开放式问句openquestion

开放式提冋和封闭式提冋开放式提问与封闭式提问的区别在于客户回答的范畴大小，采用开放式提问，客户回答的范畴较宽，一般是请客户谈想法，提建议，找问题等，目的是展开话题。

这种问题常用的词汇是“什么”“哪里”“告诉”“怎么样” “为什么”“谈谈”等，如：“您能谈谈参加这次会展后的感受吗？”“对于公司的现状您觉得哪些方面需要改进呢？”“您采取哪些计划来改进现有技术？”“您能告诉我您最真实的想法吗？”“您为什么会有这种想法呢？”“您觉得怎样做才是最好的？”封闭式提问，客户回答的范畴比较窄，答案比较明确、简单，一般是为了缩小话题范畴，收集比较明确的需求信息等。

常用的词汇有：“能不能”、“对吗？” “是不是”、“会不会” “多久”等，如：“我相信您作为公司的老总，一定非常关注公司的业绩，对吗？”“公司现在是不是采用电话销售方式在销售产品呢？”“会不会是因为这方面的因素，导致了您的采购计划的推迟呢？”开放式提问可以使客户打开自己的心扉，说出自己的想法、感受和顾虑，电话销售人员也因此有机会深入到客户的内心世界，获得一些深层次的需求信息。

但没有一个人愿意在自己不熟悉及不信任的人面前谈自己真实的感受。

电话销售人员经常会听到客户说：“我没有必要告诉你。

” “你没有权利知道”等一些带有明显拒绝性的回答，从而使电话销售人员非常尴尬。

导致这种结果的发生，是因为很多电话销售人员总喜欢在还没有与客户建立信任关系时就问一些开放式的问题，如：“您能谈谈贵公司今年的参展计划吗？”“您觉得公司现在的财务状况哪些方面需要改进呢？”这些问题都有可能会涉及到公司的一些秘密，所以对方很难接受一个陌生人问这种问题，更谈不上与电话销售人员分享内心世界的真实想法了。

所以电话销售人员一定要在与客户建立了相互信任关系之后，才能提开放式的问题。

封闭式提问可以用来建立顾客关系，因为封闭式提问的话题范围窄，回答起来非常简单容易，所以陌生客户很容易参与。

但不是所有问题客户都会参与，因此电话销售人员提的问题一定要对客户有利，并且能激起客户的好奇心。

开放式询问(open—ended question)开放式询问通常使用“什么”、“如何”、“为什么”、“能不能”、“愿不愿意”等词来发问，让求助者就有关问题、思想、情感给予详细的说明。

一般，带“什么”的询问往往能获得一些事实、资料，如，“你为解决这个问题做了些什么呢?”带“如何”的询问往往牵涉到某一件事的过程、次序或情绪性的事物，如：“你是如何看待这件事?”而“为什么”的询问则可引出一些对原因的探讨，如：“你为什么不喜欢在寝室里了?”有时用“愿不愿”、“能不能”起始的询问句，以促进求助者作自我剖析，如“你能不能告诉我你为什么这么害怕黑夜?”从中可见，不同的询问用词可导致不同的结果。

若固定于某一种方式询问求助者，就会失去了解求助者各个方面的机会，例如，仅仅用“什么”引导的询问句，则咨询的重心就可能仅限于事实与资料的获得上，而只用“为什么”起始的问句，则往往使求助者把注意力集中于挖掘过去的经验来解释自己的行为。

如何使用开放式询问，这与咨询师对问题的需要以及所接受的理论基础有关。

有些咨询师不喜欢用“为什么”式的询问以避免用情绪性的问题来讨论过去的事物。

然而理性情绪学派以及精神分析学派的咨询师则十分注重“为什么”的句子，因此，这类句子在这种理论指导下是适宜的。

至于罗杰斯求助者中心理论流派则反对使用询问的方式，他们认为这种方式是咨询师凭着自己的感受，而侵犯了求助者的隐私。

他们更倾向于运用鼓励、释义、情感反应等技巧来了解求助者，促进求助者自我分析。

使用开放式询问时，应重视把它建立在良好的咨询关系基础上，离开了这一点，就可能使求助者产生一种被询问、被窥探、被剖析的感觉，从而产生阻抗。

同一句话，因咨询关系不同，会产生截然不同的效果。

有些询问尤其要注意问句的方式，询问的语气语调，不能轻浮，不能咄咄逼人或指责，尤其是涉及一些敏感的隐私问题。

询问是咨询的需要，而不是为了满足好奇心或窥探隐私的欲望。

封闭式询问(close—ended question)封闭式询问通常使用“是不是”、“对不对”、“要不要”、“有没有”等词，而回答也是“是”“否”式的简单答案。

网申开放式问题你会答吗Do you know how to answer the open question网申开放式问题你会答吗前言：个人简历是求职者给招聘单位发的一份简要介绍，包括个人的基本信息、过往实习工作经验以及求职目标对应聘工作的简要理解，在编写简历时，要强调工作目标和重点，语言精简，避免可能会使你被淘汰的不相关信息。

写出一份出色的个人简历不光是对找工作很有用处，更是让陌生人对本人第一步了解和拉进关系的线。

本文档根据个人简历内容要求和特点展开说明，具有实践指导意义，便于学习和使用，本文下载后内容可随意调整修改及打印。

几道简短的开放式问题，用人单位可以从中看到申请者的能力所在，反之申请者也能认识到企业注重的是什么。

很多申请者会发现，开放式问题经常让人摸不着头脑，是最棘手的部分，许多人甚至因此放弃作答。

其实，每道开放型问题都有其独特的考查点和目的。

“你的职业规划是什么?”、“大学中你印象最深刻的经历”等问题，很多大学生应聘者觉得思绪万千却又无处下手。

具体来说，这些问题侧重考查个人的合作能力和技巧，工作的抗压能力，是否有不利于工作的性格缺陷等等。

从你的回答中HR可以判断出你的价值观，即在你眼里什么最重要。

1、请简单介绍一下你通常的娱乐和消遣方式，包括运动和兴趣。

常见回答：本人兴趣爱好广泛，尤其喜好足球、篮球等体育活动，阅读、写作也是兴趣所在，在业余时间还喜欢上网、旅游等。

网申技巧：对于介绍自己兴趣爱好的问题，在网申中出现率在80%以上。

因为HR想要了解一个“有血有肉”的你，喜好是最简单而直观的途径，而你对自己的描述也要比个人资料形象生动一些。

介绍自己的兴趣爱好，要突出重点，并说明为何有这些喜好。

主要介绍那些与申请职位相关的兴趣以及需要团队协作的爱好，也可突出有个性的特色爱好，以给HR留下深刻印象。

语言应尽量生动、流畅，毕竟HR选人时会有主观因素。

经典问题2：请描述自己大学中最突出的非学业成就。

Open Question集合(STAR原则，situation,task,action,result)1.Please give a brief summary of your current recreational and leisure activities, including sports and holidays.I am a outgoing and enegetic girl.I have spent six years in a sports school during the preliminary years, so I like sports, especially tennis and swimming, and I play them with my friends regularly, I think it is beneficial not only for my health, but also the relationship between the friends. Reading is my second favorite, magazines, novels, newspapers , whatever, I am curious about everything , so I usually spent a whole day in the library during the weekend to dig out the answer. And I usually watch a movie every two days, and share my feelings with my friends.2.What clubs and societies are you a member of and in what capacity?I once a chairperson of the students’ union during my undergraduate years, and organized a lot of activities, such as the sports meeting, the debating contest, evening party and so on, during my graduate years, I am also a member of the drama society, I once have been a leading actress in the english drama “gone with the wind”. More than 50 news and other articles written by myself published in newspaper. I join the graduate communist youth league as the head of the department of the social practice. thinking some new activities and put it into practice is my job, fortunately, through communicating with the students,we know their needs,and I thought out the ideas and with others members, we have organized the contest of innovative classes, including preliminary and final, the contest of “who can convince the ceo’, a management problem solution contest, including prelinary,pk and final. Our activities have won the appreciation of the teachers and the students.3. What factors have influenced your career choice?I think if I want to make contributions to my company, it needs a match between me and the job itself. For me, interest is very important, because that will give me the passion and inspire my innovation to complete my job, for the job, I will lay more emphasis on its development prospect, I want to grow with the development of the company.4. Please describe your objective and what you have done to date to achieve it.I choose accounting as my career way. Because I like to research and help people solving their problems. This decision just made up in last semester. I haven’t prepared much for it but everything I have done I treated it seriously. As my major is management, I choose some lessons that related to investment to learn. Meanwhile I read some books about investment principle and business comments on newspapers.I choose auditing as my career way. Besides,auditing will provide me an opportunity to know many different companies and industries. I am an active and easy-going girl.I would like to cooperate with people from various backgrounds. This decision ismade up in last year. As my major is Business Management, I choose some lessons such as accounting, auditing and finance to learn. Meanwhile I learned three CPA courses by my self and attended the examination in Sep, 2006. The CPA certification is one of my target in the coming year.Career objectMy name is John. I am going to talk about my career objectives. I want to be an excellent engineer in the area of communication when I first enter in the college, even back to high school I have already dreamed of being an engineer in the world’s leading companies or operators, such as Erricson, Nokia or China mobile. The main reason was that mobile phone was becoming popular those days and the mobile phone was a miracle to me. I wanted to know how such miracle happens. How did it work? Why we can talk to each other without any real connections. With such questions, I chose BUPT. I wanted to be an engineer in the communication area. I wanted to know the answers to such questions. Nowadays, I have leaned a lot in the college. I have already known how the mobile phone works. Of course, there still exist lots of details and new challenges that I do not know in this area. But basically, the mobile communication is no longer a miracle to me. Correspondingly, I have changed my opinion, changed my objective. I want to be a teacher, not the professors in universities, but an ordinary teacher in the elementary school. As it is known to all, certain remote and isolated area in china, people are still leading extraordinarily poor life. Lots of people with high education degree do not like to stay in these areas. They all want to come to the well-developed area, such as Beijing, Shaihai. Consequently, it is very short of teachers in such area, especially for those elementary schools. I think the children are innocent. They deserve the equal education opportunities. I want to bring hopes to these children. Another reason why I want to be such teachers is that I want to know the answers to the following questions: why they are so poor, due to the natural environment or the human subjective consciousness? Does education can bring any positive effect in changing such phenomenon? I want to find the answers by myself. About the objective in the coming 5-10 years, it is decided by the answers to the above questions that I am going to find. After I know the answers, I will try to find if I can do any help. If I can be any of use for those areas those children and I am qualified, I will continue to stay there and spend my lifetime to make my contributions. Else, I may come back to rejoin the communication industry, to pick up the goal that has been left. The objective I want to achieve when I first enter in this school, the engineer. I will try to reduce the cost of the communication service. Not to make more money. I want more and more people can enjoy the convenience brought by the rapid development of the technologies, especially for those poor. I also believe that people deserve the equal opportunity in enjoying the convenience brought by high techniques. Those career objectives may even can not form a clear develop path and it is also quite challenge. But, life itself is a miracle. No matter what you choose, no matter what you are going to pursue. Challenges are always there, isn’t? All we have to do is crossing the bridge when we come to it. Days are numbered, let’s fight for tomorrow. Thank you all.5.Describe your greatest success or a situation where you exceeded your own expectation?To be honest, I failed in the college entrance examnation seven years ago, that is beyond everyone’s expectation, because I am very good at studing at school, that really shocks me a lot. But I remembered my teacher’s words “ that is ok, althoughyou failed in the starting line, but I hope you can win in the final line” so I set a lot of goals the moment I go to college and make them come true gradually, and the greatest success I have gained by now is I have ranked NO.1 among the whole management department of the zhejiang univertsity in the graduate admisiion examnation. When I know the results, I cannot help crying , because I have prepared it for half a year, during that process, I study 15 hours every day ,no weekends,no leisure activities, my classmates in the same studyding room once said to me “when you are concentrating,you are a clock, keep still, we are the Pendulum ,going around you ’so I set a chanllenging goal and eventually achieve it. I growed a lot from that experience.I really enjoy the happiness gained from the hard work.6. Please include any other information which you may consider relevant to your application.My tuitor is very famous in the hospitality field,and every year he will hold two training classes for the hotel managers from everywhere. The class will be hold in the hotel for half a month , and I will follow and provide service all along. I will help the hotel to arrange the room and take the managers to visit some hotels and solve their problems, and when there isn’t a class, I will arrange their outing, to communicate and coordinate with these managers is really a big challenge .but fortunately, I have finished my job and won the appreciation from the managers. Because of my good performance, my tutor has let me serve the training class for two times, and among all the students of my tutor, I am the only one that can serve twice.7. Why are you applying for this position?PricewaterhouseCoopers is a would famous Audit Firm. Working in Pwc will be very challenging. I like challenge. Besides I can gain many experience which will be useful for my further study.In my opinion transaction is the most interesting subjects in economics. The responsibilities of this position is supply financial advisory to customer, it really suits me.8. Please explain how your personal qualities, skills, knowledge and working experience will help you to be successful in the position for which you are applying.(make you differernt)First of all I am a student of Economics School, I have learnt theories about finance and business. Besides my personality fits this job’s requirement. People often describes me as an energic and outgoing girl. I always smile as I believe smiling can put everybody in a happy mood. I love working with others and get on well with others. Especially working under pressure is my strongpoint. So I am qualify to work for this position.9. If you have completed a work term in a co-op, summer or intern program, please tell us about your experience and how you benefited from it. (Your answer is limited to 1,000 characters.)I once have been a intern in the alibaba company for three months. My job is to associate the hr deal with some daily work.during the three months, I have organizedtwo monthly department meeting , arranged some employee training courses, especially I have arranged a department outing for more than 70 employees almost all by myself. I think it is really a big chanllge for me. Because a lot of activities have been arranged in the three days outing, inclding department monthly meeting, awards ceremony,indoors Carnival,employee’birthday party, visiting some places^ and The manager empowered me . so I started to communicate with the travel agency and signed the contrast, communicate with the finace department to apply for the outing expense, preparing a huge number of needed staff for the department meeting ,birthday party, awards ceremony,indoors carnival, outing^ , and most of all, during the three days, I go with them and deal with a lot of problems they have posed. And my ability of communicating ,organizing, analyzing ,teamwork had improved during the process. Because I have to contact with a lot of people to make sure they are satisfied with the arrangement ,Fortunately , we had a good time during that three days, and my manager gave me a bunch of flowers in the department meeting, and a lot of employee sent me messages to thank me for the arrangement. Although the preparation process is very exhausting , but it is my intern job, I have tried my best to complete it , I am really happy to see the employee’ smiling faces. It is rewarding.10. Describe a recent project you have worked on which demonstrates your determination to complete challenging tasks and your ability to work with others.In the summer of 2009, I went to a suburban town of sichuan province to conduct a research project with other five classmates. To be honest, it is really a big challenging task,because our living situation is poor, we cant take a shower in the evening because of water limit, and we four girls are sleeping together in a small bed, I usually drop in the midnight, in a word , the situation is far different from our big city.what is worse, conducting the research needs some support from the local government , although we have contacted with them before, but they are very busy and they cant give us detailed information ,so we have to dig out the information indepently.in front of the poor situation and limited information, we did not give up. It is a teamwork. I am in charge of designing the investigation form and analysing. Because it is about a wetland park project, so I went to some visiting attractions to let people fill in the form, I have finished more than 200 questionnaires within 3days and analyse the data to give my fellows the basis to go on with the next step.one of my advantage is that I am a good executor, so after I finish my part, I come to help other members to pay a visit to some government department. Sometimes in the night, there is no light in our room, we discuse our project details under the flashlight, after two weeks’effort, we have formulated a wetland park exploition text, we expressed our ideas to the local government and gained the appreciation from them . this is a very special experience for us , it tested our teamwork, our tolerance , and the ablity of commuicating and problem-solving. It is rewarding.11. Please give an example of a time when you developed a new or differentsolution to a problem. Why did you think the problem needed a new solution? How did you develop the new solution? What feedback did you receive on how it is working? Please give your answer in English.During the graduate years, I join in the graduate communist league as the head of department of socia practices. My job is thinking out the new activities ideas and put into practices.but the problem is that, as a graduate student, they are very busy and take part in a lot of activities during the undergraduate years, so they have little interest in our activities. So I thinke it is a good time to change the way. So we designed a investigation form and let the graduate students fill in . through research , we find out their needs. A lot of students want some teamwork contest and want to have more activity fund. So I think out a new idea. I let every class give their class activity plan , and take part in our preliminary contest, we will give their activity fund according to their plan. After their activity, we will hold a final contest to show their achievement,and give extra fund to phraise their innovation. This activity has won great appreciation in our management department. We let more student join in our contest , and share the success together.12. Sometimes it is difficult to keep the commitments we make to others. Tell me about a situation where this happened to you. Why was it difficult? How did you decide what to do? What was the impact of this decision? Please give your answer in English.I once have been a intern in alibaba company, at first, I promise to work for six months.my job is to help hr hold some department activities and deal with some daily work. In the first three months, my effort has won appreciation from the department manager, he even promised that he wil transfer me to a more importment department.but at that time , my tuitor had a project, he needed me to help him, after all, I am a graduate student then , I must do the research work, so I had to quit the intern job. It is a hard decision for me. Because I really like that work and cherish the opportunity,but I had to choose, I explained to my manager and expressed my sorry to him. He accepted my decision .and I convinced my tuitor to give some few days to stay in the company until the new intern came and gave my task to him .I think that period as a intern will be a precious memory in my mind .13. Give an example of a project you have undertaken or an event you have organised. What goals did you set and how did you ensure you achieved them? Describe how your planning and organisation contributed to the success. What would you have done different?When I was a intern in alibaba company , an event I have organized is that I once in charge of the three-day deparment outing. During the three days outing, we will hold the quarterly department meeting , awards ceremony, indoors carnival, employee’s birthday party and visting some attractions. the manager empowered me. So I first contact with the travel agency and signed the contract, then I turn to the finance department to apply for the outing fund, third, I bought a huge number of needed stuff for the meeting and leisure activities,fourth, during the three days outing, I will go。

OPEN QUESTIONSOPEN QUESTIONS的目的是让recruiter更好的了解candidate,所以大家要认真对待。

回答OQs的最重要的原则是be honest，千万不能为了追求所谓的“丰功伟绩”而编造自己没有的经历。

做OQs, 就是要从做过的事情中发掘自己的潜质。

OPEN QUESTIONS1KPMGKPMG的网站是四大里面做得最好的，内容丰富，有中文版，网速飞快。

KPMG网申的开放式问题有代表性，建议大家认真写。

写完一次之后，再申请后面三家就方便了1）Please give a brief summary of your current recreational and leisure activities, including sports and hobbies. （热身问题）2）What clubs and societies are you a member of and in what capacity? （团队合作经历的引子）3）What factors have influenced your career choice? （重要问题，答案最好跟申请的工作有关）4）Outline your career ambitions and objectives. （重要问题，“N年内做经理+ 我的CICPA考试计划”）5）Describe your greatest success or a situation where you exceeded your own expectations. （看性格）2PwC1) Why are you applying for this position? （工作性质，职业生涯目标，公司声望等）2) Please explain how your personal qualities, skills, knowledge and working experience will help you to be successful in the position for which you are applying. （关键问题，见“准备篇”）3) What community or students‟ clubs do you belong to and t o what extent are you involved?4) Any additional information? （把KPMG其余的答案写上去吧：）3EY1）Please describe your career objective and what you have done to date to achieve it. (Maximum 100 English words)2）Please include any other information which you may consider relevant to your application. (Maximum 100 English words)有了前两家的经验，会写了吧。

开放式提问的技巧
以下是 9 条关于开放式提问技巧的内容：
1. 哎呀，别一下子就问得那么死嘛！比如别问“你喜欢这个还是那个”，而是问“你觉得这个怎么样呀”。

就像你问朋友“你觉得今天的天气怎么样呀”，这能让对方更自由地表达呀！
2. 嘿，咱可以试着问一些大方向的问题呀！别总是揪着细节不放。

像问“你对未来的生活有啥想法”，而不是“你明天打算干啥”。

好比问孩子“你长大以后想成为什么样的人呀”，多有意思呀！
3. 哇塞，可以把问题变得有趣一点呀！别那么死板嘛。

比如说“如果可以变成一种动物，你想变成啥呀”，这可比“你喜欢啥动物”好玩多了，不是吗？
4. 诶，别老是问那些人家肯定知道答案的问题呀！要有点挑战性的嘛。

像“要是你能拥有一种超能力，你希望是什么”，多能激发对方的想象力呀，对不？
5. 呀，偶尔也问一些假设性的问题嘛！比如“如果时间能倒流，你会选择回到什么时候”，这就好像让人进入了一个奇妙的世界，对吧？
6. 哟呵，提问的时候咱给点情境呀！别光秃秃的。

像问“在沙漠中你最需要的是什么”，而不是简单问“你需要什么”，这样更有画面感呀！
7. 嘿，有时候可以把问题和对方的兴趣爱好结合起来嘛！那效果肯定好呀。

比如对喜欢音乐的人问“你觉得哪种音乐最能打动你呀”，多贴心呀！
8. 哇，可以问些让人有点纠结的问题呀！像“去旅游你更想去海边还是山区”，这能让对方好好想一想呢，对吧？
9. 哎呀，提问也可以打破常规嘛！比如问“外星人来地球了，你会怎么办”，多新奇呀！总之，开放式提问就是要让对方能畅所欲言，发挥想象呀！咱得灵活点，别太死板啦！。

开放式问题开放式和封闭式问题的优缺点开放式问题的缺点此部分内容详细的叙述了两种问题的各自的优点和缺点，在考试中此部分内容也主要是依据其各自的优缺点进行出题的。

一定要学会区分选择。

（1）开放式问题1）优点：可用于不知道问题答案有几种的情况，开放式问题可让回答者自由发挥，能收集到生动的资料，也可能反映出回答者之间的一些较细微的差异，甚至得到意外发现。

另外，当一个问题有10种以上的答案时，若使用封闭式问题，回答人可能记不住那么多答案，从而难以作出选择，同时，问题和答案太长，容易使人感到厌倦，此时用开放式提问较好。

2）缺点：开放式问题要求回答者有较高的知识水平和语言表达能力，能够正确理解题意，思考答案，并表达出来，因而适用范围有限，自填式问卷通常不用开放式问题。

回答者回答此类问题，需花费较多的时间和精力，加之许多人不习惯或不乐意用文字表达自己的看法，导致回答率低。

开放式问题对开放式问题的统计处理常常比较困难，有时甚至无法归类编码和统计，调查结果中还往往混有一些与研究无关的信息。

开放式问题（2）封闭式问题1）优点：从调查实施的难易度看，封闭式问题容易回答，节省时间，文化程度较低的调查对象也能完成，回答者比较乐于接受这种方式，因而问卷的回收率较高。

从测量的层次看，封闭式问题在测量级别、程度、频率等一些等级问题方面有独特优势，这类问题一般必须列出一系列不同层次的答案，供回答者选择。

从资料的整理和分析^p 方面看，封闭式问题列出答案种类，可以将不相干的回答减少到最低程度，收集到的资料略去了回答者间的某些差异，统一归为几类，便于分析^p 和比较。

2）缺点：某些问题的答案不易列全，回答者如果不同意问卷列出的任何答案，没有表明自己意见的可能，而调查者也无法发现。

对于有些无主见或不知怎样回答的人，答案给他们提供了猜答和随便选答的机会，因此，资料有时不能反映真实情况。

封闭式问题调查还容易发生笔误，例如本来想选答案2，结果却圈了答案3，这类错误无法区分。

著名外企open question总结Cadbury 吉百利1. What do you consider to be your most impressive success? 你认为给你最深刻印象的成功是什么？Tips： Why & how do you achieve your success, not what?提示：虽然问题是在问成功是什么。

但HR真正希望你能告诉他的是你是怎样获得成功的，过程是什么？至于你的成功是什么HR并不关心。

2． What is the most innovative idea you have implemented? 你实施的最有创意的想法是什么？Tips： Problems encountered & how you solve the problems creatively?提示：你要告诉他问题的出现和你是怎么用你的创意想法解决这个问题的。

Unilever: 联合利华1． What is your most difficult persuasion?你最难的一次劝说人的经历是什么？Tip：(1) What is it difficult for you?你需要表现出困难的艰巨(2) How well have I persuaded? Tactics (策略)(3) What difficulties have you overcome? Result-driven提示：你的回答应该包含以下三个方面：(1) 对你来说困难是什么？(2) 你是用什么策略说服别人的(3) 你克服了什么困难，结果如何（第一条是最容易被求职者忽略的，在回答第一点时你尽量要用你的嘴和你的表情表现出困难的艰巨，这样才能让HR看到你的能力）L’ OREAL: 欧莱雅1．At this point of your life, what do you think it is the most useful thing you have learned?在你的生活中，你认为你学到的最有用的东西是什么？Tips：Don’t talk about your school-learning.Learning through practical experience.提示：千万不要谈论关于你在学校所学习的东西，而是要说你在多次实践中学到的东西。

上一次，讲的是：倾听，认真的倾听，非常重要。

今天和大家分享，倾听之后的，另一项很重要的沟通方法——提问。

关于提问，有很多知识点。

今天只分享一条: 开放式提问和封闭式提问的运用。

一、开放式提问、封闭式提问是什么？先举个例子。

招待问客人：“您想喝什么？”这种提问就属于开放式提问；“您想喝茶还是咖啡？”就属于封闭式提问。

开放式提问，问题宽泛，一般没有标准答案，给对方充分发挥的余地，就像“开放式提问”本身的叫法，呈现出开放性。

而封闭式提问，往往带有预设答案，不需要展开回答，且相对受到限制，呈现出封闭性。

打个比方，开放式提问就像是试卷上的问答题，封闭式提问就像是选择题。

二、两种提问的区别和运用。

例子。

患者：我最近感到头疼。

医生：头的什么部位疼？吃的什么药？服药后症状能缓解吗？医生的提问属于封闭式提问。

患者：我最近感到头疼。

医生：还有其他问题吗？患者：感觉到心脏不舒服，跳的很快。

医生：哦，是这样。

还有什么情况吗？这叫做开放式提问。

在封闭式提问中，医生的交流方式，把讨论局限在了“头痛”上，先入为主地认为，患者就是“头”的问题，从而影响了沟通效果，导致患者有许多信息没有说出来，对诊断造成障碍。

而在开放式提问中，医生可以引导患者说出更多信息，从更广泛的范围来考虑病情，更加准确的作出判断。

在这个例子中，可以看出，不同的提问，效果是不一样的。

但，这并不意味着，开放式提问比封闭式提问好。

实际上，两者各有利弊，关键是要看用在什么场合、情境中。

比如，警察在询问嫌疑人时，一般就应该问封闭式问题：警察：姓名嫌疑人：***警察：性别嫌疑人：男警察：家庭住址：嫌疑人：*********警察：电话号码嫌疑人：1234567890……封闭式提问通常都带有一定压力，回答时回旋余地小，基本没有发挥空间，很容易让回答方心理紧张。

同样的道理，有时候在谈判时也会用到这类提问方式，用于销售突破。

三、具体如何来用？1.与人沟通时，建议用开放式提问开头，为沟通营造轻松和谐的气氛。

Open question的关键一：你是谁？Open Question除了以上那些基本功能外，其实它最大的核心价值，还是让公司通过你的答案，来看出“你是个什么样的人？”。

因为open question前的那些填写内容，基本都是硬件条件；仅仅通过硬件条件，公司是无法全面判断一个人的特点的，特别是那些未来工作中的“软性技能（另一个时髦的词叫情商）”和思考能力。

所以Open Question是对你的“自我认识”的巨大考验。

你是什么样的人？你的特质是什么？你处理问题的方式是什么？这都是你需要回答的。

让我们来看一些open question：1. 请全面地分析环境保护所面临的挑战及其未来的发展趋势（考察：知识面、逻辑思维能力和分析的完整性，为了应对将来工作的复杂程度）2. 请你举1个例子说明你是怎样通过事实来使他人达成一致的。

(考察：teamwork、persuasion、empathy等能力)3. Describe a time, other than exams, when you have had to work under significant pressure to achieve a task or goal. Describe the situation, what made it `high pressure`, what you did, and the result. （考察：抗压能力、目标导向result-oriented、decision-making 的勇气和能力）4. Describe a time when you made a significant contribution to achieving a team goal. Describe your role, what you did, the outcome and why your contribution was significant. （考察：团队合作、领导能力、个人团队特长等）大家可以自己再去分析一些open question，你可以理解公司希望通过你的回答，判断你的思考能力、软性技能，甚至价值观。

开放式提问的类型嘿，朋友们！咱今天就来聊聊开放式提问这档子事儿。

你说啥是开放式提问呀？那不就是像个神奇的钥匙，能打开各种奇妙的大门嘛！比如说，你不是问“今天你吃了啥”，而是问“今天你经历了啥有趣的事儿呀”，这后者就是开放式提问啦。

你想想，要是都问那种封闭式的问题，就好像走在一条笔直的小路上，没啥惊喜。

但开放式提问呢，就像是走进了一个大森林，到处都是未知和可能，多有意思呀！咱平时和人聊天，为啥要用开放式提问呀？这可太重要啦！你问个开放式问题，对方就能畅所欲言呀，能跟你分享好多好多呢。

这就好比你给了对方一个舞台，让他尽情表演，多棒呀！而且呀，这样还能让你更了解对方，说不定能发现一些你以前都不知道的事儿呢。

就好比说，你问朋友“周末打算干啥”，那他可能就简单说个“看电影”或者“逛街”。

但你要是问“周末你有啥特别的计划或者想尝试的新事物呀”，那对方可能就会跟你说他想去学个新技能，或者去个从没去过的地方探险呢。

这差别多大呀！再比如说，在职场上，你和同事讨论一个项目，你问“这个项目有啥问题”，可能大家就会说一些表面的。

但你要是问“对于这个项目，大家有啥不同的想法和建议呀”，那说不定就能激发出好多创新的点子呢。

那怎么才能提出好的开放式提问呢？这可得动点小心思。

首先呀，你得有颗好奇的心，别啥都觉得理所当然。

然后呢，多从不同角度去想问题，别老是那几个老套的问题。

比如说，别老是问“你觉得这个好不好”，试试问“这个给你啥感觉呀”。

还有呀，提问的时候语气也很重要哦，要带着点期待和鼓励，让对方感觉到你是真的想听他说。

咱生活中到处都能用得上开放式提问呀。

和家人聊天，问问他们的梦想和愿望；和朋友聚会，问问大家对未来的憧憬；工作的时候，问问团队成员对项目的独特见解。

你说，开放式提问是不是就像一把万能钥匙，能打开各种奇妙的大门，让我们看到更多的精彩呀？咱可别小瞧了它，好好用起来，那可会给我们的生活带来好多不一样的乐趣和收获呢！所以呀，大家以后可都多用用开放式提问，让我们的交流变得更加丰富多彩吧！。

开放式询问(open—ended question) 开放式询问通常使用“什么”、“如何”、“为什么”、“能不能”、“愿不愿意”等词来发问，让求助者就有关问题、思想、情感给予详细的说明。

一般，带“什么”的询问往往能获得一些事实、资料，如，“你为解决这个问题做了些什么呢?”带“如何”的询问往往牵涉到某一件事的过程、次序或情绪性的事物，如：“你是如何看待这件事?”而“为什么”的询问则可引出一些对原因的探讨，如：“你为什么不喜欢在寝室里了?”有时用“愿不愿”、“能不能”起始的询问句，以促进求助者作自我剖析，如“你能不能告诉我你为什么这么害怕黑夜?”从中可见，不同的询问用词可导致不同的结果。

若固定于某一种方式询问求助者，就会失去了解求助者各个方面的机会，例如，仅仅用“什么”引导的询问句，则咨询的重心就可能仅限于事实与资料的获得上，而只用“为什么”起始的问句，则往往使求助者把注意力集中于挖掘过去的经验来解释自己的行为。

如何使用开放式询问，这与咨询师对问题的需要以及所接受的理论基础有关。

有些咨询师不喜欢用“为什么”式的询问以避免用情绪性的问题来讨论过去的事物。

然而理性情绪学派以及精神分析学派的咨询师则十分注重“为什么”的句子，因此，这类句子在这种理论指导下是适宜的。

至于罗杰斯求助者中心理论流派则反对使用询问的方式，他们认为这种方式是咨询师凭着自己的感受，而侵犯了求助者的隐私。

他们更倾向于运用鼓励、释义、情感反应等技巧来了解求助者，促进求助者自我分析。

使用开放式询问时，应重视把它建立在良好的咨询关系基础上，离开了这一点，就可能使求助者产生一种被询问、被窥探、被剖析的感觉，从而产生阻抗。

同一句话，因咨询关系不同，会产生截然不同的效果。

有些询问尤其要注意问句的方式，询问的语气语调，不能轻浮，不能咄咄逼人或指责，尤其是涉及一些敏感的隐私问题。

询问是咨询的需要，而不是为了满足好奇心或窥探隐私的欲望。

封闭式询问(close—ended question) 封闭式询问通常使用“是不是”、“对不对”、“要不要”、“有没有”等词，而回答也是“是”“否”式的简单答案。

开放式提问和封闭式提问13322开放式提问和封闭式提问开放式提问与封闭式提问的区别在于客户回答的范畴大小，采用开放式提问，客户回答的范畴较宽，一般是请客户谈想法，提建议，找问题等，目的是展开话题。

这种问题常用的词汇是“什么”“哪里”“告诉”“怎么样”“为什么”“谈谈”等，如：“您能谈谈参加这次会展后的感受吗？”“对于公司的现状您觉得哪些方面需要改进呢？”“您采取哪些计划来改进现有技术？”“您能告诉我您最真实的想法吗？”“您为什么会有这种想法呢？”“您觉得怎样做才是最好的？”封闭式提问，客户回答的范畴比较窄，答案比较明确、简单，一般是为了缩小话题范畴，收集比较明确的需求信息等。

常用的词汇有：“能不能”、“对吗？”“是不是”、“会不会”“多久”等，如：“我相信您作为公司的老总，一定非常关注公司的业绩，对吗？”“公司现在是不是采用电话销售方式在销售产品呢？”“会不会是因为这方面的因素，导致了您的采购计划的推迟呢？”开放式提问可以使客户打开自己的心扉，说出自己的想法、感受和顾虑，电话销售人员也因此有机会深入到客户的内心世界，获得一些深层次的需求信息。

但没有一个人愿意在自己不熟悉及不信任的人面前谈自己真实的感受。

电话销售人员经常会听到客户说：“我没有必要告诉你。

”“你没有权利知道”等一些带有明显拒绝性的回答，从而使电话销售人员非常尴尬。

导致这种结果的发生，是因为很多电话销售人员总喜欢在还没有与客户建立信任关系时就问一些开放式的问题，如：“您能谈谈贵公司今年的参展计划吗？”“您觉得公司现在的财务状况哪些方面需要改进呢？”这些问题都有可能会涉及到公司的一些秘密，所以对方很难接受一个陌生人问这种问题，更谈不上与电话销售人员分享内心世界的真实想法了。

所以电话销售人员一定要在与客户建立了相互信任关系之后，才能提开放式的问题。

封闭式提问可以用来建立顾客关系，因为封闭式提问的话题范围窄，回答起来非常简单容易，所以陌生客户很容易参与。

Open Question集合(STAR原则，situation,task,action,result)1.Please give a brief summary of your current recreational and leisure activities, including sports and holidays.I am a outgoing and enegetic girl.I have spent six years in a sports school during the preliminary years, so I like sports, especially tennis and swimming, and I play them with my friends regularly, I think it is beneficial not only for my health, but also the relationship between the friends. Reading is my second favorite, magazines, novels, newspapers , whatever, I am curious about everything , so I usually spent a whole day in the library during the weekend to dig out the answer. And I usually watch a movie every two days, and share my feelings with my friends.2.What clubs and societies are you a member of and in what capacity?I once a chairperson of the students’union during my undergraduate years, and organized a lot of activities, such as the sports meeting, the debating contest, evening party and so on, during my graduate years, I am also a member of the drama society, I once have been a leading actress in the english drama “gone with the wind”. More than 50 news and other articles written by myself published in newspaper. I join the graduate communist youth league as the head of the department of the social practice. thinking some new activities and put it into practice is my job, fortunately, through communicating with the students,we know their needs,and I thought out the ideas and with others members, we have organized the contest of innovative classes, including preliminary and final, the contest of “who can convince the ceo’, a management problem solution contest, including prelinary,pk and final. Our activities have won the appreciation of the teachers and the students.3. What factors have influenced your career choice?I think if I want to make contributions to my company, it needs a match between me and the job itself. For me, interest is very important, because that will give me the passion and inspire my innovation to complete my job, for the job, I will lay more emphasis on its development prospect, I want to grow with the development of the company.4. Please describe your objective and what you have done to date to achieve it.I choose accounting as my career way. Because I like to research and help people solving their problems. This decision just made up in last semester.I haven’t prepared much for it but everything I have done I treated it seriously. As my major is management, I choose some lessons that related to investment to learn. Meanwhile I read some books about investmentprinciple and business comments on newspapers.I choose auditing as my career way. Besides,auditing will provide me an opportunity to know many different companies and industries. I am an active and easy-going girl. I would like to cooperate with people from various backgrounds. This decision is made up in last year. As my major is Business Management, I choose some lessons such as accounting, auditing and finance to learn. Meanwhile I learned three CPA courses by my self and attended the examination in Sep, 2006. The CPA certification is one of my target in the coming year.Career objectMy name is John. I am going to talk about my career objectives. I want to be an excellent engineer in the area of communication when I first enter in the college, even back to high school I have already dreamed of being an engineer in the world’s leading companies or operators, such as Erricson, Nokia or China mobile. The main reason was that mobile phone was becoming popular those days and the mobile phone was a miracle to me. I wanted to know how such miracle happens. How did it work? Why we can talk to each other without any real connections. With such questions, I chose BUPT. I wanted to be an engineer in the communication area. I wanted to know the answers to such questions. Nowadays, I have leaned a lot in the college. I have already known how the mobile phone works. Of course, there still exist lots of details and new challenges that I do not know in this area. But basically, the mobile communication is no longer a miracle to me. Correspondingly, I have changed my opinion, changed my objective. I want to be a teacher, not the professors in universities, but an ordinary teacher in the elementary school. As it is known to all, certain remote and isolated area in china, people are still leading extraordinarily poor life. Lots of people with high education degree do not like to stay in these areas. They all want to come to the well-developed area, such as Beijing, Shaihai. Consequently, it is very short of teachers in such area, especially for those elementary schools. I think the children are innocent. They deserve the equal education opportunities. I want to bring hopes to these children. Another reason why I want to be such teachers is that I want to know the answers to the following questions: why they are so poor, due to the natural environment or the human subjective consciousness? Does education can bring any positive effect in changing such phenomenon? I want to find the answers by myself. About the objective in the coming 5-10 years, it is decided by the answers to the above questions that I am going to find. After I know the answers, I will try to find if I can do any help. If I can be any of use for those areas those children and I am qualified, I will continue to stay there and spend my lifetime to make my contributions. Else, I may come back to rejoin the communication industry, to pick up the goal that has been left. The objective I want to achieve when I first enter in this school, the engineer. I will try to reduce the cost of the communication service. Not to make more money. I want more and more people can enjoy the convenience brought by the rapid development of the technologies, especially for those poor. I also believe that people deserve the equal opportunity in enjoying the convenience brought byhigh techniques. Those career objectives may even can not form a clear develop path and it is also quite challenge. But, life itself is a miracle. No matter what you choose, no matter what you are going to pursue. Challenges are always there, isn’t? All we have to do is crossing the bridge when we come to it. Days are numbered, let’s fight for tomorrow. Thank you all.5.Describe your greatest success or a situation where you exceeded your own expectation?To be honest, I failed in the college entrance examnation seven years ago, that is beyond everyone’s expectation, because I am very good at studing at school, that really shocks me a lot. But I remembered my teacher’s words “that is ok, although you failed in the starting line, but I hope you can win in the final line” so I set a lot of goals the moment I go to college and make them come true gradually, and the greatest success I have gained by now is I have ranked NO.1 among the whole management department of the zhejiang univertsity in the graduate admisiion examnation. When I know the results, I cannot help crying , because I have prepared it for half a year, during that process, I study 15 hours every day ,no weekends,no leisure activities, my classmates in the same studyding room once said to me “ when you are concentrating,you are a clock, keep still, we are the Pendulum ,going around you ’so I set a chanllenging goal and eventually achieve it. I growed a lot from that experience.I really enjoy the happiness gained from the hard work.6. Please include any other information which you may consider relevant to your application.My tuitor is very famous in the hospitality field,and every year he will hold two training classes for the hotel managers from everywhere. The class will be hold in the hotel for half a month , and I will follow and provide service all along. I will help the hotel to arrange the room and take the managers to visit some hotels and solve their problems, and when there isn’t a class, I will arrange their outing, to communicate and coordinate with these managers is really a big challenge .but fortunately, I have finished my job and won the appreciation from the managers. Because of my good performance, my tutor has let me serve the training class for two times, and among all the students of my tutor, I am the only one that can serve twice.7. Why are you applying for this position?PricewaterhouseCoopers is a would famous Audit Firm. Working in Pwc will be very challenging. I like challenge. Besides I can gain many experience which will be useful for my further study.In my opinion transaction is the most interesting subjects in economics. The responsibilities of this position is supply financial advisory to customer, it really suits me.8. Please explain how your personal qualities, skills, knowledge and working experience will help you to be successful in the position for which you are applying.(make you differernt)First of all I am a student of Economics School, I have learnt theories about finance and business. Besides my personality fits this job’s requirement. People often describes me as an energic and outgoing girl. I always smile as I believe smiling can put everybody in a happy mood. I love working with others and get on well with others. Especially working under pressure is my strongpoint. So I am qualify to work for this position.9. If you have completed a work term in a co-op, summer or intern program, please tell us about your experience and how you benefited from it. (Your answer is limited to 1,000 characters.)I once have been a intern in the alibaba company for three months. My job is to associate the hr deal with some daily work.during the three months, I have organized two monthly department meeting , arranged some employee training courses, especially I have arranged a department outing for more than 70 employees almost all by myself. I think it is really a big chanllge for me. Because a lot of activities have been arranged in the three days outing, inclding department monthly meeting, awards ceremony,indoors Carnival,employee’birthday party, visiting some places^ and The manager empowered me . so I started to communicate with the travel agency and signed the contrast, communicate with the finace department to apply for the outing expense, preparing a huge number of needed staff for the department meeting ,birthday party, awards ceremony,indoors carnival, outing^ , and most of all, during the three days, I go with them and deal with a lot of problems they have posed. And my ability of communicating ,organizing, analyzing ,teamwork had improved during the process. Because I have to contact with a lot of people to make sure they are satisfied with the arrangement ,Fortunately , we had a good time during that three days, and my manager gave me a bunch of flowers in the department meeting, and a lot of employee sent me messages to thank me for the arrangement. Although the preparation process is very exhausting , but it is my intern job, I have tried my best to complete it , I am really happy to see the employee’ smiling faces. It is rewarding.10. Describe a recent project you have worked on which demonstrates your determination to complete challenging tasks and your ability to work with others.In the summer of 2009, I went to a suburban town of sichuan province to conduct a research project with other five classmates. To be honest, it is really a big challenging task,because our living situation is poor, we cant take a shower in the evening because of water limit, and we fourgirls are sleeping together in a small bed, I usually drop in the midnight, in a word , the situation is far different from our big city.what is worse, conducting the research needs some support from the local government , although we have contacted with them before, but they are very busy and they cant give us detailed information ,so we have to dig out the information indepently.in front of the poor situation and limited information, we did not give up. It is a teamwork. I am in charge of designing the investigation form and analysing. Because it is about a wetland park project, so I went to some visiting attractions to let people fill in the form, I have finished more than 200 questionnaires within 3days and analyse the data to give my fellows the basis to go on with the next step.one of my advantage is that I am a good executor, so after I finish my part, I come to help other members to pay a visit to some government department. Sometimes in the night, there is no light in our room, we discuse our project details under the flashlight, after two weeks’effort, we have formulated a wetland park exploition text, we expressed our ideas to the local government and gained the appreciation from them . this is a very special experience for us , it tested our teamwork, our tolerance , and the ablity of commuicating and problem-solving. It is rewarding.11. Please give an example of a time when you developed a new or different solution to a problem. Why did you think the problem needed a new solution? How did you develop the new solution? What feedback did you receive on how it is working? Please give your answer in English.During the graduate years, I join in the graduate communist league as the head of department of socia practices. My job is thinking out the new activities ideas and put into practices.but the problem is that, as a graduate student, they are very busy and take part in a lot of activities during the undergraduate years, so they have little interest in our activities. So I thinke it is a good time to change the way. So we designed a investigation form and let the graduate students fill in . through research , we find out their needs. A lot of students want some teamwork contest and want to have more activity fund. So I think out a new idea.I let every class give their class activity plan , and take part in our preliminary contest, we will give their activity fund according to their plan. After their activity, we will hold a final contest to show their achievement,and give extra fund to phraise their innovation. This activity has won great appreciation in our management department. We let more student join in our contest , and share the success together.12. Sometimes it is difficult to keep the commitments we make to others. Tell me about a situation where this happened to you. Why was it difficult? How did you decide what to do? What was the impact of this decision? Please give your answer in English.I once have been a intern in alibaba company, at first, I promise to work for six months.my job is to help hr hold some department activities and deal with some daily work. In the first three months, my effort has won appreciation from the department manager, he even promised that he wil transfer me to a more importment department.but at that time , my tuitor had a project, he needed me to help him, after all, I am a graduate student then , I must do the research work, so I had to quit the intern job. It is a hard decision for me. Because I really like that work and cherish the opportunity,but I had to choose, I explained to my manager and expressed my sorry to him. He accepted my decision .and I convinced my tuitor to give some few days to stay in the company until the new intern came and gave my task to him .I think that period as a intern will be a precious memory in my mind .13. Give an example of a project you have undertaken or an event you have organised. What goals did you set and how did you ensure you achieved them? Describe how your planning and organisation contributed to the success. What would you have done different?When I was a intern in alibaba company , an event I have organized is that I once in charge of the three-day deparment outing. During the three days outing, we will hold the quarterly department meeting , awards ceremony, indoors carnival, employee’s birthday party and visting some attractions. the manager empowered me. So I first contact with the travel agency and signed the contract, then I turn to the finance department to apply for the outing fund, third, I bought a huge number of needed stuff for the meeting and leisure activities,fourth, during the three days outing, I will go with them and deal with some problems the employees posed. To make sure the process go smothly, I have to commuicate and coordinate with manager, employee, hr, guider, even the seller.Fortunately, we had a good time during that three days, and the manager gave me a bunch of flower to phrise my work, and a lot of employee sent messages to me to thanke me the arrangment I have done for them. I think it is a rewarding work.14. Please describe your most recent experience of working with and/or leading a team. What was the project and your role? What objectives did you set and how did you ensure all the team members worked to achieve them?Recently , we have hold a contest called”who can convince ceo”----a management solution contest, I am in charge of organizing the preliminary contest. We totally have 12 members in our society. I divided them into 6 group , some are in charge of the preparation, some are in charge of the spot. From the propaganda to the coordination on the spot, I commuicate my ideas with my fellows and listen to their advice. Although everyone has his own study work , I arrange their work according to their time andadvantage. Because I have divided the task into details and contact with them by telephone instead of having a meeting face to face , so we have saved a lot of time and everyone knows his work . at last, I have been the host of the contest and it went very smothly .we got the phraise from the teacher, from this experience, I have learned more skills about commuication, teamwork and leadship.15. Describe a time that you had successfully finished a work/plan ahead of schedule.When I am in the first year of my postgraduate, I have taken part in a contest with other five classmates.the contest is about the tourism attraction planning,which is hold by sanya government. I am the leader my team, and I am in charge of thinking of the innovative ideas and finish the final text. I turn to the web, my classmates who are studying in sanya and friends who are the guider of the travel agency and relatives who have been to sanya to collect some information.because I had a good effience of collecting information, so after discussion with my fellows, we quickly set the topic of this contest is about wedding, that is ahead of our schedule, so we have more time to conduct the details. and through our two months effort, we have won the golden idea awards , I think it is a very memorable experience.16、Please describe an occasion where you met with real difficulties. How did you solve the problem?I once spent 6 years in a sports school, so when I went to college, I chose the sports department of the students union.once upon a time, I am in charge of organizing the sports meeting, we must select athletes and train them . because the students have a lot of study work to do, so they paid little attention ,especially the good player, they are lack of the motivation. So I recommend to my teacher, if our college can provide some awards to motivate our players. The teacher agreed with my ideas and let me draft a detailed measures. So after discussion, we had a set of standard measures to motivate our player to join.after a month’s effort, our college has won No.1 both in the male and female group.naturally, we give our awards to the players, I think it is a win-win solution.17. Describe the situation where you had to convince someone who was not easily to be convinced? What did you do? (No more than 1000 letters)18. What are your expectations to Unilever Management Trainee Program? (No more than 500 letters)First I hope to have a wide exposure to various jobs, such as marketing, business analysis, financial, etc. Then I plan to work for marketing department. After one year or more, I would like to join in a project, working with experts from business, legal, taxes, and treasury to achievethe goal. I will learn many things about marketing and management both personal and professional then become a marketing expert or a manager.19. Please indicate what you feel are the top 3 most important factors to work well in a team with people from different backgrounds and culture. Communication, understanding, teamwork20. Please describe what you think are the top 3 key challenges for a multinational company to succeed in China and why?Culture, brand, policy21.How would your colleagues/classmates describe you in five words? On what evidence would they base this assessment?Diligence: I have won a lot of schlarship and ranked No 1 in the graduate admission examnation, so I am good at learning something new and ready to embrace the changes.Easy-going: I have been a monitor from preliminary to graduate, I am a easy-going girl, so I make friends with a lot of people. They trust me and usually turn to me when they have problem.they think I am a good problem-solver.Innovative: I have thought a lot of new ideas for my company and the society I have joined. For exanple, I help change the form of awards ceremony of my company, I have won “golden idea award”in a context organized by sanya government, I have thought out some innovative ideas and put it into practice for the society I have stayed.Result-oriented: Once I set a goal, I will try my best to achieve it. For example, I have prepared half a year for the graduate admission examnation and thus ranked No.1 in my deparment. When I am a intern in alibaba, I take on many trivial work , but I think it is meaningful, and I will always beyond my manager’s expectation.when I am a member of the students union, I will spare no efforts to let more student join in the activities. active: I am a curious girl and ready to embrace the challenge, so I have the passion and activity to finish my work. For example, when I am a intern in cybernaut company, first I was not familiar with its business, to integrate it more quickly, I commuicate with my colleges in their free time and read a lot of business introduction in my free time.my activity let me competent for my job quickly.22. Describe an example of a good decision you made recently. What alternatives did you consider? Why was it a good decision?23. Tell us something you plan to learning nearly future and why.I ususally feel fantastic about the excenllent indoor decoration,and sometimes I even feel a little regret that I dinnot choose the designing major.but actually , I am planning to study indoor designing recently,I hope that will highten my aesthetic ability and give my friends somereasonable suggestions on decoration.24. Please state how you have benefited from your work experience.I am a monitor in my class from the preliminary school to postgraduate,and join the stuents union and hold a lot of actitivities, to be a intern in 3 companies and conduct some researches during my postgraduate, etc, I have benefited from these experience a lot. First, my abiltiy of commuicating and organizing ,teamwork, coordinating ,the way of thinking , has improved. In a word , I become mature, from a little girl who dares nothing to thinking before doing.pared to other people in general, how would you rate your leadership ability?Top 10%. I believe there are two things a leader should have: concern and responsibility. Regularly, I talk to my fellows to know what they think about their work, and helped them find their positions. While work I will never give up and always try my best.26.Please give an example of a career goal that you set yourself. How did you choose the goal that you were aiming towards? What did you do to achieve the goal? How did you feel about working towards the goal? Two years ago I attended the Graduate Entrance Examination. I get a bachelor’s degree in communication engineering. But I am interested in management and I want to become a professional manager in the future. So I decided to change my major and get higher education on management. Due to the fierce competition, strong learning skill is required. I set up a detailed schedule for preparation and followed it every day. In order to promote the efficiency, I found a person who has the same goal with me and we studied together. We shared all the information and helped each other to solve the difficult problem. When my partner felt depressed I encouraged her. She also give me much help in learning Math. We both passed the examination and I got the highest score in my major.27.What is your definition to SUCCESS?success has just as many faces as any other possible theme, depending on the society in which it is measured, and the character of the person who measures it.Success is achieving something you have set out to do and wanted to do. So first you should set a career target and then you should try your best to accomplish it.Success is Loving Your Work success is looking forward to the beginning of each day. It’s genuinely enjoying what you do. “My work is competitive, creative, constantly changing, challenging, rewarding and most of all fun,” he says. “That is why I love my business.”28.Why do you apply for BP?BP is one of the world’s largest energy trading companies. And it is a force for good. The way they work is guided by values –integrity, honest dealing, treating everyone with respect and dignity, striving for mutual advantage, transparency and contributing to human progress. Besides, BP are committed to equality and diversity. I admire BP’s culture so much that I want to join in BP.29.Why do you apply for the Challenge Program?The Challenge Program is a unique opportunity to take part in a three year rotational program. This program will be encompassed by a culture that is competitive, yet nurturing to the ambition and the motivation that brought me to this point in my career. And it will be exposed to multiple parts of the business in varying capacities that provide a well rounded grounding in the energy sector. The program is competitive and attractive.I am sure I will be a top performer and enjoy being challenged to the maximum. So the Challenge Program is the right fit for me.30.Please give reasons for your preference (marketing) :In my opinion, marketing is a challenging work which requires the ability to analyze data quickly and learn fast, basing judgments on fact and the creativity to propose innovative solutions. We design and provide the perfect products and services to create and meet the customer’s demand though marketing. It’s very interesting and valuable. Both the company and the public will benefit from a successful marketing. I really love this creative work and I will get a sense of accomplishment through it. Besides, I have got comprehensive knowledge and a good sense about marketing through my study. And my technology background will help me think rationally and logically about outside existing boundaries to identify implications.31.Please state: why the position you have applied for is appropriate for you, why you have selected HSBC, and what your career objectives are.The PRC BDP is to develop future banking specialists and leader through practical experience and management skills training. I am innovative and forward looking. The strong ability of leadership and communication is my strength. I enjoy working and sharing knowledge with others So I think the position is appropriate for me.The HSBC Group is one of the largest banking and financial services organizations in the world. Since 2001, HSBC has been named “Best Foreign Commercial Bank in China” by the Finance Asia magazine. Besides, HSBC is an equal opportunity employer. Besides, HSBC actively participates in。

什么是开放性疑问句？开放性疑问句是一种常见的疑问句形式，它的特点是需要直接回答，而非仅仅回答“是”或“不是”。

开放性疑问句的提问方式非常灵活，可以引导对话的深入探讨，促使人们展开更多的思考和讨论，拓宽视野，增进对问题的理解。

下面，我们将进一步探讨开放性疑问句的定义、用途以及一些典型例子。

一、开放性疑问句的定义开放性疑问句，又称为开放问句，是指提出的问题没有具体答案，需要通过思考、分析、判断等过程来回答。

它不仅仅要求简单的肯定或否定，而是需要对问题作出进一步的解释和思考。

使用开放性疑问句可以激发人们的思维与创造力，帮助他们更深入地理解问题，拓宽知识面。

二、开放性疑问句的用途开放性疑问句在日常交流、教学、研究等各个领域中都得到广泛应用。

它的使用可以有效地引导对话，促进思考，提高问题解决能力。

在教学中，教师常常使用开放性疑问句来启发学生思考，激发他们的学习兴趣。

在研究中，科学家使用开放性疑问句来探索未知领域，推动学科的发展。

在日常交流中，使用开放性疑问句可以促进有效沟通，拓宽人际关系。

三、开放性疑问句的例子1. “为什么太阳会升起和落下？”这是一个经典的开放性疑问句。

它引导人们思考太阳升起和落下的原因，进而深入了解地球自转和公转的知识。

2. “你认为人类未来会如何发展？”这个问题需要回答者根据自己的观点和对未来的预测来思考。

它可以引导人们思考科技、环境、社会等方面的发展趋势。

3. “如何培养孩子的创造力？”这个问题可引导人们探讨培养孩子的方法和策略。

它涉及到教育、心理学等多个领域，有助于人们对教育问题的深入思考。

4. “为什么有的人喜欢读书而有的人不喜欢？”这个问题可以引导人们思考个体差异和各种兴趣爱好的形成原因，提高对人性和个体发展的认识。

5. “如何解决全球变暖问题？”这个问题引导人们思考如何应对全球变暖的策略和措施。

它不仅涉及科学知识，还涉及环境保护、政策制定等多个方面。

开放性疑问句的使用，能够在对话中引起更多的思考，帮助人们更好地理解问题。

口语中的疑问和质疑用语在日常口语交流中，疑问和质疑用语扮演着重要的角色。

它们使得对方能够更好地理解我们的意思，并提供了机会进行深入的沟通和讨论。

本文将介绍一些常用的口语中的疑问和质疑用语，并探讨如何使用它们来增强自己的口语表达能力。

1. 提出疑问当我们需要询问某人关于某事的信息或意见时，我们可以使用以下的疑问用语：1.1 简单疑问句这是我们最常见的提问方式，用于寻求对方的肯定或否定回答。

例如：- Are you going to the party tonight?（你今晚要去派对吗？）- Did you finish your homework?（你完成作业了吗？）- Can you help me with this?（你能帮我一下吗？）1.2 开放式问题开放式问题通常用于邀请对方提供更多的信息或观点。

这些问题无法用简单的“是”或“否”回答。

例如：- What do you think about the movie we watched?（你觉得我们看的电影怎么样？）- How did you come up with this idea?（你是如何想出这个主意的？）- Why do you think he made that decision?（你认为他为什么会做出那个决定？）1.3 选择疑问句选择疑问句让对方在几个选项中做出选择。

例如：- Do you prefer coffee or tea?（你更喜欢咖啡还是茶？）- Would you like to go to the beach or the mountains for vacation?（你想去海滩还是山区度假？）2. 表达质疑当我们对某人的观点、意见或行为感到怀疑时，我们可以使用以下的质疑用语：2.1 怀疑的表达这些表达用于表示我们对某事的真实性或可靠性存在怀疑。

例如：- Are you sure about that?（你确定吗？）- I find it hard to believe.（我觉得很难相信。

口语练习：open-endedquestion（开放式问题）口语练习：open-ended question(开放式问题)用中文(理解/英译汉翻译式)学习英语，和用英语(理解/英译英式)学习英语结果截然不同，一个是“获得”中文，一个是获得“更多”英语：1)用中文理解英语式学习：My teacher always asks us some open-ended/closed end questions.用中文理解，见到英语词open-ended/closed end question，想到和得到的是中文“开放式/封闭式问题”。

完全依赖中文“理解”英语。

2)用英语理解英语式学习(把你学过的英语用起来，得到更多英语)My teacher always asks us some open-ended/closed end questions.口语：1. Okay.Got you.If you ask me open-ended questions, you ask questions that ask who, what, where, when, and how.For example.Where are you going ?2.Open-ended questions are questions about who,what,where,when and how3.If you ask me closed end questions,I can answer these questions with a simple yes or no. For example.Are you going to the library?以后见到英语open-ended/close end，首先想到的是更多的英语：what,where,who,when,how等，并用这些英语记住和积累open-ended/close end question这就叫“用英语学英语”，学习的初心是：用英语积累英语。

开放式命题，又称开放性问题，是指在问题提出过程中，不设定固定的答案，允许被提问者自由发挥，从而激发其创造性思维和独立思考能力的一种命题形式。

开放式题目（open ended question）亦称“自由作答题”。

测验题目的一种形式。

与“封闭式题目”相对。

特点是不预先制定答案，没有绝对标准，对回答方式不作具体、明确的规定，受测者可自由表达自己的意见和看法。

如学绩测验中的论述题、人格测验中的自由联想题。

既可反映受测者对某问题理解的深度，也可使施测者收集到更多的信息；但无法排除许多无价值、不确切的信息，测题非标准化，不易数量化，而且较费时间。

那些不能简化为几个小问题的复杂问题，常用此形式。