- What classes did you do best in? - What classes gave you the most difficulty? - How was your education financed? - What extracurricular activities did you participate in?
- What are your major responsibilities? - Any promotions? - What do you like best about your position? - What do you like least about your position? - Why are you planning on leaving?
Planning and Organizing - Establishing a course of action for self and/or others to accomplish a specific goal; prioritizing one's activities and planning needed resources.
- Describe a typical day . . . a typical week. - How do you determine what are the top priorities in scheduling your time? - What are your objectives for this year? Who else knows them? What are you doing to see they are reached? How are you progressing? - How often is your time schedule upset by unforeseen circumstances? What do you dothen?Give examples. - What are some recurring problems in your area of responsibility? What have you doneabout them?
Initiative - Self-driven, opportunity identification with action to achieve results; proactively dealing with sales opportunities rather than reactively waiting to be told.
- How do you obtain new prospects? - What changes have you tried to implement in your area of responsibility? What have you done to get them under way? - Give examples of doing more than required in your job. - Give example of sometime you weren't satisfied with your performance. What did youdo about it?
Sales Ability/Persuasiveness - Utilizing appropriate interpersonal styles and methods of communication to gain agreement or acceptance of an idea, plan, activity or product from clientele.
- How were your sales this year compared to last year? - What have you learned about sales in the last year and how have you used this new information? - What are some of the best ideas you ever sold to a superior and what was your approach? - What are some of the best ideas you tried but failed to sell to a superior? What was your approach and why did it fail? - What are some of your most satisfying sales experiences? - Give examples of occasions when you had to approach several individuals for support, cooperation, etc., whom you considered quite different from one another. - Give examples of the most different sales approach you have ever used.
Tenacity - Staying with a position or plan until the desired objective is achieved or is no longer reasonably attainable.
- What are some big obstacles you had to overcome to get where you are today? How didyou overcome them? - Related to this, what were some of your accomplishments? - What were some of your failures? - What is the typical sales cycle in your current job?
Resilience - Handling disappointment, rejection, work pressures while maintaining effectiveness.
- What percentage of your calls result in some kind of sale? How have you felt whensomeone turned you down? How did that affect you? - Have you ever had a feeling of frustration or impatience when dealing with customers? What was the situation? - Give examples of when your ideas were strongly opposed in a discussion and how you reacted? - What are some of your biggest disappointments at your current job?
Work Standards - Setting high goals or standards of performance for self, others and organization; dissatisfied with average performance.
- What are your standards of success in your job? What have you done to meet thosestandards? - Compare and contrast the times when your work was above standard and times when you weren't satisfied with your performance. Why did things turn out differently? - What are some of the longest hours you've worked? - What are your normal working hours and schedule?
Ability to Learn - Assimilating and applying new, job-related information in a timely manner.
- How did you go about learning the technical knowledge needed to sell in your current job? How long did it take you and how does it compare to others? - Give example of when you had to use your technical expertise in making a sale. - How long were you in your current job before you felt at ease with their products and services?
Problem Solving - The ability to identify issues and problems, secure relevant information, relate and compare data from different sources, and identify cause/effect relationships. To develop alternative courses of action and make decisions which are based on logical assumptions, factual information, and take organizational resources into consideration.
- Describe any significant projects, ideas, etc., you have conceived within the past year. How did you know they were needed and would work and were they used? - How have you gotten around obstacles that prevented you from completing projects? - Describe a time when you had to gather a lot of data in order to solve a problem. How did you approach it and was there more information you could have gathered? - Have you ever recognized a problem before your boss or others in the organization? - What kind of decisions do you tend to make rapidly, and which ones have you taken more time on? - Describe some of the most innovative solutions you have used to solve a problem. - Have you sold a paradigm shifting concept?
Sensitivity - The skill of perceiving and reacting to the needs and feelings of others. Also, actions that indicate objectivity in perceiving the effect of self on others.
- When selling an account, how do you determine when you're pushing too hard? How have you known when to back off? - Have you ever been in a situation when a customer had a complaint that wasn't your or your company's fault? What did you do? - Can you describe a situation when you found you were dealing with someone very thin-skinned? What happened?
Remember the Following Tips:
- Dress professionally - conservative is usually better. - Be 5 minutes early. If for any reason you are running late, call the hotel and leave word or speak to the manager. - Have a good handshake - not too hard and not too weak. - Establish good eye contact throughout interview. - Exude smiles and enthusiasm and confidence. - Give specific answers - not vague generalities. - Treat the interview like a sales call - probe, handle objections, and CLOSE! - Call your recruiterimmediately after the interview with feedback.