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Salary discussions, 119
                    Psychotherapist, 28
                                                        Sample interviews, 151–163
                    Public libraries, 67–68
                    Publisher, 28
                                                           Jerry (marketing manager),
                    Proof of your abilities, 17–19, 53  Index  (See also Negotiating salary)
                    Punctuality, 77–78
                                                              153–156
                                                           Kei (director of launch opera-
                    Q statements, 39–55                       tions), 158–163
                       action words, 43                    Sarah (information technology
                       competencies, 54                       engineer), 156–158
                       defined, 41                       Samples:
                       examples, 42–43                     focus letter, 144
                       formula, 43                         interviews, 151–163
                       general skills, 45–49
                                                              (See also Sample interviews)
                       gift, 55                            letter of recommendation, 73
                       job-specific skills, 49–52           Q statements, 42
                       personality traits, 52–54           qualitatively specific statements,
                       qualitatively specific, 44–45           44–45
                       quantifying your accomplishments,   references, list of, 76
                                             TEAMFLY
                         44                                   (See also Lists)
                    Qualitatively specific, 44–45        Samuels, Herbert, 79
                                                        Scenarios (see Vignettes)
                    Quantifying your accomplishments,
                         44                             Scents, 85, 87
                    Questions (see Interviewing questions)  Semiconductor assembler, 28
                    Questions behind questions, 99–108  Shirts, 85
                    Questions to ask employer, 115–116  Shoes, 84, 86
                                                        Short story, 49, 52
                    Rate of speech, 121                 Silly questions, 112
                    Recommendations, 71–74              Skills, 15–38
                                                           competencies, 33–35
                    Reference librarians, 67
                    Reference USA, 68                      general, 20–27
                    References, 74–76                      gifts, 35–36
                    Reframing, 14                          job-specific, 27–30
                    Research, 57–68                        personal traits, 30–33
                       anxiety and, 68                     summary page, 36–37
                       career centers, 61                  verbally expressing your skills,
                                                              18–19, 27
                       company culture, 63–64           Smile, 81, 83, 117–118
                       company mission statements, 62–63
                       company Web sites, 62            Sound bytes, 41
                       computers, 60                       (See also Q statements)
                       libraries, 67–68                 Sources of information, 60
                       salary demands, 129–130             (See also Research)
                       sources of information, 60       Special features, 27
                       target skills to company needs,  Specific data, 42
                         65–67
                       why needed, 59                   Stalling and accessing, 116–117
                                                        Stein, Marky (author’s story), 6–8
                    Riches’ Guide, 68                   Stored sensory cues, 117
                    Rockefeller, John D., 15            Stories, 49, 52

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