15 Territory 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 territory sales representative interview questions and sample answers to some of the most common questions.

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Common Territory Sales Representative Interview Questions

What territory do you cover?

An interviewer would ask "What territory do you cover?" to a/an Territory Sales Representative in order to gauge the size and scope of the sales representative's customer base. It is important to know the territory covered by a sales representative in order to properly allocate resources and measure performance.

Example: I cover the entire state of Florida.

What are your sales goals for the territory?

The interviewer is trying to determine if the territory sales representative has a clear understanding of what is expected of them in terms of sales goals. It is important for the interviewer to know if the territory sales representative has a realistic goal in mind, and if they are able to articulate it clearly. This will help the interviewer to gauge whether or not the territory sales representative is a good fit for the position.

Example: My goal is to increase sales in the territory by 10% within the next six months. I will achieve this by working closely with our existing customers and developing new relationships with potential customers. I will also be implementing promotional and marketing campaigns designed to increase awareness of our products and services in the territory.

How do you prioritize your calls and visits?

An interviewer would ask "How do you prioritize your calls and visits?" to a/an Territory Sales Representative in order to gauge how well they organize and prioritize their work. This is important because Territory Sales Representatives need to be able to efficiently manage their time in order to meet sales goals.

Example: There are a few different ways to prioritize calls and visits for a territory sales representative. One way is to prioritize by account type. For example, if you are selling to large businesses, you may want to prioritize calls and visits to those accounts first. Another way to prioritize is by geographical location. For example, if you are selling in a large city, you may want to prioritize calls and visits to the downtown area first. Finally, you can also prioritize by time of day. For example, if you know that your potential customers are more likely to be available during the daytime, you may want to prioritize calls and visits during those hours.

How do you know when you have a qualified prospect?

The interviewer is asking how the territory sales representative knows when they have found a qualified prospect because it is important for the sales representative to only focus their time and energy on prospects that are actually interested in what they are selling and that have the ability to make a purchase. By understanding how to identify a qualified prospect, the territory sales representative can save a lot of time and increase their chances of making a sale.

Example: There are a few key indicators that let me know when I have a qualified prospect.

First, they express interest in my product or service and seem like they could see themselves using it.

Second, they are able to articulate what need or problem my product or service would help them solve.

Third, they have the budget to afford my product or service.

Fourth, they are a decision maker within their organization.

Fifth, they have a timeline for making a purchase.

If a prospect meets all of these criteria, then I know I have a qualified prospect and I can move forward with trying to close the sale.

How do you determine whether a product is a good fit for a particular customer?

The interviewer is asking how the territory sales representative would determine whether a product is a good fit for a particular customer in order to gauge whether the sales representative would be able to successfully sell the product. It is important for the interviewer to know how the sales representative would make this determination because it will give insight into whether the sales representative would be able to successfully sell the product.

There are a few key factors that a territory sales representative should consider when determining whether a product is a good fit for a particular customer. First, the sales representative should consider the needs of the customer. Does the customer have a requirement for the product? If so, then the product is likely a good fit for the customer. Second, the sales representative should consider the budget of the customer. Is the customer able to afford the product? If so, then the product is likely a good fit for the customer. Finally, the sales representative should consider the competition. Is there another product on the market that meets the needs of the customer better than the product being considered? If not, then the product is likely a good fit for the customer.

Example: There are a few factors that I would consider when determining whether a product is a good fit for a particular customer. The first factor is the customer's needs. I would assess what the customer is looking for and see if the product meets those needs. The second factor is the customer's budget. I would make sure that the product falls within the customer's budget and that they are able to afford it. The third factor is the customer's preferences. I would see if the product aligns with the customer's preferences in terms of style, color, etc. If all of these factors are taken into consideration, I believe that it will be easier to determine whether a product is a good fit for a particular customer.

How do you deal with rejection?

There are a few reasons why an interviewer might ask a territory sales representative how they deal with rejection. For one, it can be a very challenging role that requires a lot of grit and determination. Additionally, it is important to be able to handle rejection in a professional manner in order to maintain relationships with clients and prospects. Finally, it can give the interviewer some insight into the sales representative's character and how they might handle other difficult situations that may arise.

Example: There are a few ways to deal with rejection, depending on the situation. If you're being rejected for a job, for example, you can try to learn from the experience and use it to improve your future applications. If you're being rejected by someone you're attracted to, you might try to take some time to heal and move on. In any case, it's important to remember that rejection is not a reflection of your worth as a person, so try not to take it too personally.

How do you stay motivated?

It is important for a territory sales representative to stay motivated because they are responsible for generating new sales and developing relationships with clients in their assigned territory. This question allows the interviewer to gauge the candidate's level of motivation and their ability to maintain a high level of productivity.

Example: There are a few things that help me stay motivated. First, I love what I do. I am passionate about sales and enjoy helping others succeed. Second, I set goals for myself and strive to achieve them. I am always looking to improve my performance and reach new heights. Finally, I enjoy the challenge of working in a competitive environment. I thrive on competition and work hard to be the best.

How do you stay organized?

An interviewer would ask "How do you stay organized?" to a/an Territory Sales Representative to find out how they plan and keep track of their sales goals and calls. It is important for a Territory Sales Representative to be organized so that they can efficiently manage their time and meet their quotas.

Example: There are a few key things that I do to stay organized.

First, I make sure to keep a detailed calendar of all my appointments, deadlines, and tasks. This helps me to make sure that I am always aware of what needs to be done and when it needs to be done.

Second, I have a system for filing away all important paperwork and documents. This ensures that I can easily find whatever I need when I need it.

Finally, I always try to maintain a tidy and organized workspace. This helps me to stay focused and productive while I am working.

What's your experience with CRM software?

The interviewer is trying to gauge the sales representative's familiarity with customer relationship management software. This is important because CRM software is often used by sales representatives to track customer interactions and manage sales leads. A sales representative who is familiar with CRM software will be able to hit the ground running and be more productive than one who is not familiar with the software.

Example: I have experience with various CRM software, including Salesforce, Zoho, and Hubspot. I am familiar with the features and functionality of each of these platforms and have used them to manage customer relationships and sales processes. I am comfortable customizing CRM software to fit the needs of specific businesses and have a good understanding of how to integrate CRM systems with other business applications.

How do you handle objections?

An interviewer would ask "How do you handle objections?" to a Territory Sales Representative to gain insight into the candidate's ability to manage objections from potential customers. It is important for a Territory Sales Representative to be able to manage objections in a way that does not jeopardize the potential sale.

Example: There are a few different ways to handle objections, depending on the objection itself and the situation. Generally, you want to acknowledge the objection, address it head-on, and then provide a solution.

For example, if a customer objects to the price of your product, you might say something like, "I understand that our prices are higher than some of our competitors. However, our products are also of a higher quality/have more features/etc. I'm confident that you'll find our products to be worth the investment."

If a customer objects to buying your product because they're not sure how it will work for them, you might say something like, "I completely understand. It can be scary trying something new. However, our product comes with a money-back satisfaction guarantee, so you can feel confident that you're making a risk-free purchase."

Ultimately, the best way to handle objections is to be prepared for them in advance. Think about the most common objections your customers might have and have responses ready. That way, when an objection arises, you'll be able to handle it quickly and effectively.

What's the best way to build relationships with customers?

The interviewer is asking this question to gauge whether the sales representative understands the importance of developing relationships with customers. It is important for a sales representative to build relationships with customers because it helps them to better understand the customer's needs and allows the sales representative to provide better customer service. Additionally, developing relationships with customers can lead to repeat business and referrals.

Example: The best way to build relationships with customers is by providing them with outstanding customer service. By creating a positive customer experience, you will be able to build strong relationships with your customers. You can do this by ensuring that you are always available to answer their questions, addressing their concerns promptly, and going above and beyond to meet their needs. Additionally, it is important to show your customers that you value their business by offering them exclusive deals, rewards, and loyalty programs. By providing your customers with an exceptional experience, you will be able to build strong, lasting relationships with them.

What's the best way to close a sale?

The interviewer is asking this question to gauge the interviewee's understanding of how to successfully close a sale. It is important for a Territory Sales Representative to be able to articulate a clear and concise method for closing a sale as this is often one of the most challenging aspects of the job. By understanding how to properly close a sale, the Territory Sales Representative will be more likely to succeed in achieving their sales goals.

Example: There is no one-size-fits-all answer to this question, as the best way to close a sale will vary depending on the product or service being sold, the customer's needs and wants, and the salesperson's style and approach. However, some tips on how to close a sale effectively include building rapport with the customer, understanding their needs and wants, presenting them with a solution that meets their needs, and using persuasive language and techniques to convince them to make a purchase.

What are some common objections that customers give you?

The interviewer is trying to gauge the candidate's ability to identify and overcome objections. It is important because being able to identify and overcome objections is a key skill for any salesperson.

Example: Some common objections that customers give to Territory Sales Representatives include:

-I'm not interested.
-I don't have time.
-I'm not the decision maker.
-I already have a supplier.
-Your price is too high.

How do you overcome them?

The interviewer is asking how the Territory Sales Representative overcomes challenges because it is important to know how they handle difficult situations. It is important to know how they handle difficult situations because it shows how they will handle challenging sales territories and customers.

Example: There are a few key things that you can do in order to overcome objections from customers:

1. First, try to understand the objection. What is the customer really saying? Is there a concern behind the objection? Once you understand the objection, you can address it directly.
2. Second, offer a solution to the objection. If the customer is concerned about price, offer a discount or payment plan. If the customer is concerned about quality, offer a guarantee or warranty.
3. Third, be confident in your product or service. If you believe in what you're selling, the customer will too.
4. Finally, don't take objections personally. It's not about you, it's about the product or service. Keep your cool and stay professional.

Can you give me an example of a successful sale that you closed?

An interviewer would ask "Can you give me an example of a successful sale that you closed?" to a/an Territory Sales Representative to learn about their experience in successfully closing sales. This is important because it gives the interviewer insight into the Territory Sales Representative's ability to successfully negotiate and close deals, which is an important skill for the role.

Example: I successfully closed a sale with a customer who was looking for a new car. I was able to find the perfect car for her and her family. I was able to negotiate a great price for the car and the customer was very happy with the purchase.