone needed to fully commit to make the project work. Even though I was not the team leader, I tried to make a connection with him and discovered we both had a passion for comic books. We did not become the best friends or anything, but through our common interest, I was able to build enough connections and engage him in the project. I believe there is always something that can bond us together.
對我來說這將會是一個很特別的情形。我一直在與同事建立良好工作關係上沒有任何問題。當然什麼樣的人都有。有些人有時會在一個工作團隊裡會比較缺乏動力或只是單純對他們的工作不開心，但是人們永遠需要正面的關係。我會藉著跟一位同事找出共同興趣或單純地很熱情地打招呼來找出建立關係的方法。之前有一個例子，是我在工作第二年的時候，我被指派到一個團隊裡有一位成員其他人都不喜歡。我知道每個人都需要全力以赴才能讓這計畫成功。雖然我不是隊長，我試著與他建立關係並且發現我們都喜歡漫畫。我們並沒有變成好朋友或怎樣，但透過我們的共同興趣，我可以跟他建立足夠的關係並讓他投入這個專案。我相信總是會有一些事可以讓人們結合在一起。
Q4. What are your strengths and weaknesses?
你工作的優點與缺點是什麼?
I would say that my greatest strength is that I’m a goal oriented type of salesperson. I like to thoroughly plan out the sales cycle, and stick it to the end. In sales, I have found that I am most successful when I pay attention to every piece of the sales cycle, from the first contact, to the completion of the sale. I also have the ability to come up different sales approaches very fast. I am an innovative thinker and assertive communicator in my sales, and am able to work with many different kinds of customers at once. My greatest weakness is sometimes my tendency to take too much risk. I know being a salesperson must be aggressive in a good way, but my competitive nature could take me a bit too far at work.
我會說我最大的優勢就是我是那一種目標取向的業務員。我喜歡完整地規劃出銷售的計畫，並堅持到底。在銷售方面，我發現我做得最成功的是當我注意每一個銷售的細節，從第一次接觸到銷售的完成。我同時也有非常快拿出不同的銷售方法的能力。在我的銷售方法中，我是一個創新性的思想者和有信心的溝通者，而且我能夠在一次與許多不同種類客戶工作。我最大的弱點是有時我傾向於冒太大的風險。我知道作為一個銷售人員必須是用一個好的辦法去積極，但我的競爭本能可能會讓我做得太過度。
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