Sales Interview Questions and Answers

TOP 25+ SALES Interview Questions and Answers

Sales Interview Questions
Sales Interview Questions

1. What are the Most Important Sales Skills?
Not everyone can handle sales. You need to have the right attitude and abilities. At your job interview, the interviewer will be looking for your sales skills, and the aspects of the process that help close deals. An example of a good answer includes “The ability to recognize both verbal and non-verbal cues to adapt the sales strategies you implement to impress the prospective buyer.”

2. Explain one of your marketing innovations that you have done till now.
You should be good at judgment as this can be one of the most trapping questions. You should be a person who will create something new and bring out with an innovation.

3. what do you think is challenging in marketing?
Be prepared with concepts that you feel is most challenging in marketing. Understand the risks and challenges of the new market developments.

4. What will you do to improve your product or service or your company?
Give a lot of examples and explain to him how you would improve either of this. This will increase a lot of customer service. You should have a commitment towards improving sales and increase the customer base.

5. Sell this pencil to me.
You should be quick in trying to get the right USP for the product and sell efficiently.

6. You are out to sell, what is your objective?
The candidate should understand the difference in selling a company and a product.

7. What are the five most crucial skills required by a sales manager?
Enhancing effectiveness on all of the following:
I. Choosing the right time for negotiation
ii. Formulating a negotiation strategy
iii. Relationship marketing
iv. Sales Force Training
v. Negotiation
vi. Leadership/Team building .

8. Can you by giving examples illustrate selling concepts?
Selling concept presumes innately the non-consuming disposition of the human being. Therefore, the individual will have to be communicated about the various aspects of the product that would result in a purchase. While talking of the evolutionary order of the concepts marketing concept is more advanced than the selling concept, the latter one is still relevant in developing economies like India. For example, in case we need to tell the customer the superiority of a toothbrush over a neem stick, then we need to demonstrate the ease of use and superior quality of the output. , which is part of the selling process. We need to ensure that the stock of product is sufficient and therefore monitoring stock at the retailer or the wholesaler level is an important function of the sales person.

9. How would you sell software packages?
Software is a service and therefore not tangible. The customer would look at the service with a greater doubt than he does goods. I would therefore use aspects like my earlier products, the qualifications of my technical people etc., as evidences of my abilities that would help the customer reduce his ambiguity. Thereafter I would provide details of my oiler on a corporative platform to highlight the advantage of my offer. This would bring the customer closer to my oiler and at this stage will clinch the deal.

10. How can a ‘ready made shirt manufacturer’ make its sales promotion more effective?
It requires an analysis of the relation between individual incentives to the consumers and their impact on sales. The sales promotion can he in terms of a free hag promoted through Point of Purchase.

11. What do you mean by single level system and multilevel marketing? Give one example of single level system and multilevel marketing?
In single level system, only one level of the channel directly rnarkets the product. In multilevel marketing different channels directly market products to customer.
The example of single level system is Tupperware and the example of multilevel marketing is Amway.

12. What decisions do companies make in designing sales force? How do you go about allocating territories to sales force?
Development of sales force objective
Strategy — How much market, what growth rate, sales target
Structure- Multi-layered, direct marketing

13. Size -Geographic expanse of the market
Compensation — Rewards or returns
One way of allocating territory is to divide the market into zones and put people familiar with the zones. There are advantages/disadvantages with each was’. One has to weigh the gains & losses and then decide.

14. What are the various sales forecasting methods?
A range of methods may be used to forecast sales. However, the choice of the method to he used will depend on a number of factors including, the demands on accuracy, the costs involved and the frequency with which the forecasts needs to be made. The methods that are usually used to forecast sales are time series techniques, causal techniques, and the judgmental methods.

15. What are the differences between product management and sales management?
Product management as an organizational alternative to sales management is a feature o the multi-product organization. Moreover, when markets are large such functioning is very essential. The product management takes the total responsibility of the product from the stage of idea generation to the stage of commercialization. Sales management as a functional choice takes care of sales and the allied issues.

16. What are the various types of distribution channels?
We may classify the channel types based on either ownership or number of levels or nature of activities. The manufacturing company may have its own outlets like Raymonds or Reliance. A single organization other than the manufacturing one might own a chain of retail outlets like the India coffee house. Alternatively each location might be taken tip by a distributor who has nothing to do with another person in another area. The channel may be classified as a single tier or multi tier depending on the number of levels of the intermediaries. We also have the types of wholesalers, retailers etc..

17. What is the function of a stockist?
The stockist is a key element in the value delivery system. The stockist stores the products of the company and rotates them through the retail network to the customer. Usually a stockist operates within a defined geographical domain. He also functions as an information conduit for the company.

18. What is merchandising? What are the differences between distribution and merchandising?
Merchandising is a term commonly used in the retailing industry. When we merchandise we refer to a category of items like textiles, toiletries detergents etc., Therefore a merchandise manager in retailing would he a n equivalent to the product manger of goods marketing organization. The distribution function predominantly concerns logistics or making the goods available for consumption while merchandising includes creating availability as well as enabling sale of the merchandise. The decisions that are made by a merchandiser are the categories of items that need to be made available, what will he the display pattern. what will he the discount structure and what types of reordering norms are requires. Therefore the merchandise manager will consider demand, availability requirements, margins, discounts etc.

19. What are the benefits of direct marketing vis-a-vis channel marketing?
Advantages of Direct Marketing are:
1. Get to know the customer pulse
2. Can control Quality
3. Can get customer feedback efficiently
4. Brand & Company ethos can be transferred

20. What is channel conflict? How does the role of a channel manager in terms of resoling channel conflicts? Why does it arise in the first place?
Individual channel members are often more concerned with their short run goals, leading to channel conflict. Horizontal conflict occurs among firms at the same level of the channel. Vertical conflict occurs between different levels of the same channel.
Channel conflicts are common when the market size is limited and all channel members try to concentrate on the same market and customers. Sometimes differential pricing policy of organization also results in conflict among channel members.

21. What is value delivery network? How is it different from supply chain management?
Companies partner with specific suppliers and distributors to create a superior valued delivery network. The value delivery network is a concept broader than Supply Chain Management. It rests on the premise that consumers need value addition through consumption rather than just access to the products/services. Value connects customer driven approach, rather than an efficiency-driven approach as in Supply Chain Management.

22. What features, skills or characteristics would you say are the most important for sales?
You can make a list of these required skills before going to the interview and talk about it. Some are: active listening, flexibility, tolerance to frustration, communication skills, customer service skills, etc.

23. What products did you use to sell?
This is a precise question and requires a precise answer. The interviewer wants to know what your background and technical experience is all about.

24. Do you find sales interesting? Why?
Do not generalize when giving and answer, on the opposite, give very specific and clear examples of the things you find interesting when it comes to sales.

25. What are “Sales” to you?
Give a picture of how you see the whole sales structure and procedure from the beginning to the closing.

26. What are the five most crucial skills required by a sales manager?
Enhancing effectiveness on all of the following:
I. Choosing the right time for negotiation
ii. Formulating a negotiation strategy
iii. Relationship marketing
iv. Sales Force Training
v. Negotiation
vi. Leadership/Team building .

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