Question: Imagine this scenario: You are in a sales situation, trying to sell a complex product to a B2B client. Although you have explained the product twice, the client still has trouble understanding the product and how it works. What do you do?

Alternative Question Phrasing:

Give me an example of the approach you would take to explain the features of a product or service to a customer who has trouble understanding them.

Follow-up questions:

How would you ensure that the client understood everything? What approach will you use?

Question Details:

Question Type:

Situational

Knowledge:

Sales and Marketing

Skills:

Basic – Monitoring (Making observations of self and environment),Basic – Speaking,Social – Coordination (Adjusting one’s own actions in relation to others),Social – Persuasion

Abilities:

Cognitive – Category Flexibility (Mental Flexibility)

Other Factors:

Personality-Job Fit,Self-Awareness

Work Activity (Task):

Interacting with Others – Selling or Influencing Others,Mental Processes – Judging the Value of Things, Services, or People

Work Context (Person-Job/Team/Org Fit):

Interpersonal Relationships – Deal With External Customers

Work Style (Person-Job Fit):

Achievement/Effort (Action/Result Orientation),Patience,Politeness

Question Frequency

Question Difficulty

What to look for in an answer:

The candidate’s communication skills.
The candidate’s persuasive skills.
The candidate’s patience when dealing with customers.

Red Flags to Watch For:

The candidate’s poor communication skills.
The candidate’s poor persuasive skills.
The candidate’s lack of patience.

Sample Answer:

When a client has difficulty understanding the product, I will present through visuals and present a demo (when applicable). To validate understanding, I will ask questions and be open to clarificatory questions that the client might have.

Question Source: Unknown