网申开放性问题原题及回答open question示例

OPEN QUESTIONS开放性问题回答大合集

OPEN QUESTIONS的目的是让recruiter更好的了解candidate,

所以大家要认真对待。

回答OQs的最重要的原则是be honest，

千万不能为了追求所谓的“丰功伟绩”而编造自己没有的经历。

做OQs, 就是要从做过的事情中发掘自己的潜质。

第一部分四大OPEN QUESTIONS情况简介

1，KPMG

KPMG的网站是四大里面做得最好的，内容丰富，有中文版，网速飞快。KPMG网申的开放式问题有代表性，建议大家认真写。写完一次之后，再申请后面三家就方便了

1）Please give a brief summary of your current recreational and leisure activities, including sports and hobbies. （热身问题）

2）What clubs and societies are you a member of and in what capacity? （团队合作经历的引子）

3）What factors have influenced your career choice? （重要问题，答案最好跟申请的工作有关）

4）Outline your career ambitions and objectives. （重要问题，“N年内做经理+ 我的CICPA考试计划”）

5）Describe your greatest success or a situation where you exceeded your own expectations. （看性格）

2，PwC

1) Why are you applying for this position? （工作性质，职业生涯目标，公司声望等）

2) Please explain how your personal qualities, skills, knowledge and working experience will help you to be successful in the position for which you are applying. （关键问题，见“准备篇”）

3) What community or students? clubs do you belong to and t o what extent are you involved?

4) Any additional information? （把KPMG其余的答案写上去吧：）

3，EY

1）Please describe your career objective and what you have done to date to achieve it. (Maximum 100 English words)

2）Please include any other information which you may consider relevant to your application. (Maximum 100 English words)

有了前两家的经验，会写了吧。

4，DTT

DTT的网申是无OPEN Q的，页数也特别少，只有两页。但DTT的网站速度比

较慢，所以如果宿舍的教育网不好用，大家就去办个ADSL吧，在找工的过程中很有用。

第二部分KPMG open questions解答示例

1、Please give a brief summary of your current recreational and leisure activities, including sports and hobbies.

My hobbies and interests are as follows:

1,Reading:I stay hunger for knowledge.I like reading BusinessWeek,The New York Times and so on;

2,Dancing:I am full of passion and really enjoy Lunba;

3:Writting: I built up my Blog and kept my daily writting;

4,Sport: I am good at basketball and I participate in School Team as a key player.

2、What clubs and societies are you a member of and in what capacity?

Microsoft Technology Club Founder and Vice President Mar 2006-Mar 2007

-The largest local student-run organization registered in Microsoft

-Operated as liaison between local chapter and national headquarters

-Maintained daily operations while organizing weekly chapter events

3、What factors have influenced your career choice?

On the one hand, all the qualifications I have cultivated on campus, such as outstanding English ability, demonstrated leadership and collaboration potential, excellent interpersonal skill are the essential points to meet the need of the job.

On the other hand, arising from my interests to choose the functional job I like, I am sure I would play my talents and capacity as much as possible. Meanwhile, KPMG definitely will offer me a good training class and career cultivation to transform my potential to be professional.

Though I am not professional, I have the enthusiasm and potentiality to be evolved in KPMG to cultivate myself to be a qualified staff.After the long-term efforts and study,

I can be a considerable manager striving for the prosperity of the company.

4、Outline your career ambitions and objectives.

My short-term career objective is to be involved in a dynamic and fast growing company, which provides me with a great opportunity to permanently grow as much as possible through the challenging work.

Meanwhile, my long-term objective is continuously to be familiar with my job and grow with the development of the company. After the long-term efforts and study, I want to be a qualified professional, who can be a considerable manager striving for the prosperity of the company.

5、Describe your greatest success or a situation where you exceeded your own expectations.

同P&G八问成就力问题，请参见第四部分

第三部分PWC open questions 回答示例

1) Why are you applying for this position?

1点写会计领域的忠诚度

2点写PWC在会计领域里面哪方面最好，有突出贡献，

3点写有个师姐在里面，听到很多奇闻异事，有兴趣

4点写自己曾经过过一些会计数据方面知识，加深了对于PWC了解

例一

PwC is one of the leading global professional service firm with good reputation.

I wish I could implement my acquired knowledge to the firm and continue expansion and growth with PwC. The chances to access to different industies attracts me too,In my opinion,it could bring me a brand new sight and make me grow and succeed in the career path.

The audit and assurance services aims enhance the degree of confidence of the intended users,It not only beneficial to the shareholder,but also the whole organization and the society.The job fits my qualification,therefore, I apply the audit and assurance services in PwC and willing to be a valuable asset.

例二As it is universally accepted that accounting is the only language in commercial world, I suppose that it would be easier for me to grow to a professional manager from a fresh graduate and to be close to the core of the commercial world if I choose accountant as my first profession. After all, accounting is the common value of industries, government, and individuals in modern society.

Assurance is the longest established business in PwC and is also dynamic and fast growing, It will truly provide me with a great opportunity to work with a dynamic group of well-trained professionals and I am so eager to develop my talents and knowledge into this area.

2) Please explain how your personal qualities, skills, knowledge and working experience will help you to be successful in the position for which you are applying （这个是关键问题！！所以多给大家几个例子）. ( via: https://www.wendangku.net/doc/43282896.html, )

例一

There?re 3 things in my life I excelled: English learning; badminton; painting.

So I think it?s fair to say I?ve got everything you can expect from a English learner (assiduity, brightness, communication skill, ability and eagerness to learn), from an athlete (tough, competitive nature, ability to deal with pressure and to use strategy, reasoning and analyzing skill, strong connection with teammates) and from an artist (creativity, open mind and enthusiasm).

More than that, all the experiences have helped shaping my way of doing things which successfully applied on other activities I involved later in my life: Japanese learning; tennis; webmaster; being the chief editor of my school monthly newsletter and of cause, doing well in my major courses.

I ca n?t wait to apply all them on the job! I believe it?ll work.

例二

First,my academic background and professional qualifications are a good fit for this position.

International audit is my major while my outstanding grade is with the 5% ranking in department. I have passed 11 papers of ACCA without fail and CPA is in progress.A good command of both written and spoken English prepare me a qualified candidate. Second, I am a good team player and have great interpersonal skills. I work well under pressure. When there is a deadline, I can focus on the task at hand and structure

my work schedule. and I am also an excellent communicator, People trust me and come to me for advice.

Third,I participate actively in social activities and internship in accountant offices,trying to seize every opportunities to exercise my leadership and professional skills.Awareness of self-improvement is always in my mind..

例三

Outstanding English Ability

Being able to effectively communicate with people and motivate them

Being capable of solving problems with spirit of innovation

Believing in and embracing diversity and result oriented

Durance and energetic, willing to leran and cooperate with others.

Strong ability of learning and quick response

例四

On the one hand, all the qualifications I have cultivated on campus, such as outstanding English ability, demonstrated leadership and collaboration potential, excellent interpersonal skill are the essential points to meet the need of the job.

On the other hand, arising from my interests to choose the functional job I like, I am sure I would play my talents and capacity as much as possible. Meanwhile, Pwc definitely will offer me a good training class and career cultivation to transform my potential to be professional.

Even if I am not the most excellent candidate，but I suppose that I am the most proper candidate.

3) What community or students? clubs do you belong to and to what extent are you involved? 同KPMG一问

·I was the team leader of the school badminton team and won 3 championships of Chongqing collage badminton competition (both team and individual titles).

·I was a member of the Student Union propaganda section in my freshman year.

·I am a member of the University Animal Right Activist Group.

4) Any additional information? （把KPMG其余的答案写上去吧：）

例一

I am energic and innovative and develop myself in various aspects.I love sport and art,which give me a quality and balanced life.

In my spare time,I like play tennis with my classmates, we co-operate to build a coherent team and compete with rivals under the rules.

Drawing is my favorite past-time activity,with its accompaniment,my life becomes colorful and I recognize lots of friends,and throught my effort I got honors and prizes in national contests.

I acquired the driving licence(C)which beyond my expectio n.before that I didin?t even touch the steering wheel.but I have the determination and the faith to overcome all difficulties.

例二

·I have co-held art exhibitions with young artist from Japan, Britain and the USA.

·I am a member of the biggest voluntary TV series subtitling working group in China(YDY),and have participated the translation of hot shows like “House MD”,

“Eureka” and “CSI”

·I have scheduled my BEC advanced test, TOEIL, IELTS and Japanese Ability Test all at the year 2007, which may seem a littl e rush and intense. That?s because I never stop learning all these years and I want those tests to give me a big credit at the end of my collage time. (If I?m lucky enough to survive all the application process you could see the result.)

·I was nominated to be an exchange student to the USA at my sophomore and also junior year, but both times failed in the final round of selection. That has taught me more than a lesson.

·I am the class clown.

第四部分宝洁OPEN QUESTIONS经典的八个问题

1,Describe an instance where you set your sights on a high/demanding goal and saw it though completion.请你举一个具体的例子，说明你是如何设定一个目标然后达到它的。

Situation: As a Campus Intern Manager of the Guangzhou Haobo Science Ltd. , which was one of the top 5 Korea LG franchisers in Guangzhou Pacific Computer Town，I had to initiate marketing strategy to exploit the huge potential computer market in the College Town．(October 1, 2004- May 1, 2007)

The demanding goal：In spite of intense competition among the PC companies，I had to make our business be profitable ．

Actions I took with a team：

1.Recruited many freshmen as part-timers via distributing leaflets，and set up a PC agent team called“E-mart”involving 85 members；

2.Trained our team members with business sense of PC industry，selling skills and promotion skills，which I obtained from my part-time experience；

3.Cultivated our team culture such as “Five-heart standard service”，including Patience，Caring，Passion，Perseverance and Attention，which were the important characters in sales；

4.Led our team members to promote IT products through oral persuasion，attractive advertising and exquisite leaflets．

Result and learning：We build up the core competence of E-mart and achieved RMB 500，000 in sales per year．Moreover，E-mart became a trust mark in the College Town．I developed the sense of Brand Management as well．

２、Summarize a situation where you took the initiative to get others on an important task or issue, and played a leading role to achieve the results you wanted.请举例说明你在一项团队活动中如何采取主动性，并且起到领导者的作用，最终获得你所希望的结果。

Situation：As a league branch secretary in my sophomore year，I led our league branch to win a title “Red Flag League Branch of Sun Yet-sen University”．What?s more，I was awarded “Excellent Student Leader”selected out of 185 candidates．That was regarded as my most honorable act in university．(September 1, 2005- September 1, 2006)

Target: to design a feature activity which was regarded as our brand activity.

Actions I took:

In charge of our feature activity “Bicycle Trip around the College Town”，I had to deal with the pressure from study，my classmates? disinterest to join in，and my role as the leader of the whole activity．Planning and operating were really important．First，in order to organize a performance team and make it operate effectively，I observed everyone in our class and then distributed the appropriate work to him or her．Second，since each member was busy with study，the trip schedule should be reasonable and periodic．All team members cooperated well due to the low frequency and short time of the preparation．Third，I motivated our team members to come up with creative ideas，which would make our Bicycle Trip more attractive．

Result and learning：I emphasized the value of time and motivated our team members to act with team-spirit．Finally，our performance was very successful and our classmates satisfied with the trip．Furthermore，“Bicycle Trip around the College Town”became the brand activity of our class！That was my most honorable thing in university！

３、Describe a situation where you had seek out relevant information, define key issues, and decide on which steps to take to get the desired results.请你描述一种情形，在这种情形中你必须去寻找相关的信息，发现关键的问题并且自己决定依照一些步骤来获得期望的结果。

Situation: As a summer intern in marketing department of Guangdong Development Bank，I assisted our account manager to exploit the POS Machine market. (July 10th, 2006-October 31th, 2006 )

The difficulty and the decision I had to make：At the beginning，it was inefficient for me to do a face-to face persuasion due to a lot of time spent on traffic. I only cultivated 5 clients in the first 10 days．That difficult condition tested me both mentally and physically，and I was forced to make a decision-changed the face-to-face persuasion to the telephone-marketing，which didn?t take me a lot of time on traffic and also saved the carfare cost．

How I arrived the decision：

However，our account manager questioned my decision at first．In order to prove that my decision was workable，I analyzed the weakness and strengths between face-to-face and tel-marketing．In addition，I persuaded our manager to attempt the new method and he agreed．

1.Listed our target clients：the owners of beauty salon，eyeglasses shop，fashion shop，etc．

2.Collected their phone numbers via their billboard and yellow pages on web；

3.Persuaded the clients to install POS Machine by ringing them up．

Result and learning：My decision was workable and I had cultivated 32 clients successfully．That experience helped me improve my analyzing skills and executive capability．

４、Describe an instance where you made effective use of facts to secure the agreement of others.请你举例说明你是怎样通过事实来使他人达成一致的。Situation: As a project intern in HR department of Motorola China，I was involved in a team to assist our account manager to visit MOTO brand shops in Guangzhou and do an investigation as well. (October 10th, 2006-December 31th, 2006 )

The target: to know the working efficiency about the mobile phone sellers

The different points of views and how I acted：

At the beginning，it was inefficient for us to do a face-to face talk for the reason that the sellers responded so indifferently and busy with their work. We only finished 12 questionnaires in the first 2 days．That difficult condition tested our team members both mentally and physically，and I was forced to come up with an idea——-changed our role to be consumers，which may attract the sellers and could experience their real services which contributed to our investigation.

How I arrived the decision:

However，other members as well as our account manager questioned my idea at first．In order to prove that my advice was workable，I analyzed the weakness and strengths between face-to-face and tel-marketing．In addition，I persuaded our manager to attempt the new method and he agreed．Besides, I promoted my ideas in our team.

Result and learning：My idea was workable and our team had finished 126 questionnaires successfully．That experience helped me improve my analyzing skills and executive capability．

５、Give an example of how you worked effectively with people to accomplish an important result.请你举例说明在完成一项重要的任务时，你是怎样和他人进行有效的合作的。

Situation：Every year when the new semester comes, a ceremonious welcoming party is held in our college. As a league branch secretary in my sophomore year and also the leader of this activity，I was authorized to design a feature show which can describe our daily life in campus.(September 15th,2006) ( via: https://www.wendangku.net/doc/43282896.html, )

How I performed :

Design-I cooperated with my colleagues to figure out the climax of the performance, the musical accompaniment and the whole arrangement of process.

Rehearsal-I worked together with those who were in charge of the lighting, music and scenes to create perfect artistic effect.

On stage: I reminded my fellows with gestures and eyes contact. In addition, we coped with an emergency coherently.

Result and learning: Our team was praised highly and I was practiced to drive different people, who have diverging opinions to proceed together to the same goal. ６、Describe a creative/innovative idea that you produced which led to a significant contribution to the success of an activity or project.请你举例说明你的一项有创意的建议曾经对一项计划的成功起到重要的作用。

1,At the very first beginning of my Career Development Training Lectures, I was criticized by some of my audients that my lecture was lack of demonstration and interaction．I felt so upset at first and came to realize that there must be something should be done to make my speeches attractive.

2,When I taught the part of “How to success in an interview？”, I invited the audients to play the roles of interviewees and interviewers．After the performance，I commented on their advantages and disadvantages in their act drolly，only to make the audients burst into laughs and meanwhile easily understood the reason why they

failed in interviews．

3,In order to improve demonstration during my lectures，I always showed some interesting pictures which helped the audients understand that confidence，eye-contact，good posture and clear communication were essential in a successful interview．During these times，more and more students came to my lectures and highly praised me．

Another case：

Situation: I took part in Guangzhou Haobo Science Ltd as a part-time seller．Traditionally，our customers with different characters were treated in the same way，which was unreasonable in sales．Thereby，we sellers failed in promotion sometimes．(October 1, 2004)

The most creative idea：However，I was longing to explore a new method and was attracted by an idea that I could use 4 figures in《Record of a journey to the west》to represent 4 kinds of customers with different characters．According to the customers? behavior I sorted out 4 kinds of customers and also offered the different ways to persuade them to consume ，as follows：

Customers—-Character——How to persuade him or her to buy PC

The monkey king——aggressive——Use your mind to reform him or her

The pig monk——lively——Use your words to lead him or her

The sha monk——frank——-Use your heart to serve him or her

The tang monk——-wise——-Use your passion to urge him or her

Result and learning: My ideas was recommended in the company and I got the praise from my boss．What …s more，I learned how to consider one thing in another different side．

７、Provide an example of how you assessed a situation and achieved good results by focusing on the most important priorities.请你举例说明你怎样对你所在的环境进行一个评估，并且将注意力集中在最重要的事情上以便获得你所期望的结果。Tough situation：

As a vice president of Microsoft Technology Club in my sophomore year，I was asked by our president to fire out one club member who performed negatively and demonstrate neither integrity nor loyalty. In front of disclosing the information to other members, I felt terribly uncomfortable for the reason that it may really beat the morale of our team. (May 1, 2006- May 1, 2007)

Reaction:

1,I didn?t disclose the primary information. Without any hesitation，I communicated with our president and emphasized the bad influence if we did it. Besides, I initiated another solution that we should identified what happened firstly and gave that member one more opportunity to contribute his talent to our club. Finally，our president agreed.

2，On the other hand，I talked with that member and played as an excellent listener，only to find that his oversea education schedule make him be negative and distracted his passion. In order to come to a mutual-win situation，I persuaded him to retreat from our team and he consented.

3，Lastly，I organized a interesting conference and issued the news about the retreat.

What?s more，all the team members sang a song for him and made him a sincere wish. He felt so moved that he apologized for his faults.

Mutual-win result：

Effective communication prevented a disaster and the morale of our team remained active.

８、Provide an example of how you acquired technical skills and converted them to practical application.请你举例说明你是怎么样学习一门技术并且将他应用到实际工作中的。

Situation: Germany TÜV Rheinland Corporation provided Instrument Testing Service for clients. As a summer intern in sales department of Germany TÜV Rheinland Greater China，I assisted our manager to expand the potential market. (July 2nd, 2007-September 1st, 2007)

The difficulty and the actions I had to take：At the very beginning，it was inefficient for me to do a cold-call for the reason that the receptionists were so coldhearted that I failed in getting through him/her to talk to the key person who could make a purchasing decision. That difficult condition tested me both mentally and physically，and I was forced to acquire other skills.

The technical skills: I surfed the internet to search the new solution to succeed in cold-call and lastly found a lot of useful methods. For example, I was taught to speak English to get through the receptionists who dared not to be indifferent in front of a foreign call. Needless to say, it was really workable when I put what I had learnt into practices.

Result: I had cultivated 20 clients successfully．

祝大家求职顺利！

著名外企open question总结

著名外企open question总结 Cadbury 吉百利 1. What do you consider to be your most impressive success? 你认为给你最深刻印象的成功是什么？Tips： Why & how do you achieve your success, not what? 提示：虽然问题是在问成功是什么。但HR真正希望你能告诉他的是你是怎样获得成功的，过程是什么？至于你的成功是什么HR并不关心。 2． What is the most innovative idea you have implemented? 你实施的最有创意的想法是什么？Tips： Problems encountered & how you solve the problems creatively? 提示：你要告诉他问题的出现和你是怎么用你的创意想法解决这个问题的。 Unilever: 联合利华 1． What is your most difficult persuasion?你最难的一次劝说人的经历是什么？ Tip：(1) What is it difficult for you? 你需要表现出困难的艰巨 (2) How well have I persuaded? Tactics (策略) (3) What difficulties have you overcome? Result-driven 提示：你的回答应该包含以下三个方面： (1) 对你来说困难是什么？(2) 你是用什么策略说服别人的(3) 你克服了什么困难，结果如何（第一条是最容易被求职者忽略的，在回答第一点时你尽量要用你的嘴和你的表情表现出困难的艰巨，这样才能让HR看到你的能力） L’ OREAL:欧莱雅 1．At this point of your life, what do you think it is the most useful thing you have learned? 在你的生活中，你认为你学到的最有用的东西是什么？ Tips：Don’t talk about your school-learning. Learning through practical experience. 提示：千万不要谈论关于你在学校所学习的东西，而是要说你在多次实践中学到的东西。欧莱雅是卖化妆品的，它关心的是你怎么去拓展市场，他当然希望听到的是从实践中学习到了最有用的东西。 LOREAL

交银施罗德校园招聘网申开放性试题.doc

交银施罗德校园招聘网申开放性试题 交银施罗德基金管理有限公司最吸引你的是什么?(200字以内)*2.你认为职业成功最重要的5个因素是什么?并请按照你认为的重要程度进行排序。(200字以内)*3.为什么选择申请这个职位?你的竞争优势是什么?(请应聘债券研究员、宏观研究员、产品设计员、法务助理岗位的同学用英文作答)1 D7 ` M- b }5 R- `/ A*4.你在大学期间遇到最有挑战的事是什么?你是如何解决的? 交银施罗德基金管理有限公司最吸引你的是什么?(200字以内)*2.你认为职业成功最重要的5个因素是什么?并请按照你认为的重要程度进行排序。(200字以内)*3.为什么选择申请这个职位?你的竞争优势是什么?(请应聘债券研究员、宏观研究员、产品设计员、法务助理岗位的同学用英文作答)1 D7 ` M- b }5 R- `/ A*4.你在大学期间遇到最有挑战的事是什么?你是如何解决的? 交银施罗德基金管理有限公司最吸引你的是什么?(200字以内)*2.你认为职业成功最重要的5个因素是什么?并请按照你认为的重要程度进行排序。(200字以内)*3.为什么选择申请这个职位?你的竞争优势是什么?(请应聘债券研究员、宏观研究员、产品设计员、法务助理岗位的同学用英文作答)1 D7 ` M- b }5 R- `/ A*4.你在大学期间遇到最有挑战的事是什么?你是如何解决的? 交银施罗德基金管理有限公司最吸引你的是什么?(200字以内)*2.你认为职业成功最重要的5个因素是什么?并请按照你认为的重要程

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I, AtJwancet) 5计副粤讥 1" Corre&pand tOu i wtht required cre^dencinb PYourwif 1 Online STrale^y: 1. Customug yaur when agpLyii 叫 for d 仆!eFeri Strat^y:=卜 Fifid yOur unrquD and appl* 5电 How wauld ottie rs describe y(Hi? 1网申分类问Know boLhi ycurself and your Lariet ctMnpanv nulch * --- ---- ---- - - 坯h 冃viM questions --STAR ^CMCef ptflrlrtine Pfl rifloal —wHo ar^yau 馆古II# SISC (西门子国际学生圈) 1. What's your motivation for app lyi ng for SISC? 2. How do you think a friend or pro fessor who knows you well would describe you? (1500 letters) 3. How would you describe the ideal job for you follow ing graduati on? (1500 letters) 4. What are your long range and short range career goals and objectives? When and why did you establish them and how are you preparing yourself to achieve them? 5. Tell me a challe nge you had in your work/study life. How did you overcome those difficulties and achieve the goal. (1500 letters) 6. In teracti ng with others can be challe nge at times. Have you ever had any difficulty getti ng along with some one at school? Tell me about a sp ecific situati on in which this happened. How did you han dle it? (1500 letters) 网申思路图 W biftt is on 用ne appik- attor? Common Per&qndL Info; Format and Strategies UtKover the- Cover LMt 出 、 Online Application and Open Ques-tions Strategy- 1: G?t familiar with Lh? t?rmi oft 总fl ui?d in job applkut km 弓一 StraLciy ￡: Carcf'ully choose vertB cfl dfCMnstrAt# 鼻日uf F?!(Kr1encc Strategy 蓟 Deunbt Scrateyy 4； Know the Oo'% 、PonF Open Your rtfnd to Open i ■險 4 R p nwipM whw

pwc 四大OPEN QUESTION!!!

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为什么选择投资银行业 在今天的金融市场上，投资银行业已成为必不可少的关键环节，选择投资银行业能够更加深入的了解资金融通的各个环节，把自己的知识和实际联系起来，能够学以致用，找到自己的价值。 网申思路图 SISC (西门子国际学生圈) 1. What's your motivation for applying for SISC? 2. How do you think a friend or professor who knows you well would describe you? (1500 letters) 3. How would you describe the ideal job for you following graduation? (1500 letters) 4. What are your long range and short range career goals and objectives? When and why did you establish them and how are you preparing yourself to achieve them? 5. Tell me a challenge you had in your work/study life. How did you overcome those difficulties and achieve the goal. (1500 letters) 6. Interacting with others can be challenge at times. Have you ever had any difficulty getting along with someone at school? Tell me about a specific situation in which this happened. How did you handle it? (1500 letters)

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open question怎样回答

Open question的关键一：你是谁？ Open Question除了以上那些基本功能外，其实它最大的核心价值，还是让公司通过你的答案，来看出“你是个什么样的人？”。因为open question前的那些填写内容，基本都是硬件条件；仅仅通过硬件条件，公司是无法全面判断一个人的特点的，特别是那些未来工作中的“软性技能（另一个时髦的词叫情商）”和思考能力。所以Open Question是对你的“自我认识”的巨大考验。你是什么样的人？你的特质是什么？你处理问题的方式是什么？这都是你需要回答的。 让我们来看一些open question： 1. 请全面地分析环境保护所面临的挑战及其未来的发展趋势（考察：知识面、逻辑思维能力和分析的完整性，为了应对将来工作的复杂程度） 2. 请你举1个例子说明你是怎样通过事实来使他人达成一致的。(考察：teamwork、persuasion、empathy等能力) 3. Describe a time, other than exams, when you have had to work under significant pressure to achieve a task or goal. Describe the situation, what made it `high pressure`, what you did, and the result. （考察：抗压能力、目标导向result-oriented、decision-making 的勇气和能力） 4. Describe a time when you made a significant contribution to achieving a team goal. Describe your role, what you did, the outcome and why your contribution was significant. （考察：团队合作、领导能力、个人团队特长等） 大家可以自己再去分析一些open question，你可以理解公司希望通过你的回答，判断你的思考能力、软性技能，甚至价值观。那些公司很看重的特质包括（以GE “4E、1P”为例）：? 热情Passion ? 精力Energy ? 鼓舞Energize ? 执行Execution ? 决断Edge Open question关键二：你能沟通吗？ 其实，这一条应该放在部分内，但是我们拿出来单列的最主要原因是：公司还特别看重你在写作过程中的沟通能力。“你能清晰地表达你的看法吗？”大家以后在公司工作就会知道，沟通的有效性甚至比有没有看法更重要。一个open question就是一个机会让别人看到你能否

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This section has been designed to help us evaluate you as an individual and differentiate you from other candidates. Your answer should not be more than 1000 character space includes letters, space and punctuation. (*Please do not provide a real company name or individual name, and do not provide confidential information) *1. PwC aims to maintain high standards of professionalism. Please describe a situation when you were engaged in a task where you took a different approach or had a different opinion from others. Please share how this contributed to the team’s success. I am a team player when I was in low grade but I usually led the team in my senior years when I accumulate enough experiences. I am a minister of Career development Society which support university office and plan many projects every year. I’ d like to share an experience of disagreement when we hold a mock interview competition recently to provide students with internships opportunities. The companies invited prefer senior students for the positions. Nevertheless, I can imagine that our target candidates will be low-grade students as they have more free time. My teammates suggested that we should stick to what firm preferred and removed the candidates in low-grade but I preferred to talk about the real situations in the university and decreases the expectation of Human Resource recruitment of the firms. After several times of communication in the group and with the firms, we reach a consolidation that we should in one hand improve the competency of the participants particularly the low-grade students and in the other hand suggest the firm to provide appropriate internships to the winners according to their strengths. And the competition is very popular at that time among the students and through this experience, my communication skill and leadership quality are boosted and I am better at coping with complicated situations. 源自网络 I would like to share you the task my professor assigned to me in the last semester. It was acase about a coffee shop. We were required to make a presentation in the class. At that time, I was in conflict with another member over the presentation’s topic. I preferred to talk about this particular coffee shop, while someone wanted to learn about the whole industry. Then I made some investigations in private to let other students to choose between the two topics. After considering the results of the investigations, we decided to combine the two topics in our presentation. Finally we had a good presentation. This experience taught me that when you had a different opinion from others, the best way was to communicate actively. *2. Please describe a challenge you have faced and how you coped with it. It can be work related or during your study in school, or even in your personal life you want to share. If you provide work related experience, please only provide general information and do not provide confidential information such as the names of the clients or parties involved or specific details of the transaction (e.g. price or terms) which you were involved. Actually, I used to lead a sedentary lifestyle and easily got ill. I did not realize theimportance of staying healthy until I read an article three years ago telling whatconsequences an unhealthy lifestyle would

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OPEN QUESTIONS OPEN QUESTIONS的目的是让recruiter更好的了解candidate, 所以大家要认真对待。 回答OQs的最重要的原则是be honest， 千万不能为了追求所谓的“丰功伟绩”而编造自己没有的经历。 做OQs, 就是要从做过的事情中发掘自己的潜质。 OPEN QUESTIONS 1KPMG KPMG的网站是四大里面做得最好的，内容丰富，有中文版，网速飞快。KPMG网申的开放式问题有代表性，建议大家认真写。写完一次之后，再申请后面三家就方便了 1）Please give a brief summary of your current recreational and leisure activities, including sports and hobbies. （热身问题） 2）What clubs and societies are you a member of and in what capacity? （团队合作经历的引子） 3）What factors have influenced your career choice? （重要问题，答案最好跟申请的工作有关） 4）Outline your career ambitions and objectives. （重要问题，“N年内做经理+ 我的CICPA考试计划”） 5）Describe your greatest success or a situation where you exceeded your own expectations. （看性格） 2PwC 1) Why are you applying for this position? （工作性质，职业生涯目标，公司声望等） 2) Please explain how your personal qualities, skills, knowledge and working experience will help you to be successful in the position for which you are applying. （关键问题，见“准备篇”） 3) What community or students? clubs do you belong to and t o what extent are you involved? 4) Any additional information? （把KPMG其余的答案写上去吧：） 3EY 1）Please describe your career objective and what you have done to date to achieve it. (Maximum 100 English words) 2）Please include any other information which you may consider relevant to your application. (Maximum 100 English words) 有了前两家的经验，会写了吧。 4DTT DTT的网申是无OPEN Q的，页数也特别少，只有两页。但DTT的网站速度比

井字攻略

上一课我们谈了如何判断销售机会。其中的关键点是，你能否找到客户的BurningIssue，并且有能够对他/他们的BurningIssue对症下药的处方。 如果没有，那你最好先把得知销售信息的高兴劲冷冷，因为即使听上去再好，也只是画饼而已，不如继续观察寻找。 如果找到，你就可以开始一次打单的征程。 对于没有经验的销售人员，一次打单的过程，犹如走迷宫。 就像电视剧里那些拙劣的老套情节，一个初出茅庐的年轻人，仗着一张青春勃发的脸和出生牛犊不怕虎的精神，愣闯愣撞，也不知道都找了些谁，而对方又有哪些自己的情况和问题，总之最后就是天上掉馅饼了，定单给了他。他走出销售迷宫，却不知自己是怎样走出来的。这种好事，现实生活也会发生，但是概率一定和买彩票中奖一样低。其实，销售迷宫是有固定的线路可走的。CES将之总结为“井字攻略”。 销售迷宫的最大困惑无非是： 第一，不知如何打动与自己直接接触的人 第二，不知如何与对方真正的拍板决策人取得联系 井字攻略讲的是如何在销售迷宫中，得寸进尺，不断和客户达成共识，不断向着客户高层的方向接触。 井字攻略的两条秘籍是： 井字纵向攻略。坚持“OpenQuestion”—“CloseQuestion”—“Summar y”的流程。 井字横向攻略。以和你直接接触者的BurningIssue为突破点，去与这个人的上级会晤。然后重复井字纵向攻略。 井字纵向攻略 对销售员的一个理解误区是，口才好是第一要素，其实优秀的销售员比会说更重要的是会“问”。 在上一课的BurningIssue中，我们知道，造成某个人职业上的BurningIssue一定是该公司CEO的BurningIssue。只有上了CEO的思考、议事日程的事情才有最大的可能被执行。 从CEO开始，压力依次传递到分管的业务高层比如CIO，到部门主管，到你可能接触的具体经办的小张、小李。在和小张、小李的接触中，你可能隐约会感觉到，在他及他这个体系做一系列的事情的背后，他们作为组织和个人的真正的BurningIssue是什么? 除非小张、小李是你的发小，或者CIO是你的舅舅，否则不要想你直接问人家：“哎，你们真正想要的是什么?你们最需要解决的是什么问题呢?”而是要充分采用联想力，不断OpenQuestion，提出问题。 “小李，我觉得你这个单位盖这个机房在满足单位用之外，好像还可以对外开展一些业务，产生点经济效益啊?” 小李说：“是啊，别提啦，谁不想产生点经济效益，可是我们是个服务部门，这个机房是准备这么做，但是该怎么赚到钱还没想透呢。” 这时，要CloseQuestion，“小李，你看我说得对不对。现在您这个单位不但需要一套机房的软件硬件，而且需要把这个机房盘活了的具体的商业项目是不是?” 如果小李说是，那么你就可以Summary了，“小李，你看我们这呢，价格不必说，一定是好的，而且北京四中的机房就是我们建的，我们可以给你提供一套北京四中的机房服务表，你们就说，你们的机房设备和北京四中的一样，提供服务也一样，是不是好一点。