Sales representative is one profile in which a candidate is given a set target for the month to provide customer services to different kinds of customers. This job requires you to interact with customers and motivate them to make purchase. It can be an interaction with a customer you already know or with a potential prospect with whom you have never interacted in past. Sometimes you are even required to make a cold call. During all this process, you will come across different kinds of personalities, some of which will be warm, some of which will be resistant in talking to you and some will need a little extra efforts to get convinced.
If you are planning to apply for a post of Sales Representative, then you must have all the essential skills that can really help you deliver amazing performance. This article talks about the important skills which you must possess if you are applying for the post of sales representative. These skills will take your performance to a higher level all together.
- Planning Skills: To be able to chalk out a good plan by organizing different aspects of working, by managing meetings with different prospects etc. You need to be a good planner as you need to have good skills to plan and manage for smooth functioning on daily basis and also for long term.
- Skills to stay aware: You must also stay informed about the current happenings in the market. It is essential that you are aware about the competition, market trends and various other things that can affect your working. You should also be informed about the literature of the competitors and what they are offering to the customers.
- Foresightedness: To be able to predict the market trends in future and stay abreast with the modern trends in the market.
- Reporting skills: To be able to create detailed reports which consist of all important points. You should also be able to summarize on daily basis along with concluding performance on monthly and yearly basis.
- Investigational skills: To be able to deal with all kinds of customer complaints and resolve them at the earliest by taking into account all the essential points.
- Participative skills: To be able to participate regularly in different educational workshops, attend networking events and stay abreast with all the latest market news and changes by participating in all sorts of events and sessions.
- Recordkeeping skills: To be able to record data in an organized manner and being able to produce it as and when required by quickly tracking it.
- Team worker: To be able to work in team by having healthy and productive interactive sessions which can increase productivity.
- Communication skills: To be able to interact in the most appropriate way with the customers and prospects and to be able to convince them in a smart way.
- Customer Relationship building skills: To be able to form relations with new customers and to be able to nurture and nourish the old ones.
- Knowledge about products and services: To have command over all the information concerning different products and services that are offered by the company. Not only this, he should also be well aware of the products and services offered by other companies.
- Goal oriented: To be able to work with the target in mind to ensure that all goals are met within the defined time.
- Territory management skills: To be able to manage the defined territory. To be able to travel with ease and proper planning as and when required.
- Confidence: In order to conduct himself with pride and smartness which is important to impress the prospect and convert him into a customer.
- Negotiation skills: To be able to negotiate smartly by convincing the customer and striking the deal this is mutually beneficial. To be able to convince customers to try new products and services.
- An eye for detail: Should be able to observe and explain everything in detail, keeping in mind all the minute details.
- Training skills: To be able to train his co-workers or teammates from time to time in order to enhance their performance.
- Presentation skills: To be able to present his ideas and projects using the technology in the most interactive and interesting presentations.
All these skills are very much essential for every sales representative to possess otherwise he will not be able to deliver a good performance and meet his targets. So if you are applying for this profile, make sure that you have some of these skills or you are a hiring manager then make sure that the candidates that you have shortlisted possess these skills.
Telecommunication engineering opens up many opportunities for the job seeker and telecom sales is just one of the fields, which is increasing its interest day by day among the people. To crack telecom sales interview, one should have technical as well as behavioral knowledge with an adequate fluency as to convince the interviewer. Above all, passion in selling and interacting with the people is the core idea of this field and one needs to have such passion to get the desired result. Here some telecom sales questions are given below along with the answer that will definitely be a great help for people belonging from the same field.
1. Q. What is the GSM service?
A: GSM stands for Global System for Mobile Communication, is widely used digital mobile telephony system. It uses the time division multiple access (TDMA) to digitize and compress signal. Generally, it is a standard that defines the protocols which are used in the second generation digital cellular network and that is standardized by European Telecommunication Standard Institution (ETSI). A technical sales engineer must have the clear knowledge in GSM service, as he/she needs to operate independently within the operators’ environments.
2. Q. Explain the VAS service in respect of the sales field.
A; VAS (Value Added Service) is the way to promote the services, excepting standard voice call and transmission, to the user. VAS is generally applicable to SMS service, MMS and other services as to make those services interesting to the user. Mobile operator and content provider (the third party value added service provider) supply the VAS to the users for their needs. A sales engineer is responsible for crafting, developing and using the value added service solution on behalf of an operator.
3. Q. What is SS7 networking?
A: Common Channel Signaling System No. 7 (SS7) is a global standard to define the procedures and protocol, which are used in the public switch telephone network (PSTN) for exchanging information. SS7 helps in setting up and managing calls between the user and for a telecom sales engineer having knowledge about SS7 is necessary.
4 Q. What are the skills of a telecom sales engineer?
A: A telecom sales engineer has to handle many areas of telecommunication in respect of the sales field. The approaches should be toward a company’s profit so that he/she should have a complete knowledge in customer service ethos. Presenting new technical concept that proves beneficial for the company is also a part of its work area. Skillfully documenting each and every detail as well as handling account is also important. One thing should be remembered that a sales engineer needs to do everything involving customer benefits.
5 Q. Explain SMSC.
A: SMSC is the acronym of Short Message Service Centre, which is responsible for sending forwarding and delivering messages. It extracts the address and then tries to send the message in an exact location. If the message is successfully sent to the destined location, the sender gets a confirmation regarding this and if it fails, then it resends the message in a retry manner. A telecom sales engineer should look after the matter with the sufficient technical support.
6. Q. Explain the job responsibilities of a telecom sales engineer.
A: An engineer in this telecom sales field has lots of aspects to look after and among them, project management, especially in the pre-sale and post-sale is a vital thing. Other than that one needs to find out the potential clients who help in increasing the customer network and promoting the product and the services of a company. Besides this, analyzing the requirements of the customer and interpreting it to a company’s beneficial is also an important factor that one should look after.
7. Q. Explain the billing system in telecommunication.
A: A billing system is made of a series of independent applications and each one is assigned to perform a specific task in respect of setting up an effective communication. It consists of customer interface management, order management, sales and marketing, rate and plans, and so on. All of which are designed to make the whole process easy for the user and people also can contact with the operator for solving their query regarding various offers.
8. Q. What is the protocol testing?
A: Protocol testing is the method of examining the function and performance of a node, a software component that helps in an uninterrupted message flow. The node is tested by a tester, such as Glomosim simulator. Different kinds of nodes are used in a network, including Abacus 500, Etherpeek IP and so on.
9 Q. What is pre-sales analysis?
A: Pre-sales phase involves a series of activities regarding the products and offers of an operator to analyze it from the user perspectives. The complete knowledge of the product and its assessment is important to convince the client about its approach. A sales engineer designs the product and prepares the customer presentation in order to explain the technology, the number of components and infrastructure of the product. In this field, client liaison, leadership skill, communication and consultation are some of the ability that an engineer must have.
10 Q. What is the ROI calculation in Telecom sales engineering?
A: ROI (Return On Investment) is a major part of a sale so that one needs to calculate it as every company wants to know how much money they return in respect of the investment. The investment is made for developing a certain product and if the ROI is high, it generally attracts the investor and the plan becomes useful for long term. For a sales engineer, the ROI calculation helps to allocate resources as to make the profit.
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Sales and Marketing Job interview is often considered as an easy interview. Because fresher’s can also make entry to jobs in sales and marketing. However, the interview is not as easy as it seems and without any preparation it is difficult to succeed. Whether you are fresher or experienced, get ready for some of the most frequently asked questions by interviewers. Below you will find some questions with answers for your convenience. You should be ready for unexpected questions also as sales and marketing is a broad field. The interviewer can ask any other question apart from the below mentioned.
1 Q: Why do you want to join a sales and marketing job?
A: You can either say about your personal interest in the company’s product or if you previously had been working in sales and marketing job, you can use your experience and utilize it efficiently. Never say that because you like this job or you are offered a good salary or that you don’t have any other option. Such kind of answer produces a negative impression on the interviewer.
2 Q: Do you find yourself as a good sales person?
A: Here you need to emphasize on your selling skills. Patience, good communication skills, ambitious, convincing ability makes you a good sales person. But you should be honest in your answer. Identify the skills which make you a good sales person.
3 Q:. Tell me what you dislike about sales and marketing job.
A: You should never directly say anything negative about the job. However, you should be sincere in your answer.
4 Q: What do you know about our products?
A: The objective of the interviewer is to determine whether you have researched about the company and its products before appearing for the interview. Read properly about the company’s product to answer this question confidently.
5 Q:. What motivates you to sell?
A: The main motive is to find out how you can be motivated to make sales. It’s better to answer the correct motivation for you. If money and incentives make you achieve more sales, you should say this. Avoid giving a generic answer. You might want to be the best performing sales representative or you are motivated by your goals. Whatever be the reason, give a brief answer.
6 Q:. What key skills are required for a Sales and marketing position?
A: Presentation skills, negotiation skills and communications skills are the key skills required for a sales and marketing position. However, a sales person should have adaptability, be motivated and result oriented.
7 Q:. What are your strengths and weaknesses?
A: The answer for this question must be prepared before appearing for your interview. Assess yourself as to what were your strengths in your last job. While mentioning about your weaknesses also add the ways or steps you are taking to overcome them. Just saying about your weaknesses does not give a good impression as the interviewer may think you as unfit for this reason.
8 Q:. Did you achieve your targets in your previous job?
A: Answer honestly this question as the interviewer can make a cross check from your previous employer. You might have also mentioned in your resume. Even if you did not achieve your target, say the truth.
9 Q:. According to you, what is the biggest challenge in a sales position?
A: The biggest challenge in a sales position is to find qualified leads. Competition has increased nowadays and it is difficult to convince customers as they have their own preferences. There has to be convincing ability in order to achieve sales. You should add what skills you have to face the challenges in today’s sales and marketing job and that you are prepared to overcome the challenges.
10 Q: How will you handle a difficult customer?
A: A smart answer is required here. The interviewer here is judging you ability as a sales person. Listening to a difficult customer is of utmost importance. Find out the exact problem and work out a way to overcome it. It is important to understand the customer and one should never blame the customer.
11 Q:. How do you overcome buyer objections?
A: A buyer may have price objections or maybe the buyer does not require the product now. You have to give an answer using your analytical skills as to how you will handle such objections. Depending on the situation you can either make a small discount or re approach the customer after some time. The interviewer wants to know from this question whether you will be able to handle buyer objections in the market place.
- Explain the difference between marketing and sales
A: Sales is a part of marketing. Marketing starts with the needs and demands of customer and results in providing the product or service to the customer. Sales mean selling the marketed product. Marketing is a broader concept. Sale is a push concept and marketing is a pull concept.
The primary responsibility of the Regional Sales Manager is sales and sales support functions. The regional sales manager manages all aspects of sales activities for a sales force covering a large territory or market. The regional sales manager has responsibilities such as designing and recommending sales and marketing programs and setting long and short term strategies, selecting dealers and other distributors, recruiting new sales staff etc. Following are some of the Regional Sales Manager Interview questions and answers. These questions are frequently asked by interviewers.
1 Q: Why do you think yourself to be a good fit for our company?
A: Here you need to sell yourself. Describe about your skills and experience which make you a good fit for the company. Try to relate to the company’s requirement and mission statement and values as well as the products and services of the company. For this, you need to do some research about the company before appearing for the company.
2 Q: How do you react to problems?
A: Through this question the interviewer wants to know whether you panic during problems. Try to give answers which impress the interviewer. Mention how you deal with such situations giving examples. A regional sales manager has to handle problems that arise in the course of time. So you need to prove that you have problem solving skills and how you were appreciated for taking right decisions in your previous job.
3 Q: How would your co workers describe you?
A: Mention few terms which your coworkers used to say to describe you. You can also add about the appreciation you received from your previous employer. Do not make your answer very lengthy as it make lead to a negative impression. It is important to be humble in your answer.
4 Q: What motivates you?
A: You need to be motivated in order to motivate the sales person working under you. You can say that achieving sales target is a motivating factor or new challenges etc. Make sure whatever you say relates to the position you are interviewing for. Staying positive in your answer is very important.
5 Q: In a sales role, what do you think is one of the most essential skills of a salesperson?
A: Listening skills is one of the most essential skills needed by a salesperson. You have to listen to the customer to be able to sell them the company’s products and services. Only by listening you can know about the needs of the customer and if it is possible to close a deal. You can give some examples where your listening skills helped you in closing one of the biggest deal.
6 Q: What are your long term career goals?
A: It is important to have career goals in one’s life. This is one of the most common questions asked by interviewers. Be realistic in your answer. Describe about your long term career goals and how you plan to achieve them. Mention the time frame you have allotted for each goal. The interviewers try to find out about your seriousness regarding your career.
7 Q: How would you describe your sales management style?
A: The interviewer wants to know about your management style. Describe in brief what kind of approach you follow and give examples from your previous job as to how you achieved success with your style of management. Keep your answer short and simple.
8 Q: What was your most significant professional accomplishment and what did it take to achieve it?
A: Describe about your professional accomplishment and mention what you did to achieve it. It should relate to the job you are applying for. You should bring out your answer in a positive way but make sure what you say should be an honest answer. The interviewer can also cross check from your previous employer.
9 Q: What do you like and dislike about the sales process and why?
A: You need to give a very careful answer while mentioning about your dislikes. Bring out a more positive view of yourself regarding the sales process. While saying about your dislikes limit your answer to a few sentences.
10 Q: What do you think are the important skills in succeeding in sales?
A: Some of the important skills required for succeeding in sales include good communication skills, problem solving skills, ability to build new relationships, presentation skills etc. You can describe how you look for such skills while recruiting new salespersons. Give examples from your previous job experience.
11 Q: Are you willing to travel or relocate for the job?
A: For the position of a regional sales manager, this question can be asked by interviewers. If you love to travel and are looking to relocate based on a good job opportunity, you can use it to your advantage to show how you are a good match for the job. You should avoid saying negative for this question. A regional sales manager job will include traveling as it involves meeting clients for sales deal.
12 Q: How do you deal with stressful situations?
A: A regional sales manager is expected to deal with stressful situations. Describe how you handle situations and how you achieved success in doing so. Also say about the skills you use while handling stressful situations. You need to prove yourself as having the ability to handle such situations.
The duties of an Insurance sales agent include selling life, property and casualty, long term care, health and disability insurance policies. Insurance agents frequently travel to make sales, check on clients and investigate claims. Self motivation, good sales and communication skills are required to be an Insurance Sales Agent. The demand of insurance sales agent is increasing nowadays as there is a greater demand of financial products. Following are some frequently asked Insurance Sales Agent Interview questions and answers along with their answers. Be prepared for your interview with these questions which are given here for your reference.
1 Q: Tell me about yourself.
A: You can start by saying about your qualities. Find out what qualities are required for an Insurance Sales Agent. For a sales agent, ability to communicate, ability to handle rejection etc. are few essential skills. You can describe about your work experience and also relate your answer to the job of Insurance Sales Agent. Make sure your answer is not too long. Two minutes of talking is enough for this question.
2 Q: What do you think are the most important skills required for an Insurance Sales Agent?
A: Mention few essential skills that are required in an Insurance sales Agent. For example some skills are good communication, self motivated, selling skills etc. You can also describe where you have shown such skills in your previous jobs. The interviewer will look upon you as a person who possesses skills that are required in an Insurance Sales Agent.
3 Q:. What are your career goals?
A: The interviewer wants to know your real interest in being in the position of an Insurance Sales Agent. With the changing economy it is difficult to predict the future but you need to have career goals in your life. Provide a reasonable and logical answer to the interviewer. You can give your past experiences of promotions and how you have achieved them. Also mention how you will achieve your future career goals.
4 Q: Do you know about our company’s policies and products?
A: This is the time to show them that you have taken the time to research their company in particular. Highlight the main company policies and products and services they offer. You need to describe about the important insurance policies and what the key features of the policies are. You need to include only the main and important points in your answer.
5 Q: What do you think is the biggest challenge of this position?
A: Say honestly about what you think as the biggest challenge of this position. You need to also bring out the steps you are taking to overcome the challenge. Mention your liking towards accepting challenges and describe how you achieved the previous challenges in your job.
6 Q: Explain a time when you worked effectively under pressure.
A: Some people work effectively under pressure. Be positive in your answer and give examples of situations where you effectively performed in your work. Say that some amount of pressure is necessary to achieve success in work and you very well like to work under pressure as it brings out the best in you.
7 Q:. What do you like and dislike about being an Insurance sales agent?
A: The interviewer wants to know your preferences towards this position. Your likes and strengths should relate to the main priorities of this position. For example, if your strength is good communication skills, then you can very well say that you enjoy interacting with people in a sales job. When saying about dislikes you need to be very careful. Say something which does not directly relate to you. Instead you can bring about a weakness of your previous company. Avoid saying much about your own dislikes as the interviewer may think of you as unfit for the position.
8 Q:. Why should we hire you?
A: The main aim here is to sell yourself. Mention your skills and abilities which will help you to contribute to the organization. You need to show yourself in a good picture. Give a unique answer to make the interviewer think you as a suitable candidate for the position. Basically you need to mention about your unique selling proposition that makes you stand apart from other candidates.
9 Q:. What do you think are your greatest strengths?
A: Mention your positive qualities that you possess. It is important to do your research about the type of work you are interviewing for. Relate your strengths to the qualities required for an Insurance Sales Agent. Also, provide with examples where you have shown your strength in your previous jobs.
10 Q: How do you react to criticism?
A: The interviewer is trying to find out about your ability to handle criticism from customers or your reporting authority. It is always advisable to respond in a positive way while reacting to criticism.
11 Q:. Why did you join the insurance sector?
A: You need to be aware about the insurance sector in order to answer this question. Talk about the size of the industry and how it is growing and the opportunities that are available. Also, correspond your skills with the requirements of the sector and how suitable are you for this industry. Be brief and answer to the point.
12 Q: How long would you expect to stay with this company if we hired you?
A: You need not mention the number of years you would stay with this company. Make sure you know whether the company is offering you a temporary or a permanent position. You answer will be based on this. But you should ensure the interviewer that you are not going to jump soon for the next opportunity. Show your commitment and loyalty to the job that you take on.
I have Attached Sales Incentive Calculation Format in Excel.
|Total Sales Incentives|
|S.No.||Month||Incentives (Month Wise)|
Search Sample Formats:
I have attached Appraisal Form For Sales Manager in word format.
Performance Evaluation Form
Department : Marketing
Department : Sales Manager
Review Period : 01/01/04 to 30/11/04
Employee Name :
Designation : Date of Joining :
Qualification : Location :
Date of Birth : Employment Status : Probationary/Confirmed
Please assess your performance in the following areas in terms of your current role requirements based on the ratings,
Exceeds Expectations – (4)
Meets Expectations – (3)
Meets Minimal Requirements – (2)
Unable to meet Requirements – (1)
V – Versatility
I – Interaction with
|B – Building Company image/business|
H – Honesty
|A – Accountability|
7. Meeting targets within deadlines
11. Product knowledge
12. Market knowledge
14. New market survey and analysis
15. Analysing sales promotional activities
16. Forecasting the sales
17. Monitoring of stock transfers and sales returns
18. Monitoring of security deposits
19. Quality awareness in lot wise dispatches
21. Economy in use of Company resources
22. Maintenance of vehicle if provided
4. Communication skills
1) Please list the major responsibilities of your job in order of importance.
2) What do you consider to be the most important achievements of your career this year?
3) Please list the major problems you have solved in the review period.
4) Please specify the Appreciation(s) (if any) you received from the Management in the review period.
5) Please state the Additional activities you have involved related to your job in the review period.
6) What additional responsibilities you would like to take in the next year?
7) What motivates you,
a) Increment e) Recognition
b) Secure Employment f) Creative and Challenging work
c) Designation g) Role Expansion
d) Promotion h) Training and Development
8) Have you acquired any other qualification in this year, if so please specify.
9) What elements of your job interest you the most and why?
10) What elements of your job do you find most difficult and why?
11) Is there any Grievance that you wish to bring to the notice of the Management? (Please do not hesitate, if genuine, the same will be looked into)
12) Your goal in the Organization in near future.
By 2005 2006 2007
13) What sort of training/experience would benefit you in the next year?
14) Please specify the problems (if any) beyond your control, which have affected your ability and efficiency.
15) Briefly specify the Strength and Weakness of Vibha in your Department.
16) Prospects of growth of Vibha in the Seed Industry as per your perception.
c) No Scope
17) Your Comments concerning this appraisal. (Optional)
Functional Head Comments: