Old Interview Prep Document

I'm an electronics tech...this document was sent to me as a preparation document for a technical interview with a then-local company that did servicing on commercial power distribution and emergency power supply systems (UPSes.) The person sending it to me didn't seem to understand that this didn't really apply to my skillset. He wanted to do a mock interview, and when I tried to follow this document he got kind of angry with me and asked if I'd read it. I said yeah, I did, I'm not a salesperson so I'm trying to shoehorn my knowledge into your format. It's not working well, is it?

He didn't really have much of a reply for that, as I recall. I ended up not even bothering with the actual interview due to a lot of other issues with the recruiter. This was about 20 years ago now, so I don't think the person is still alive, and I can't find any trace of the business name the recruiter was using.

The UPS company itself is still around and has changed names a few times.



PFIZER INTERVIEW PREPARATION

The opening questions are aimed at loosening you up and looking for a lot of things about you, i.e., your values, attitudes, and ability to communicate.  Your responses must show that you have the right personality traits.  They are looking for people with the following personality traits:

    1) Assertor:  Is the person a doer?
    2) Persuader: Can the person persuade a customer?
    3) Values: Is the person honest and trustworthy?
    4) Relator:  Does this person get along with others?  Can this person build long-term relationships?
    5) Ego:  Does this person have self-regard and high confidence level?


They look for people that always want to win!

TELL ME ABOUT YOURSELF

I was born in Havana, Cuba and left the island because the communist government repossessed my family’s assets.  I grew up in NYC and my parents sacrificed to put my brothers and sisters through Catholic Prep School.  I attended Cardinal Spellman High School, which at that time was one of the highest academically, ranked in the state.  I learned about life as a High School football player.  My coach Manny Munoz took over the second worst team in the league and provided the missing ingredient.  It was an amazing thing to be a part of.  He made weight training mandatory and set goals.  If you didn’t participate, you didn’t play.  He set a goal of having every back benching 250-pounds and all the lineman over 300-pounds.  Every member made the goal.  He then set a goal of scoring 50 points a game.  He called it the half a century club.  We made the half a century club 14 of 16 games.  We went from being laughingstocks to 7-1 junior year and 8-0-city champs’ senior year.  After high school I wanted to serve my country, see the world and finish college.  I chose the Air Force as the vehicle to accomplish this.  I joined the AF and was assigned to Plattsburgh AFB, NY.  I met my wife Juana and had the first of three children at Plattsburgh.  On the job, I was the only airman assigned to the Procedures and Analysis job, which was reserved for junior NCO’s.  At this assignment I also completed an Associate of Science’s degree in Business Administration.  I made staff sergeant the first time and was reassigned to Homestead, FL.  I finished my bachelor’s degree Summa Cum Laude and applied for a commission.    I was accepted and my first officer assignment was at Columbus AFB, MS.  There I attended the Supply and Fuels Officer’s course and was the distinguished graduate of both.  At my first assignment my Fuels Flight competed for the American Petroleum Institute award.  We finished as command best and runners-up for the API award in 86.  From there I was selected to go to go to Panama.  My greatest accomplishment there was making Howard AFB fuels sufficient for Operation Just Cause, the liberation of Panama.  A meritorious service medal and the Wing Nominee for the Lance P. Sijan Leadership award recognized me.  I was sent to Dhahran, Saudi Arabia for Desert Storm as the Fuels Officer.  After my return I was at Homestead AFB for Hurricane Andrew.  After the storm we relocated to England.  In England I was assigned as Procedures and Analysis Flight Commander, a major’s billet.  From that position I was selected to command a 320-person squadron for 9 of 36 months assigned.  We competed for the Supply Daedalian Effectiveness award.  We won the Best in USAFE award 92-94 and were runners-up for the USAF award in 94.  I again received a meritorious service medal and was recognized as the Wing Company Grade Officer of the Quarter.
My next assignment was Tyndall AFB, FL as the Chief of Supply and Chief Logistics Support.  In this position we sent 35-person teams of subject matter experts to do consulting work at our 10-assigned units.  We were able to improve our unit’s ratings to “Outstanding”.  This job required 75-percent travel and was very challenging.   I retired on the 1st of Feb 99.


WHY SALES?

I am a very competitive person and would like to be in a position were I am compensated based on my performance.  I like to build relationships and have great listening skills.  These abilities could translate to big money with the right opportunity.

Research is the key to its success!


Question- What was your proudest achievement?  (Uses actual selling examples, not just selling myself).  Assertor

I was selected to command a 320-person squadron as a captain.  This is a Lt Col billet.  Under my command we were able to achieve and Excellent rating during the Quality Air Force Assessment and the first of three consecutive Best in USAFE finishes.   We also finished as runners-up for the Daedalian Supply Effectiveness award in 1994.

Question- Have you ever had to go out on the limb to do something you thought was right (Yes, and show clear example).  Assertor

Yes, when I was stationed in Panama, I noticed that our POL supply source was laid out over a major Panamanian highway.  I felt that eventually we would have to go to war because of the political instability.  If the pipeline were destroyed, we would loose all capability to support the mission.  At that time the people in the wing were not thinking in these terms.  I had to acquire over 100,000 dollars in funds to fix the POL storage systems on Howard AFB.  I had to convince the commander, civil engineer and our headquarters to fund this project.   We increased the storage capacity from 2 to 10 Million gallons.  The result was that Howard AFB was self-sufficient during OPERATION Just Cause



Who has made the most significant contribution in your development as a person today?  What was the nature of the contribution?  (Specific person, specific contribution, talk about taking responsibility) Discerner

My grandfather.  He was a dentist in Cuba and worked as a dental assistant for 10-years in the U.S. until he was able to get re-certified in New York.  Because of the language problem he would translate the information he was studying from English to Spanish.  Every night he played 35MM slides of the different dental diseases and would use index cards in Spanish and English to study.  He was finally re-certified and retired the oldest practicing Cuban-American dentist in the U.S at the age of 83.  From him I learned the importance of having a vision, being persistent and never quitting.

What type of relationship do you want to have with your co-workers? (Warm, friendly open, not respect only)  Relator

I enjoy making friends with my co-workers.  I also enjoy being a part of a team that is larger than myself.

What do you like about being in sales? (Independence, unlimited earning potential).  Ego

I would love to be a part of your sales team because of the independence that it affords after the initial training and the chance to be compensated based on my performance.


What number of hours do you think it takes to be a good sales person? (55 to 60 hours a week)

I think that it will take 55-60 hours of concerted effort.  Even more so at the beginning when I’m being trained and getting established.  This is not a problem as the military taught me the importance of service before self.

How would you feel if a co-worker wanted to share a family concern with you? (More than just listens, want to help, really cares) Empathy

My leadership experience with the Air Force has made me particularly well suited in this area.  When I was in Panama, I had a worker who walked by my office with his head down.  This was totally contrary to the way he normally acted.  I left my desk and pursued him down the hall.  I asked if anything was bothering him.  He said that he was having family problems and was going to commit suicide.  I talked to him for over an hour and then referred him to the base psychiatrist for help.  He was sent tot he hospital and released after he was well.  As a result he was help to return as an active member of society.  This only happens when you know the people that you work with.

You sales manager is convinced that the best sales approach is blanketing the territory with promotional materials.  How do you feel about this approach?  (You should concentrate on those that “need” the products).  Prospector

I would try to convince him that the best approach is to give the promotional materials to those prospects that need them.  You wouldn’t give promotional materials about Viagra to a pediatrician.


How do you persuade reluctant prospects? (Find and satisfy the customers needs).  Persuader

I would ask questions that would lead me to the customers needs.  Once I know the need then I can try to fill it with my product.

You’re working with a manager who is great with ideas but a poor detail person.  How would you handle this situation? (Handle the detail work myself)   Strategist

I would offer to help him do some of the detail work myself.  If it were beyond my capabilities I would find someone in our unit with the capability and ask for help.

How do you feel about being asked about addressing a large audience? (Enjoys, no qualifications).   Communicator

There is no better feeling then addressing a large audience and nailing you presentation.  I really enjoy public speaking.

Why do you want to come and work for this company? (Can aid the growth of this company and serve the customers needs).  Believer

I want to be one of the people that make this possible.  Plus the pharmaceutical industry is an industry were you are help people overcome life-threatening medical problems.  I would feel great about helping people in this way.

Some people feel that it doesn’t matter whether you win or lose as long as you give it your best.  How do you feel about this? (Does not agree, must win).   Competitor

I disagree.  This is just another sign of the political correctness that is clouding our heritage.  Whether you are playing a game, running a business or fighting a war, your goal must me to win.  When you lose it is distasteful and you need to find out what the winner did to learn from them.

If you had three adjectives to describe yourself what would they be?  (Honest, man of word, ethical).  Values

Honest-

Ethical-

Persistent-


Let’s say you and your spouse go to a fine restaurant.  A friend who is with you creates quit a stir when his steak is overdone. (Agree with friend and support his strong reaction).  Assertor

I would agree with my friend because you pay for well-prepared food and should accept no less.  I wouldn’t handle it that way so I would step in and ask to speak to the manager to quietly resolve the situation.

How do you feel when someone questions the truth of what you have to say?  (Reacts, displays emotions, more often restate to convince).
Assertor

This is one of the only things that can really get me upset.  I would not knowingly lie to someone.  When someone questions my integrity it really upsets me.

What would you do if you were not in sales? (Struggles with the answer, wants to be in sales).

I really don’t know.  My heart is set on sales and I really haven’t thought it out.  I will become a salesman somewhere.


Some people seem to be able to see a total situation very quickly and visualize it as quickly as it were on a TV screen.  Do you frequently find yourself able to do this? (An unqualified enthusiastic yes, with examples).  Discerner

Yes.  Visualization is the key to success in most things we do.  You must be able to see and taste what is not there.  An example is the use of above ground fuel storage tanks at most Air Force bases.  Our organization had tanks that made the wing look bad.  They were in a bad state of disrepair.  When I was flying home on a jet I noticed that the Airlines painted their logos on the tanks.  I immediately thought of our tanks and what could be done to correct the problem.  I visualized all of our tanks with logos.  I then enlisted the support of a fellow captain.  We projected the logos on the tanks, stenciled them in pencil, and then painted them in.  Our idea was adopted throughout the Air Force. All the commands started painting their tanks the way we had.

Would you say that you area a generous person? (Very much so, emphatic yes!).  Relator

Yes.  I have worked with many community activities throughout my Air Force career.  I give to those less fortunate at every opportunity.

What kind of boss do you work most effectively with? (Allows independence, gives parameters, offers help as needed).  Ego


I enjoy working with bosses that set guidelines, allow me to learn by making mistakes and help me when I need their support.

What are your favorite leisure time activities? (Active sports and hobbies).  Intensity

I enjoy running and cross-training, flag football and basketball.  I also enjoy watching NASCAR.

You are calling on a good prospect and you find out he was recently demoted and is down emotionally.  What would you do? (Consoles, offers support, comforts).  Empathy

I would ask him if there was anything that I could do to help.  I would remind him that when unexpected things happen it’s because God wants us to learn and take a new direction in our lives.


Describe one of your very best prospects and describe what makes him on of the best clients (Has a real need for my product or services).   Persuader

John is one of my best prospects.  I spoke to him about our 10 best drugs and he said that he has a need for all 10 of the drugs.  I see us doing lots of business with John.

What have you found out is the best way to change someone else’s mind? (By appealing to their feelings, needs and concerns).  Persuader

I’ve found out that the best way to change a person’s mind is to find out what are their needs and concerns.  What do they think is important?  What drives them?


Some people like to plan their day activities in advance.  How do you do this?  (Have a specific detailed strategy).  Strategist

I schedule my entire week in advance starting on Sunday.  I set my priorities as I see them.  This gives me the ability to hit the ground running on Monday.  I have my Franklin Planner with my priorities.  I rearrange then during the day if necessary.  I also use A, B, and C priority folders to ensure that I don’t get of track and do what’s important first.

Do you communicate more effectively as a writer or speaker?  (Give at least one specific example of each).  Believer

I have the ability to communicate effectively both ways.  I am a strong speaker and writer.  I have been on the Speakers Bureau at most Air Force bases.  I have also held jobs were I was required to do detailed editing and rewriting of staff work.   I feel at ease and confidant doing both.


What is the most important goal that you organize your life around?  (Family, make a contribution, mission).  Believer

As a young man I read a book that impacted my life.  It is, I am third by Gale Sayers.  In the book Gale said,  “God is first, my family is second and I am third”.  I feel that if you keep these things in mind you can have a well-balanced life.


What is the best way to develop you life goal? (Individual achiever, not just company quota, must name specific self-generated goals).  Competitor

I have always believed in exceeding the standard.  If there were an Honor Graduate program for this company, I’d compete for it.  During my Air Force career I was selected as Honor Graduate twice.  It wouldn’t have happened if I hadn’t visualized it and made it happen.  The same thing applies to all my team awards.  If I didn’t compete, I wouldn’t know where I stand.

I don’t know enough about this company to set a long-term plan.  The best way to do this is with a mentor that has been around for a while and can steer you through the pitfalls based on his experience.

You have a customer with the resources who wants to buy your product immediately but you are concerned that your equipment or services is not exactly what he needs.  What would you do?  (Will not sell until your doubts are satisfied, concerned about the customer’s well being).  Values

I would not make the sale unless I felt it was the best fit for the customer.  By making a bad sale you run the risk of jeopardizing your future sales with the prospect.

Some sales people want you to know a great deal about the technical aspects of their products.  How do you feel about this? (Agrees, strives to know as much as possible).  Technical Mastery

I agree.  Nothing beats technical competence.  I strive to learn as much as possible in every job I’ve held.  It results in people respecting your opinion.  When I was 2Lt in Columbus, MS, I remember asking for the systems schematics and having the senior NCO’s answer my questions.  This technical competence paid off when we had a pipeline rupture and the engineers could not answer the wing commanders questions.  I was bale to tell him the width of the pipe, its length and the amount of fuel that it stored.  The wing commander was awestruck that I had learned so much about my system.

Additional notes:

Be aware that you really need to be yourself and enjoy the interview.  Additional questions could be what are your plans in the near future.  Be careful when you talk about your short and long-term goals especially with regards to schooling that could take away from immediate job performance.  How do you deal with someone who is upset with you, your work or your company?  Do you want to be in management is usually a trick question unless the position is specifically for a management position!!!!  Do you consider your verbal or written skills a strength or a challenge?  These are just sample type questions that you should anticipate or could be worded differently but have the same type answer.  If you answer questions in STAR format your answers will be brief, concise and to the point.  STAR refers to Situation or Task, Action you took, and Results you achieved and should be quantifiable, ie. Received an award or improved results by 10% etc.

Do you have any questions?  That comes to the conclusion of an interview and questions should be about the company not about yourself, for example never start talking about benefits on a first interview.  It’s about what you can do for the company.  Last but not least feel free to ask for the job if the interview seems to have gone well and you are interested in working for that company.  Ask for a business card or email address so you can send a thank you card or email.