Interview Questions - Business Sales Representatives

Interview Questions - Business Sales Representative

Candidate:  ______________________               

Date:  __________________________

Instructions:

Once you have saved the interview package to your desktop, you can modify the rating system and question design to reflect your specific needs and job requirements.

The interview package is designed to allow the interviewer to rank the candidate´s individual answers and to give the candidate an overall rating.  Interviewers should focus on the required job skills and responsibilities of the position, rather than ranking the candidate based on personal reactions. The scoring system is based on the following:

1 - Poor    2 - Unsatisfactory    3 - Satisfactory    4 - Good    5 - Excellent.

 Helpful hints for determining Excellent or Poor answers:

-        The candidate should be able to relate their answer to specific work-related examples.

-        The answers should reflect the characteristics and skills you require for the position.

-        The candidate should display confidence when responding to questions.

-        The interviewer should look for quality answers not quantity.  Long answers do not necessarily equal quality responses.

-        Bad comments about previous employers and their business practices are not acceptable answers.

Questions:

Tell me about your current and previous positions and responsibilities.  Why are you considering leaving?     1     2     3     4     5

How did you generate a customer base in your last position as a sales representative?  What sources did you use?     1     2     3     4     5

What has been your most rewarding accomplishment?  What has been your most disappointing event?  How did you handle this?     1     2     3     4     5

Describe in detail your cold calling experience.  How many cold calls would you make a day on average?  What percentage of your cold calls result in sales?  Who would you speak to during your cold calls?     1     2     3     4     5

Give me an example of someone that you had a difficult time selling to.  How did you manage the situation?  What were the major obstacles?  How did you overcome them?

1     2     3     4     5

How is your performance measured at your current job?  Where do you rank in your peer group based on sales? 

1     2      3       4         5

How often in the last twelve months did you meet or exceed your quota?  Tell me about a time when you did not meet your quota.  What steps did you take to increase your sales for the following period?     1     2     3     4      5

Tell me what you know about our product line.     1     2     3     4     5

What management style do you work well with?     1     2     3     4    5

How would your direct report describe you?  How would your time management and self discipline skills be described?  Why?     1     2     3     4     5

What motivates you?     1     2     3     4      5

What are your strengths?  What would you like to continue to develop?   

 1     2     3     4     5

Overall Rating:  1     2     3     4     5

Comments:

Interviewer:  ________________________