Strategic Interviewing: How to Hire Good People

Series Foreword xi

Preface xiii

1 The Case for a Strategic Interviewing Approach 1

2 Developing Realistic Goals and Managing the Interview Process 21

3 Defining Performance Expectations 45

4 Developing Job-Related Questions and Answers 69

5 Conducting an Effective Interview 99

6 Making the Hiring Decision 123

7 Getting Strategic Interviewing to Work for You 145

Appendix A Comments on Assessment 4.1 161

Appendix B Sample Job Barriers, Requirements, Questions, and Answers for a Sales Position 165

Notes 169

The Authors 175

Index 177