An interview with any of these sources can come out of the blue. Think out a game plan for such a call, which may come to you directly or to your assistant who notifies you she’s holding a call from someone or a company unknown to you. Do you take the call or defer it until you can return it in private? The caller may want to
schedule an interview or is calling to conduct a phone interview to see if you should be invited for a face-to-face interview. If the latter, the two likeliest lines of inquiry are your salary and your experience
relative to particular requirements of the job.If you need privacy or more time to get your thoughts together, ask if you can call the recruiter back.

When you speak to him try to find out the name of the company he’s recruiting for, the job title, the name of the interviewer, and the interviewer’s title. If you don’t get this information, call and ask the recruiter’s assistant. Preliminary interviews are with recruiters or with the company’s HR people. All are skilled interviewers. They’re usually evaluating you for a specific job. If you’re interested, the key, as in a job interview, is making as favorable an impression as possible to get a personal interview. Make sure also to get the name of the company so you can do research on it before the interview.

It has already been emphasized that making a favorable impression is a key to success in dealing with both the hidden and visible markets. Let’s now look at some things you can do to become a better salesman of yourself in order to do this.

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