17 Field Sales Representative Interview Questions (With Example Answers)

By ResumeCat Editorial Team
Published August 11, 2022

It's important to prepare for an interview in order to improve your chances of getting the job. Researching questions beforehand can help you give better answers during the interview. Most interviews will include questions about your personality, qualifications, experience and how well you would fit the job. In this article, we review examples of various field sales representative interview questions and sample answers to some of the most common questions.

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Common Field Sales Representative Interview Questions

What does your ideal customer look like?

The interviewer is trying to gauge whether the Field Sales Representative understands their target market. It is important for the Field Sales Representative to understand their ideal customer so that they can more effectively sell to them.

Example: My ideal customer is a business owner or decision maker who is looking for ways to improve their company's bottom line. They are open to new ideas and willing to invest in solutions that will help them reach their goals. They value my opinion and trust my judgement. They are also willing to give me referrals and introduce me to other potential customers.

How do you find new customers?

The interviewer is trying to gauge the Field Sales Representative's ability to generate new leads and bring in new business. This is important because it is a key metric for success in sales. If the Field Sales Representative can't generate new leads, then they will eventually run out of customers to sell to.

Example: There are a number of ways to find new customers, including:

1. Referrals from existing customers – This is often the most effective way to find new customers, as you are getting a personal recommendation from someone who is already happy with your products or services.

2. Networking – Attending industry events or joining relevant networking groups can help you meet potential new customers.

3. Online research – Use online tools such as Google AdWords and LinkedIn to research potential customers in your target market.

4. Direct marketing – This can include things like email marketing, direct mail or even cold calling potential customers.

What are your top strategies for closing a sale?

The interviewer is trying to gauge the Field Sales Representative's understanding of effective sales techniques. It is important for the interviewer to understand the Field Sales Representative's sales strategy because it will give them insight into how the Field Sales Representative plans to generate revenue for the company. Additionally, the interviewer wants to ensure that the Field Sales Representative is familiar with the company's products and services.

Example: There are a few key strategies that I always keep in mind when closing a sale:

1. First and foremost, it's important to build rapport with the potential customer and establish trust. This will make it more likely that they'll be open to hearing your sales pitch and considering your product or service.

2. Once you've established rapport, it's important to find out what the potential customer's needs and wants are. What are their pain points? What would make their life or work easier? By understanding their needs, you can tailor your sales pitch to address them directly.

3. It's also important to have a strong understanding of your product or service and how it can benefit the potential customer. What are its unique selling points? How does it compare to other products or services on the market? Be prepared to answer any questions the potential customer may have about your offering.

4. Finally, it's important to close the sale in a confident and professional manner. Summarize the key benefits of your product or service and why it would be beneficial for the potential customer to make a purchase. Thank them for their time and let them know that you're available if they have any further questions.

What objections do you typically encounter during a sale, and how do you overcome them?

There are a few reasons why an interviewer would ask this question to a Field Sales Representative. The first reason is to see if the candidate is prepared for objections that they may encounter during a sale. The second reason is to see how the candidate overcomes objections. This is important because it shows the interviewer if the candidate is able to think on their feet and come up with a solution to a problem.

Example: The most common objection that I encounter during a sale is when the prospect says they are not interested. To overcome this, I usually ask them questions to better understand their needs and see if there is a fit. If there is not a fit, I politely thank them for their time and move on. If there is a fit, I continue the conversation and try to close the sale.

What are your thoughts on cold calling?

There are a few reasons why an interviewer would ask "What are your thoughts on cold calling?" to a field sales representative. The interviewer could be trying to gauge the sales representative's comfort level with cold calling, as it can be a difficult task for some people. Additionally, the interviewer could be interested in the sales representative's strategies for cold calling, as this can be a key part of the job. Finally, the interviewer could be looking for red flags; for example, if the sales representative says that they hate cold calling, it could be an indication that they are not cut out for the job.

Example: There are a few things to consider when thinking about cold calling -
1. The first is that it can be an effective way to reach new customers and grow your business.
2. However, it can also be very time consuming and may not always result in a sale.
3. It's important to have a clear plan and strategy in place before embarking on a cold calling campaign, and to make sure you're comfortable with the process.
4. Finally, remember that not everyone will be receptive to a cold call, but don't let that discourage you - keep trying and you may eventually find success.

Can you describe a time when you successfully overcame a difficult sales challenge?

The interviewer is trying to gauge the Field Sales Representative's ability to handle difficult sales challenges. This is important because the Field Sales Representative will need to be able to overcome difficult challenges in order to be successful in their role.

Example: I was once tasked with selling a new product that no one had ever heard of before. It was a tough sell, but I did my research and found a way to connect the product to the needs of my potential customers. I ended up closing some big deals and exceeding my sales goals.

What is your experience with using CRM software?

The interviewer is asking about the field sales representative's experience with customer relationship management (CRM) software because it is a tool that is often used in sales to manage customer data and interactions. It is important for the interviewer to know if the field sales representative has experience using CRM software because it will help them gauge whether or not the candidate is familiar with sales processes and tools. If the field sales representative does not have any experience with CRM software, the interviewer may want to provide more training on the use of this tool.

Example: I have experience with using CRM software in my previous role as a field sales representative. I found it to be a valuable tool for managing customer relationships and tracking sales data. It helped me stay organized and efficient in my work, and I was able to use it to successfully meet my sales goals.

What territory are you responsible for covering?

The interviewer is trying to determine if the Field Sales Representative is responsible for a specific geographical area. This is important because it will help the interviewer understand if the Field Sales Representative is familiar with the area and if they will be able to sell products in that area.

Example: I am responsible for covering the entire state of Florida.

How do you prioritize your accounts and prospects?

The interviewer is asking how the field sales representative prioritizes accounts and prospects in order to gauge their organizational skills. It is important for a field sales representative to be able to prioritize their accounts and prospects in order to maximize their time and sales.

Example: There are a few different ways to prioritize accounts and prospects, but one common method is to consider factors such as account size, potential for growth, and likelihood of closing. Other factors that could be considered include the company's industry, location, and budget.

How do you stay motivated when working on long sales cycles?

There are a few reasons why an interviewer would ask this question to a Field Sales Representative. Firstly, it is important to know how a sales representative keeps themselves motivated when working on long sales cycles, as this can be a difficult and challenging task. Secondly, it is also important to know how a sales representative deals with rejection, as this is something that is common in sales. Finally, it is also important to know how a sales representative deals with customer complaints and queries, as this is another common issue that can arise in sales.

Example: There are a few things that I do to stay motivated when working on long sales cycles. First, I make sure that I have a clear understanding of the goal that I am trying to achieve. This helps me to stay focused and motivated to see the sale through to the end. Secondly, I break the goal down into smaller, more manageable pieces. This helps me to stay on track and not get overwhelmed by the big picture. Lastly, I set regular check-ins with my manager or supervisor to ensure that I am making progress and to get feedback. This helps me to stay accountable and motivated to keep moving forward.

What are some best practices you’ve learned for time management in field sales?

The interviewer is asking this question to gain insight into the candidate's time management skills. Time management is a critical skill for field sales representatives, as they need to be able to effectively manage their time in order to meet their sales goals. By asking this question, the interviewer is hoping to learn about the candidate's time management strategies and how they have used them to successfully manage their time in field sales.

Example: There are a few key things to keep in mind when it comes to time management in field sales:

1. Set realistic goals and priorities for each day.

2. Make use of technology to help you stay organized and on track.

3. Don’t try to do everything yourself – delegate tasks when possible.

4. Take breaks throughout the day to avoid burnout.

5. Make time for relationship building – both with clients and co-workers.

Can you share a success story of a complex sale that you closed?

The interviewer is trying to gauge the Field Sales Representative's ability to successfully close a complex sale. This is important because it allows the interviewer to get a better understanding of the Field Sales Representative's skills and abilities.

Example: I was recently working on a complex sale that involved a lot of different moving parts. The customer was a large corporation that was looking to outsource their entire IT department. This was a huge deal, and there were a lot of different stakeholders involved. I worked closely with the account manager and the sales engineer to put together a comprehensive proposal that addressed all of the customer's needs. We ended up winning the deal, and it was a great success for our team.

What are some tips you have for building relationships with customers?

One of the key responsibilities of a field sales representative is to develop and nurture relationships with customers. This is important because strong relationships with customers can lead to repeat business, referrals, and positive reviews. By building strong relationships with customers, a field sales representative can increase their chances of success.

Some tips for building relationships with customers include:

1. Get to know your customers. Take the time to learn about their business, their needs, and their goals.

2. Be responsive. When customers reach out, make sure to respond quickly and thoroughly.

3. Be helpful. Offer advice and assistance, even if it's not directly related to your product or service.

4. Be genuine. Customers can tell when you're being sincere, so make sure your interactions are authentic and genuine.

5. Follow up. After meeting with a customer or completing a project, follow up to see how they're doing and if there's anything else you can do for them.

Example: Some tips for building relationships with customers include:

-Making sure to always be polite and professional
-Taking the time to really listen to what the customer has to say
-Trying to understand the customer's needs and wants
-Keeping in touch with the customer even after a sale has been made
-Following up with the customer to see how they are enjoying their purchase

How do you handle customer complaints or negative feedback?

The interviewer is trying to gauge how the Field Sales Representative would handle a difficult customer service situation. It is important for the interviewer to know how the Field Sales Representative would handle a difficult customer service situation because it can give insight into their problem-solving skills and customer service skills.

Example: If I receive a customer complaint or negative feedback, the first thing I would do is try to understand the situation and the customer's perspective. I would then work with the customer to try to resolve the issue. If the issue cannot be resolved, I would escalate it to my manager or supervisor.

Can you think of an instance where you went above and beyond for a customer?

There are a few reasons why an interviewer might ask this question to a field sales representative. First, they may be trying to gauge the level of customer service that the representative is capable of providing. Second, they may be trying to determine whether the representative is able to think on their feet and come up with creative solutions to customer problems. Finally, they may be trying to get a sense of the representative's work ethic and commitment to their job. Ultimately, it is important for a field sales representative to be able to provide excellent customer service and to be able to think creatively in order to solve customer problems.

Example: I was working as a field sales representative for a home improvement company. One of our regular customers called and said that she needed some help with her kitchen renovation. She had been quoted by another company and was not happy with the price. I went to her house and helped her measure the space and gave her some ideas on how to save money on the project. In the end, she was very happy with the quote I gave her and we were able to do the job for less than what she had been quoted by the other company.

Do you have any experience working with channel partners or resellers?

An interviewer would ask "Do you have any experience working with channel partners or resellers?" to a/an Field Sales Representative to gauge whether the Field Sales Representative is familiar with the process of working with channel partners or resellers. This is important because the interviewer wants to ensure that the Field Sales Representative is knowledgeable about the process and will be able to properly execute the role.

Example: I have over five years of experience working with channel partners and resellers in the IT industry. In my previous role as a Channel Sales Manager for a major IT company, I was responsible for developing and managing relationships with our channel partners and resellers. I have a deep understanding of the channel sales process and have successfully launched new products and services through the channel. I am confident that I can be successful in any field sales role that involves working with channel partners or resellers.

What are your thoughts on price discounting as a sales strategy?

The interviewer is likely asking this question to gauge the Field Sales Representative's understanding of pricing strategy and how it can impact sales. It is important for the interviewer to know if the Field Sales Representative understands how price discounting can impact sales, both positively and negatively. For example, if done correctly, price discounting can help increase sales and drive revenue. However, if not done correctly, price discounting can erode margins and profits.

Example: There are a few things to consider when thinking about price discounting as a sales strategy. The first is whether or not the products you are selling are able to be discounted without affecting your margins too much. If your margins are already tight, then discounting your products may not be the best option. The second thing to consider is whether or not your competitors are also discounting their products. If they are, then you may need to match their prices in order to stay competitive. If they are not, then you may be able to gain an advantage by offering lower prices than them. Finally, you need to think about what effect discounting your products will have on your brand image. If you are known for high-quality, premium products, then offering discounts may damage that image. On the other hand, if you are known for being a bargain brand, then discounts may help to boost your image. Overall, there is no right or wrong answer when it comes to price discounting as a sales strategy. It depends on a number of factors specific to your business and your market.