Question: Describe a time when you were in selling situation and it was important to obtain good information to make the sale. What happened and what did you do?

Alternative Question Phrasing:

Follow-up questions:

How did you ensure that you captured all the information needed?

Question Details:

Question Type:

Behavioral

Knowledge:

Sales and Marketing

Skills:

Basic – Monitoring (Making observations of self and environment),Social – Persuasion,Social – Social Perceptiveness

Abilities:

Cognitive – Oral Expression

Other Factors:

Direct Job Experience,Personality-Job Fit

Work Activity (Task):

Interacting with Others – Establishing and Maintaining Interpersonal Relationships,Interacting with Others – Selling or Influencing Others,Mental Processes – Analyzing Data or Information,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),Adaptability/Flexibility,Patience

Question Frequency

Question Difficulty

What to look for in an answer:

The candidate’s selling skills.
The candidate’s analytical thinking skills.
The candidate’s ability to gather important information.

Red Flags to Watch For:

The candidate’s poor selling skills.
The candidate’s poor analytical thinking skills.
The candidate’s inability to gather important information.

Sample Answer:

Once I was assigned to present to a client who’s known for being inquisitive. Before the presentation, I made sure I had all the information about the product and I also studied the client’s profile. The presentation went well and I was able to win the said client.

Question Source: Unknown