##### Date: 2024-01-05

### Notes: 
##### Intro
TMAY. 
- Like numbers, engineering 
- Machinery, mining equipment dealership - 12 years
- First half of career - Implemented SAP ERP, CRM Salesforce. Develop core skills
- Second half - marketing, sales head, visiting customers, propose new solutions to customers. 
- Want to solve bigger problems, faster pace. 
- 2.30min
##### Behaviorals
- Tell me about a situation when you failed and you had to pivot. 
	Answer: 
	S - Sales manager, closed deal of 10 machines, didn't specify specs of machine. Machines heated up a lot. 
	A 
		1. Gathered sales and engineering for discussions to understand problem and solutions. 
		2. Prioritize solution options to customer. Tradeoffs. 
		3. Addressed to customer on how to replace the equipment
	R - Apologized and replaced equipment, customer was happy. 
	L - Handle failure gracefully to keep customers happy
	3min
-  How do you manage conflicts? Can you give an example?
	Answer: 
	S - Pandemic, sales director wanted better pricing strategy, my opinion: protect margin, other peers: prioritize key customers business instead. 
	A - 
		1. How much money we could make if we increase margin. 
		2. Calculate sales compensation increase with increase in margin --> This is weaker point. 
		3. Highlight weaknesses in alternative proposal
	R - Convinced majority. Increased margin from 12% to 18% 
	L - When influencing people, give perspective and data backing your 
	How did you grow your relationship with the peers who did not support your proposal? 
	3.30min
- Tell me about a time you led a complex project successfully.
	Answer: 
	S
	T
	A
	R
- Tell me about a time when you had no data to make a decision. How did you handle it? 
	Answer: 
	S - Brazil economic crisis, equipment market crashed x%. Board director asked for updated budget focusing on margins and market share.
	T - Director asked me to build forecast. 
	A
		1. Couldn't rely on historical data. Had 3 ideas. Get big picture from sales execs to get country perspective.
		2. Talk to regional managers, get regional perspective. 
		3. Identify factors that'll address margin and market share aspects.
	R - Got budget approved 
	L - You won't have all the info, rely on data and specialists, 
	4min.

##### Product management
- What is your favorite Dell product and why? 
	Answer: Dell's PCs, laptop. Great experience so far. Dell Latitude 7440.
	- Reliable brand, very good build
	- Configure it with features important to me. Want lightweight device.
	
- We have a Dell laptop targeted towards high school students, how would you go about launching it? 
	Answer: Clarify if product is already created. 
	- Price - WTP of high school students --> Students won't pay, parents will pay for this type of device. Explain price range estimates.
	- Explain your thinking framework/structure - 4P framework, explain what 4P is. 
	- Placement - 
		- Students: Find place/channel to promote to high school students. Social Media. 
		- Parents: Traditional. Offline retail, Amazon. Promote it to first page of Dell, Amazon --> Dell has so many products, why promote just this? 
	- Promotion - ?? 
	- Analyze risks, tradeoffs - communication to target customer needs to be well done --> this is weak response. 
	
- Dell's XPS laptop monthly sales dropped by 10% in 2 months. What analyses you would want to look at? 
	Answer: 
	- Is it units or revenue drop? --> Units
	- Is it seasonal? --> No
	- Any specific channel where we observed the drop? --> Offline/retail channel
	- Any specific XPS model where there was a drop in sales? --> No specific model
	- Analyze customer segments purchasing via offline channel. 
		- Returns may affect 
		- Retailers are price sensitive and quality sensitive
		- Customers not interested in product features
	- 2 key retailers changed distribution for all computers - cost of inventory, units agreement. Didn't cover following, but should consider. 
		- Did Dell change comp structure? 
		- Did Dell and 2 retailers update their agreement? 
		- Did 2 retailers get incentives to 
	- Framework should be internal and external factors, then dive deeper into each bucket. Interviewer may still ask you to analyze both buckets. 
	- 10min+