| I am frequently asked about questions that | | | | that you can expect. You may be asked a |
| may be asked at a sales rep job interview. | | | | something like "Tell me about yourself". The |
| Everyone wants to know "How can I ace my job | | | | answer should be a very brief recap of your |
| interview? | | | | career lasting no more than three minutes, |
| | | | which highlights key achievements and |
| In this article we are going to look at tips | | | | finishes with the question "...what would you |
| on how to present yourself in the first | | | | like to know about in particular?" Do not |
| interview, how to answer interview questions, | | | | fall into the trap of rehearsing details of |
| how to prepare for your interview, how to | | | | your childhood and upbringing thereby wasting |
| behave during the interview, questions you | | | | valuable time on information that will not |
| can ask the interviewer and how you can | | | | support the product on sale - you. |
| maximize the chances of getting the job you | | | | |
| really want. | | | | The second question you can expect is a |
| | | | derivation of "Why do you want this job?" |
| The best way of approaching a sales interview | | | | Again, you must align the answers with the |
| is to think of it like a normal sales meeting | | | | skills you are offering. An answer like "I |
| with a customer. But instead of selling | | | | read in your accounts that you are planning |
| goods or services, in a sales interview, the | | | | to expand into the South West. I have built |
| product is YOU. | | | | up a considerable network in that region, am |
| | | | very familiar with the political issues and |
| By thinking of the interview as an ordinary | | | | feel that with the new products you announced |
| sales call, you will find it easy to | | | | last week I can make a significant |
| structure the call and prepare for it. For | | | | contribution..." will play very well and |
| example, when you are selling, your first | | | | serves both to demonstrate the skills you |
| approach will often include a brochure or | | | | bring and the fact that you have done your |
| other sales literature setting out your | | | | homework. |
| offering. When you are selling yourself, | | | | |
| this is the function of your resume or CV. | | | | Inexperienced interviewers will often take |
| It is essential that you present an employer | | | | off their watch and say "sell this to me! |
| a carefully constructed document which | | | | Don't be tricked into doing a "feature push" |
| highlights the features and benefits you have | | | | sale. Step back and remember your basic |
| to offer. This will usually be in the form | | | | sales training. Respond by asking questions |
| of achievements, qualifications and training. | | | | about what he wants in a watch before |
| Similarly, a well crafted cover letter will | | | | constructing a sales presentation aligned to |
| help your application to stand out. | | | | his needs. |
| | | | |
| Professional salespeople never visit a | | | | Good interviewers nearly always provide the |
| customer without having done some research | | | | opportunity to ask some questions. Do not |
| first. At the very least they will have | | | | let the opportunity slip by. This is your |
| Googled their customer to find out the latest | | | | chance to showcase your research and ask |
| developments and announcements. They should | | | | about the company's markets, plans and |
| also have checked recent files and had a look | | | | processes. Even if some of these items have |
| to see what is going on in the customer's | | | | been covered during the interview, you should |
| marketplace. | | | | be able to find a way to open up another |
| | | | angle especially if it will highlight one of |
| In the same way, the interviewee should carry | | | | your key strengths. |
| out some pre-interview research. This will | | | | |
| not only boost confidence but is fine | | | | Although sales job interviews are very |
| preparation for some standard interview | | | | similar to other job interviews, they do |
| questions like "What do you know about our | | | | differ in one important respect. At the end |
| company?" or "What do you think the biggest | | | | of the interview, the candidate is expected |
| challenges we face in the market today?" It | | | | to attempt a close of some sort; if only to |
| should also prompt you to think about | | | | show that he is capable of asking for the |
| questions you can ask at the end of the | | | | business. This doesn't need to be an in your |
| interview when you are invited to do so. | | | | face "am I hired?" question. Indeed |
| | | | depending on the circumstances, this could be |
| Nowadays, it is more and more common for | | | | counterproductive. However a gentle question |
| employers to filter job applications by | | | | seeking feedback or confirmation that the |
| conducting a telephone interview. Although | | | | interviewer will be taking your application |
| many people are concerned about this, in fact | | | | forward can rarely do any harm. |
| it is usually an easy opportunity to score | | | | |
| well and make an early impression. | | | | In some situations the interviewer may start |
| | | | to ask you questions about package. Be on |
| The first thing to remember is that you are | | | | your guard. This is am opportunity to close. |
| in charge. When the phone rings, the | | | | Do not just jump in with your number. |
| interviewer has absolutely no idea what you | | | | Remember that this is a sales interview and |
| are doing and will nearly always ask if it is | | | | the question could be a 'buying signal'. |
| convenient to talk. Unless you are fully | | | | Therefore respond with a trial close: - "As |
| prepared then your answer should always be | | | | we have started to discuss remuneration, can |
| "no". Set a time when you know you will have | | | | I take that as a sign that as long as the |
| had time to do your research and create an | | | | package is right your will be making me an |
| atmosphere conducive to giving the right | | | | offer?" If the answer is "yes", you have a |
| impression. Make a list of the key points | | | | deal and you can then start talking about the |
| you want to get across and have any reference | | | | salary and benefits package you need, usually |
| materials easily to hand. The objective of | | | | best expressed in terms of a range rather |
| this session is for you to sound relaxed, | | | | than outright figures. If the salary is |
| confident and full of potential. The main | | | | lower than your target, you can push for an |
| goal of the discussion is for you to get a | | | | improved car or better health or holiday |
| face to face interview. As the call draws to | | | | benefits. |
| a close, it is essential that you try to set | | | | |
| a date (remember to have your calendar to | | | | Occasionally a sales interview will end with |
| hand). | | | | a firm offer being made. More often than not |
| | | | though, there will be further stages before |
| The main operating environment for a | | | | an offer can be issued. In this event is is |
| salesperson is when she is talking to her | | | | good practice to follow up the interview with |
| customer. When applying for a job, the | | | | a "thank you" letter or email. This should |
| potential employer is the customer, so the | | | | be short, summarize the key strengths that |
| interview should use the same ground plan as | | | | you have to offer, clear up any uncertainties |
| you would for a customer sales call. Remember | | | | and if appropriate add some further |
| to arrive punctually, suitably dressed and | | | | information or collateral which the |
| with anything you might need (like a spare | | | | interviewer might find interesting or |
| resume or a certificate of achievement) | | | | supportive of your application. |
| easily to hand in your bag. Remember that | | | | |
| the interview starts the moment you arrive | | | | And finally you should approach every sales |
| and your behaviour with garage attendants and | | | | job interview with the thought that good |
| receptionists may be assessed as part of the | | | | sales people are really hard to find and |
| process. | | | | keep. If you can demonstrate that you know |
| | | | how to sell and are confident, well |
| There is no set pattern for a sales job | | | | researched and have the energy and drive to |
| interview. Some companies have a highly | | | | perform well them you will be well on the way |
| structured approach; others will be more | | | | to meeting your objective of passing the |
| amorphous in character. Regardless of | | | | interview. |
| structure, there are usually two questions | | | | |