Area Sales Manager interview questions are mostly related to the job area. It is necessary to do some preparations before appearing in the interview. The questions asked during the interview are all managerial level questions as per the job designation. Here you will find some frequently asked Area Sales Manager interview questions with answers.
Q: What is your reason for working in a sales job?
A: While answering this question one should never say that it is easy to get a job in sales or the pay is good etc. Interviewers are not expecting such kind of answers. Sales job is a challenging kind of a job and you can mention that you like challenges and hence want to be in a sales job or you can say that you always wanted to enter this area of work to utilize your skills. Sales job also enables personal growth because you are always learning something new in a sales job by interacting with people. You can also give examples about how you started liking sales job because of your internship or your liking etc.
Q: Tell me about your sales process, if you are given a qualified lead and how many contacts can you make from the qualified lead?
A: Building a good relationship with the customer and finding out his needs are the first important steps. On an average 12 contacts can be made from a qualified lead.
Q:. Is cold calling dead or alive?
A: Cold calling is definitely not dead. When sales are not achieved through other ways, cold calling is always there. The effectiveness of cold calling depends on who you call, product or service on offer and at what frequency the call is made. In today’s way of marketing, social selling has changed things but there is still the need to pick up the phone and have a conversation with a prospect.
Q: Explain the relationship between sales and marketing
A: Even though sales and marketing are two very different functions, both are important for each other. They both share a common goal which is increasing revenue of the organization. The marketers generate leads and sales executives close the lead. Since sales and marketing complement each other, they should adopt means which help them achieve their mutual objective. There should be open communication between both the departments so as to benefit the organization as a whole.
Q:. Do you think sales reps should be paid commission?
A: Yes, sales reps should be paid a commission as it will provide a boost to sell more in order to get more commission. Commissions are incentive for the sales reps and hence such commissions are beneficial for every sales company.
Q:. According to you, what is the importance of listening skills in a sales job?
A: In order to sell products to the customer, it is important to listen about the needs of the customer. Building a good rapport with the customer is only possible if you listen to him. You may miss out something important or lose your sale if you don’t listen properly. In order to make sales, speaking skills is important but listening skill is also equally important.
Q:. While making a sales call, what should be the outcome?
A: The outcome is always to make a sale during the sales call. But in case if it doesn’t happen immediately, a meeting or a follow up call is the outcome.
Q:. What has been your achievement of your sales career till date?
A: A good record in sales is an achievement when you are applying for a sales manager post. Highlighting some sales achievements in your previous companies will help in depicting your achievement more clearly.
Q:. Do you prefer to work independently or in a team?
A: A team environment is common in sales. However, you should make clear that you are able to work individually as well as in a team. You should show that you will be comfortable in both ways.
Q: What will be your way of selling an unpopular idea to an individual?
A: Selling an unpopular idea to an individual can be difficult. But it all depends on the way you go about it. Warming up with the individual is important before talking about the product and why the customer needs it. It may happen that you may be able to sell or you may not.
Q:. According to you, out of the two ‘managing’ and ‘leading’ , which one is more important?
A: Managers are the brains of the business whereas leaders are the heart of business. Managers establish systems and rules whereas leaders set the direction and provide motivation to achieve a common goal. Managers do things right . Leaders do the right things. Every manager cannot be a leader. As the core activities of both the managers and leaders are different. But there are few individuals who can be both good managers as well as leaders. Thus, both managing and leading are important.
Q. In case of a conflict within your sales team, how will you resolve?
A: Conflict within the sales team can be resolved through communication and working out a solution together. I would first find out the real problem and then work out for a possible solution.
Q. Do you set sale targets for your staff?
A: Yes, it is important to set sales target for sales staff as it will help them in working towards the set goal more efficiently. Such targets define what is expected from them.
Q. What are the key responsibilities of a sales manager?
A: The key responsibilities of a sales manager include meeting the sales targets of the organization, devising strategies and techniques to achieve the sales targets, motivating the team members, monitor customer preferences , review the operational records, control expenses and develop promotional ideas and material.
Q. Suggest some selling techniques.
A: While selling the product, transparency, honesty and integrity is of utmost importance for the customers. Maintaining a good relation with customers is one of the most effective sales techniques. Every sales person has his or her own strategy for closing the lead. Listening and confidently answering the questions of the customers, convincing the need for the product to the customer are some ways which can lead to a sale. It is not difficult to sell a product, it’s the strategy adopted that makes the difference.