Written on February 17th, 2019 | Rachelle is a job search expert, career coach, and headhunter who helps everyone from students to fortune executives find success in their career.
Question 1 of 26
Beyond revenue, how do Ramco Systems's products benefit our clients?
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An excellent software product can positively affect a business in a multitude of ways. From organization to client relationships, increasing leads, offering better data collection and, and information management. The interviewer wants to see that you have spent the time getting to know the features and benefits of their software before your interview. Discuss the ways that Ramco Systems's offering can benefit potential customers far beyond revenue.
"I fully understand that, although revenue is a significant driver, it is not everything to companies when they are deciding on their software products. Additional benefits to Ramco Systems's software, from my research, include better organization of data so that information can be leveraged in areas of product development, market research, smarter hiring decisions, and more."
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"From what I see, there are a plethora of benefits to Ramco Systems's products. When a company embraces organization, has access to insightful analytics and a full support team, they can make business decisions that improve not only profits but also employee morale, customer feedback, or research and development."
What do you feel it's necessary to automate a test?
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In your answer, leverage your experience and knowledge to provide an effective answer to the question. Your prospective employer is looking to see if you know when and why you should automate a test. They want to know that you're doing it for the right reasons and that your knowledge is consistent with industry best practices.
"The main reason that tests should be automated is to avoid repeating manual tests over and over again. Through automation, we can repeat these tests without the ongoing manual work. This not only saves time, but improves quality. In my last role, I noticed that QA was constantly running regression tests and I recommended automation. Through this, we saved over 10 hours of manual work per week and allowed our teams to focus on more important and critical matters."
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"Test automation should be done for a number of reasons, such as to avoid conducting redundant manual tests and to identify more bugs in a more efficient way. Test automation allows us to truly give a name to quality assurance as it's increasing the quality of the work we're doing. In my current role, we brought in Selenium in my first year to start test automation and through this, we had less unidentified bugs and more time to focus on critical matters. It didn't only save time for quality assurance, but saved time for development and technical support teams as well and created a better customer experience."
When answering this question, be sure to make your passion for your work and the industry clear. The industry is incredibly competitive and employers are seeking passionate, dedicated professionals who are committed to advancing the industry in a positive, productive way. Highlight how you feel you can advance the industry as well, as employers want to know that you're looking to make a difference and not just stay with the status quo.
"Automation is such a rapidly growing space and has the ability to truly transform the way the world works. It can truly impact any industry and has already started to make great strides; however, many companies and employees are afraid of what it means. I'm super excited about showing the true potential of automation to the world and making the skeptics believers. When we can create a product that not only makes the world of work better, but makes the life of employees easier, we're doing a great service. With this, I'm thrilled to contribute to the development of technology to not only make it better, but to make it more powerful and more widely accepted."
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"Last year, my company was at a trade show and someone asked who our biggest competitor was. My first instinct was to say "the status quo." It's true and that's what I'm most excited about in the future - crushing the status quo and making people more aware of the benefits of automation versus the negativity that tends to surround the industry. As a developer, I'm proud of the fact that I'm making companies and employees more productive and as technology advances, it'll only get better. As a technologist and a strategist, I'm able to contribute innovative ideas to the industry. For example, in my last role, I found a way for our product to break into a new niche which has already produced hundreds of thousands in new revenue and made impacts on countless companies and employees."
Ramco Systems uses business intelligence tools to improve sales performance. With which BI tools are you most familiar?
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Business intelligence (BI) tools are applications used to collect information, process it, and structure that data in a way that makes sense. Generally, BI tools are used when a company is handling a considerable amount of unstructured data from their system. An example of an organization requiring a BI tool would be a hospital needing to organize patient health records. A useful business intelligence tool will bring a company's information to life through visuals (data visualization).
Some of the most popular BI tools include:
- Clear Analytics
- IBM Cognos Intelligence
- Microsoft BI
Explain to the interviewer with which tools you are most familiar. If you can, rate your knowledge in each as beginner, intermediate, advanced, or expert. This rating will help the interviewer to understand better where your strengths are. If the BI tools used at Ramco Systems are mentioned, be sure to address your experience level of those as well.
"I am most experienced in the Microsoft Business Intelligence platform, as this is what we use in my current role. I have been working with it for a couple of years now, and fully understand it's capabilities and features including the analysis and integration services, reporting, and its applications for creating and working with analytical data. I would say I am an advanced user in this tool. I see that Ramco Systems uses Microsoft BI as well, which is great."
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"I saw in the Ramco Systems job posting that you use Gooddata and MicroStrategy. I am an intermediate user in each of these tools. With Gooddata, I have used it for consolidating large amounts of data from the cloud. MicroStrategy is used in my current company to ensure all of our important data is held neatly in one place, where it's easy to sort and access."
When have you had to change a major component of your project due to new information being presented?
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Being able to swivel the focus of your project is a necessary skill for your success in most careers. Talk to the interviewer about a time when a significant change occurred on a project. How did you handle the implementation of the new information?
"I had a large project last month that was nearly complete when the client called to say that the dimensions provided were incorrect. Because of this, our team had to re-do the entire proposal. It took us an additional four days of work but, in the end, the client was delighted with our work, and it resulted in new opportunities with them."
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"Last year we saw new federal regulations come through which affected 80% of our ongoing projects. We had to adjust our plans quickly; however, we were able to deliver a timely product that met federal regulations."
6. Have you progressed in your career as you have expected? Career progression can be a touchy subject, especially if you feel that your career hasn't progressed as well as you would have liked. Talk to the interviewer about your career progression and what you would like to see in the future. Here is an answer example: "Overall, my career has progressed a touch slower than I would have liked. I have held a couple of positions that didn't offer the growth and learning that I was expecting; however, I have bounced back nicely. I feel that this particular position would take my career exactly where it should be." Here is an answer example: "I have been very intentional with my career moves and progression and am happy with the path that my career has taken me."7. What are your salary expectations? The best way to discuss your salary expectations is to use your current earnings as an example. Be open, and honest. Transparency is the best choice when salary based questions arise. Here is an answer example: "Currently, I earn a base salary of $45,000 per year plus a potential 20% annual bonus. Last year my earnings were $52,000, and I would like to stay in the same range or slightly higher." Here is an answer example: "I am currently making $100,000 per year with two bonus opportunities. I am looking for compensation that is aligned with the role and provides an opportunity for growth."8. Out of all the options in the technical world, why did you choose to work in the HR tech space? Your interviewer is looking to see if you're passionate about what you do. Some people fall into HR tech because it's the first job that they're offered out of college and end up getting stuck in it. Your interviewer wants to know why you're here and that you truly like the space versus it just being a job in the tech world. In your answer, tell your interviewer what you love about the industry and how you want to contribute to the ever-evolving HR tech space. Here is an answer example: "During college, we were separated into groups and tasked with coming up with a new platform. We were able to pick our industry and we chose HR, as one of my teammate's mothers was in the field and he found it interesting. While working on the project, I learned more and more about the space and became very intrigued. After we were done, I continued doing research and side projects and realized that this is what I'm passionate about. HR, like most fields, is evolving rapidly, but I love that in this field, I can use my technical skills to contribute to the success of the company and its employees." Here is an answer example: "My mentor had been telling me about different opportunities, but she has been in the HR tech space for a while and loves it. I was able to get an internship where I worked closely with her. I realized just how much I liked it, as I was having a large impact on the business and applying my technical skills at the same time. I decided that this was the path I wanted to take. After college, I found a job as an HRIS Specialist and further developed my skills. Now that I consider myself even stronger in the field, I'm looking to grow and make a large impact at Ramco Systems."9. How do you make tough decisions knowing they will affect your entire team? It can be difficult to make challenging decisions when you know that your entire team will be affected. Your ability to be decisive and diplomatic will make all the difference!
If you take a more team-oriented approach, share how you collaborate with the group by inviting everyone to discuss their opinions and come to a census. If you prefer to take charge of these situations, share how you step up to a decision while still taking everyone's needs and feelings into consideration. Here is an answer example: "Leaders are truly set apart by their ability to make tough decisions respectfully and diplomatically. Last year we had to lay off 25% of our sales team. I knew that there would be feelings hurt and it was challenging to do. I got through it by reminding myself that I am the leader for a reason. I needed to trust my judgment but still be able to justify my decisions in the end. Many times when tough choices are in front of me, I will back up my gut feeling with data analysis. If the data supports my intuition, I know what the answer or decision needs to be." Here is an answer example: "I believe that when you are working with a team, it is important to bring any questions or situations to the team before making a decision. Everyone should have input; however, the leader needs to be able to pull the trigger on all decisions in the end."10. How does data drive a business' success? Data-driven decision making is becoming a more significant topic every year. Companies can leverage data analytics to determine:
- Competitive analysis
- How, when, and where products are used
- Customer demographics
- Pattern analysis
- Business growth
Talk to the interviewer about the ways that you feel companies can best use data to drive the success of their business. Here is an answer example: "When I take a hard look at the many uses of data, I see that data can be collected in a plethora of ways to determine the success of a new product launch, competitive analysis, or patterns that occur, which may not be seen by the human eye. In my career, I have the most experience using data to help drive employee productivity and onboarding solutions which can save a company thousands of dollars." Here is an answer example: "Data can drive every aspect of a business' success if approached and utilized correctly. In my experience, I have seen that companies underutilize what a full data analysis approach can do for them. Analytics programs should be set up for marketing, sales, employee productivity, product efficiency, competitive analysis and more."11. Describe an HR module you have implemented end-to-end and how you went about doing it? In your answer, be sure to talk specifics, including the software and modules you've used and how you used them. If you have less experience in the area than others, highlight your knowledge of the technology and your passion for building it to maximize HR and business effectiveness. If you have more experience, highlight the implementation and the success of it, including how it helped, how quickly it was completed (on time/on budget if applicable), and the role you played in getting it there. Here is an answer example: "In a recent project, we implemented Workday. I partnered closely with different client groups, including Human Resources and Recruiting to implement all appropriate modules, as well as worked closely with my HRIS team to drive the success of the project. As a team member, I contributed new ideas to improve our efficiency and ensure a seamless launch and end user experience. Throughout each phase of the project, I generated unique ideas which ultimately helped HR be more efficient in their work." Here is an answer example: "When I joined my most recent team, they were starting the configuration process for iCIMS. I was able to work with iCIMS, partner effectively with the recruiting team to incorporate all appropriate modules, and help drive the launch process in collaboration with my team. We completed the project on time and under budget. As this was my first experience, I realized just how passionate I am about this type of work and would love to bring the same enthusiasm to Ramco Systems."12. Tell me about your experience in the field of IT services. It is critical that you study the job description before your interview. When the interviewer asks this question be sure to highlight the related experience that you bring. Here is an answer example: "I bring all of the experience that you are looking for in filling this position. In addition to being an expert user in SAP, I also bring five years' experience in desk side support and as a bilingual IT support agent." Here is an answer example: "I have eight years of industry experience with Company ABC and XYZ. Both experiences taught me a great deal about IT, and I am excited to continue my career in this industry with your organization."13. When have you worked amongst a diverse group of people? Are you accustomed to working with a very large or diverse team of individuals? Assure the interviewer that you can handle an environment that offers diversity. Here is an answer example: "I have worked with diverse groups of people most of my career, including my time in University. I am most comfortable, and happy, in this type of environment because it offers a great learning opportunity." Here is an answer example: "I would say that pretty much every company I have worked for has valued diversity. Working with people from all walks of life help shed different perspectives and identify potential problems faster."14. After researching Ramco Systems and our culture, what do you think are the top 3 values we look for in our candidates? Do you possess those qualities? Display to the interviewer that you are engaged in the interview process by showing off the research you have conducted on Ramco Systems before your interview. What types of qualities do they consistently mention on their website? In their job postings, do they refer to their company culture? Here is an answer example: "I have conducted a strong amount of research on Ramco Systems before coming here today and found that you consistently look for individuals with strong integrity, vision for the future, and ability to work as part of a team. I possess all of these qualities and feel that I would be a perfect match for Ramco Systems." Here is an answer example: "The qualities and values most desired by employers include:
- Strong Communication
- Good Work Ethic
- Ability to Get Along
- Loyal"15. One of the ways Ramco Systems helps digital marketing efforts is by interacting with customers where they're already spending tons of time. What are some channels where messaging could be most effective, and why? When answering this question, the interviewer will be listening for clues as to whether you know where to reach customers and implement chat based on past experiences, or if your ideas are derived from speculation. If you have matching experience you'll want to confirm this, mentioning specific channels where customers were reached and the results. If you don't have matching experience, you should mention commonly-known channels where messaging can be used and provide a professional opinion on why it would likely be effective.
Try not to answer this question without some quantitative data. The decision to roll out a feature promoting products or services through any channel should be data-driven, and you need to demonstrate the ability to think analytically as well as have knowledge of current popular marketing channels. Here is an answer example: "Recently, I ran a project where a bot was used in the client's strategy. Much of the client's audience was hearing of their product through advertising on Facebook, and a lot of messages with questions about it were being received there. Other potential customers would email questions in. The client had a lean staff, and sometimes, it would take them a full day to answer messages. Sales were being lost because many of the customers would not respond or have gone with an alternative by the time the client got back to them. When we activated the AI bot service on Facebook and encouraged customers to send inquiries via SMS instead of email, it immediately made an impact. Now the inquiries were being answered right away, and that allowed customers to decide on making purchases on the spot. This increased conversions by 75%. It also increased the average ticket amount and repeat purchases by 10% each. Once customers realized it was easy to buy from the client, that gave them the confidence to spend more and return for repeat purchases." Here is an answer example: "I believe that messaging could be most effective in places like Facebook, on online ads, texting, Google, Apple apps, and on e-commerce sites. The average person spends twenty hours per week browsing the web and engages with a hundred text messages per day. There are over four billion active users on Facebook, Google, and Apple messenger combined. Communicating with customers on these channels where they're already comfortable with can significantly improve a brand's ability to connect with them and provide immediate value. The result of this will be revenue growth through increased referrals and in-app purchases."16. Explain data visualization, and why it is important to a business. Data visualization is 'an effort to help people understand the significance of data by placing it in a visual context.' Since Ramco Systems focus' on business intelligence software focused on helping their customers to understand essential data, the interviewer needs to know that you see the significance in their business mission. Describe what you know data visualization to be, and why these services would be incredibly valuable to a business. Here is an answer example: "I understand data visualization to be the art of showing essential data in an easy to absorb way. It is crucial to a business because what good is having all the data and analytics from your company if you do not understand it? Once a company can visualize and understand their most important data, they can then use that to leverage further success, and make critical business decisions." Here is an answer example: "I explain data visualization as helping businesses to understand their data through the use of tables, charts, and other visual aids. Data visualization allows companies to transform their data into actionable insights, so it is incredibly important."17. Tell me about an improvement you made to a company's HRIS and how that helped the company. In your answer, tell Ramco Systems about a recommendation you've made (preferably one that has been implemented). Be sure to explain why you felt this was the right decision and how you went about getting it done. They will be looking to test your knowledge and your ability to think outside the box to improve existing systems. Here is an answer example: "The VP of HR reached out to us to see if there was a way to improve the performance management module within our HRIS. The current module that existed was complex and didn't provide opportunities for 360 feedback, which is what the VP wanted to incorporate. As we are at the intersection of HR and technology, I always worked to maintain a knowledge of HR principles from both sides. This additional knowledge I gained from courses I've taken and research I've done allowed me to develop a new module within the system which allowed managers to request 360 feedback from employees, input their own questions or choose from a set of established questions, and run reports to review the feedback. I also made sure that it could be linked to each employee's file and saved with their annual performance reviews." Here is an answer example: "There had been some major glitches in the benefits module and the team had consistently been spending time on fixing these glitches. I spoke with the Director of Benefits and she expressed her frustration with the glitches, explaining that it's caused her team quite a number of headaches and set them behind. I spoke with my manager and recommended that we build a new module which would incorporate all the same elements the benefits team loved, but also incorporate new elements and hopefully eliminate the excess glitches they were experiencing. Previously, if an employee didn't signup for their benefits within 30 days, it was moved to a paper system. We ensured that everything remained electronic and the new module was user friendly. This ultimately saved the benefits team over 5 hours per week on average as glitches were no longer an issue and also saved our team significant time in fixing the glitches, enabling us to be more effective and proactive in our approaches."18. What HRIS systems have you worked with and which do you prefer? Why? To prepare for this question, do some research about the company prior to your interview. You should be able to figure out which HRIS the company uses and how you've used it in the past. In your answer, be sure to provide an example of why you prefer the system you do and how it's helped a company or team you've worked for to be more efficient and effective. If you haven't used it, do some research about the system and tell the interviewer what you like about it. If you truly aren't a fan of what they're using, tell them about what you like most and why as they may be open to change, but in this situation, explain that your job would be to make the current system more efficient. Here is an answer example: "In my most recent position, we used Workday and I'm very impressed with its capabilities and how it's support the success of the HR team since its implementation. Prior to Workday, they used PeopleSoft and it was incredibly dated and inefficient from a technology standpoint. The change was made to move to Workday and once I had the chance to learn about it, its capabilities, and how it would support our internal client groups, I was incredibly excited. As someone who is very passionate about their work, making Workday a success was critical. Change can be tough for some, but because it was such a welcome change, there was very little resistance and we achieved a smooth rollout." Here is an answer example: "I've only worked with PeopleSoft as I'm still relatively new to the field, but I've found inefficiencies in the system, including in the reporting functions. I've also found it's not as user friendly as some systems my colleagues have spoken about and some that I've researched. If I had to pick a favorite based on research, I'd say ADP would be it. ADP has been in the field for such a long time and understand how it has transformed. It seems that their systems have transformed with it and they've created user dashboards that are appealing, user friendly, and cover everything my internal clients would need. Myself and others have recommended it to the higher-ups in the company, but they aren't willing to make the investment at this time. Regardless, we're working with what we have to make it better and allow our internal clients to have the functionalities they need to better perform their jobs."19. What tools do you use when managing a project? The interviewer is asking this question to determine if the candidate uses electronic or manual tools throughout the project lifecycle. Throughout the project lifecycle, the project manager must create work plans, organize tasks, manage budgets and organize their project team, and this can be done manually or with the assistance of various software packages that are available. Common software packages that are available on the market include but are not limited to Microsoft Project, JIRA, Basecamp, and Podio. The candidate does not necessarily have to mention the use of a software tool to successfully answer this question, as many project managers or Project Management Offices (PMOs) have developed their own internal tools for project tracking. To successfully answer this question, the candidate must confidently explain standardized tools, whether they be manual or software-based, to describe how they assist them in managing projects. By providing an appropriate answer to this question, the candidate will be able to provide insights into how they will use or develop tools to manage projects for Ramco Systems. Here is an answer example: "Throughout my career as a project manager, I have used multiple project management tools, depending on the type of project, the team members, and whether or not my organization is currently leading the project. For example, I currently manage multiple projects at my company, with some being spearheaded by my company, and some with my managing my company's role in another organization's project. For internal projects, those that are spearheaded by my company, I use both Microsoft Project and Basecamp as my primary project management tools. MS Project allows me to develop work plans, track tasks, assign resources, track budgets and workload, and perform other functions. In addition to MS Project, I use Basecamp to communicate with my project teams. Basecamp allows me to post announcements, set deadlines, share documents, and communicate in other ways. For projects run by external organizations, such as the government, JIRA is the primary project management tool used, so I use JIRA to communicate with project leadership and share documents for tasks that I have been assigned." Here is an answer example: "While I have experience working with multiple project management tools in the past, such as MS project and Podio, I am currently employed by a small nonprofit organization, and funding is limited, so I have to design my own manual project management tools. While developing my own tools was a challenge at first, I now find it more efficient, because I have developed multiple templates that are tailored to my specific project needs, and I am not forced to use templates that do not specifically fit my needs. I use these templates to create work plans, track tasks, monitor budgets, and conduct other project management tasks. I also find it helpful to create a Gannt chart for every project to track tasks and ensure everything is staying on schedule."20. Two popular channels Ramco Systems uses to communicate with audiences are SMS and social media messaging. Why would a seller be better served to promote limited-time offers on these channels rather than email? Here, the interviewer wants to gauge the depth of your knowledge when it comes to different messaging channels and how their performance in marketing varies from one to the next. In this case, you will speak only about the channels they've mentioned, SMS and social media, in comparison to email messaging. To back your answer, you can cite statistics from respected industry sources or give an example of results that you have seen repeated throughout different campaigns you have worked on.
This is not the time to talk about customer channel preferences or other factors that drive the numbers you'll mention. For example, you wouldn't want to go too in-depth explaining that a lot of people are easier to reach via SMS text instead of email because it's more convenient to check a text message versus an email. You could, however, want to emphasize the number of customers that are likely to prefer text over email. Here is an answer example: "A seller would be better off marketing using SMS or social text messages rather than emails. According to the American Marketing Association, the average open rate for emails is just over 20%. When you compare that to the staggering 95% open rate for messages sent on social and SMS channels, it's unquestionable that these kinds of messages will greatly increase the chances of potential customers seeing and being able to take advantage of promotions." Here is an answer example: "From my experience, using SMS or social media messaging to reach customers provides you with almost instant access to consumers. Many consumers share the tendency to check text messages received on their cell phones or messages received on social media platforms before they will check an email. Reporting from a variety of campaigns I have worked in, shows that of the SMS and social media messages we send, 75% are read within minutes of being sent, compared to 25% of emails that are read within 5 minutes or less. This provides a seller with the advantages of speed and visibility - both elements that are very important to conversion."21. Ramco Systems provides businesses with a way to efficiently connect audiences to their brands using AI chatbots. What are some reasons that companies should consider using messaging to help with marketing to potential customers? The interviewer asks this question to learn if you're familiar with chatbots, their use, and impact in marketing. You can talk about a few points of advantage when using messaging in digital marketing. First explain what the benefit is, then what the impact is to the company, the customer, or both.
When answering, do not go in depth with specific examples, but instead provide high-level responses. Here is an answer example: "Messaging should be used in marketing because it allows customers to interact with ads or product listings instantly. In the past, if an online shopper saw an item they liked, they would need to click around on the company's website or even revert to search engines to find more information before deciding whether or not to make a purchase. With messaging, an online shopper viewing a product can ask questions and have them answered immediately through chat. This prevents the shopper from leaving the page the item is on and lowers the risk of them losing interest in it. It becomes convenient for them to get the information they need and complete their purchase all in the same place. In turn, customer satisfaction increases and so do conversions." Here is an answer example: "Companies should use bots and messaging in marketing because it's a preferred method of communication for many consumers. They get to avoid sitting on hold while waiting to speak with someone, and the company saves money on call center staff. With chat, questions are answered instantly, and that makes it easy to buy. The convenience factor makes customers want to shop with the company again; that loyalty results in repeat purchases and word-of-mouth referrals. Ultimately, all of this will result in lower overhead and increased revenue."22. What are your salary expectations? The best way to discuss your salary expectations is to use your current earnings as an example. Be open, and honest. Transparency is the best choice when salary based questions arise. Here is an answer example: "Currently, I earn a base salary of $45,000 per year plus a potential 20% annual bonus. Last year my earnings were $52,000, and I would like to stay in the same range or slightly higher." Here is an answer example: "I am currently making $100,000 per year with two bonus opportunities. I am looking for compensation that is aligned with the role and provides an opportunity for growth."23. Tell me about another company you think has done automation right. Why? Your prospective employer is looking to see how you view the world of automation in your answer. They're also trying to see if you keep up with the industry and know who their competitors are and what advancements are happening in the industry. This is a tricky question, as you don't want to come across as potentially favoring a competitor, but you can prepare for this question by doing your research and leveraging your knowledge of the industry to answer the question in a mutually beneficial way. Here is an answer example: "Automation Anywhere has been a company that has really dominated the robotic process automation industry and I think they've done a fantastic job positioning themselves as leaders in the industry. They've truly transformed the workplace and created a product that has been widely used and accepted. With that being said, I feel that Ramco Systems has a significant advantage as you seem to cater to the true unique needs of each industry you serve and that provides a better value for your customers. That's part of the reason I'm so excited about this opportunity. I'm a true believer in technology that is focused on the end user and Ramco Systems does that better than anyone in my opinion." Here is an answer example: "HubSpot has really created a place for themselves in the marketing software automation space and they've transformed the way companies work to generate new business. This radical transformation has had such an impact on the way businesses operate and that's why I say HubSpot. What excited me about this opportunity is that you are creating a unique niche in the business process automation space, which interests me much more than marketing automation. I would love to be a part of Ramco Systems's team and help elevate you to the level of HubSpot, but within your niche."24. Do you feel performance should be rewarded over experience? Do you feel that you should be paid based on tenure, or results? Discuss this with the interviewer and back your answer with an example, if possible. Here is an answer example: "I feel that employees should be paid, and rewarded, based on their performance. A new employee would be greatly motivated through being rewarded for performance and it encourages a healthy competition with tenured employees." Here is an answer example: "I feel both performance and experience should be equally rewarded and weighted."25. Walk me through your experience in enterprise software sales, and complex sales cycles. Software sales can be complicated, time-consuming, and rarely come with a quick close. The interviewer would like to discuss any experience you have had, selling software products into enterprise accounts, where the sales cycle is even more robust than the typical small to medium-sized businesses.
The typical software sales cycle includes:
- Prospecting and generating leads
- Initiating contact
- Qualifying the lead
- Presenting the product or offer
- Booking a product demonstration
- Overcoming objections
- Closing the deal
This list is just a simplified breakdown of the steps and could occur throughout weeks, or even months. Discuss the exposure you have had in closing complex software deals. Here is an answer example: "Although I have never had an official sales title, I am often called into the sales process as the subject matter expert when it comes to data migration and security questions. I know enough to understand the typical questions asked during the sales cycle, and also know that it's important to give case examples for most FAQ's. Decision makers feel much better knowing that their concern has been presented, and corrected, in the past." Here is an answer example: "My previous company was a startup that ran very lean, financially speaking. For that reason, I was both a front-end developer, product demonstrator, and sales assistant. I would be on the sales calls with the business development lead, offering my expertise for the most technical discussions. From the time we launched our product, to the first sale, was over 12 weeks, so I fully understand that the typical software sales cycle is complex and lengthy, especially when dealing with major corporations and large business."26. What type of manager brings out the best in you? The interviewer wants to see that you are self-aware and understand the type of manager or employer that brings out the best in you. Some individuals prefer a close working relationship with a lot of accountability while others prefer space and autonomy. If you are unsure of the management style of the interviewing company, try to leave your answer as open as possible. You can certainly ask the interviewer to describe their management style. Here is an answer example: "I have worked with a wide range of personalities and management styles with great success. If I could express a preference, I feel that I am best in an independent and autonomous environment. Can you describe the management style here?" Here is an answer example: "Here are some management styles:
- Directive Autocrat
- Permissive Autocrat
- Consultative Style
- Persuasive Style
- Democratic Style
- MBWA (Management By Walking Around)
- Mentorship Style"
Writers for Ramco Systems Answers and Questions
Rachelle Enns is a job search expert, executive headhunter, career catalyst, and interview coach. Utilized by top talent from Fortune companies like Microsoft, General Electric, and Nestle, she helps professionals position themselves in today's competitive digital marketplace.
Rachelle founded Renovate My Resume and Executive Resume Solutions, two companies focused on helping job seekers get their edge back. She helps everyone from new graduates looking for their first placement, to CEO's who want more out of their career.
Rachelle coaches students to executives on how to master the toughest interview questions and how to handle the most bizarre interview situations; all with confidence and poise.
Rachelle trains other career coaches, recruiters, and resume writers, globally. A big part of her job is also spent coaching HR professionals on how to bring the human touch back into their interview and hiring process.
Marissa Letendre is a seasoned HR professional, recruiter, and resume writer, with an extensive background in consulting for startups, small, and mid-sized businesses. As an expert in the HR/recruitment industry, she has contributed to Recruiter.com, The Undercover Recruiter, and other top industry publications. As someone who understands the industry from both sides: the company and the candidate, she is able to craft strategies which create mutual benefits and profitable results.
Helen Lee is a freelance data analyst and writer with over 15 years of experience in the Marketing field working for companies and clients in a variety of industries including financial services, quick service restaurant (QSR), consumer packaged goods (CPG) and education technology. She has experience managing marketing research projects, conducting strategic analyses and writing and editing a variety of pieces including marketing material, blog entries and user guides.
Ryan Brown, is the creator of MockQuestions. He has over ten years experience creating interview questions. His website has helped over 10 million job seekers in their interview preparation.
Rachel Marcelle is a Full Desk Recruiter and Career Blogger whose passion is helping others to reach their goals. She helps HR Teams and Hiring Managers set realistic and appropriate staffing expectations in order to build the best possible teams, cultivate healthy cultures, and attain set business plans. She spends much of her time screening and coaching candidates. She works with them and hiring teams bilaterally, preparing them for all phases of the interview process, and continually networks to nurture opportunities for both companies and individuals.
Kelly Burlison, MPH, is an experienced professional with over ten years of experience interviewing in the health care field, half of which are focused on an IT subindustry of health care. As an administrator in a managed care organization, Kelly has successfully interviewed and hired many clinical and support staff positions. Through her IT experience in the health care field, which includes roles in telemedicine, registry operations, quality measurement, and business process management, Kelly has been involved in the interview process for many different positions, from entry-level to executive.
Our interview questions are created by writers, almost all of which, have a long history of recruiting and interviewing candidates.
They do not necessarily have experience interviewing or working with companies, careers, or schools, in which they may write for on MockQuestions.com.
We do, however, strive to match their background and expertise with the appropriate question sets found on our website.
Our careers, companies, industries, and schools may have duplicate interview questions and answers found elsewhere on our website.
Specifically, our companies and our graduate school interviews.
For these two, we use the industry in which we believe the company most well-represents and the graduate programs, as the basis for the interview questions and answers that generate for each company or school.
The intent of MockQuestions.com is for our users to build confidence for their job interview, by using our thousands of interview questions and answers as they practice and prepare for their interview.
We believe, most of our visitors can become more likely to succeed in their job interview with hard-work and practice. We believe, the key to success is for our users to rehearse with our interview questions while using our answer examples as an idea generator for their own interview answers.
We strongly want to discourage users from memorizing our answer examples.
That is not the purpose of our website.