玛氏经典面试问题及标准答案

Please design a graduate trainee program that is most ideal to you and your team members.Please do NOT simply copy any company’s (including Mars) trainee program design, but todiscuss with your team members and come up with your own ideas.You can cover the following areas when designing this trainee program, or cover any other areas that you think necessary.What is the purpose / goal of this graduate trainee program?Who are the targeted students of this trainee program?What mechanisms should this trainee program have?What is the career path of a graduate trainee in this program & after this program?What career opportunities should this program provide to trainees, to support their development?What are the success criteria of trainees in this program?How can this program have a reasonable return on investment for the company?How to ensure this program’s market competitiveness?免责申明：∙有关构想须由申请者个人独立完成，不允许有任何抄袭行为，否则一经发现，即取消录用资格。

玛氏面试经验分享：我是如何获得录取的？2023年，我有幸成功进入了世界著名食品公司玛氏的职场。

在这之前，我经历了漫长而充满挑战的求职过程。

面试是求职过程中最核心的一环，尤其是对于像我这样没有很强背景和经验的求职者而言。

在这篇文章里，我将与大家分享我的玛氏面试经历，以及我是如何获得录取的。

面试前的准备我相信，成功的面试，除了运气之外，最重要的因素是准备。

因此，在去面试前，我做了充分的准备。

首先，我阅读了玛氏官网上的公司介绍和招聘要求，了解公司的文化和其对于招聘人才的期望和标准。

其次，我了解了玛氏目前所处的市场环境和竞争情况，以便在面试中能够从行业趋势、竞争分析等角度谈论我的见解和思考。

最后，我还找了一些类似岗位的招聘启事和面试题目，进行了模拟面试和练习。

面试过程玛氏一共进行了四轮面试，包括两轮电话面试和两轮现场面试。

以下是我面试的具体流程和内容。

第一轮电话面试这一轮电话面试是由玛氏的人力资源部门负责。

面试官主要询问了我的个人背景、工作经验和自我介绍，然后进一步就我的教育背景、职业规划和掌握的核心技能进行了提问。

这一轮面试大概持续了40分钟。

第二轮电话面试这一轮电话面试是由该职位的上级负责。

面试官不再重复上面的部分提问，而是更加关注我的岗位经验、解决商业问题的能力以及团队管理的能力。

他将一些具体的产品案例放在我面前，要求我在限制时间内提供解决问题的方案和方法。

这一轮面试大约持续了50分钟。

第三轮现场面试这一轮面试是在玛氏的总部进行的，与我面试的是该职位的同级和下级管理人员。

在这一轮面试中，他们更关注我的组织协调能力、沟通和谈判能力以及对于公司文化、愿景的认同和理解。

他们也会就我在口头表达、PPT展示以及团队讨论环节中的表现和发挥进行评估。

这一轮面试大约持续了90分钟。

第四轮现场面试这一轮面试是玛氏的高管和产线经理进行的。

通过这一轮面试，我有机会了解到玛氏公司的核心业务和生产环节，同时也了解到管理层的思维和判断。

【留学生就业】玛氏强生欧莱雅面经1、MARS：玛氏笔试—AC说MARS一定要从网申开始，因为MARS家的网申不同于其他公司，它是需要组队参赛的。

一般MARS的招聘从6月份就开始铺天盖地的进行宣传，所以需要提前关注的。

出于对M&M的热爱，偶当然不会放过。

找了出色的队友，写好项目策划，完成网申。

每年的项目题目不同，一般都跟环保和公益事业有关系。

幸运的通过网申，我和队友都很开心。

迎来了求职之路的第一场笔试。

MARS的笔试很考验英文能力，有听力，有复述，有翻译，当然也有数理逻辑。

偶那天状态不错，除了复述那段新疆义务教育情况时感觉比较糟，其他题都还比较有把握。

十一前知道笔试通过，于是开始准备（群面+二面+AC)。

感觉MARS的笔试主要还是考验英文能力，这一点在群面中也得到了证实。

因为群面里的对手个个都把英文说的跟母语似的。

这是求职之路挂的第一场群面，好像也是唯一的一场。

其实案例跟去年一模一样，也跟上一场好友告诉我的题目一样，也就是精心准备过的。

无奈群面真的是要看对手的。

也许是大家都明白MARS的小组面试通过率是非常低的，所以都全力想表现，完全忽视了TEAMWORK。

做为TIME-CONTROLLER的我多次提醒大家各退一步，选折中方案，但是个别队友还是坚持己见。

还有英文群面跟中文真的很不一样，英文的表达能力至关重要。

只进入MARS面试的人真的都能用英文很流利的争执，所以都不妥协。

面完我就知道，肯定挂定了，甚至可能整组都出不了线。

事实也的确如我猜想一般。

（案例应届生都有）一封拒信，结束了MARS的征程。

很感谢MARS给予的每个机会，继续买M&M，继续啃DOVE。

2、Johnson& Johnson ：强生中国笔试—一面—二面—FINAL截止日那天完成的网申，挑了强生中国的MT. 强生有一堆公司医疗，制药，中国。

据说医疗最好。

笔试的通知是在半夜收到的，JJ家的笔试太无语了，居然考公务员的行测。

玛氏Mars感谢你给我们这一机会阅读你的简历及考察你的技能。

Thank you for giving us theopportunity to review your resume and qualification.非常遗憾，我们只有非常有限的职位提供给数目如此众多的应聘者。

你的申请会和其他申请人一起被查阅。

我们对你的能力印象非常深刻，然而，我们不能提供给你下一步应聘的机会。

It is regretted that we have a very limited number of vacancies for which a large number of candidates have applied. Your application has been reviewed along with other applicants.While we are impressed with your qualification, we can not offer you the opportunity for the next step.请你理解，这不是对你的成就得否定，只不过是我们独特的招聘需求的反映。

Pleaseunderstand that this is not a negative evaluation of your accomplishment, but rather a reflection of our unique hiring needs.同时，我们会保留你的资料，如果将来有一个新的职位和你的技能及兴趣相匹配，我们会及时和你了解。

Meanwhile, we would like to keep your profile and may contact you in the future should a position open up which matches your skills and interests.非常感谢你对玛氏中国表现出来的兴趣。

1、你所看到过的最大的影子是什么?2、员小王误将2万元手提电脑以1.2万元卖给了顾客张先生，作为小王的经理，请你写一封信给张生，把8千元要回来。

3、估算一下一个行进在小雨中的人5分钟内身上淋到的雨的质量。

4、村子中有50个人，每人有一条狗。

在这50条狗中有病狗(这种病不会传染)。

于是人们就要找出病狗。

每个人可以观察其他的49条狗，以判断它们是否生病，只有自己的狗不能看。

观察后得到的结果不得交流，也不能通知病狗的主人。

主人一旦推算出自己家的是病狗就要枪毙自己的狗，而且每个人只有权利毙自己的狗，没有权利打死其他人的狗。

第一天，第二天都没有枪响。

到了第三天传来一阵枪声，问有几条病狗，如何推算得出?5、用种颜色为一个二十面体涂颜色，每面都要覆盖，你能够用多少种不同的涂法?你将选择哪三种颜色?6、迈克和托德的薪水相差21美元。

迈克的薪水比托德多20美元。

迈克的薪水是多少?托德的薪水是多少?7、一楼到十楼的每层电梯门口都放着一颗钻石，钻石大小不一。

你乘坐电梯从一楼到十楼，每层楼电梯门都会打开一次，只能拿一次钻石，问怎样才能拿到最大的颗?经验谈第一部分，图表题，类似于公务员考试中“行政能力测试”的最后部分，20分钟20题。

唯一的感觉就是来不及。

考官让我们先做例题，顿觉诧异，没听说考试要做例题的，而且不得允许，不能翻看后面的题目，只好老老实实地看例题，过了一会，考官宣布例题正确答案，然后我们就可以开始答题了。

之前在网上看过SHL的笔经，说一个相同的图表会被拆成好多题，打乱排放，这次考试果然如此，网上的笔经建议挑相同的图表做完，可是我觉得老是翻试卷很不爽，还是一道一道按照试卷上的顺序做了。

考官说，还剩5分钟，我一惊，才做了11题。

靠!怎么来得及啊!后面的题目只好做一道猜一道了。

第二部分，英语阅读理解，32题18分钟。

大概有十几篇小短文，每篇后有两到三个句子，要求判断True，False，还是Cannot say。

玛氏面试题
1、你为什么来应聘？
2、你认为自己最大的缺点是什么？
3、最能概括你自己的三个词是什么？
4、你能为我们公司带来什么？
5、你认为胜任这份工作最重要的是什么？
6、你向老板递交了一份新的公司管理方案，老板很欣赏并让你推行新的管理方案。

公司个别高层老职员对你的这套方案的推行进行软抵抗。

你将如何工作？
7、你在这个公司的努力工作终于得到了老板的嘉奖，老板说公司要给你5%的股份或者是十几万的奖金，任你选择。

你会选择哪一样？
8、老板已把公司的食堂承包了出去。

员工们一直对公司食堂的伙食有意见，这些意见已形成员工对公司不满的焦点。

你为此事汇报给老板，老板说一切交给你处理。

你打算怎样处理食堂之事？、
9、某日，某部门经理A找到你，反映其下属B工作不负责任、业绩平平、无法贯彻上级的思路，要求予以辞退。

你去核实情况，B认为自己的工作很努力，只是经理故意为难自己。

请分析出现此类状况的原因，以及如何处理？
10、你还有什么问题吗？。

玛氏能力测试（Problem Solving Test, PST）样题PRACTICE EXERCISES FOR PROBLEM SOLVING TESTPURPOSEThis is provided to help you understand the rules for answering the Problem Solving Test by:1. Telling you about important features of the test.2. Giving you suggestions and strategies that can help when you answer it.3. Giving you practice on questions similar to the actual test.FEATURES OF PROBLEM SOLVING TESTThere are three types of questions which require critical thinking and analytical skills: Number of QuestionsUnderstanding data presented in tables or graphs 23Understanding written paragraphs 16Solving math problems 1150 TotalYou will have 65 minutes to answer the 50 questions. You are allowed to use a calculator, although one is not required. You should use a pencil so you can erase to change an answer. Every question has five possible answers from which you must choose the most correct answer. You will not have to write any essays. You will simply mark ONE of the five answers which will be labeled A, B, C, D, E.During the actual test, you will mark your answers on a special answer sheet separate from the questions.If you mark more than one answer to a question, it will NOT be counted as correct.If you change an answer, it is important to erase your first answer so it does not appear that you have marked more than one answer.SCORINGEach correct answer adds one point to your score. Points are NOT taken off if you mark an incorrect answer. You should try to score as many points as you can.SUGGESTIONS TO GET BEST RESULTSRecent research has indicated that the following practices can lead to better scores on Problem Solving Tests, including some you should do, and some you should not do.Things you should do to score well on a Problem Solving Test:– Determine clearly the nature of the question before looking at the answer choices.– Work as fast as possible with reasonable assurance of accuracy: do not lose time on a question you do not understand.– Eliminate answers from consideration that you know are incorrect and choose from among the remaining answers.– Mark an answer to every question, even if you have to guess.– Use time remaining after completion of the test to reconsider answers.Things you should not do in answering a Problem Solving Test:– Do not read slowly and carefully through the entire test before you start working.– Do not spend time verifying questions you have already answered until you have answered every question.– Do not spend time considering an answer that is not one of the five answer choices.PRACTICE QUESTIONSHere is an example question with the correct answer marked as it should be on the answer sheet:EXAMPLE QUESTION ANSWER SHEET1.1. A truck travels at the rate of 80 kilometers per hour. How much distance will it travel in 30 minutes?A. 80 kilometersB. 240 kilometersC. 40 kilometersD. 30 kilometersE. None of the above EXAMPLE EXPLANATION30 minutes is one half of an hour, so a truck going 80 kilometers per hour will travel 40 kilometers in half an hour.Answer C is colored in to indicate the correct answer.You will now have 25 questions to do as practice. Try to answer all of the questions in 30 minutes. Try to get the best score you can by practicing the suggestions to skip a question, or to guess, to save time.When you are ready, go to the next page and answer the practice questions as quickly as you can.Write the time when you start below. When you are finished, write the time below and determine the total amount of time used. This will give you an idea of whether you are working as quickly as you will need to do on the actual test.Time when you started:Time when you finished:Total time taken:Compare to 30 minutesPRACTICE QUESTIONSMark your answers on the attached ANSWER SHEET.TABLE 1AMOUNT OF INCOME IN CERTAIN INDUSTRIES (in billions of dollars)INDUSTRY YEAR 1 YEAR 2 YEAR 3 YEAR 4 YEAR 5Agriculture 22 26 26 30 51Communication 14 17 18 20 21Construction 36 43 47 52 57Finance and Real Estate 78 90 100 108 118Manufacturing 213 218 226 253 287Transportation 27 30 33 36 401. Which industry had the largest increase in the dollar amount of income fromYear 1 to Year 2?A. AgricultureB. ConstructionC. Finance and Real EstateD. ManufacturingE. Transportation2. Which industry had the smallest increase in the dollar amount of income from Year 1 to Year 5?A. AgricultureB. ConstructionC. Finance and Real EstateD. ManufacturingE. Transportation3. Which industry experienced the largest percentage increase from Year 3 to Year 4?A. AgricultureB. CommunicationC. ConstructionD. Finance and Real EstateE. Manufacturing4. Which industry experienced the least percent change from Year 1 to Year 4?A. AgricultureB. CommunicationC. ConstructionD. ManufacturingE. Transportation5. For which industry was there the least consistent increase in income over the period of timecovered by the table?A. AgricultureB. ConstructionC. Finance and Real EstateD. ManufacturingE. TransportationGO ON TO THE NEXT PAGE.TABLE 1 (REPEATED)AMOUNT OF INCOME IN CERTAIN INDUSTRIES (in billions of dollars)INDUSTRY YEAR 1 YEAR 2 YEAR 3 YEAR 4 YEAR 5Agriculture 22 26 26 30 51Communication 14 17 18 20 21Construction 36 43 47 52 57Finance and Real Estate 78 90 100 108 118Manufacturing 213 218 226 253 287Transportation 27 30 33 36 406. If the trend in the Transportation industry were to continue, its income for Year 6 would most likely be aboutA. 42 billion dollarsB. 44 billion dollarsC. 46 billion dollarsD. 48 billion dollarsE. 50 billion dollars7. In which of the following instances has the first type of industry named consistently had an income about half that of the second?A. Agriculture; Finance and Real EstateB. Communication; AgricultureC. Construction; Finance and Real EstateD. Finance and Real Estate; ManufacturingE. Transportation; Communication8. In how many instances did a type of industry make a gain of 10% or more over the previous year listed?A. 1 - 4B. 5 - 8C. 9 - 12D. 13 - 16E. 17 - 209. The type of industry showing the steadiest rate of growth in income during this period wasA. CommunicationB. ConstructionC. Finance and Real EstateD. ManufacturingE. Transportation10. In which one of the following groups did all three types of industry increase their respective incomes by most nearly one-third from Year 1 to Year 3?A. Agriculture; Communication; TransportationB. Agriculture; Communication; ConstructionC. Communication; Construction; TransportationD. Construction; Finance and Real Estate, TransportationE. Communication; Construction; Finance and Real Estate11. How many industries had a growth rate of at least 20% from Year 1 to Year 3?A. 1B. 2C. 3D. 4E. 512. Among the following, the greatest percentage increase in income occurred forA. Agriculture between Year 3 and Year 4B. Communication between Year 2 and Year 3C. Construction between Year 1 and Year 2D. Finance and Real Estate between Year 4 and Year 5E. Manufacturing between Year 3 and Year 4GO ON TO THE NEXT PAGE.Read this page and then answer the questions on the next page. You may read any part of this again while you are answering the questions.1 A personnel department should2 first of all think of itself as a3 research group. The research I am4 thinking of is a questioning of5 personnel techniques, a re-6 examining of accepted procedures.7 It is searching for facts and8 anticipating future developments.9 It is thinking about your job and10 exploring new ways of carrying it11 out.12 Secondly, a personnel depart-13 ment should equip itself with the14 knowledge and experience which will15 enable it to advise top management16 on personnel policies and, when17 appropriate, to draw management s18 attention to the employee relations19 implications of contemplated20 courses of action.21 Third, personnel people should22 work closely with line management23 in developing guidelines and proce-24 dures which will help the operating25 people carry out their responsibil-26 ities in the employee relations27 area. Such guides will put the28 specialized skills which personnel29 people have at the disposal of the30 line managers without removing the31 essential day-to-day contact they32 should have with their own people.33 Finally, the personnel depart-34 ment should perform a review or35 survey function. Are personnel36 policies and programs being admin-37 istered correctly? Are there38 particular problems which make39 modifications necessary? Are the40 programs accomplishing what they41 were intended to accomplish?42 Should changes be made to strength-43 en them? These are some important44 questions that a review function45 can help answer.13. Which two personnel functions described in the passage appear to have the most in common?A. Research and advisoryB. Research and reviewC. Advisory and reviewD. Procedure and reviewE. Research and procedure14. "they" in line 31 refers most clearly toA. "personnel department" in lines 12-13B. "top management" in line 15C. "guidelines and procedures" in lines 23-24D. "personnel people" in lines 28-29E. "line managers" in line 3015. The questions posed in the last paragraph are ones which are to be answered primarily throughA. foreseeing possible developmentsB. effective communication with employeesC. critical evaluationD. conscientious application of policiesE. provision of flexibility in approaches16. Why does the author regard the day-to-day contact referred to in line 31 as "essential"?A. This is needed to search for facts and anticipate developments.B. This is important for advising top management.C. This forms the basis for developing guidelines and procedures.D. This is basic for knowing that policies and programs are administered properly.E. The author does not clearly say why.17. In line 27, the function of the sentence beginning "Such guides..." is that ofA. providing a rationale.B. emphasizing a point.C. indicating an analogy.D. adding details.E. presenting evidence.18. All of the following are clearly indicated by the author as important for a personnel department to be effective exceptA. looking ahead to see what will be needed in the future.B. seeking to find new and better ways for handling personnel matters.C. giving counsel to high-level managers on matters of personnel policy.D. having day-to-day contacts with people in the various line departments.E. looking for new ways to make one s job more effective.19. The main point of the first paragraph is that members of a personnel department shouldA. think about their jobs so they become as productive as possible.B. have a certain kind of orientation in their work.C. produce facts rather than rely on hunches.D. re-examine accepted personnel techniques and procedures.E. emphasize anticipation of future developments.GO ON TO THE NEXT PAGE.20. The normal selling price of a case of soap is $10.00. During a special sale, the price was reduced by 10%. (Note: 10% means 10 percent.) This sale price was 20% greater than the cost to produce a case of soap. How much did itcost to produce a case of soap?A. $9.00B. $8.00C. $7.50D. $7.00E. $6.5021. A picture on a page was reduced on a copier to 60% of its original size, and this copy was then reduced by 20%. What percent of the size of the original picture was the final copy?A. 12B. 20C. 40D. 48E. 5222. In a certain department, 15% of the females and 25% of the males are working on a project. 60% of the department is female. What percent of the department is working on the project?A. 12B. 19C. 40D. 48E. One cannot tell from the information given.23. The total cost for five items of repair work on a car was $195. Overhaul of the carburetor cost twice as much as the tune-up, brake pads cost one-thirdas much as the carburetor overhaul, and alignment and wheel balancing each cost one-third as much as the tune-up. What did the tune-up cost?A. $30B. $45C. $60D. $90E. One cannot tell from the information given.24. A certain preparation consists of liquids x, y, and z in the proportion 5:2:1. How many gallons of the preparation can be made from a stock of materials consisting of 25 gallons of x,20 gallons of y, and 8 gallons of z?A. 25B. 40C. 80D. 53E. 5025. A product costing 60 cents per unit to produce had been selling at the average rate of 1,200,000 units per month. After the product was improved, salesincreased to an average of 2,000,000 units per month. However, the new product cost five percent more to produce. If the manufacturer s selling price in each instance was 75 cents per unit, what was the manufacturer s added profit per month with the newer product?A. $20,000B. $60,000C. $200,000D. $240,000E. One cannot tell from the information given。

MARS Interview(Case Study section)Case 1: Coffee ShopThe ProblemA friend asked me if I wanted to buy his coffee shop for $100,000. Do you think I should do it?Information GatheringRead this information well before you give the case. Share this information in each bulletonly if the candidate asks for it in a clear and deliberate way. Location: The coffee shop is in Vail, ColoradoProducts/Prices:Cup of coffee, $4.00Bottled Water, $2.00Pastries, $3.00Variable Cost:All products have a 50% marginCustomers:The shop serves mostly locals, not tourists, so demand is consistent throughout the yearOther Costs:Rent was $500 per monthWages (for 2 employees) were $8.00 per hour.The shop is open 12 hours a day, six days a weekTell the candidate that he can assume that the coffee shop will bring in consistent profits.AnalysisThis is a valuation question. So to get the value of the coffee shop we need first to get theprofitability.RevenuesEstimate market size.Assume that the coffee shop gets 10 customers per hour in slow hour and 20 customersper hour in a busy hour. The first and last 2 hours of the day are busy hours. So the coffeeshop gets 20x4 + 10x8 = 160 customers/day.If we assume all the hours as busy hours on Saturday, then we have 20x12=240 hours on Saturday.Number of customers / week = 160 x 5 + 240 x 1 = 1040Number of customers / year = 1040 x 50 = 50,200Assume 60% of customers order coffee, 30% order pastry, and 10% order a bottle of water, then the spend is:50,000 x 60% x 4 + 50,000 x 30% x 3 + 50,000 x 10% x 2 = $175,000Fixed CostsRent = 500 x 12 = $6,000Wages = $8 x 12 x 6 x 50 = $30,000We can also make assumptions about utilities and insurance.ProfitsProfits = 175,000 x 50% - 36,000 = $52,500Assume a 40% tax rate:Profits after tax = 52,500 x (1-40%) = $31,500ValuationIf we assume that the coffee shop is in operation for 5 years and we use a 10% WACC, then its value would be:Value = 31,500 + 31,500/ 1.1 + 31,500/1.1^2 + 31,500/1.1^3 + 31,500/1.1^4 = $131,000ConclusionAs long as the sales would be consistent for the rest of the 5 years, it would be profitable to buy the coffee shop. Further analysis could be done on the management experience and the competition to ensure that sales would be consistent.Case 2: HEALTHThe ProblemA US health care provider suffered a profit decline last year. You are hired to solve this problem.Information GatheringRead this information well before you give the case. Basic information shouldbe given as the candidate asks for it, but the rest of the interview is very directive. The candidate is supposed to follow the direction and do the math confidently. The interview style is pleasant and helpful.Background Information• The key revenues come from commissions.• H Health signs contracts with patients and provides medical services.• H Health has 300 contracted physicians.• A “referral” is necessary if certain medical treatment/service can’t be provided by Health’s contracted physicians.Question 1: How would you approach this problem?Answer:Profit = Revenue – Cost= No. of patients * (unit price – variable cost) – fixed costThe candidate can be creative to come up with possible reasons for revenue decrease andcost increase. Some examples –Revenue declined:-number of patients dropped-unit price dropped-competition grew their market shareCost increased:-VC: number of visits increased (e.g. major flu), per person cost increased (e.g. cost ofthe medicine), referral cost increased-FC: physician’s salary increasedQuestion 2: Competitor analysis – why is our referral cost higher than the competitor?H Health SunshineNumber of patients 300,000 500,000Referral cost $20 (per member, per month) $15 (same)Answer: (again, the candidate is encouraged to be creative)- Economies of scale- Lower administration costs-More contracted physiciansQuestion 3: Assuming none of the contracted physicians have the specialty of cardiology, estimate the number of referrals per year for cardiology based on thefollowing information:Number of patients: 300,00020% of the total population is > 65 years old, and 30% of them need treatmentFor the rest of the population, there’s a 10% chance for them to require the treatmentThe treatment usually requires 5 visits to the doctor per year.Answer:>65 years = 300,000*0.2*0.3 = 18,000<65 years = 300,000*0.8*0.1 = 24,00042,000*5 times/year = 210,000 (times/year)Question 4: The actual number of referrals is 300,000. Why is it higher than the estimate?Answer:population-They underestimated the number of visits per year-More demanding patients ask to be referred even if they don’t have such issues-Physicians refer non-cardiology patients because they don’t want to take the risk and are not motivated to provide services even if they are capable Question 5: How much does the number of referrals have to decrease in order to justify following incentive plan to encourage contracted physicians to be more responsible?Incentive plan:Bonus: $100,000 / year to top 10 physicians with the lowest referral rate Training: $1,000,000Referral cost: $200 per referralCurrent no. of referral: 300,000Answer:Total cost = 2,000,0002,000,000/200 = 10,000Question 6: If the incentive plan can reduce the number of referrals by 5% for yearone and 2% for year two, what is the total saving?Answer:Y1 = 300,000*5% = 15,000Y2 = (300,000 – 15,000)*2% = 5,700Total saving = (15,000 + 5,700)*$200 - $2,000,000*2 = $140,000Question 7: Apart from Cardiology, how can H Health improve the number of referrals in general?Answer:-Increase training to improve physician’s capability-Extend the incentive program to other departments-Improve the quality of relationship with the patients and build up the trust-Improve/remove physicians who are outliers with extremely high referral rate -Increase the no. of contracted physicians-Partner with other health care provider to lower referral costConclusionAccording to the example of cardiology, H Health should improve its profitability by lowering the referral cost. H Health can• reduce the number of referrals, and/or• reduce the cost per referral。

玛氏官方发布的开放性问题命题（原题）：玛氏3人团队开放（open）问题：请在你们团队中拿出一个最理想的毕业生培训项目。

要求不可以抄袭其他公司（包括玛氏）的设计方案，而是你本人和团队成员讨论得到的想法。

设计时，可以包括以下几个方面：项目的目的是什么？项目的目标学员是什么样的群体？项目应有的机制？经过项目培训，学员的职业路径是怎样的？这项培训计划应提供什么样的职业机会来支持学员的发展？该项目的成功标准是什么？该项目对于公司的投入会有怎样的合理回报？如何确保该项目的市场竞争力？参考作业【培训题目】：储备管理人员应具备的观察与发现能力【培训目的】：做一个好的管理者，首先要学会正确的观察方法，继而形成快速发现问题的能力，接下来才能对症下药解决问题。

而所谓管理，实际上就是管理者以独特的视角发现问题并解决问题的过程。

在这个过程中，观察和发现是最具感性的能力，而解决问题是理性较强的环节，后者能够较为轻松地通过学习而习得，唯有前者需要从各种生活细节及习惯去培养。

本课题就是让学员尽快形成这种观察与发现的行为态度，为未来晋升为合格管理者做好充分的准备。

【培训对象】：本培训主要面向志在成为管理者的、具备一定独特视角的潜力型学员【培训系统】：1、培训方式：生动的理论讲解结合沙盘实战理论讲解，是将观察与发现能力就行形象的拆解，主要通过各种案例来表述，比如援引公司内部、知名企业的典型管理案例以及部分管理寓言来展开阐述，通过这些生动的案例，学员会对观察和发现有一定的感悟，比枯燥的理论知识更加容易学习和融会贯通。

沙盘实战，这是学以致用最关键的一环，也是检验学员阶段性学习效果的重要工具。

本案培训中，沙盘实战环节将会安排两个场景：卖场现场实战演练和项目小组讨论。

卖场现场实战演练又包括对静态陈展的观察训练和对路演的组织发现。

静态陈展的观察会训练其站在顾客角度发现陈列与购买欲之间的关系，从而使其发现陈列的造型和位置对顾客购买动机的影响。

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How did you choose the goal that you were aiming towards? What did you do to help you achieve the goal? Please give your answer in English.网申试题4.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.网申试题1.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?网申试题2.How did you develop the new solution? What feedback did you receive on how it is working? Please give your answer in English.网申试题3. 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 help you achieve the goal? Please give your answer in English.网申试题4.Sometimes it is difficult to keep the commitments we make to others. 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