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Interview Questions to Ask a © 2015 Business.com Media, Inc. All Rights Reserved. How do you reign in client expectations to real expectations? Pretend I’m a prospect and give me an example of a pitch of a product or service you are selling. How many cold calls are you used to making per day? Have you ever handled price objections and what did you do about it? Can you give me an example of a complex contract negotiation and what you did about it? What other techniques have you used that was adopted by other member’s of the sales team? Are you comfortable with the company’s mission statement and work culture? In the past, what creativity techniques did you use to retain existing accounts? Sales people are the money of all organizations. Rather than ask about what the numbers should already tell you, here are 15 other creative questions to ask... After the interview, create an assignment for the candidate to complete in a few days time which will give you further insight into specific job performance. Identify five top XX prospects and create a pitch for them. Define KPIs (list of items and possible target values) for the following prospect types. Top prospecting tools and data sources you’ll need for this role. 1 2 3 LET’S GET STARTED Describe your “rolodex”; types of advertisers, type of advertising models sold, level of contacts. What separates you from the average sales person? Guide us in your process of prospecting/pipeline development and sales? a What tools did you use to be successful? b How do you qualify a solid lead? c When do you walk away from a deal? Rank your skill set in the following categories on scale of 1 to 10. Industry knowledge Intelligence Tenacity Adaptability Oral/Written communication skills Negotiation Passion to win Deal closing Customer retention Current contacts in XYZ industry For those weaknesses, what did you or are you doing about them? What do you feel is your greatest sales accomplishment and when/why did it happen? What sales quotas are you accustomed to? a. b. c. d. e. f. g. h. i. l. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 Sales Account Executive ASSIGNMENTS

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Interview Questions to Ask a

How do you reign in client expectations to real expectations?

Pretend I’m a prospect and give me an example of a pitch of a product or service you are selling.

How many cold calls are you used to making per day?

Have you ever handled price objections and what did you do about it?

Can you give me an example of a complex contract negotiation and what you did about it?

What other techniques have you used that was adopted by other member’s of the sales team?

Are you comfortable with the company’s mission statement and work culture?

In the past, what creativity techniques did you use to retain existing accounts?

Sales people are the money of all organizations. Rather than ask about what the numbers should already tell you, here are 15 other creative questions to ask...

After the interview, create an assignment for the candidate to complete in a few days time which will give you further insight into specific job performance.

Identify five top XX prospects and create a pitch for them.

Define KPIs (list of items and possible target values) for the following prospect types.

Top prospecting tools and data sources you’ll need for this role.

LET’S GET STARTEDDescribe your “rolodex”; types of advertisers, type of advertising models sold, level of contacts.

What separates you from the average sales person?

Guide us in your process of prospecting/pipeline development and sales?

a What tools did you use to be successful?b How do you qualify a solid lead?c When do you walk away from a deal?

Rank your skill set in the following categories on scale of 1 to 10.

Industry knowledgeIntelligenceTenacityAdaptabilityOral/Written communication skillsNegotiationPassion to winDeal closingCustomer retentionCurrent contacts in XYZ industry

For those weaknesses, what did you or are you doing about them?

What do you feel is your greatest sales accomplishment and when/why did it happen?

What sales quotas are you accustomed to?

a.b.c.d.e.f.g.h.i.l.