A typical interview may take from only thirty minutes to an hour, yet it could determine your business career for years to come. Obviously, therefore, it's well worth taking the time to prepare for the interview so that your confidence will be increased and you'll be able to make the most of your qualifications.

Regardless of the position, remember that at an interview you should conduct yourself as if you were selling a valuable product. This valuable product is yourself, with all your skills, qualifications, and experience. Your primary objective, of course, is to convince the interviewer that you are the best qualified candidate.

If you make your living in a field other than sales, you may feel that you don't have a sales personality. But consider this; all of us are selling all the time. Everyday of your life, you are selling your views and ideas to your family, friends and business associates. Every time you persuade your colleagues to use your solution to a business problem you use your selling skills. So you can sell, and selling yourself in an employment interview doesn't require any new selling skills. All you need is a basic sales strategy that anyone can use; find out what the prospect (the interviewer) really needs; then package your product (your experience, qualification, ability) to meet those needs.

This sales approach involves more than simply listing the virtues of your product (which you really do when you prepare your resume). It means that you must evaluate all of your past responsibilities and accomplishments in terms of the position to be filled.


Always research a company before an interview. You should not appear to be just looking for a job. You should give the impression that you have researched the company and the job and decided that both were desirable. Always look at a company's web-site taking note of what a company is proud of - comment may be made of this at interview if the situation lends itself. You should know about the company's products or services, markets, sales volume and growth. Check out its plant locations, recent stock market activity and it's standing in its particular field.

This demonstrates that you have researched the company (in as much you know when it was founded) and that you are interested in how a company with much tradition. Even interviewers like to talk about themselves and/or the companies they work for. Bear in mind that an interview is not just you appealing to a company, the company must also appeal to you. Your research on the company should generate questions about its potential for growth and your career path.

If you've ever conducted an interview, you know how impressive it is to talk with a candidate who has shown enough interest to find out more about the company than it's name and address.


Review your experience and qualifications in terms of the specific job. Suppose, for example, that your ability to solve marketing problems or reduce production costs is a significant feature of your experience and would be a valuable benefit for your prospective employer. Be prepared to offer specifics about the savings and profits that resulted from your efforts, or about other contributions you've made to the success of the companies you've worked for.


Prepare a brief resume, showing your work experience chronologically and highlighting at least one major accomplishment for each position held in the past ten years. If at all possible, choose examples that show experience that could be of special value to your prospective employer. Check your resume carefully for misspellings and grammar and be sure it is neatly typed.


What do you know about the company?
Discuss products, services, revenues, problems, people and history.

Tell me about yourself?
With what you've learned about the company and the position, plan an answer that emphasises your experience and accomplishments in terms of the position to be filled. Don't be modest and do take credit for your successes. Have a brief chronological history prepared. Keep it to about two minutes. Avoid unnecessary detail. Highlight your virtues. Make it interesting.

You can use this same question to get the interviewer talking about his own needs, by answering him, "I'll be happy to tell you about my qualifications, but there's so much to cover that I'd like to know more about the position and you company so I can answer more specifically".

Then, depending upon what the interviewer says you can modify your planned response to put even greater emphasis on relating your experience and qualifications to his requirements.

What are your goals/ambitions/career direction?
This is a very popular question because well-thought-out goals show maturity and a commitment to your profession or business. Your goals should be both long and short range, ambitious but realistic. Relate these to the job you are applying for.

What are your strengths?
Again, answer the question in terms of the position to be filled. Present at least three. Try to relate them to the company an the position. State your strengths and support your claim with illustrations of past accomplishments.

What are your weaknesses?
This is a loaded question because negatives usually won't score pluses for you on the interviewer's evaluation sheet. Turn the negative into positive. Offer a job related minor shortcoming or a 'positive-negative' such as, "I've been accused of being a workaholic" or, "I've been kidded about being a perfectionist".

Why do you want to leave your job?
Be sure you have a good answer to this question before going on an interview. Your reason for leaving might be because of corporate changes, lack of opportunity, lack of recognition, insufficient authority or unsatisfactory earnings. If appropriate, you might say, "I wasn't thinking of changing jobs. I'm not unhappy where I am, but I believe this is an opportunity worth discussing" (more responsibilities, new skills, change of environment, interest in interviewing company etc.)

If you were terminated, or are leaving because of a personality conflict, be very careful not to make negative statements about former employers or colleagues. Explain the situation as factually and briefly as possible. Then - to turn what might be a negative into a positive - you might add, "despite that problem, I really feel that I learned a great deal in that job and from that company and I'm sure I could put that experience to work for you effectively".

What salary are you asking for?
You should avoid discussing compensation on the first interview unless you're actually offered the job and want to accept it.

If the interviewer asks specifically what your salary requirements are, your answer should be, "What I'm really looking for is the right career opportunity. I'm sure you'll make me a fair offer if you want to hire me".

If you are pressed for a specific figure, describe your current compensation and then add, "I believe on the basis of what I've accomplished I'd be entitled to some increase, but I'd rather hear what you think I'm worth to your company. State that you would seek an 'equitable' salary, with a review after 6-12 months based on your achievements and contribution to the team. Be realistic about your worth and the current job market. Do not price yourself out of consideration.

How long would you take to make a meaningful contribution to our firm?
What features of your most recent position did you like the most? The least?
What were your most recent significant contributions while in your most recent position?
Can you work under pressure and to deadlines?
If you had your choice of company or job, where would you go?
Why do you want to work for us?
How would you feel about working flexible hours?


During your research and preparation, you'll probably think of several questions you'd like to ask the interviewer.
* Questions about the job duties, the company and it's services, show your interest.
* Questions about people who held the position previously and where they are today, illustrate your interest in the company's future and can help keep you from making a wrong decision.
* Questions about the importance of the job, your responsibilities and authority and the career potential indicate that you are achievement orientated and motivated to succeed.


Until the job is offered, do not ask questions about fringe benefits, vacations, retirement or, of course, salary. Benefits and conditions can be discussed when you are actually offered the position.


Visual first impressions are important. Your own personal taste in clothes may not always be most appropriate for a job interview. You are safer to err on the side of conservative attire. Try to appear as businesslike as possible. Dress conservatively for the interview. Dark suit, white shirt and tie for men, if possible (anoraks, jumpers, white socks do not necessarily create the right impression!).

Plan to arrive at least 15 minutes early for your interview. Carry a briefcase or portfolio with several copies of your resume and some examples of your work. Be sure you know how to pronounce and spell the name of the person who will interview you. Greet your interviewer with a firm handshake and maintain direct eye contact at all times. It's best not to smoke.

Answer the question that is being asked. Answer all questions positively and enthusiastically. And remember your basic strategy; show how your qualifications, experience and ability relate directly to the company's needs. Keep to the point and make as many positive remarks as possible to emphasise your good qualities. Do not misrepresent your qualifications, experience, or current salary. Always act as if you are going to be offered the job you are discussing. Show enthusiasm to emphasise your sincerity. Your job is to sell yourself. Emphasise that you are primarily interested in the opportunity. Never close the door to opportunity - the more positions you can choose from, the better.

Try to find common interests with the interviewer. Let your enjoyment of the interview be the yardstick of how well you are doing. If you enjoy the meeting the interviewer probably will too. This is important because the job will not be offered to anybody the interviewer dislikes. A few more Do's and Don'ts:

Be friendly and courteous to every member of the company's staff. Treat everybody as your equal from Doorman to Chairman. You are on the company's home ground. Any disrespect shown to their offices, staff, furniture, literature or application form will be taken as an insult. For this reason, don't dump overcoats or briefcases in conspicuous places, allow doors to slam, move furniture or fold glossy company brochures to fit in your pocket.

The reverse is also true, so don't miss any opportunity to pay a sincere compliment. Praise the tidy offices or helpful receptionist and you compliment the interviewer. Shaking hands or other forms of physical contact helps to break the ice. But be led by the interviewer in this; some people just don't like shaking hands. In any event one brief, firm shake is sufficient. Double handed, Masonic or frenzied pumping hand shakes are not required!

The interview room, and in particular the desk is the interviewer's territory. People are sensitive about having anything put on their desks, without permission. At no time put a briefcase, handbag or elbow on the interviewer's desk.

Seating and posture are important. Try not to sit directly opposite the interviewer, at an angle is preferable. Don't sit closer than 3 feet. Do not slouch, sit on the edge of your seat, shuffle your feet or fiddle with your fingers. If you intend to take notes, ask permission first. Do not take notes merely as an affection. Throughout the interview be yourself, and relax. Never interrupt the interviewer in mid-sentence. Do not be afraid to ask for clarification or reiteration of anything that has been mentioned. Never lie or exaggerate your experience. Even for a very technical position your personality, motivation and likability are much more important than precise experience.


Close the interview with enthusiasm. When you sense the interview is coming to an end, try to summarise a few of your key credentials, and stress your interest in working for the company.

If you are really interested in the position, this is the time to say so and to ask about the next step. If the position is offered to you, and you want it, accept it on the spot. However, if you are not prepared to accept, tell the interviewer you'll need one day to think it over.

Don't be discouraged if an offer is not made at the first interview, or if an appointment for a second interview is not set at this time. The interviewer might first want to communicate with us before further negotiations.


Report to us as soon as possible. We must know how the interview went so that we can be more effective in talking to the employer about you.