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Summary. Candidates for sales representative positions should research the company and review common interview questions before the interview. Interviewers should have an understanding of what their ideal candidate is and create a list of questions that are tailored to the position and ideal candidate.
Sales representatives are tasked with evaluating items, negotiating purchasing deals, conducting research, reviewing market trends, improving company sales, comparing resources to find the best product range, and managing product sourcing for large and small businesses and retail companies.
If you’re scouting for a job as a full-time sales representative, following the tips outlined in this article and taking Zippia’s best career advice will help you prepare for a successful interview and bring you one step closer to getting hired and leading a fulfilling and lucrative career as a sales representative.
Key Takeaways:Important skills to have as a sales representative include problem-solving, communication, and critical thinking.
Working as a sales representative usually requires a Bachelor’s degree in business, marketing, or communication.
Looking for a job? These position are hiring now near you:
As a Candidate:
Research the company and the role. This is an important part of preparing for an interview. Researching the company will help you be able to give thoughtful questions and answers during your interview. You should research the products or services that they sell, the role, and the company culture.
Practice common interview questions. Review and practice common interview questions for sales representatives. This will not only help you be prepared for the types of questions that will be asked, but it will help you be more confident in your answers during the interview.
Bring all necessary materials. Be sure that you bring all the necessary materials for your interview. This can include extra copies of your resume, a notebook, and a pen. You should also have a list of questions you want to ask your interviewer.
As an Interviewer:
Choose your questions. You should tailor the questions to the specific position or role that you are trying to fill. The questions that you choose should also relate to the type of candidate that you want for the position. Your questions should be a mix of behavioral and situation questions.
Know what you want from candidates. Have an understanding of the type of candidate that you want. Consider what is needed to fill the role and what qualifications that you are looking for in the candidate.
Have an interview structure. Without a structured interview, you can lose track of time and run over into someone else's interview time. It also runs the risk of just wasting time and not asking anything important.
Here are the top 14 most typically asked sales representative interview questions and examples of some of the best ways to answer them:
Tell me about yourself
The interviewer is looking to see how you sell and present yourself. They are looking for more information that what your resume provides. Your answer should be concise and relevant to the job you are applying for.
I'm a results driven sales professional with a proven track record of exceeding sales targets and building lasting relationships with my customers. I have worked in various industries such as software and healthcare and I am comfortable selling with different types of customers. In my most recent role I was responsible for managing a large territory's and identifying new business opportunities.
What makes you a great sales representative?
When interviewing for a role as a sales representative, hiring managers and prospective employers almost always want to hear about the unique and specific skills and qualifications you have that make you a successful sales rep.
Discussing previous professional experience, practical sales skills, and technical abilities is a great way of answering this common sales representative interview question.
Example Answer:
I have a proven track record of marketing products, connecting with clients and targeted audiences, and securing sales quickly and efficiently. I am personable and driven at work, and I have expert communication skills, customer service abilities, and product knowledge.
Additionally, with more than three years of full-time experience in sales, I have played a pivotal role in increasing monthly sales quotas and reaching ambitious sales goals at my previous place of employment.
What techniques do you use to close big sales?
In this industry, a sales representative is only as good as the sales they make and the targeted techniques they use to close big sales. Discussing how exactly you make deals and, in turn, generate sales and revenue streams will make you a more desirable job candidate.
Example Answer:
I am a huge believer in conducting in-depth market research and curating solid, professional relationships with clients. To close big sales, I always make sure I’m very well informed on the product, the target audience, and the client and do my best to establish a lasting connection with the client.
In my experience, showing people I care and using research, data, and statistics to drive my sales pitch typically yields the best results and allows me to close big sales quickly and efficiently.
Take me through your sales process, from start to end.
Since a sales representative’s primary responsibility is to represent a brand and sell products to businesses and organizations, hiring managers often ask job seekers about their sales process to gauge their success rate and determine if they would be a good fit for their company.
Example Answer:
I take great pride in my sales process and have found that it yields impressive results. When selling a new product or service, the first step is always research.
I learn everything I can about the product, the prospective audience and audience demographics, and companies and organizations that would benefit from buying it.
After thorough preparation, I approach specific companies and give them a sales presentation with specific data and research. Following the presentation, I begin negotiations and continue to follow up with company representatives to form a professional relationship.
Finally, after answering any questions and finalizing the deal, I close the sale and continue to communicate with the company to keep the client happy and encourage them to continue working with the sales team and myself.
How do you stay in tune with your target audience?
Remaining in tune with the target for a specific product or service you’re trying to sell is essential in sales representation. It allows you to close more deals, easily reach sales quotas, and generate more revenue.
Describing specific methods you use to stay connected with target audiences can help you stand out during the interview process.
Example Answer:
As a seasoned sales representative, I understand the importance of connecting with the target audience for a specific product and always conduct thorough research on audience targeting, audience demographics, and audience satisfaction rates.
I find that reading customer reviews, maintaining a strong presence on social media, and quickly handling any customer complaints allow me to stay in tune with a targeted audience and secure sales faster.
How do you establish relationships with clients and customers?
Establishing professional working relationships is an essential aspect of finding success as a professional sales representative.
Referencing your communication and negotiation skills is a perfect way to answer this interview question and make a lasting first impression on job recruiters and future employers.
Example Answer:
My communication and negotiation skills are some of my greatest professional strengths. They have enabled me to curate relationships with clients and truly understand customer needs and buying patterns.
I heavily rely on social media to establish relationships with customers and often read and respond to customer reviews to ensure the company has a strong online presence and solid customer service.
I always ensure I am personable and professional with clients and routinely reach out to them to check in and ensure they are happy customers.
What do you think is more important: establishing customer relationships or searching for new clients?
The best way to answer this question typically depends on where you are in your career and what kind of company you’re interviewing with.
For example, if you're new to sales representation or seeking a job with a brand new company, you may be more focused on searching for new clients, while if you’re a seasoned sales representative or seeking a job with a very reputable or high-class company, your focus may be more geared toward establishing customer relationships.
Example Answer:
I understand the importance of both establishing customer relationships and searching for new clients. At this point in my career, I am more focused on searching and establishing relationships with new clients as I recently graduated and am looking to grow my network and secure additional clients and sales accounts.
How important do you think marketing a product is in order to increase product sales?
To find success as a sales representative, you’ll need to establish techniques to increase product sales and revenue streams. In this sense, marketing can be a key aspect of working as a sales representative.
Example Answer:
Increasing product sales is my ultimate goal. In my experience, I have found that targeted and precise marketing is a great way of selling products and securing additional clients and customers. I am a big fan of using social media, especially Facebook and Instagram, to market products and increase sales.
What role does social media play in your selling process?
Tying into successful marketing, social media engagement, and advertisement can be the key aspect in selling products. The most successful sales representatives typically use social media, to some extent, to generate sales and money.
This commonly asked interview question presents a great platform for you to discuss your social media skills and explain how you use social media to your advantage as a professional sales representative.
Example Answer:
Social media is integral to my selling process. It allows me to interact with industry leaders, establish relationships with prospects and existing clients, and better understand target audiences and customer needs.
I have professional training using social media as a marketing tool and have secured 50 percent of my clients through social platforms.
What technical skills do you have that would benefit you in this role?
No matter what company you’re interviewing with, if you're looking to find a job as a sales representative, you should be ready to sell yourself during your interview by discussing your technical skills and qualifications with the hiring manager.
Discussing your abilities will help you make a great first impression and bring you one step closer to finding your dream job as a sales rep.
Example Answer:
As a sales representative with more than six years of on-the-job experience, I am confident that I have all of the technical skills and abilities to get the job done.
I am well versed in customer relationship management, strategic marketing techniques, client relations, corporate communications and presentations, and business negotiation.
What would you do if a client chooses not to purchase with you?
Even the best sales representatives sometimes fail to secure a new client or sell a certain product. Sales representatives who use these occasions as a learning experience are typically among the top in their field.
Hiring managers typically ask this common interview question to gauge how you respond to failure and see what exactly you would do if a client chooses not to purchase with you.
Example Answer:
As a sales representative with ten years of practical experience, I typically know how to pitch and present to clients and secure sales. On the off chance that a client chooses not to purchase with me, I would ask them why and use it as a learning experience to better serve clients in the future.
I would also continue to reach out to them to maintain a professional relationship if they could benefit from buying any future products or services.
Tell me about your biggest successes as a sales representative.
A proven success rate as a sales representative will help you stand out from competing applicants and advance in the hiring process. Hiring managers are almost always more likely to hire applicants with field experience and familiarity with the job.
Example Answer:
My biggest successes as a sales representative include making more than 75 cold calls daily to prospective clients, exceeding my monthly sales quota by more than 30 percent, and closing a multi-million dollar deal with a Fortune 500 company after more than three weeks of sales presentations and negotiations.
What kind of products or services are you most comfortable and confident selling?
Hiring managers and potential employers tend to ask this question to see how you would fit in with their company and analyze your strengths and weaknesses when selling different products and services.
Answering this question honestly can significantly increase your chances of advancing in the interview process and getting the sales representative job of your dreams.
Example Answer:
I am most comfortable selling Information Technology products and services, as I have the most experience in this industry and a large professional network within the IT industry.
However, I am professionally trained in all sales areas and am ready and eager to sell any product or service that could help the company’s growth and development.
If you are hired for this sales rep position, what would you aim to accomplish in your first month on the job?
Competition can be tough among sales representatives, so hiring managers typically look for qualified job applicants determined and ready to hit the ground rolling.
Discussing how you plan to increase sales and revenue streams is a great way to answer this question and help you stand out from other applicants and even get hired.
Example Answer:
If hired for this role, my goal is to increase sales by more than 25 percent in the first year of my employment. To accomplish this, during my first month on the job, I would carefully review recent sales quotas and work closely with the other team members to perfect the company’s sales techniques and processes.
Additionally, I would reach out to my already established professional contacts and introduce myself to your current sales clients. I am confident that by following this plan, I would be able to secure at least ten new clients in my first four weeks of employment.
How do you stay up-to-date with industry trends and changes in your target market? What resources do you use to do so?
How do you handle objections from potential customers?
How do you measure your sales performance and track your progress towards meeting your sales targets?
Can you tell me about a time when you had to negotiate with a customer? How did you approach the negotiation and what was the outcome?
Are you able to handle rejection and stay motivated during periods of low sales activity? Can you give me an example of a time when you faced this challenge?
How do you maintain strong relationships with your customers after a sale is made?
How do you identify potential customers and tailor your sales approach to meet their specific needs and pain points?
How do you use data and analytics to inform your sales strategy and decision-making? What metrics do you typically track and analyze?
Are you willing to collaborate with other departments such as marketing or customer service, to help ensure a seamless customer experience and maximize sales opportunities?
Sell me on the products we offer.
Some skills and requirements that are needed for this job include:
Strong communication
Problem-solving
Negotiation
Analytical
Critical thinking skills
The ability to analyze inventory trends and supplier performance
Leverage costs
Manage purchasing budgets
Maintain professional relationships with outside vendors
Perform audit and control procedures
Lead company e-commerce strategies