Salary Negotiation
Salary Negotiation
Salary Negotiation
Do…
• Respond to the question positively without stating specific amounts. (Examples: “I’m
earning in the low 30s.” “As a student, my jobs to this point have been geared toward
gaining experience and making money to cover my educational costs.”)
• Mention your desired salary, either saying that salary is negotiable depending upon
the position or giving a $3-5,000 range (if you know the market value for the position
and for someone with your skills and background). You may also use terms like
“competitive” or “open” if you are responding to this question on an application form.
• Know your salary requirements as well as what you hope to make. You shouldn’t
mention these in your response to the salary history question, but you need to give
this some thought for when you get to the negotiating stage.
• Prepare a list of your positions (in reverse chronological order) for your own reference
and just in case an employer in which you are very interested is absolutely adamant.
(This will not happen often!) The list should include name of each company or
organization, your position title, your compensation, and a brief synopsis of your
position.
• Research Salaries in Your Field: Look at recent salary surveys, talk to others working
in your field, and contact your trade or professional association to find out what other
people are paid for doing the same work.
• Be Flexible: When going through a salary negotiation you aren't likely to get the exact
amount of money you want. You will probably have to compromise. The trick is to
figure out how much you are willing to compromise and what you will do if your boss
doesn't offer you a salary you find acceptable.
Don't...
• Include your salary history on your resume. What you did in a job is much more
important than what you were paid.
• Lie about your previous pay rate. Employers can often verify your salary history
through your reference checks.
• Look at How Much Money Your Friends in Other Fields Are Making: You may be
envious of your friends who are earning more money than you are. If they aren't
working in the same field you shouldn't make those comparisons.
• Talk About How Much Money You Need: When you are going through salary
negotiations, don't tell your boss (or future boss) that you need to make more money
because your bills are high, your house was expensive, or your child is starting
college.
DRESSING FOR THE INTERVIEW
Wear clothing that indicates you are ready to go to work today.
Men
Women
SELLING YOURSELF
What to Say
Introduce yourself with a smile and firm handshake. Maintain good eye contact during
conversation.
Demonstrate to the recruiter what you want to and can do for the employer today, based on
employer research. Give two minute commercial.
Answer questions with:
" Yes, for example (accomplishment/result statement)" and
" No, however (accomplishment/result statement)"
Show interest in what the interviewer is saying, by nodding your head and leaning toward
him/her occasionally.
Give positive answers to negative-based questions.
Ask the recruiter prepared questions.
Initiate the next step by asking what the next step is.
Ask for the recruiter’s business card for future contact. Immediately after you leave make
notes of important points of discussion.
Here is an example about how to answer the first question most interviewers ask. “Tell me
about yourself” It also allows the job seeker to share with the interviewer the most important
thing they want to know – “Why should I hire you?”
What to Do
Resume Language
Use action verbs such as “developed,” “managed,” “coordinated,” and “maintained.”
Don’t use “I” to start every sentence.
Do use your own words to explain your experience
Proofread carefully!
Resume Information
Keep your name, phone number and address current.
Include dates of employment in a month/year format (example: 05/02 – 08/02).
Include references. Use a separate sheet if necessary.
Resume Appearance
Use 1” margins on all sides.
Use a standard font that is easy to read.
Use bold font and italics to highlight information.
Make sure to leave some white space in between sections.
Don’t label your resume. The title “Resume” is unnecessary.
Your resume can be longer than 1 page. A good rule of thumb is 1 page for each 10 years of
work history.
COVER LETTERS
Why should I include a cover letter along with my application?
A cover letter can be a helpful tool to highlight your skills. Use a cover letter to show how your
skills are appropriate for the job. A cover letter can also be used as a marketing tool – think of
it as your personal sales brochure! You should use a cover letter anytime you use a resume.
INTERVIEWING
The job interview is your chance to impress the interviewer with your skills and confidence.
These few simple steps can help you prepare.
At the Interview
Arrive on time. Try to be a few minutes early if possible.
Try to relax. Be yourself.
Show self-confidence – make eye contact; answer questions in a clear voice.
Remember to listen.
Think before answering questions. Try to make your answers as clear as possible.
Avoid negative body language – crossing your arms, swinging your foot or leg, slouching,
covering your mouth while speaking.
When given a chance, ask any questions that you have prepared in advance. You can also
follow up on anything that the interviewer tells you during the interview.
3. Over-emphasis on money
6. Late to interview
9. Unwillingness to relocate
12. Inability to express self clearly; poor voice, poor diction, poor grammar
24. Cynical
b) For each of these three items, explain what you are going to
do to improve for your next interview.
4. What skills/qualities was the employer looking for? How could you better present these
skills next time?
5. What further information do you need in order to determine if you would accept an offer?
6. What do you like/dislike about this company? (Consider a graph or other way to rate and
compare the companies with which you have interviewed).
b) For each of these three items, explain what you are going to
do to improve for your next interview.
4. What skills/qualities was the employer looking for? How could you better present
these skills next time?
It is recommended that you allow the employer to bring it up. Otherwise, wait until you have
been offered the position.
YES, YES, YES. Thank you notes are a major factor in securing any position. They should be
sent within 24 hours after an interview and should emphasize what you can contribute to the
organization.
It is absolutely essential to have a written agreement. Written agreements protect both you
and the employer.
An answering machine with a professional sounding message is essential. Employers may not
call back to arrange interviews but they will leave a message.
In person (if possible) and in writing. Write a letter of resignation thanking the employer for
the opportunities that you were given to:
Be honest but do not be critical. Do not burn any bridges. Give 2 weeks notice whenever
possible. Some employers will not want you to remain for the 2-week period. Do not take it
personally. Just move on.
6. If you get bad vibes during the interview, how do you politely decline?
Be honest. The employer will appreciate you not wasting their time. Let them know you do not
think it is a good fit and you appreciated their time.
To do well at the interview you will need to convince the interviewer you are technically
qualified to do the job. You will also need to show that you are sufficiently motivated to get
the job done well and that you will fit in with the company's organizational structure and the
team in which you will work.
You should dress smartly for the interview and should leave home earlier than you need to on
the day of the interview - you may be delayed by traffic or for other reasons. Be courteous to
all employees of the company. At the interview itself you must be positive about yourself and
your abilities - but do not waffle.
Many employers will use your resume as a source of questions during the interview. Review
your resume prior to the interview and be able to develop answers to questions that relate to
your employment and educational experience listed on your resume. Be prepared to discuss
gaps in employment. If called upon, you must be able to demonstrate the skills you stated on
your resume. Focus your answers on the skills and experience that will be most useful to the
position you are interviewing for.
Researching the company you are interviewing with and the position you are pursuing
demonstrates genuine interest and initiative. It will be obvious to the interviewer whether you
did your research or not. Many interviewers will focus questions on finding out how much
preparation you did for the interview.
The Internet
Company brochures and year end statements
The area Chamber of Commerce
Networking – ask friends, relatives, teachers, social and business contacts
You do not need to know everything possible about the company. The information most
helpful for the interviewing process includes knowing the product manufactured or service
offered. You should find out the size of the company and if they have multiple locations. Who
are their competitors? Did they recently merge with another company? What is their sales
volume and is that down or up from previous years?
Your education, training and experience—what you have done, know how to do and can do.
Remember all the skills, abilities and talents you possess that will make you an excellent
employee.
Before you leave home for your interview, check the following:
Do you know the interviewer’s name? If not, get it from the receptionist before the interview.
Do you have all necessary information for the interview? This includes items such as resume
or personal data sheet, names and addresses of references, pen and note pad.
Is there someone you could do a practice interview with? You will benefit from suggestions for
improvement.
Do not forget the most obvious research, simply knowing where you are going BEFORE the
interview. What is the company address? How long should you plan for travel time? Drive by
the company to be sure that you know how to get there and how long it will take. Also,
remember to give yourself an extra 10-15 minutes in case they ask you to complete their job
application.
Consider how the position relates to your talents and goals, such as specialty area and
opportunities for advancement.
Schedule the interview at a time that will not conflict with your working hours. Most
interviewers will understand you not wanting to take off work at your current position to
interview for other jobs.
Find out the name and position of the person you will meet with and get his/ her telephone
number in case an emergency arises.
Be prepared with answers to why you want to work at that particular organization, and how
you would be the best candidate for this position. Understanding the company, their mission
and their environment will help you with these questions.
Dress properly for the interview. Dress slacks, dress shirt, a tie and possibly a sport coat for
men. Women should wear a knee length (or longer) skirt or pants, and blouse. If a skirt is
your choice, be sure to wear nylons. Don’t forget the dress shoes.
The sample interview questions for each interview are based on the knowledges,
skills and abilities required to perform the job. The key knowledges, skills and
abilities from the job description of the job that you're interviewing for.
Review each interview question and notice how small changes in the interview
question will change your answer. Review each interview question to give you the
confidence to answer any interview question that may be asked.
At my last job in ABC & Co I worked closely with several different media agencies,
including some that specialized in new media platforms such as the Internet. I also
gained invaluable experience as a member of the team that established ABC & Co as
a national brand by launching ABC DooDaa nationwide. I feel that I can bring this
expertise to the Media Marketing Co-ordinator role and help XYZ Corp achieve it's
goal of doubling it's customer base every year for the next three years.
I know that your position within this firm speaks for itself. My ideal manager is
someone that fosters excellence, innovation, and success, as well as personal and
professional growth. It's widely recognized that XYZ Corp's strongest asset is its staff
thanks to its strong belief in training and development. For these reasons, this is a
highly desirable role.
10. What is your salary history? Do you expect that pattern to continue?
Answer 1 :(Candidate with good salary increases)
In the four years of my employment at ABC & Co I was very happy with my salary
growth. My most recent increase was a 15% rise after the successful completion of a
year-long project. I feel that the increase reflected my performance and the extra
responsibilities I assumed during the course of the project. I hope XYZ Corp is an
organization that rewards excellent performances in a similar fashion. Is it?
13. How long would it take before you could contribute to this company?
Answer:I'd need to get a better idea of the full responsibilities associated with this
job, along with an idea of the complexities of each.
17. If you were offered this job, what factors will dictate whether you
accept it or not?
Answer:I'm at various stages of the interview process with a number of firms at the
moment. My preferred position will be in a company that offers a challenging
environment, a prospect for promotion, and a rewarding working experience. It's
important to me that I work for a company with bright prospects and strong desire
for success. Obviously XYZ Corp is one of my preferred companies.
18. This is a much bigger company than you've ever worked at. How do you
feel about that?
Answer:I'm very excited. I've worked at three small or medium sized companies
during my career and while there have been different challenges at each, I've always
been successful. I'm looking for a new challenge in a large organization where I can
apply my talents. This position in XYZ Corp certainly matches what I'm looking for
19. This is a much smaller company than you've ever worked at. How do you
feel about that?
Answer:It's great. I've learnt a lot working in a large organization and I'm looking
forward to applying my knowledge and experience in a smaller arena. I'm under no
illusions that the task ahead will be every bit as challenging as my previous role, if
not more so, but it's a challenge that I'd relish.
26. What courses/classes have you taken to stay ahead in your field?
Answer :I attended weekend computer courses at my local district college for three
years. It has changed me from someone who was scared of using a computer into a
very competent computer user. My training has enabled me to gain promotion into a
senior administrative role in my current job.
34. Would you object to attending training seminars in your own time?
Answer :Not at all. I'm looking for a company with an active training program, and
I'm always willing to attain new skills. Other company's I've interviewed with host
training within the working day. Is it XYZ Corp company policy to always hold
training outside of working hours?
45. You've been in the same firm for a number of years. How do you think
you'll adjust to a new one?
Answer :Sample Answer(s) I'm looking forward to the challenge. Even in this day
and age there is a lot of value in staying in the one company for a prolonged period
of time. In my current role I have had an opportunity to work with many people
throughout the company and build great working and personal relationships. In
addition, I had enough time in each area I worked to make a real and lasting
difference.
Also, I'd also like to think the firm's decision to retain my services for so long is
indicative of the esteem in which I'm held. However, it's now time for me to move on
so I can take the skills I've attained at ABC Corp and apply them in a new
environment.
I noticed that XYZ company (the company you are interviewing with) provides in-
house training for employees and I would certainly be interested in taking classes
that would be relevant.
52. You haven't worked for a long time. Are you sure you can handle this
job?
Answer :You may have gaps in your employment due to family responsibilities.
Perhaps you've been a homemaker or a caregiver. You may have retired and then
decided to work again.
Memorize one phrase or short sentence to explain your situation. Then emphasize
the experience you've gained.
55. What did you like most about your previous job?
What did you like least about your previous job?
Answer :An employer can evaluate the type of worker you will be by the items you
choose. Cite specifics. You are also providing clues about the environment you seek.
What you liked most can include a strong teamwork atmosphere, high-level of
creativity, and attainable deadlines. What you liked least should include any
situations you are unlikely to encounter in your new position.
58. Tell me about a time you had to handle multiple responsibilities. How
did you organize the work you needed to do?
Answer :While attending college, I also worked at a law firm. I was successful
because I practiced good time-management skills and I made a to-do list every day.
As I completed each task, I checked it off the list. It is funny how something so
simple can keep you so organized. As a result of my to-do lists, I was able to
visualize my daily progress.
59. Describe a situation in which you found that your results were not up to
your professor's or supervisor's expectations. What happened? What action
did you take?
Answer :Recently I was asked to put together a proposal for a migration of network
systems. Misunderstanding my boss, I thought it was just an informal paper. When I
presented it to him days later, he was upset with the quality since it had to be
presented to our VP. I explained my misunderstanding, apologized, reworked the
paper, and had it back to him with enough time for him to review it before he
presented it successfully at the meeting.
60. What would you do with your life if money was not a concern?
Answer :I am not depending on money to make me happy. What makes me happy
is having a satisfying job that provides challenge and new situations daily.
''I have no set aspirations about money and reward - if I contribute and add value to
the organisation then generally increased reward follows - you get out what you put
in.''
''Long term I want to make the most of my abilities - if possible to build a serious
career, but in this day and age nothing is certain or guaranteed; things can change.
I'll do my best and believe that opportunities will arise which will enable me to keep
contributing, increasing my worth, and developing my ability in a way that benefits
the organisation and me.''
Employers will respond well if they see that you are mature, independent, self-
motivated; that you will make a positive and growing contribution, and that you
understand that reward (financial, promotion, responsibility, etc) will always be
based on the quality and value of your input.
65. Where do you see yourself five (ten or fifteen) years from now?
Answer :Explain your career-advancement goals that are in line with the job for
which you are interviewing. Your interviewer is likely more interested in how he, she
or the company will benefit from you achieving your goals than what you'll get from
it, but it goes hand in hand to a large degree. It's not a good idea to tell your
potential new boss that you'll be going after his or her job, but it's okay to mention
that you'd like to earn a senior or management position.
66. Why did you leave your previous jobs (if any)?
Answer :The interviewer may want to know if you had any problems on your last
job. If you did not have any problems, simply give a reason, such as: relocated away
from job; company went out of business; laid off; temporary job; no possibility of
advancement; wanted a job better suited to your skills.
If you did have problems, be honest. Show that you can accept responsibility and
learn from your mistakes. You should explain any problems you had (or still have)
with an employer, but don't describe that employer in negative terms. Demonstrate
that it was a learning experience that will not affect your future work.
67. What major challenges have you encountered and how did you deal with
them?
Answer :When going to an interview, you should always be prepared to speak about
difficult situations that you have encountered in the past and how you were able to
effectively resolve them. It is good to remember at least three. And remember, the
situation should always reflect an attribute that you think the employer/interviewer
would admire.
Martinez says the best way to handle such a situation would be to go to a supervisor,
explain the situation, and ask for advice. He adds that students who can’t offer a
situation that they handled correctly the first time can explain how they learned from
making mistakes.
“Explain that the next time, this was how you handled it,” he says.
''The culture encouraged people to develop, grow, take responsibility. People were
coached and mentored towards quality and productive effort. All of this helped me a
great deal because I identify with these values, and respond to these opportunities.''
The interviewer is looking for the same capabilities and behaviour in your college (or
university or previous job) life that they want in the job.
Your emphasis should be on your achievements, and how you achieved them, that
are relevant to the job requirements.
Interviewers with special interest in behaviour and personality may also use a
question like this to assess your self-awareness and maturity, in the way you
consider your answer and relate it to your own experience and development.
72. Give me some examples of how you have adapted your own
communicating style to deal with different people and situations.
Answer :Prepare this as one of your strengths, as there's not a single job that won't
benefit from good adaptive communication skills. Give examples of how you've been
detailed and given written confirmation for people who need it. Give examples of
how you verbally enthuse and inspire the people who respond to challenge and
recognition. Think of other examples of adapting your style to suit the recipients.
Give examples when you've had to be task-driven, process driven, people-driven,
and how you change your style accordingly. A chance for you to truly shine.
77. (Follow above question with) - Can you share your mistakes with
others?
Answer :Absolutely I can - I get the guidance I need, and it may help prevent
others from making the same mistake.
79. What personal goals do you have and how are you going about
achieving them?
Answer :Prepare for this - be able to state your personal and career goals - keep
them reasonable, achievable and balanced. Explain how you see the steps to
reaching your aims. An important part of achieving progress is planning how to do it.
Be able to demonstrate that you've thought and planned, but also show that you are
flexible and adaptable, because it's impossible to predict the future - the important
thing is to learn and develop, and take advantage of opportunities as they come
along.
82. How would you react if I told you that your interview, so far, was
terrible?
Answer : He is trying to find out how you react to criticism.
Well, I'd be quite surprised and rather sad. I have put a lot of work into preparing for
this interview and getting this job is very important to me.
May I ask you, what parts of my presentation did you consider were not up to an
acceptable standard? If you could pinpoint these areas to me, maybe I could go over
them again and clear up any misunderstandings that might exist. I'm sure that's
where the problem lies"
84. Which is more important to you, the job itself or your salary?
Answer :A salary commensurate with my experience and skills is important, but it's
only one piece of the package. Many other elements go into making up a
compensation package, but more importantly, it's critical to me to enjoy what I'm
doing, fit into the corporate culture, and feel I'm making a genuine contribution.
The candidates interested in marketing jobs need to have marketing skills, interpersonal skills
and more. They must be able to convince people. Here are some of the questions asked by the
interviewers to analyze the marketing capabilities of a candidate.
Q: Describe yourself.
Q: Tell me about your educational background?
Q: What do you know about the organization?
Q: How do you justify the job?
Q: Why do you want this job?
Q: What do you want to work with this organization?
Q: Where do you see yourself five years down the line?
Q: What are your strengths?
Q: What are your weaknesses?
Q: What is marketing?
Q: What is marketing according to you?
Q: Why marketing?
Q: Sell the product ________ to me.
Q: Describe niche market.
Q: How would you brand yourself?
Q: What are the different stages of a product lifecycle? Give examples of 3 products at different stages.
What is will be their next stage?
Q: What competitive skills do you have?
Q: How will you sell a refrigerator to an Eskimo?
Q: What is the difference between marketing and sales?
Q: What is online marketing?
Q:How would you go about identifying consumer / customer needs and wants?
Q:We are looking for a truly inspiring Marketing and PR Executive, someone who can create a culture of
open communication, trust and respect. What strategies would you implement to achieve this?
Q:Tell us about your experience with focus groups.
What steps would you take to nurture commercial awareness and a sales focus in this customer service
team?
Q:What criteria are you using to evaluate the organizations for which you hope to work.
Q:What two or three things are important to you in your job?
Q:Why should I hire you?
Q:What makes you better than the other people I'm seeing today?
Q:Have you applied to any other areas apart from marketing?
Q:Give me an example of how you convinced someone to do something that they were not too keen on
doing.
Q:What do you realistically believe to be your earning potential?
Q:Tell me about how you persuade people to accept your point-of-view.
Marketing manager interview questions
3. Tell us about a marketing project in which you had to coordinate and manage a diverse
team of people to achieve deliverables?
4. Tell me about a marketing project that you brought in on time and under budget?
6. What factors do you consider the most important when attempting to influence
consumer behavior?
8. Give an example of how you have effectively managed a tight budget to accomplish a
marketing activity?
9. Give an example of how you have effectively used online marketing tools?
10. Can you give me an example of a campaign that did not work out as you had
planned?
11. Give an example of one of your strength/weaknesses and what you learn from your
experience?
12. From learning a little about our company, what would you immediately recommend
to change and why?
13. If you were actually a brand of car what car would you be and why?
14. What has been a particularly demanding goal for you to achieve?
15. Can you think of a situation in which an innovative course of action was needed?
What did you do in this situation?
16. In your present position, what standards have you set for doing a good job? How did
you determine them?
17. Please think about your most significant accomplishment. Now, could you tell me all
about it?
21. How you prepared the budget and plan and how you did against it?
22. How you motivated and influenced others, with specific examples to prove your
claims?
24. Anything else you felt was important to the success of the project?
25. What recognition you received (everybody gets recognition for a job well done)?
26. What does a person taking this job need to do over the next three to six months in
order to be considered successful?
27. What are the two or three things a successful person would need to do to make sure
they achieved the major objective?
28. Is there anything else that needs to be changed, fixed, or improved over the next few
months?