Chapter 30
Tested Ways To Hire – Or Be Hired
What an executive looks for in an applicant. What an applicant looks for in an employer.
RECENTLY, the New York Sales Executives‟ Club asked me to make a study of the present-day methods of getting a job to get first-hand facts on what the job- seeker should do and say and what the executive looks for in a job-hunter. This study was made with the able assistance of Mr. A. W. Morrison, sales manager for the McGraw-Hill Publishing Company, and Mr. Warren Rishel, president of Metal Products Exhibits, Inc. We analysed hundreds of case histories, and delved into the files of the Sales Club‟s own Man Marketing Clinic that meets weekly to diagnose the good and bad points of men needing work to build a plan to help them “merchandise” themselves.
Four Rules Laid Out
The same principles that make people buy shirts, neck-ties, rowboats, and automobiles, we found, make executives hire certain man power to run their organizations, and can be used by the job-hunter to get himself suitable employment. The four tested rules for getting a job are:
1. Watch your ten-second approach. 2. Have “You-Ability.” 3. Have “Mesh-Ability.” 4. Have “Close-Ability.”
Our case histories showed that many employers judge the applicant during the first ten seconds. He catches a flash of the man‟s appearance, his personality, and is or is not impressed by his first ten words.
Snap judgements still rule the world, unfortunately!
Therefore, the successful job-hunter will watch his opening statements.
Definition of “You-Ability”
By “You-Ability” is meant the ability of the applicant to get across to the executive‟s side of the desk quickly and early in the interview. The use of the
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