Initial screening call (30 min)
This call is usually with our internal talent team. Here we will get to know each other and understand mutual expectations. We would like to understand what your passion is and find out how you can make a difference at Swabian Instruments. We will also answer any questions that you may have about us.
Written communication skills (30 min)
This initial communication challenge should be easy for you. We will ask you to answer real customer requests and formulate approaches to prospects. This exercise will give you an impression about our typical customers, their language, and their communication style. This is also a great opportunity for you to show how you are able to comprehend and communicate to the point. We set this up in a way that you can work on this remotely at your preferred time. To ensure objectivity, we prepare for you a detailed written problem statement that you can work on independently.
We will be assessing CORRECTNESS, CLARITY, TONE, and EFFICIENCY.
Prospecting challenge (2-4h home assignment)
This is a take-home assignment supervised by a senior business developer. You will use the internet to find prospects and draft approaches for a product and application area that we will share with you in a detailed written problem statement. The challenge will start with a detailed presentation of the application area. We will ask you to research and summarize the application area from a technical perspective. Going from there, we will ask you to define customer profiles, find matching prospects, and formulate suitable approaches.
We will be assessing your ability to quickly UNDERSTAND A CUSTOMER APPLICATION. We are looking for CREATIVITY and EFFICIENCY in using the internet to find leads, as well as prospecting emails that are to the point.
Get familiar with Swabian Instruments’ customers and application areas.
Recall and get familiar with the various search tools that are available on the internet.
Think about possible starting points that you can take to search for prospects.
Sales conversation role-play (60 min)
This will be with the manager of our sales team. You will lead at least two sales conversations where you will attempt to sell different products to fictional prospects that we will play. Before each role play, we will have a short discussion to establish the product and prospect. After each role play, we will reflect on the conversation with you. We will ask you what went well and what went wrong and how you could do it better.
We want to see you DRIVING the efforts and we want to see your ability to quickly UNDERSTAND THE CUSTOMER'S APPLICATION. Not being honest with a customer is a red flag for us. We will assess your ability to put yourself in the prospect's shoes and achieve MUTUAL UNDERSTANDING with the prospect. GOAL ORIENTATION and EFFICIENCY in your communication are important to us. We want to see your ABILITY TO ANALYZE AND LEARN by reflecting on your conversation.
Get familiar with Swabian Instruments’ products, application areas, and typical customers.
Recall the steps of a modern sales conversation.
Practice active listening, rephrasing, needs analysis, and closing questions.
Practice self-reflection on your sales conversations. What went well? What went wrong? How can you do better?
Personal interview (60 min)
You are going to talk to two senior members of the team about your motivations, interests, and learning points throughout your career and share your future career outlook.
The most important point is to be open with us and honest with yourself - we want to see what really makes you tick.
You should be able to
Discuss anything written on your CV in depth.
Provide specific examples about what you did and the resulting impact.
Critique yourself - we actively encourage you to admit past mistakes and what you learned from them.
Talk about what you like about your current or previous roles, and how this has shaped you.
Discuss any changes or areas of improvement you would like to address and why.
Describe the way that you work, what you need to thrive, and how others might perceive you.
Discuss your professional interests - the areas you’d be excited to work in.
Importantly, you should be able to provide an explanation around why you would like to join Swabian Instruments based on what you know about us and how this fits with your own personal motivations.