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Interview Guide for Top Sales Manager
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| I. Working
experience |
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Factor to Consider |
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- Is the information you have obtained
based on the objective observations that can be verified?
- Is the information consistent with the resume and /or the
application?
- Did each new job logically build and expand upon the previous
work assignment leading to increased responsibility? Is there
a pattern of success?
- Did the applicant have positive productive relationships with
previous supervisors, clients, peers and subordinates?
- How did the applicant follow the flow of the interview? |
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Suggested Questions |
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- Tell me about your previous work/sales
experience
- With each job, what did you like most? Least?
- What has contributed most to your career so far?
- What setbacks or disappointments have you had in your career
so far? |
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| II. Administrative
ability |
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Factor to Consider |
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- Did it appear that the candidate
had done some background work on XX company directory?
- Was the candidate prepared with questions? Was the candidate
on time?
- How has the applicant planned or organized the coverage of
his present market?
- Tolerance for paperwork.
- How well were the candidate's thoughts organized? |
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Suggested questions |
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1. Organizing /
time management
- how do you organize your sales day in your current job or
your last job?
- How do you set up your week or day?
- How many prospects are available now (i.e. how many in your
total assignment?) how many can you cover weekly, monthly, annually?
- If you were given a sales assignment with X number accounts,
what would you do? |
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2. Planning
- How do you /would you plan for a sales call?
- What do you know about XX Company? |
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| III.
Sales Qualities |
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Suggested Questions |
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1. Competitiveness/
need for recognition
- What was your ranking /performance in your previous position(s)?
- How did you compare to others?
- Do you have sales bulletins or letters of commendation?
- What was our class ranking?
- Tell me about your outside activities |
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2. Creativity
- Tell how you have or would creatively make a difficult sale. |
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3. Energy level-
Describe a normal workday.
- How many calls do you/have you made in a day? What is the
average length of your calls?
- How many sales do you currently close in a day?
- How do your spend your free time?
4. Coal-orientation/desire to excel
- Tell me about your goals.
- Tell me about your accomplishments/awards. Any documentation?
- What goals have you set for yourself and met?
- Did applicant talk about taking charge? About being No. 1?How
do you measure your success and your growth?
5. Initiative/ self-starter
- What are your outside interests?
- How did you get this interview?
6. Self-discipline/ independence
- Explain how you work with others.
- Describe how you work independently.
- Have you been attending school while working? Explain.
- Have you ever owned your own business? Explain.
- How does applicant deal with rejection?
7. Earnings need/ money motivation
- What have your earnings been?
- How have earnings been made up? (base/ commission/bonus)
- Is applicant money motivated?
8. Communication / persuasiveness
- What were non-verbals like? Did the candidate lean forward?
- Did applicant ask questions; ask for feedback, elaborate on
answers?
- Is applicant persuasive?
- Is he/she hard to hear?
- Is candidate assertive?
- Are general communication skills effective? |
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2. Planning
- How do you /would you plan for a sales call?
- What do you know about XX Company? |
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| IV.
Other factors |
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Suggested Questions |
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1. Flexibility/
positive attitude
- Tell me about your former employers.
- How do you handle difficult co-workers or managers/
- How would you react to last minute changes in your assignment?
2. Willingness to accept responsibility
- How much responsibility do you have now? is it enough?
- How much responsibility can you handle?
3. Education (if applicable)
- Why did you choose the major you chose? Has it helped your
career?
4. Accuracy
- How are errors measured in your current position?
- Where do you stand?- Which is more important- quality or quantity?
5. Management potential / desire
- have you ever managed people?
- What are management characteristics of a previous manager
that you thought were effective? Ineffective?
- Tell me about your best/worst boss. |
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