Introduction
We know that you will need to hire talent for this role in the future. Therefore, we have developed a comprehensive manual to make your job easier. This is the fifth and final post in the series.
Here are the posts related to the topic of Sales Executive
What is a Sales Executive?
The 4 skills that a sales executive must have.
The 4 tools you should consider in a sales executive.
The 5 KPIs you should consider in a Sales Executive.
The 4 questions you should ask in your interview with a Sales Executive. (This post)
In this post we will explain the questions you should ask a Sales Executive during their job interview.
1. How do you research a prospect before a call or meeting? What information do you look for?
This question will show you what elements the Sales Executive takes into account when choosing a prospect. This will help you understand their experience in market research and how they approach potential customers.
Expected response:
The company and its sector of activity: this includes information about the business model, the products or services offered by the prospect and the prospect's direct competition.
Challenges and needs: With this information, the sales executive understands the prospect's problems and challenges in order to offer an efficient and practical solution.
Stakeholders, area managers and CEOs: knowing this allows the Sales Executive to establish connections with the right people.
Social media presence: Based on this information, the Sales Executive identifies what type of language works best for the company and chooses the best communication route.
Company history: With this data, the Sales Executive will know if there was a previous contact, how it was and what type of relationship, or experience, the prospect had previously.
The candidate will mention the criteria he uses for prior research. He will make sure to explain his research process in a chronological and orderly manner. This will help you understand how he organizes chinese overseas asia phone number data his research and what elements he considers vital to understanding the prospect.
2. What is the best way to build a relationship with customers?
With this question you will identify what skills the Sales Executive uses to connect with customers. Additionally, you will know what type of customer makes him feel most comfortable.
Expected response:
Effective communication.
Negotiation skills.
Empathy.
Personalized attention.
Generation of added value.
Reliability.
Attention to detail.
The candidate will mention some of the above skills and explain how they use them to connect with the client. They will also offer examples of their experience with clients and the type of bond they created with them.
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3. How did you manage to achieve your most successful sale?
This question will help you to find out what the candidate has achieved. This will help you to know if the candidate has the experience for the position and to identify the skills that he or she has developed.
Expected response:
Effective communication: uses it to connect with the client and anticipate their needs.
Negotiation skills: used to dissuade the client's doubts and close the sale.
Time management: you use it to organize your time and meet your daily responsibilities.
Frustration tolerance: This is vital for the entire sales process. Thanks to this, the sales executive is flexible and adapts to adversity.
Strategic thinking: allows the identification of business opportunities and special clients.
Persuasion skills: with these, the Sales Executive captures the customer's attention and convinces him to acquire the service or product.
Sales cycle time management: the professional uses it to organize the stages of the sales process according to the client's available time.
The candidate will delve into the strategies used to make the sale and explain the lessons that the sale taught him personally and professionally.
4. What sales projects have you participated in? What were the main challenges you faced and the results you achieved?
With this question you will find out what challenges the candidate has previously faced. The important thing is to identify the solutions they proposed to achieve the sale and support the sales area.
Expected response:
Area Compliance Goals
Handling customer objections.
Product presentations.
Sales and negotiation strategies.
Maintaining business relations.
The candidate will go into more depth about one of the situations mentioned above and explain what their course of action was to solve that problem. This will allow you to verify the candidate's experience with difficult clients, negotiations, and their compliance with metrics.
Conclusion
Now you know the most important things about the Sales Executive position. Keep this in mind when you begin your next recruitment process. Remember, the important thing is to know the main characteristics of the position you are interested in.
Here are the posts related to the topic of Sales Executive
What is a Sales Executive?
The 4 skills that a sales executive must have.
The 4 tools you should consider in a sales executive.
The 5 KPIs you should consider in a Sales Executive.
The 4 questions you should ask in your interview with a Sales Executive. (This post)
If you are looking to recruit your next Sales Executive 100% online, now is the best time to start a free pilot with Aira and update your recruiting tools. Schedule a call with us!
4 questions for your next sales executive interview
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