Sales are the essence of any business organization without which it is almost impossible to survive and thrive in tough competition as well as a dynamic business environment. Efficient sales as well as marketing techniques not only enable a business organization to grab a large market share but also enables them to create positive goodwill for its products and services, useful and beneficial in the long term. It is for this reason that, organizations prefer to hire a specialized professional known as a regional sales manager, whose primary duty is to promote and popularize a particular segment of products manufactured by the business house. The salary prospects of a regional sales manager are quite bright and along with this, he or she enjoys a high level of recognition as well as respect from wide spheres of society.
21 Best Interview Questions To Study
1) How Will You Manage A Store Owner, Consistently Failing To Achieve The Sales Target?
This question tests your response and understanding towards handling some probable and practical work-related situations.
Sample Answer
Sir, these situations are common, and we see that store owner are not able to meet the sales targets due to a variety of reasons such as recession, changes in customer’s preferences, legal hurdles, etc. First of all, I would like to have an in-person meet with the store owner and would like to understand and identify the real cause of the bottleneck which is hampering his or her ability to achieve the assigned sales targets.
Post this, I would like to extend support so that the defaulting store owner as well as our organization, quickly comes on the same page. However, If there is no genuine reason for failure and the store owner is simply lethargic or has a casual attitude, I would recommend the cancellation of his agreement and bar him from associating with us for at least 3 further years.
2) How Do You Handle Criticisms and Backlashes?
It is common for managers to receive negative comments as well as criticisms for their policies. An interviewer through this question wants to know whether or not you will be able to handle such backlashes. Further, an interviewer also wants to know your level of sensitivity and mental strength.
Sample Answer
Sir, criticisms are part of the life of a professional. When a person works in a responsible and reputed position, he or she takes independent business decisions, which have the ability to affect the organization negatively as well as positively. Though being a detail-oriented person, taking all the decisions after due diligence, there is still a possibility that my decisions might go wrong and lead to business loss. Post this, I am bound to receive backlashes from my seniors as well as my colleagues. However, I will never negatively consider them, rather use them to plug the loopholes and become more and more efficient.
3) What Should An Organization Do If Its Sales Managers Are Not Able To Meet The Sales Targets?
This is a tricky question, wherein you are required to enter into the shoes of the business organization. Through this question, an interviewer wants to know your attitude and approach towards achieving the sales targets as well as the punishments, which in your opinion, are viable and appropriate.
Sample Answer
Sir, sales is all about targets. The primary role of a sales professional is to meet and execute the sales targets assigned by the business organization upon him or her. There are always some reasons and causes, due to which a manager is not able to achieve its targets. If the reasons are market-related and are genuine, an opportunity of being heard should be given. However, if it is pure negligence or carelessness, then the sales manager must be immediately stripped of his duty and even punished with an appropriate fine.
4) Explain The Importance Of Understanding The Demography Of A Region?
This question tests your knowledge and understanding of the various practical working procedures.
Sample Answer
Sir, the conditions prevailing in a particular region, along with the ethnic mix and the variety of population residing, play an integral part in designing the advertisement campaigns as well as the marketing of goods. Suppose, there is an uneducated segment of the population residing in a particular region, and you are required to sell notebooks to them. This is a tough task and in my opinion, this gamble will just not work. The primary basis of making this decision was the demographics of a particular region. Hence, in marketing the demography plays an important role.
5) Sell Me This Pen.
This is a common interview question that appears specifically in job openings that are related to sales. Hence, this question must be answered in a diligent manner so as to ensure that your interviewer is impressed with your persuasion as well as communication skills. Try to be as unique as possible.
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Sample Answer
Sir, a customer is based on a need, and I assume that you have the need for a pen. This pen is one of the most unique pens ever designed by our business organization which is both beautiful as well as has a sturdy design. The pen is filled with liquid ink which is based on Japanese technology enabling its writer to just glide on the paper without experiencing any major friction. Due to its efficiency and royal looks, I assume this pen would suit your personality and stature to perfection.
6) Explain The Four Phases of Business Cycle?
This question tests your knowledge and understanding of the core principles of marketing.
Sample Answer
Sure, sir, These are:
| Name of the phases | Features |
| Prosperity | This is the peak period in an economy, wherein the purchasing power of money is excellent for consumers and has a strong demand for goods and services. |
| Recession | The enhanced demand in the phase of prosperity leads to inflation and a rise in the prices of both goods and services. This deteriorates the purchasing power of money and checks on the rising demand. This leads to restrained spending as customers become more cautious and selective. |
| Depression | Prolonged suppression of demand, leads to depression, wherein manufacturing as well as trading organizations are not able to clear their stock or inventory of goods. This leads to huge losses for organizations, layoffs, and a rise in the unemployment levels. Consumers delay their new purchases and prefer more on repairs and replacements. |
| Recovery | Nothing remains at the bottom for a long period of time and correction or recovery is bound to happen. This is the period when the engines of the economy once again start to run and consumers tend to gain some confidence. With proper and adequate economic reforms, an economy can once again witness periods of prosperity. |
7) Name At Least Three Factors That Affect The Demand Of A Product.
This question tests your knowledge and understanding of the core principles of marketing.
Sample Answer
Sure sir. The demand of a product and its subsequent marketing is affected primarily due to these three factors:
- Changes in the customer’s preferences, tastes and style.
- Inlfation rate prevailing in the economy
- Legal and Technological changes
8) How Will You Devise An Appropriate Sales Contest?
This is a practical question. Being a sales manager you will be required to devise efficient incentive programs for the sales personnel, so as to motivate them and prompt them to achieve the sales targets. Through this question, an interviewer wants to know your level of expertise in devising appropriate motivational techniques.
Sample Answer
Sir, the relevancy and appropriateness of the sale contest depend upon the incentives and monetary rewards placed upon achieving a pre-determined target. I would follow the following steps to devise a sales contest:
- First of all, I would understand the actual needs and requirements of the sales personnel. Devising a program, that is not relevant to their needs may end in disaster.
- Post this, I would like to fix appropriate monetary rewards upon achieving a sales target.
- The rewards fixed, must be approved from the senior managemet as well the had of the finance department.
9) Are Your Aware Of Private Brands?
This question tests your knowledge and understanding of the core principles of marketing.
Sample Answer
Yes, sir, I am completely aware of private labels or private brands. This phenomenon works primarily in the retailer industry, wherein large retailers tend to extend manufacturing contracts to third-party manufacturers, so as to manufacture goods and products for them. The goods manufactured are then marketed and sold under the name of the retailer. Through this, a retailer has better control over the marketing techniques as well as enjoys better margins.
10) Which Sales Promotional Method In Your Opinion, Is the Most Effective?
This question tests your knowledge and understanding of the core principles of marketing.
Sample Answer
Sir, in my opinion, a rebate, is the best method to enhance sales of a particular product. An instant reduction in the selling price of the product, not only satisfies a customer but also enhances the value of the product in the eyes of the consumers. This technique could be used for privately labeled brands or any newly launched product. However, on the limitation side, this technique of sales promotion has the highest negative effect on the cash position of an organization.
11) Are You Interested In Imparting Training To Young Sales Professionals?
Through this question, an interviewer wants to understand your mindset towards sharing your knowledge and skills with other persons engaged in a similar profession.
Sample Answer
Yes sir, absolutely. I simply love to help others and am very much interested in imparting my acquired knowledge, skills, and secrets to other persons.
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12) How Do You Handle A Disgruntled Customer?
Normally, disgruntled customers are handled and managed by lower-level employees, but, there are some exceptional circumstances in which a few customers are referred to the senior managers. Through this question, an interviewer wants to know your technique of satisfying them.
Sample Answer
Sir, the customers referred to the managers are sticky and too demanding. If I ever encounter such a situation, I would, first of all, get all the information about the customer and understand the true nature of his or her problem from my juniors. Then, I would have a conversation with him or her and evaluate his version of the story. Post this, I would extend a resolution that would have a probability of satisfying him or her. Further, I would like to assure you that I would never go out of my ambit of powers while extending any such resolution.
13) What Motivates You To Work?
This is a common interview question that is asked in almost all the interview sessions held across the world. Through this question, an interviewer wants to know the primary motivational factors that motivate you to work hard and push your limits while working at the workplace.
Sample Answer
Sir, this is a highly subjective question that is largely influenced by personal situations, circumstances, and conditions that a person lives in and encounters. In my honest opinion, my desire to progress my career and earn higher salaries and incentives prompts me and motivates me to work hard and achieve my goals and objectives in life. In addition to this, I always desire to get widespread recognition from my teammates as well as my seniors, which is possible only when I work with dedication and execute the tasks allocated to me in a time-bound manner.
14) What Technique Do You Use To Prioritize Tasks?
The regional sales manager is a position of repute and is entrusted with a variety of responsibilities. This simply means that a sales manager has to perform a variety of tasks in a single working day, the timely execution of which is possible only when he or she is able to prioritize effectively on the basis of a strong policy. Through this question, an interviewer wants to know your own preferred style or method of prioritizing tasks.
Sample Answer
Sir, prioritization of tasks is necessary to complete them in a time-bound manner. Being a meticulous person, I always lay emphasis and efforts on prioritization. In order to do so, I always arrange and sort the tasks on the basis of their difficulty level. The most difficult as well as time-consuming tasks are listed by me at the top, only to be followed with tasks that are less tricky or time-consuming. I prefer this way because, usually, at the start of our shifts, we are more energetic and enthusiastic as compared to the end of the day. Further, we possess a fresh mind initially, which when deployed upon executing the tough tasks, would enable us to execute them with greater precision.
15) Rate Your Inter-Personal Skills On A Scale Of One To Five.
Inter-personal skills are mandatory and almost inevitable for a position like a regional sales manager, who is required to communicate frequently with several stakeholders, teammates, juniors as well as seniors. Hence, through this question, an interviewer wants to evaluate and judge these skills.
Sample Answer
Sir, I totally understand the relevance of this question. Be assured that I have an efficient communication as well as superior interpersonal skills which I can use to manage the team as well as respond with accountability to my seniors. I have also undertaken a 3-month short course to further hone these skills. Considering all the facts, I would like to rate myself with a 4.9
16) Which Is Your Favorite Animal?
This question might seem simple and easy, prima facie. But, this is true only for underprepared candidates. Serious candidates know, the level of preparation and extra efforts that this question demands from them. In addition to the regular preparation, a candidate must be aware of at least a few friendly and positive animals, such as Bald eagles, elephants, honeybees, etc. which have their own unique qualities. Post sharing them, a candidate is required to integrate and align those qualities with their own personality and charisma.
Sample Answer
Sir, without hurting the sentiments of other animals, I would like to choose a Honey bee. These insects are tremendous and inspire me a lot with their hard-working capabilities, determination, and focus. I have never seen any person, animal, or other living creature that has the ability and strength to work that hard. If God ever gave me an option, I would love to become a honey bee and work really hard at the workplace, leading to my personal benefit as well as the benefits of the organization as a whole.
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17) Name The Best Sales Management Software Used By You Till Now and The Reson For Choosing It.
Everything in this world now moves with technology. Managing sales without any software is like using a smartphone without any operating system. This question enables an interviewer to get knowledge of your technological proficiency.
Sample Answer
Sir, the technological market is abundant and filled with a large quantity of quality software. However, I would like to pick Net Suite CRM, which I have been using since the initial days of my career. This CRM uses Oracle and enables a sales manager to have a real-time view of all its customers from each and every possible angle. Not only does it assists in managing the leads but also helps in efficient sales forecasting as well as order management. Hence, In my opinion, this is one of the best sales management software prevailing currently in the market.
18) When Can You Start?
This is a trending interview question, using which an interviewer wants to take a quote of your availability. This question in no way guarantees your selection for this job opening, hence, you are advised that you control your emotions and remain stable as well as concentrated. There is nothing technical in this question and you are expected to give a genuine reply.
Sample Answer
- For Employed Individuals: Sir, I am currenlty working with an organization, due to which I will not be to able to join your organization on an immediate basis. However, Since I was desperate for a job change, I have already extended a notice to my employer, and most probably I will be able to get a positive response within the next 15 days. This means, I will be able to join your organization on or after (_____mention the date of your joining____)
- For Freshers/Unemployed Individuals: Sir, I have the ability to join this business organization on an immediate basis, as I am currently not working anywhere, as well as, I have no prior obligations or commitments to fulfill.
19) How Will You Market A Toy In A Region Dominated By Adults?
This question is a situation-based evaluation of your skills and your core knowledge of marketing principles and their practical applications.
Sample Answer
Sir, marketing not only promotes goods but also creates a need for them by psychologically manipulating the mindset of potential customers. In order to market the toys to an adult population, a sales manager must create effective stories and advertisement campaigns related to kids. Since the population is made up of adults, there are high chances that there would be a marriage spree in the years to come and subsequently kids. Hence, this is a perfect future market for toys, and an organization must create campaigns involving young parents and a toddler.
It is possible that the organization would not be able to immediately boost its sales, but slowly and gradually, this would create goodwill and presence of the organization in the particular region and when the time is ripe, an organization would be able to register double-digit growth in its sales, making up for all its past efforts as well as losses.
20) Tell Any Of Your Major Strength.
This is a common interview question that appears and is asked in almost all the interview sessions held across the world. Hence, this question must be prepared sincerely and wholeheartedly. In order to do so, a candidate can prepare a written report which contains all his strengths, after carefully analyzing and scrutinizing himself.
Sample Answer
Sir, being a disciplined and dedicated individual, I do possess a lot of strengths. However, since you are asking for a single strength, I would like to mention one of my most dominant and closest strengths. I possess a knack for solving problems. Give me any tough situation or create an inconducive working environment for me, and every time you would see that, I am able to provide my best performance along with taking some stellar and thoughtful business decisions. I consider this to be my greatest strength, which is possible only because of my excellent concentration and focusing abilities.
21) Do You Have Any Questions For Us?
If you ever encounter this question be assured that this in the highest probability is your last question and your interview session has come to an end. This question gives you an opportunity to ask a few questions from your interviewer in relation to the organization, its working culture, ethics, and various other features. It is advised that you never skip this question as that would simply deem that either you are underprepared or not serious for this organization. You can ask some relevant questions based on the sample questions mentioned below.
Sample Questions
- What are the various policies implemented by the organization in relation to the frequent harassament, bullying and teasing at the workplace?
- Please explain the procedures that the organization adopts in relation to the calculation of paid leaves.
- Is it the organization’s policy to extend maternity/paternity leaves to its employees?
- What was the latest effort undertaken by the organization in the field of corporate social responsibility?
- Please tell me the several health related policies extended by the organization to its employees.
Download the list of questions in .PDF format, to practice with them later, or to use them on your interview template (for Regional Sales Manager interviews):
References
- https://www.sciencedirect.com/science/article/pii/S0040162520312737
- https://onlinelibrary.wiley.com/doi/abs/10.1111/jbl.12238
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