Interview questions for Field Sales Representatives

A comprehensive set of interview questions for Field Sales Representatives has been compiled in this document questions to ask your candidates to identify those who qualify for this position.

Questions for an interview with a field sales representative

A Field Sales Representative is responsible for identifying new sales opportunities and increasing revenue. In order to achieve sales quotas, they develop strong, long-term relationships with their clients. The role of a sales representative could be quite challenging, as you are looking for someone who can think outside the box and find innovative ways to approach clients and close sales. Therefore, they will be required to work outside the office environment, performing door-to-door sales, cold calling, and scheduling meetings and presentations at the offices of potential clients. The ideal candidate for this position will possess a dynamic personality and a passion for sales and marketing. Their previous experience in sales is relevant and they are interested in learning new sales techniques. The ideal candidate for this position should also be goal-oriented and possess strong negotiation skills.

Questions related to operational and situational aspects

• Describe the most effective sales techniques you have used in the past. Are there any that you find to be most effective, and which ones are least effective?
• What methods do you use to locate potential clients? As a result of our products, what would you consider to be the most effective marketing strategy for our company?
• What are your thoughts regarding our clients and what would you suggest to increase our market share?
• What is the point at which you stop pursuing a client?
• After a sale has been closed, what do you do next?
• Provide an overview of the customer decision-making process. How do you contribute to each phase?
• Do you have any experience with Salesforce.com? Do you have any experience with any other CRM software?
• In your current position, what motivates you?
• I would like to learn how to make a successful cold call.
• How do you forecast sales trends? What tools do you use?
• For the preparation of a quarterly report, what information is required?
• When preparing to present to a new client, how do you prepare yourself?
• What is the frequency of your communication with existing clients?
• In what ways do you identify the needs of your customers?

Questions related to behavior

• Provide examples from your past experience of dealing with negative clients.
• Please describe a situation in which your sales goal was not met. Is there anything you would like to share about what happened and what you learned?
• To become a better Field Sales Representative, what would you like to learn more about?
• Does traveling a lot and working outside of an office environment appeal to you?