Sell me this pen.
What the interviewer wants to hear
- Ask questions before pitching
- Find out how and why the buyer uses pens
- Link one or two features to their need
- Handle a concern if raised
- Ask for the sale or a next step
Model answer
Before I tell you about the pen, can I ask a few questions? When did you last use a pen, and what for? You mentioned signing contracts and taking notes in client meetings. What do you dislike about the pens you use now? So they run out at the wrong moment and look cheap in front of clients. This pen has a refill that lasts about three times longer, and a metal body that looks professional when you sign in front of a customer. It also clips securely, so it does not disappear in your bag. Based on what you told me, it would solve both problems. It costs less than a client lunch. Shall I put one in your name, or would you like a pack of three for your team?
Can you answer it under time pressure?
Take a timed easy round and get scored on every answer.
More easy Sales Executive questions
- Why do you want to work in sales?
- Walk me through the main stages of a typical B2B sales process.
- How do you deal with rejection, for example when a prospect hangs up on you?
- How do you prepare for a first call with a new prospect?
- In your view, what qualities make a great Sales Executive?
- How do you follow up with prospects without being annoying?
- How would you learn our product quickly enough to start selling?
- How do you plan and organise your week as a salesperson?
- A prospect is rude to you on a cold call. How do you handle it?