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Job title : Sales Executive

Introduction about the Sales Executive : Sales executives are responsible for the maximization of sales for a company’s products. They help in the turnover of sales and provide data’s regarding changes required in the product to meet customer standards. They are people who reach towards the customer directly.

Skills Required : Graduate in business or management (For Consumer product sales).Graduation in Computer, engineering or technology related studies (For technical and IT product sales); Graduation in Media studies or journalism (For advertising and Media Sales). Strong Communication skills with strong business related knowledge. The ability and desire for sales job with a confident and determined approach. Highly self motivated and ambitious in achieving goals.Should possess the skill to work both in team and also perform independently. Should be capable of thriving in the competitive markets.Last but not the least; the candidate should have some work experience in facing the customers.

Duties and Responsibilities : Maintain and develop good relationship with customers through personal contact or meetings or via telephone etc. Must act as a bridge between the company and its current market and future markets. Display efficiency in gathering market and customer info to enable negotiations regarding variations in prices, delivery and customer specifications to their managers. Help management in forthcoming products and discuss on special promotions. Review their own performance and aim at exceeding their targets. Record sales and order information and report the same to the sales department. Provide accurate feedback on future buying trends to their respective employers.

Questions being asked in the interview :

1. What image do you have of our company and this industry?
Ans.Should have done a thorough job of research or your industry and company

2. What’s your opinion of the role of learning in sales?
Ans.Being thrown for a loop by this question is a sign that your candidate isn’t a life-long learner, which is becoming increasingly important in sales.

3. How do you keep up to date on your target market?
Ans.Even if the target market of their last job is totally different than that of the one they’re interviewing for, this will show you their ability to find and keep up to date with relevant trade publications and blogs.

4. How would you approach a short sales cycle differently than a long sales cycle? Ans.>Short cycles call for reps that can close quickly, and long sales cycles require a much more careful, tailored approach. They’re drastically different, and your candidate should recognize this.

5. When do you stop pursuing a client?
Ans.The right answer here will depend on your company’s process, but in general, the more tenacious and persistent a rep is willing to be, the better. Trish Bertuzzi, founder of The Bridge Group, recommends six to eight attempts before throwing in the towel.

6. Who are you most comfortable selling to and why?
Ans.Listen for whether they answer with a description of an ideal buyer, or a particular demographic with no tie-in to the buying process. Depending on your product or service, the second type of response might pose a problem.

(Written on: 17.10.2015)

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