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| *Ostroff, Fair and Company>>>Marketing & Sales |
What would good answers be for these type of questions ? |
1] Why do you think you are qualified to do this job? 2] What do you know about our company, our prioducts, our services 3] Who are our competitors? 4] What is the biggest challenge you have faced in your sales career? 5] What sales achievement are you most proud of 6] Sell me this pen 7] How do you react when a client says "no" 8] Do you know the features, advantages and benefits of our main product? 9] How would you go about building a client / customer base in our business 10} When does a sale end? 1] Why do you think you are qualified to do this job? I believe I am qualified for this position because I believe I have the necessary skills, personality, and experience to succeed in such an environment. I have a plethora of sales experience....... (list the rest of your skills)...... and as my grades in school attest, I am also a quick learner and quite dedicated. 2] What do you know about our company, our prioducts, our services (This varies by company). I always check out a company's website before going in for an interview. I will also check out their competitor's site because it can give you some great questions to ask the interviewer. This not only shows that you really are interested in the position, but demonstrates that you are well prepared. 3] Who are our competitors? (can be found out online.) 4] What is the biggest challenge you have faced in your sales career? The biggest challenge I've faced in my sales career was being a 22 year old dealing with CEO's, CTO's, and CFO's that have been in the business longer than I had been alive. This forced me to take the extra step and not only educate myself on the latest technology in the telecommunications realm, but to educate myself on the history of the industry so that I could better relate to my clients. Luckily, I am a quick learner, so I was able to retain quite a bit of information. There was a huge difference afterwards because potential clients didn't see me as some rookie anymore. They saw me as a well informed professional. 5] What sales achievement are you most proud of Being the only person yet to obtain a degree (in progress) to obtain a management promotion. I not only worked my way up from telemarketing, but within a year and a half of being with teh companybeing number 1 in my deparment in sales, I was promoted to account executive and was given the responsibility of managing 5 salesmen. 6] Sell me this pen Before we get into that, I would like to know what kind of pen you are looking for. Are you looking for one with blue ink? black ink? Are you looking for one with or without a grip? Are you looking for something more upscale or an average pen? Any specific brand in mind? After you have a good idea of the pen they are looking for, go over the features, advantages, and benefits of having that specific pen. Perhaps, adding " I don't want to sell you a pen just for the sake of selling you a pen. I want to discover your true needs so that I can meet them." would help as well. 7] How do you react when a client says "no" I attempt to find out why they object to the sale and try to overcome that objection. Sometimes I ask 'why dont' you think purchasing this is a good idea?" Sometimes it means they still have questions that have gone unanswered, or perhaps they werent' qualified as a potential client in the first place. Its up to the salesman to qualify, build interest, answer questions, overcome objections, and close the sale. Sometimes trial closes give some signals whether the customer is interested enough or not. Another important point is go into the sale ASSUMING they're going to buy. This makes a huge difference. 8] Do you know the features, advantages and benefits of our main product? (This also varies by company. This goes along with doing research before going in for an interview. This order of the question means that perhaps they prefer sales people that follow the FAB method (feature, advantage, benefit). So when they ask you to sell them the pen, I'd consider going in that order. 9] How would you go about building a client / customer base in our business There are several ways to develop business. Many times people have a wall built up against being sold immediately. One method that personally works for me is to not "sell" clients the first time i speak to them if I get the inkling they have this wall built up. I simply try to build rapport and "give them information" about our products.I also attempt to take client relationships to a more personal level depending on their personality type. Some clients prefer no nonsense info right away and are spontaneous while others need a little more attention and feel like they are buying from a friend. Part of my job is to discover what type of personality a client is and react accordingly. There are also other methods that I believe can be fruitful such as networking events, mixers, (and add some more marketing ideas that are relevant to that company/industry) 10} When does a sale end? (i always thought this was a trick question) My response is..... Never. A sale never REALLY ends. What I mean by this is, First you try to sell a customer on why he should choose you over your competitors, but even after the sale is finalized, you have to sell your customer on why he should stay with you. Customer service is vital in all of today's industries and clients should receive the best customer service as possible. I usually add in that saying that says "it may take years to acquire a new customer, but only seconds to lose one". Depends on the company you're applying to and your work experience, no one can answer this but you. I think you've done a great job in the questions you are asking, but most of them are job specific. My advice would be to research the job and then specifically have answers demonstrating your knowledge of the industry. Examples: 1. I am qualified...the items that qualify are experience, education, and stong desire - in that order of importance. The more experience, the better qualified. The more education, the better qualified. 2 & 3. Research the industry - know the competition, know your products and services. 4 & 5. This questions asumes experience, however IF you don't have sales experience, then state desire for sales work and why you would be good at it. 6. My advice here is to study some good sales books...eg. How I Raise myself from failure to success in sales. etc. 7. In sales...NO...doesn't always mean no...it just means that the customer doesn't have all the information necessary to make an informed decision about purchasing the product. 8. Research the benefits of the company products....this will go a long way in answering this question. 9. Research successful methods. It may serve to interview other successful salesman of this industry. Ask them their most successful approch. 10. Research indicates that one sale - the order - ends when the customer signs the order form. However, there are other sales that need to be made. For example SERVICE and getting REFERALS are additional "sales" that are necessary to sustain the business longterm. Good luck in your quest. |
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