中英文面试辅导材料.doc

Case QuestionsCase questions are most commonly used in consulting interviews, but they can be used in other situations, such as in interviews for marketing positions with consumer goods companies. Simply put, a case interview is the analysis of a business question. Unlike most other interview questions, it is an interactive process. Your interviewer will present you with a business problem and ask you for your opinion. Your job is to ask the interviewer logical questions that will permit you to make a detailed recommendation. The majority of case interviewers dont have a specific answer that you, the candidate, are expected to give. What the interviewer is looking for is a thought process that is at once analytical and creative. Heres a sample case question: 。案例分析案例分析往往在咨询公司的面试中被采用，但是他们也适用于其它情景，比如消费品公司的市场职位的面试。简而言之，一个案例分析就是对一个商业问题的分析。和面试中其它问题不同，它是一个互动的过程。它将通过一例商业问题以及你对其的看法来表现出你的能力。你所要做的就是询问面试官一些有助于你得出一个方案的逻辑问题。大部分案例并没有标准的答案，面试官所看重的是有条理、有创造性的思维过程。下面是一个简单的案例分析：You are advising a credit card company that wants to market a prepaid phone card to its customers. Is this a good idea? 一家信用卡公司准备往市场推出一种给客户预存金额的电话卡，你认为这是否是一个好的想法？You: What is the role of our company? Do we simply market the card or must we create them ourselves? Interviewer: This card will be co-marketed with an outside phone company. We dont need to perform telecommunications functions. 你：我们公司的角色是什么？仅仅由我们一家公司来发行该电话卡还是我们必须自己来发行？面试官：该电话卡需要和一家电信公司合作来发行，我们不需要去提供电信类的服务。You: What are our expenses connected with the card? Interviewer: We must pay 15 cents for every minute we sell. We also have to pay $1.00 as a start-up cost for the card and card systems. 你：发行该卡的费用大概是多少？面试官：对我们而言，电话费将以每分钟15美分计，另外我们还必须为每张卡缴纳1美元给制卡系统。You: What are our marketing expenses? Interviewer: We normally use slips of paper that are attached to the backs of our credit card payment envelopes. We sometimes also send customers a direct mailing - in a separate envelope. Or we can have telemarketers call selected customers. 你：我们市场的费用是多少？面试官：我们往往采取三种市场策略，第一种是在我们的信用卡支付信封背后附上广告小纸条；第二种是直接用单独的信封给我们的客户发送邮件；第三种是从电信部门获取一些客户名单中作电话促销。You: Whats the cost of each of these marketing techniques, and what is their response rate? Interviewer: Telemarketers have a 2 percent response rate, and cost $1.00 per call. Direct mailings cost us 40 cents per mailing and have a 0.50 percent rate of response. Our payment attachments have a 0.25 rate of response, but only cost us 5 cents each.你：每一种市场策略的推广费用大概是多少？以及他们的成功率？面试官：电话推广大概是2%的成功率，每一个电话1美元。直接寄邮件是每份40美分，成功率0.50%。如果是采用信用卡支付信封背后贴广告条的话，成功率为0.25%,但每份只要5美分。You: Im going to assume we will sell one-hour phone cards. That will cost us $9.00 for the minutes and a dollar per card - so each card costs us $10. Interviewer: That sounds reasonable. 你：现在假设我们即将出售一小时的电话卡，这将需要花费我们9美元电话费以及1美元的制卡费用，所以每张卡成本为10美元面试官：这听起来很合理You: And what is our expected revenue on a one-hour phone card? What is the current market rate for a 60-minute phone card? Interviewer: Assume its 50 cents a minute. 你：那么我们预期的一个小时的电话卡的价格是多少？目前市价大概是多少？面试官：估计一分钟50美分You: So if we sell the cards for $30, we have a $20 profit, minus our expenditures on marketing. Interviewer: Whats our cost structure look like? 你：那么如果我们把一小时的电话卡以30美元出售，我们将获得20美元毛利润，再减去市场费用，即纯利润面试官：那我们的收入结构大概是怎样的？You: Okay, lets figure this out. To sell 1,000 cards through telemarketing, we would need to contact 50,000 people. That would cost us $50,000. To use direct mail, we would have to contact 200,000 thousand people, which, at 40 cents per mailing, costs us $80,000. Since the envelope inserts arent very reliable, we will need to contact 800,000 people using that method. But at 5 cents each, it costs only $20,000 to sell 1,000 cards. We make $20 profit on each card. But even at the cheapest promotional vehicle, at $20 profit, we would only break even, because our profits on 1,000 cards would be $20,000. We shouldnt market this card, unless we can further cut our marketing costs or increase the price of the card. If we could slice the cost of the envelope attachments a penny or so, or sell the card for $35, or convince our co-marketer to reduce our costs, it might be worth selling.你：如果采用电话促销方式，每售出1000张卡，我们需要联系50000名客户，这需要支出50000美元；如果采用投递邮件方式，我们需要联系200000客户，支出80000美元；如果采用信封广告条方式，我们需要联系800000客户，支出20000美元，无疑这最后一种方式开销最低。如上面假设，每张卡我们可以得到20美元的毛利，那么1000张卡的利润是20000美元，那么就算我们采用最便宜的开销方式（信封附广告条方式），那么市场开销将会是20000美元，那这样也只能刚好保本。所以我们不应该推出这种电话卡、，除非我们可以进一步降低市场开销，或增加卡的出售价格。如果我们可以把信封附广告条的费用能够降低到每份1美分，或者以35美元的价格出售电话卡，或者说服我们的合作电信部门给我们更低的电话费用，那么该电话卡还是值得推出的。Commonly-asked Questions常见的问题Companies these days look for more than whether youre a witty or especially cool individual when it comes to personality. Among the characteristics highest on their list are teamwork and innovation. They may not ask whether you are a team player, or creative - doesnt mean you shouldnt go ahead and tell them. But then again, a lot of interviewers will ask you outright: tell me why your personal traits will work here.如今的公司所期望的员工不仅仅需要机智和个性，他们最为看重的是团队合作精神和创新性。他们也许不会直接问你是否是一个团队合作者，或者是否有创新的能力这不意味着你不需要直接告诉他们。但是往往很多面试官会直接问你：告诉我为什么我们需要你的优点？1. Why are you applying for this position? Probably the most commonly asked question at job interviews. You need to convince your interviewer that you are enthusiastic about the job. 1，为什么你要应聘这个职位也许这是一个面试中最常见的问题，你需要告诉面试官你对这个职位充满了热情。2. Tell me about a time when you used initiative/Give me an example of when you came up with an innovative solution/Give me an example of a time you exceeded expectations. In this ever-changing world in which we work, employees are supposed to be innovative, to be able to think outside of the box. Questions like these (such as the way the initiative question and exceeded expectations questions are worded) can be used as opportunities to talk about creative faculties - pick an instance when showing initiative meant coming up with an out-of-the-ordinary solution.2，举个例子说明你的积极主动/说明你解决问题的创造性/说明你能够超标准地完成任务。在这个不停变化着的世界中，员工被要求具有创造性跳出思维的俗套去思考问题，比如独创的问题或者额外的一些问题，你所需要做的就是挑选一个事例说明你在遇到问题时所提出的具有变革性的解决方案。3. I see on your resume that you served as chairperson of such-and-such committee. What was that experience like?Along with innovation, employers often look for leadership ability. In general, interviewers are looking for evidence of a willingness to listen, an ability to give feedback, and a firmness when it comes to getting things done. 3，我在你的简历中看到你曾经作过某个协会的主席，可否阐述一下你在其中的经历？如同创造性一样，领导力往往也被公司所看重。面试官希望求职者展现出他们的聆听、反馈以及稳重等素质。4. What would members of your basketball team/business school cohort/ butterfly catching expedition say about you? Tell us about a time you had to deal with a difficult team member. Teamwork is another highly valued trait these days, companies are looking for employees who work well in groups. If your interviewer doesnt bring up teamwork, do it yourself. These questions are similar to the leadership questions - interviewers are looking for both an openness to ideas and a willingness to nudge team members toward a goal. 4，你在篮球队/商学院/捕蝶队的同学如何评价你？举例说明你是如何和一些合不来的团队成员相处的如今团队精神越来越被公司看重，因为他们需要的是能够在一个团队中工作的人。如果面试官没有提到团队精神，你应当自己提起这一点。如同上面领导中所问到的问题一样面试官希望员工展现出他们思维的开放性，以及与团队成员合作的愿望。5. Why did you decide to switch careers/Why did you decide to go back to school/Why did you take time off during college? Be prepared to walk through your resume with your interviewer, especially at companies that like to promote from within. They want to know that youre committed to the industry and will be loyal to their company.5为什么你打算更换工作/为什么你打算返回学校继续读书/为什么你在学校浪费了时间？紧跟着面试官的思维去遍历你的简历，特别是一个公司从内部提拔员工时，他们希望知道你对行业所做出的贡献以及对公司的忠诚度。6. Where do you see yourself in 5 years? You dont necessarily need to say that you want to work for the company forever, but you should express how you think the position to which you are applying will help you grow. 6,你5年内的职业发展是怎样的？你无需说你将会永远为公司工作，但是你需要说明该职位对你的成长有帮助7. So you just graduated. How did you like school?Loved it. Learned so much. And let me tell you a little bit about what types of activities I was involved in.7.作为一个应届生，你喜欢你的大学吗？喜欢，学到很多东西，下面我想简单举几个例子来说明这点8. What lessons did you learn from you last job that you think can be transferred to this position? 8，你觉得从你的上一职位中你学到了什么，让你觉得你可以升迁到你所申请的职位？9. What do you consider your biggest fault?Interviewers love this question, even though it sort of invites dishonesty. Youre supposed to say something like: Im a perfectionist. Or: I tend to work too hard. You may want to prepare a more thoughtful answer, but you should at least anticipate this question. 9，你觉得自己最大的缺点是什么？面试官喜欢问这个问题，即使这可能有引导不诚实的倾向。你可以说“我是一个完美主义者” 或者我有时候是个工作狂。不管怎么样，你最好预见到这个问题，并准备好更好的回答。10. If you could go anywhere for 24 hours, with an unlimited budget where would you go?Sometimes, interviewers will ask off-the-wall questions just to get a better sense of who you are as a person.10.如果在未来的24小时内，你可以随意去任何地方，你打算去哪儿？有时候，面试官会问一些奇怪的问题来进一步了解你。Questions to Ask During Your Summer Internship Interviews暑期实习面试中常见问题* Can you give me an example of my summer responsibilities? Try to make sure the answer you receive is as specific as possible. Particularly if youre new to the industry, you want to ensure that you will perform work that is representative of a full-time associate. 你能否举个例子说明一下我暑期实习的具体工作职责是？尽量确认你所得到的回答是详细而准确的。特别当你面对一个新的行业时，你需要知道你即将开始的工作和一个全职员工的工作并没有什么太大区别。* How many people are typically given permanent job offers? And ask for percentages too. This shows youre interested in opportunities after graduation at the firm, and allows you to plan your strategic options. Some firms, like Goldman Sachs, are known for giving offers to a small proportion of the summer class. You may want to try better odds at another firm. 有多少人在实习结束后留下工作了？比例大概是多少？这个问题表明你对这家公司的热情比较高，而且也可以为你的职业生涯提供更多的参考。有些公司，比如高盛投行，给实习生的机会非常地渺小，那么如果你打算为毕业后工作做打算的话，最好去尝试一下其他公司。* Will I be able to rotate between departments? Again, the more you know about the company, the better you will be able to determine which department interests you most, or whether you want to work at the firm at all. If theres a specific department you want to work in, you should make this known. 我会被要求在部门之间轮岗吗？你对公司的信息了解得越多，你将会越清楚地认识到你究竟对哪个部门感兴趣，以及你是否愿意在这家公司工作。如果你打算在某个部门工作，那最好弄清这些问题。* Do you provide any assistance with relocation? Many firms will help locate, and even subsidize, summer housing. If this makes a difference in whether you take the position, ask. 你们是否会提供宿舍给实习生？许多公司会帮助你安排好住宿，甚至给予一定的资助。如果这个问题对你来说比较重要，最好问清楚。Strategies for Answering Business Case Questions案例分析中应答的策略If youre going into an interview where you might expect a case question (a business question presented to you for your detailed analysis), its important to have a few basic tips down pat. 如果面试中碰到一些案例分析（希望你就一个商业案例提出自己的分析结果），那么下面的一些基本技巧是非常重要的。1. Take notes. As your interviewer presents your case, be sure to take careful notes on the numbers or other facts given. (Always bring a notepad and a pen to a consulting interview.) You dont want to ask your interviewer to later repeat information that has already been given. 1.记笔记当面试官给出案例的时候，请注意做些笔记，特别是数字及其他重要的数据。（在咨询公司的面试中别忘记带笔记本和钢笔）。最好不要叫你的面试官重复一遍他所提供的信息。2. Ask questions. Your interviewer expects you to ask questions - as many intelligent questions as you need to obtain an accurate picture of the relevant facts in the case. Many inexperienced case interviewees make the error of not asking their interviewer any questions, perhaps afraid that they will look ignorant, or not wishing to bother the interviewer. On the contrary - not asking questions is a fatal error in a case interview. If you dont know the first thing about the helicopter market, ask how much it costs to manufacture a rotor. If you need to estimate the demand for a beef-flavored potato snack in Wichita, Kansas, then feel free to ask the population of Wichita and environs. 2询问面试官希望你多问他一些问题有助于你获取与案例相关的有用信息的问题越多越好。许多没有经验的求职者不问面试官问题，也许是担心他们被忽视，或者不想去“打扰”面试官。事实上没有问题是案例分析中最知名的。比如你对直升机市场一无所知，那最好问一下制造一个转子的成本是多少。如果你打算估算一下Wichita,Kansas两地对牛肉味薯片的需求，那么最好问一下这两地的人口大概是多少3. Be prepared to take charge. You will often find that your interviewer will direct your line of questioning to a specific area, but you must always be ready to control the conversation in case the interviewer does not direct your reasoning. If you are unsure, simply ask the interviewer. For instance, if you find the interviewer offering little direction as you move through your initial scooping questions, you may wish to ask, I find the lack of a risk assessment to be a potential showstopper. Might I ask some detailed questions about this? Or you might say, Given what you have told me about the situation, I would like to drill down for further clarity regarding the clients current relationship with its distribution partner. Would that be OK? In this way, you take charge of the line of questioning without stepping on the interviewers role. 3，随时把握主动权 你会发现面试官往往会去误导你的思维，这时候你要牢牢把握住主动权，以免收到误导。如果你有不确定的，那直接问面试官。举个例子，如果你发现面试官并没有给你提供足够多的信息时，你可以询问他“我觉得风险评估还不够细致，你可以告诉我更多的细节吗？”或者你可以问“就我已经获知的信息，我想进一步知道客户与他的分销商当前的关系是怎样的，可以吗？”这样，你就可以随时把握主动权，而不至于进入面试官设立的陷阱。4. Make no assumptions! As a case interviewee, you should never make any assumptions. You should assume the persona of an actual consultant trying to learn about an assignment. It might seem obvious that there is no preexisting work plan (because if there was, why would this be a case interview?) but you should ask. You should also ask if the company has encountered a similar problem, or what other companies in the field have done when faced by similar problems. Your interviewer may not release that information but will be impressed that you asked these sensible questions. Some good basic professional questions to ask, which apply to most cases: Who hired us? How long will these engagements last? Is there a work plan? Has the company faced this problem (or opportunity) before? If so, how did it react? What was the outcome? What have other companies facing this situation done? Has the firm already done any research into the issue? If so, what were its findings?4，少做假设在做案例分析时，永远不要做任何假设。你只能把自己假定成正在分析一个新的任务的咨询顾问。显然这里没有什么以前的方案可以照搬（如果有，那这还能算是案例分析吗？），但是你得询问这一点，你可以问如果这家公司碰到一个类似的问题，或者同行业的其他公司碰到这类问题会怎么做。面试官往往不会告诉你答案，但是却会对你的热情留下深刻的印象。下面是一些适用于大部分案例的出色的专业的问题： 谁雇佣我们？ 这些合约的有效期？ 有没有工作计划？ 以前该公司是否碰到过类似的问题？ 如果碰到过，是如何解决的？ 投入是多少？ 其他公司碰到类似问题如何解决？ 这家公司是否就这个案例做过研究？ 如果做过，它有什么发现？5. Maintain eye contact. Always maintain direct eye contact during the case interview. Eye contact is critical when answering case questions - it demonstrates confidence and authority. Remember that in consulting you may find yourself in front of 20 executives at a major corporation presenting a strategy you were briefed on only a half-hour ago. And then you have to answer questions! So you can see why business case interviewing is so important to consulting - it is a direct parallel to the environment consultants must face every day.5，保持目光直视面试在案例分析中保持直视，特别是在回答问题时眼神要直视面试关这体现你的信心和权威。要知道咨询顾问在一家很大的公司里往往要面向20个以上的执行官作一个策略的讲演（这可能只是你半个小时前才准备的）。然后你将要回答他们的问题！所以你可以知道为什么案例分析对咨询而言如此重要他直接与顾问每天的工作环境相关。Finance Interview Questions金融面试中的问题With Wall Street salaries skyrocketing, investment-banking jobs are as hot as ever. This means its especially important to be prepared for banking and finance interviews. These finance interview questions should help. For more questions and interview advice, read the V Guide to Finance Interviews. 如同华尔街的薪资一般，投行的工作也是炙手可热。这说明准备投行的面试尤其重要。下面的一些典型的金融问题也许会对你有用。你可以去V Guide 查找更多的问题和面试的建议。1. How would you value a company youre considering buying?One of the most common questions Wall Street interviewers ask. (Other variations of this question are: how would you value a stock you were considering buying, taking public, etc.) Wall Streeters use this question to separate the finance jocks from the neophytes. Heres a basic answer that should impress your interviewer: 1.在兼并一家公司之前你如何对其估价？One answer to this question is to discount the companys projected cash flows by a risk-adjusted discount rate. After projecting the first five or 10 years, you add in a Terminal Value, which represents the present value of all the future cash flows that are too far into the future to project. You can calculate the Terminal Value in one of two ways: (1) you take the earnings of the last year you projected, say year 10, and multiply it by some market multiple like 20 times earnings, and thats the terminal value; or (2) you take the last year, say year 10, and assume some constant growth rate after that, perhaps 10%. The present value of this growing stream of payments after year 10 is the Terminal Value. 华尔街的投资者常问的一个问题（其他版本：你购买一支股票之前如何对其估价？等），他们通过这个问题来把老手和新手区分开来，下面是一些基本的回答：一种回答是通过“风险调整折现率”来计算一个公司的现金流。在计算了未来5年或10年的现金流后，加入一个“终值”，一般有两种方法：（1）把去年的利润乘以20得到终值；（2）把去年的利润，结合一个假设的年增加率，比如10%，来计算等到终值。Note: To figure out what discount rate you would use to discount the companys cash flows, tell your interviewer you would use the Capital Asset Pricing Model (or CAP-M). (In a nutshell, CAPM says that the proper discount rate to use is the risk-free interest rate adjusted upwards to reflect this particular companys market risk or beta.) 注意：在解释你如何用风险调整折现率来计算公司现金流的过程中，告诉面试关，你将采用“CAP-M” 模型。CAPM模型指出运用风险调整折现率计算现金流所反映出一些市场的风险等。Finally, you should also mention other methods of valuing a company, including looking at comparables,- that is, how other similar companies were valued recently as a multiple of their sales, net income, or some other measure. 最后，你应该提到其他对公司估值的方法，包括比较法，同类型的公司是如何被评估的，以及其他方法。2. Walk me through the major line items on a Cash Flow statement.2描述一下现金流曲线A question to test your accounting skills. The answer: First the Beginning Cash Balance, then Cash from Operations, then Cash from Investing Activities, then Cash from Financing Acti