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1A.FACT-FINDING

1. Tell me about a sales situation in which you had to get information by asking a lot
of
questions.

2. Tell me about sales situations in which gathering information effectively was

crucial.
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1 B. ANALYSIS

1. What problems are you currently facing in your job? How do you manage the
problem?

2.Describe the biggest problem you faced and how did you handle it.
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2. PLANNING AND ORGANISING

1 .Describe a typical day.

2. What is your procedure for keeping track of items in your job?

3.What are your objectives for this year?

4.How did you decide which clients to see last week?

5. Who schedules your sales trips?

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3. TENACITY

1 .How long does it take you to complete an average sale?

2. What is the biggest sale you didn't make?

3. How many times do you usually call on a prospective client before you give up?

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4.SALES ABILITY/PERSUASIVENESS

1.What are some of the best ideas you ever sold to your boss?

2.How are your sales this year compared with last year?

3.Tell me about some of your toughest sales experiences.

4.Tell me about some of your most satisfying sales experiences.

5.What kinds of sales situations give you the most trouble? Why?
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5. RAPPORT BUILDING
1 .How do you go about developing rapport with customers?

2.We've all had to work with someone who is very difficult to get along with. Give
some examples.

3.How do you "break the ice" in a first conversation with customers?

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6A. BEHAVIOR FLEXIBILITY

1. Describe a situation in which your first

attempt to sell an idea to your boss or
customer failed? Did you try again? What
approach did you use the second time?

2.Describe a sale in which you had to use a

different approach or perhaps several
approaches because your initial approach
failed?

3.Give examples of two of the most different

sales approaches you have ever used?
first conversation with customers?
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6B. ADAPTABILITY

1 . Tell me about some sales situations in which

you have to adjust quickly to changes in priorities.
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6C. INDEPENDENCE

As a sales person, you had to operate very much on your own. How did this affect
you?
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7. ENERGY

1.To what extent is it possible for you to organise your day?

2.When do you do your best work - morning or noon?

3.How many hours a day do you put into your work?

4.What kinds of job activities do you find most tiring?

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8. RESILIENCE
1.What percentage of your calls result in some kind of sale?

2.How many calls have you made in row without making a sale?
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9. JOB MOTIVATION

1 .What do you like best/least about your job'?

2.What were your reasons for leaving?
3.Give me some examples of experiences in your job - satisfying/dissatisfying?

4.What gave you the greatest feelings of achievement in your job. Why?

5.Give me an example of when you worked the

hardest and felt the greatest sense of
achievement.
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10A. LEARNING INTEREST

1 .Did you take any courses after high school?

2.How did you do in school?
3.What formal training did you receive?
4.How did you go about learning the technical
knowledge needed to sell?

5.What was the most difficult/easiest task you had

to learn?

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10B. INNOVATIVENESS (CREATIVITY)

1.What are some of the most imaginative or

innovative things you have done to make a
sale?

2.What do you do differently than other sales

people in the organisation?

3.How much opportunity for new ideas/

approaches/innovations is there in your current
job.
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11. ORAL COMMUNICATION I

1What different approaches do you use in talking

with different people?

2.How do you know you are getting your point

across?

3.What are some of the most complex situations you

have had to explain to the customers?

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11A. WRITTEN COMMUNICATION

1.What are some of the reports you write monthly'? What reactions do you get?

2.What kinds of proposals have you written?

What are they? How many?
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11 C. ORAL PRESENTATION

1 .How many presentations do you make a year?

2.What are some of the biggest or most
demanding groups you have made
presentations to?
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11 D. LISTENING

1.How do you show your customer you are listening to them?

2.Give me an example of an occasion when you

failed to make a sale because you did not
accurately understand the information the
customer gave you. Why do you think this
happened?
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12. INITIATIVE

1 .How did you get the current job'?

2.Have you found any ways to make your job
easier or more rewarding?

3.What changes have you tried to implement in

your area of responsibility?

4.Describe a situation in which you found your

results were not up to budget or company
expectations. What did you do to rectify the
matter?

5.Give me some examples of your doing more

than required in your job?

6.How do you obtain new prospects?

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12. INTEGRITY

1Everyone has to bend or break the rules sometime. Can you give me some
examples of
when you have had to do this?

2.Have you ever been caught breaking a company rule?

3.Can you give some examples of when you made a deal to grab an order?

4.Can you give some examples of bending the truth when dealing with a difficult
customer?

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14. SENSITIVITY

1.Describe some situations where you wish you had acted differently with someone
at work. What did you do? What happened?

2.What unpopular decisions have you recently made?

3.When dealing with customers, how do you determine when you are pushing too
hard?

4.How do you go about collecting personal information regarding customers?

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15A. JUDGEMENT

1Give me two examples of good sales decisions

you have made.

2.What is the toughest sales decision you have

made? Tell me about it.
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15B. DECISIVENESS

1How difficult is it to establish priorities in your

job?
2.Describe some recent work-related problems
and the actions you took to solve them.

3.What kind of decisions do you tend to make

rapidly?

4.On which decisions do you deliberate longer?

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16. KNOWLEDGE/TECHNICAL

1To which industry related organisations do you

belong?

2.How do you keep informed on what is going on

in the field of

3.What magazines or newsletters have you read

recently?

4.What job-related training have you recently attended? What did you get out of it?

5.What important changes are taking place in your

business?
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17. WORK STANDARDS

1.In your position, how do you define doing a good job?

2.What are your standards of success in your job?

What have you done to meet these standards?

3.Have you differed from your boss in the

evaluation of your performance? How? Why?

4.What do you consider the most important contributions you have made to the
Sales
Division?

5.Are you satisfied with your sales performance?

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18. TOLERANCE FOR STRESS

1 .Under what conditions do you work best?

2.What kinds of pressure do you feel in your job?
Tell me about them. How do you deal with
them?

3.What is the highest pressure situation you have

been under in recent years?

4.Do you take work home? How often do you do

this?

5.What personal sacrifices have you made in the

last twelve months?
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