Interview Of Salespersons Or Judging Candidate's Suitability For Sales - CiteHR
Dinesh Divekar
Business Mentor, Consultant And Trainer

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Dear Senior Members ,
Yesterday i attended an interview and head hr has asked " how you judge candidate while interview that he will perform or not perform direct sales"
i replied by his attitude and enthusisam then he asked how you judge his attitude .
kindly reply what is the process of judging candidates performance or suitability.
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Dear Amit,

You have asked a question to a sales candidate that typically HR professionals ask. That is why many times selection goes wrong. You do not have to be a salesperson to ask the following question:

a) What was your product or service? What efforts did you make to improve your product or service knowledge?

b) How did you cagegorise your customers? Did you have different sales strategy for each category?

c) Did you have formal and well-documented sales process? If yes, how many steps were there? Did you give any suggestions to improve the sales process?

d) How did you judge effectiveness of your sales call? Did you maintain formal records of each sales call? If yes then can you provide the rough format of that document?

e) What was the average turnaround time from your first sales call to PO?

f) Did you notice in geographical variation the likes or tastes of your customers? If yes, what was that?

g) Did you provide any support to the marketing department based on your field interaction? If yes then what was that?

h) What was the average cost per sale? What efforts did you make to bring it down?

There are so many questions gentleman. You need to master technique of how to unravel one's attitude. It appears that you have not taken formal training on "Interviewing Skills".

I conduct training on "Behavioural Interviewing". About fsix years ago, one of the members of this forum had attended my training and later uploaded his comments on the forum. You may click the following link to refer those comments:

If you wish to know the contents of this training programme then you may click here.


Dinesh Divekar

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