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Q In a job interview, a question caught me off guard. The interviewer suddenly slapped a piece of blank paper in front of me and said, “Sell me that paper.” I was shocked. What should I have said?

A Befuddled candidates would probably start babbling. That’s a mistake. A shrewd interviewer will monitor your composure when faced with such an unusual test. If you launch into a feeble sales pitch, you may embarrass yourself. Rather than rush to come up with the “right” answer, ask some questions. Examples: “Why do you want this paper?” “What are your needs?” “What kind of paper do you use now?” You can’t be expected to sell without doing some fact-finding first.

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