Sales Interview Questions

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Start with practicing the questions below. Whether a question involves multiple choice or live coding, we will give you hints as you go and tell you if your answers are correct or incorrect.

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1. Difficult Customer

Sales Customer Relations Public

As account manager, you will be taking over a difficult customer with whom your company has been struggling to expand your business. This customer currently has the largest market share in your region and is expected to grow their strong position. However, your company’s previous account managers had not been able to build a good trust-based relationship with the customer’s key stakeholders and has even lost some business over the last few years.

Your company’s top management still strongly believes that you should be able to grow your business with the customer if you make the right approach. How do you approach this customer?

(Select all acceptable answers.)

Easy  
3min
Persevere with using your company’s established approach, knowing that you can succeed where others have failed.
Discuss with the customer what went wrong with the previous account managers.
Investigate and analyze what happened in the past.
Develop a new strategy for improving relations with the customer which takes into account the best interests of your company.
Commit to larger delivery volumes to show the customer your dedication.
   


2. CAD System

Sales Problem solving Public New

You are a salesman for Dynacad Industries. Dynacad’s products are computer-aided design (CAD) systems that are sold into a variety of industrial companies. Though you had CAD experience in a previous job, you have been with Dynacad for 14 months and as of yet have not generated much business.

You are under pressure to produce when suddenly you are assigned a promising account that had been the responsibility of Jack Cutting. Jack had to retire suddenly because of severe health problems. The order that Jack was working on was for Dynacad’s largest and most expensive system, and would amount to a sizable deal for the company.

As you reviewed the customer’s needs and the model being proposed, you realized that this system is overly large and complex. However, the system you think would be a better fit for the customer costs far less than the larger, proposed system. What do you do?

(Select all acceptable answers.)

Easy  
3min
Since you are new to this deal and your track record at Dynacad isn't great so far, defer to Jack's expertise to achieve a safe win for you and a profitable outcome for the company.
Meet with the customer to discuss a smaller system that could more closely meet their needs.
Meet with the customer to discuss their needs and, without sharing your analysis of the pending order, seek to either verify or eliminate your concerns.
Meet with your direct supervisor and your company’s VP of Sales, and collectively decide how to proceed.
   


3. First Meeting

Sales Outreach Public

This is your first meeting with a new potential customer to present your products. The person in charge of the meeting, Laura, seemed agitated and closed the meeting with a statement that she believed that your product was not needed. What are the best courses of action now?

(Select all acceptable answers.)

Easy  
3min
Accept the answer, thank the people for their time, and leave. Move on to a better opportunity.
Demand that Laura justify her statement.
Before anyone leaves the room, ask what everyone else thinks.
Leave the meeting, but call Laura later to ask if you could visit with her in the near future to help you understand why she did not think the product was a good fit.
After the meeting, call the person who seemed most interested in your product to gain a better understanding of the organization and its decision-making process.
   


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