Question: Assignment 8 OBTAINING COMMITMENT IN THE JOB INTERVIEW Assume you are interviewing for a sales position with a firm that you are really interested in.

Assignment 8 OBTAINING COMMITMENT IN THE JOB INTERVIEW

Assume you are interviewing for a sales position with a firm that you are really interested in. You have just spent 25 minutes with the sales manager talking about your needs, skills, and attributes. Only a few minutes remain before the manager will begin interviewing the next candidate. You know that the next step for all good job candidates is a visit to the regional office and an interview with the regional manager.

You now need to obtain commitment. What is your goal (i.e., what exactly will you attempt to get the manager to agree to do?)

Given your answer to #1, outline exactly what you would say using each of the following methods.

Direct request method:

Benefit Summary Method:

Balance Sheet Method:

Probing Method:

Alternative Choice:

If this were a real interview situation, which method would you recommend using? Why?

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