Interview techniques for a “Sales Manager Job”

Here are some questions I would suggest you use when interviewing a person for a”Sales Manager Job”:

How would you describe a major sale?

What exposure have you had in making major sales?

Give me an example of how and when you handled an objection resulting in gaining a major sale?

There are times when sales people do not respond well to a sales performance review.  Can you recall any meeting that didn’t turn out as you had planned with your staff? What was the outcome?

How did you decide on sales performance goals for your sales people? How did you establish these goals? Give me an example.

Tell me about some of the most difficult sales presentations you have ever made.  How did they pan out?

Have you ever tried to present an idea to a team with a view to improving sales, but were unable to gain their acceptance.  How did you handle it and how did you present it?

To be effective in this job, you will need to be good at persuading and motivating sales people. Give me an example of when you had to convince a group of sales people who were reluctant to agree with you.

What was your most successful sale in your selling career? Why was this sale so important? What did you gain from this experience?

Think of a time when a sales call did not turn out the way you had
planned. Why?

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