Question: Describe a typical sales trip for you. How do you decide which prospects to contact?

Alternative Question Phrasing:

Follow-up questions:

How effective is your approach?

Question Details:

Question Type:

Knowledge/Skill Based

Knowledge:

Sales and Marketing

Skills:

Basic – Monitoring (Making observations of self and environment)

Abilities:

Cognitive – Category Flexibility (Mental Flexibility)

Other Factors:

Direct Job Experience,Personality-Job Fit,Self-Awareness

Work Activity (Task):

Information Input – Identifying Objects, Actions, and Events,Interacting with Others – Selling or Influencing Others,Mental Processes – Judging the Value of Things, Services, or People,Work Output – Process Management

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

Question Frequency

Question Difficulty

What to look for in an answer:

The candidate’s selling skills.
The candidate’s prospecting skills.
The candidate’s organization skills.

Red Flags to Watch For:

The candidate’s poor selling skills.
The candidate’s poor prospecting skills.
The candidate’s poor organization skills.

Sample Answer:

I plan my daily activities a week before, based on the overall sales plan of the company. In prospecting, I need to do a lot of research to tap possible clients. When doing cold calling, I have to make sure that I am dealing with the right person in order to determine if we have a chance or not.

Question Source: Unknown