1. Why do you want a career as a territory sales manager?
Because I have the requisite qualification and suitable experience and I'm interested in making our clients happy.
2. Explain what are your greatest weaknesses?
I am very punctual and timely, today also I came 15 min early,I get up early in the morning, I miss to led on bed for some more time.
3. Can you explain what have your achievements been to date?
Have succesfully enterd the Dutch market for a Belgium wholesaler and again for a Swiss manufacturor. Succeeded to make sales in Denmark as a newcomer in a almost dead market. Had one of the best overall margins at SolarMax and growing sales every month for the last 14 months.
4. Explain how do you remain motivated when things aren't going your way?
Say that you remember that it is always about the overall score. If on average you are hitting your sales targets, then it does not matter if you have a bad patch. Understanding that this is normal helps to prevent you becoming despondent; staying positive always results in success.
5. Explain how do you keep up-to-date and abreast of your customers' changing wants and needs?
This is done by monitoring buying habits and carrying out market research. Say that every new sales strategy must start with some market research and analysis to ensure that it is a relevant strategy.
6. Tell us why do you think you'd be a good fit for our company?
To answer this you need to do some research on the company, read its mission statement and values and understand its products and services. Fit your answer around these facts so that you come across as being ideally suited for the role and the company.
7. Explain what steps do you take to begin a sales call?
Prepare myself. research the CRM and internet. Research the contact person, location of the customer history of the company and what are they doing now. Investigate what they want, what is important for them. (values) What brands are they working with, What is their market in which they operate. How do they see themselfs and how does the market sees them. Get myself as well prepared as possible.
8. Tell me what makes a product successful?
Basing on the monetization, these questions give you the chance to prove your personal try. Do not show extremely your optimism and pursue the unreality. Give your answers the reality. It is useful to predict a five to ten- year- scenario of expectations in order to gain your targets that you set up and it is the period of time to see how your plans and targets are performed. Therefore, the quality of the product and marketability of the mentioned industry need to be highlighted. This will help you to achieve the interviewer's attention and insurance to you personality and you can get the honest and long- term goals.
9. Explain what experience do you have for territory sales manager?
Speak about specifics that relate to the position you are applying for. If you do not have specific experience, get as close as you can.
If you are being asked this question from your employer then you can explain your experience. Tell the employer what responsibilities you were performing during your job. You can tell what programs you developed and what modules you worked on. What were your achievements regarding different programs. Answer sample I have been working with computers since 2001. I also have a degree in network support/computer repair. I have built my last 3 computers, have work with Dell as an employee. So I have around 15 years experience working with computers.
10. Tell us what do you know about our organization?
Just what is on the internet. A Worldwide American company that is part of Ahern rentals a family owned company.
11. Tell me what is it about territorial sales that particularly interest you?
Say that you enjoy the challenge of learning about new territories and enjoy the opportunity to travel on business.
12. Explain me about an accomplishment you are most proud of?
Make the brand SolarMax one of the great competitors for the biggest and most welknow brand in the Dutch PV market within two years. I succeeded this just by myself with a home-office and techical support from Switzerland where the competitor had a local sales staff of 4, marketing material in Dutch and Dutchspeaking technical supportteam.
13. Tell me what major challenges and problems did you face at your last position?
Restoring the relationship with the customers that where left alone (as they felt it) with a lot of problems and no stock to sell. Problems: - not the right stock and no info about when stock will be available - raising of the prices in a market where the prices declined - closing of regional office and service, which means that service was lost.
14. Tell us what do you see as they key skills in closing a deal?
Trust and confidence Trust that the customer will pay and trust for the customer that he purchase the right product for the right price. confidence that both parties has made the right decision to make the deal.
15. Tell me do you enjoy target-based work?
Say that you thrive on target-based work and explain how it helps to motivate you and build healthy team competition.
16. Tell me would you work holidays and weekends?
If needed I would do so, but I prefer not to. To to your job well you must take care of yourself. Therefor it is important not to work 24/7, but being 24/7 available is no problem for me.
17. Tell me what are some of the challenges you see as a Territory Sales Manager?
The awarness of the brand in the market the knowledge of the USP's of Snorkel by purchasers and users the people that works in the construction aren't likely to change for a brand/machine that they don't know or vaguely know.
18. Tell me why do you think listening skills are so important in a sales role?
You have to listen to the customer to be able to sell to them. The first part of the conversation sets a mood and introduces the customer to the company and product, then you ask some questions and the answers will give clues to their needs and desires. Only by listening can you know if it is possible to close a deal.
19. Tell us why are you the best candidate for us?
I am the best candidate for this job because of my goal-oriented attitude and competitive tendencies. I have great work ethics, I am motivated, and love to take on new challenges.
20. Tell me what is your ideal outcome from a sales call?
The ideal outcome of a sales call is always to make a sale. Failing that, it is for the customer to agree to a meeting or follow up call.
21. Explain what do you think it is that separates a good salesperson from a great one?
A great salesperson has the ability to sooner identify when a conversation is most likely to lead to a success deal and when it will fall on deaf ears. A good salesperson may be great at closing deals but they often waste time chasing customers that will never buy.
22. Targets and Marketplace Territory Sales Officer Job Interview Questions:
☛ What is your sales target and how is it established?
☛ How much time do you spend developing new business?
☛ How do you target new accounts for prospecting?
☛ How do you acquire new sales leads?
☛ Who are your major competitors and why?
☛ What business trends do you see developing in the market?
23. Relationships Based Territory Sales Officer Job Interview Questions:
☛ Explain your role as a team member of a sales force.
☛ How do you deal with disagreements with others?
☛ How do you organise yourself for daily activities?
☛ What kind of people do you like to sell to?
☛ How do you turn a buyer into a regular customer?
☛ Why do people buy a product or service from you?
☛ Describe the best and worst manager you've ever had.
☛ How do you deal with angry and upset customers?
24. Business Development Related Territory Sales Officer Job Interview Questions:
☛ How much time do you spend on the different parts of your job?
☛ What have you learned from the different sales jobs you've had?
☛ How would you break in a new territory for an employer?
☛ How many accounts do you like to handle at one time?
☛ When do you find silence to be useful in selling?
☛ What are the skills needed to be successful on the telephone?
☛ How detailed are the sales reports you prepare?
☛ What do you feel are your personal limitations?
☛ How do you get people to work in cooperation with you?
25. Territory Sales Officer (TSO) Approach to Sales Questions:
☛ What makes a successful sales person?
☛ How do you define a new customer's needs and expectations?
☛ What kind of problems do you have to solve as a salesperson?
☛ How do you get a reading of people upon first meeting them?
☛ How do you approach understanding your customer's needs?
☛ How do you establish rapport with a stranger on the telephone?
☛ What do you consider the most crucial part of your job?
☛ What kind of rewards are most satisfying to you?
26. Territory Sales Officer (TSO) Job Description:
The sales manager must manage the sales force of the company, in order to generate maximum sales.
1. Single point of contact: In fact, the sales manager is the single point of contact for all the salesmen when it comes to any questions and queries about the product or the company.
2. Team leader: The sales manager is the team leader for the sales team and should possess all the qualities that a team leader should have.
3. Team person: The sales manager should also be a team person, who understands any differences that crop in his or her team and work towards solving them in an amicable and quick manner.
4. Strong sales background: Other than these internal qualities, the sales manager should have a strong sales background and should be able to lead his or team from the front utilizing their unique sales expertise and talents.
5. Hiring new sales personnel: The sales manager is also expected to hire new sales personnel. Therefore, the sales manager should be experienced and knowledgeable enough to determine whether an applicant will succeed in sales or not. The manager must bear in mind that although some possess an inborn quality and have a salesman personality, successful salesmanship can be taught. A business administration degree can be very helpful as well, even for those people that just naturally have it in them to sell a product. As a sales manager, you should know how to bring out the best in each type, helping every salesperson excel in sales.
27. Basic Territory Sales Officer (TSO) Job Interview Questions:
Presented here are some sample questions generally asked in a sales manager interview:
☛ What is your best strength at the job?
☛ What were you main duties in the previous job?
☛ What do you like the best about being a sales manager?
☛ How do you arrange your daily work?
☛ How many first sales appointments a week are considered as a successful week?
☛ Describe a typical sales process (or sales cycle) for big ticket items and for smaller ones.
☛ What are your selling techniques, how do you present/launch a new product? What presentation's skills require?
☛ What are your goals in term of professional development and advancement?
☛ How did you develop your best-selling techniques?
☛ Describe some success stories and some difficulties. How did you handle the difficulties?
☛ What have you found to be the most important skills in negotiating and succeeding in sales?
☛ How do you handle rejections?
☛ Describe sales-teamwork; how did you handle your team challenges?
28. Tell me what do you like and dislike about the sales process?
Use this question to know the candidate's self-awareness and motivation. Know your strengths in the sales process as these will translate into what you like. The interviewer will give priority to you when your "likes" and strengths fix the sales position. For example, if you are discussing your strengths with the interviewer, demonstrate and describe how you enjoy this aspect of sales and your pleasure at coming up with win-win solutions. You need to emphasize that this will be ensured to satisfy customers and increase sales for the company. You note that you should take careful when responding to the "dislikes". During negotiation on sales solutions, you should choose a characteristic of your current or precious company, for example you done poor delivery on the sales or lack of flexibility. It is positive manner to answer this question. You give your "dislikes" to get the solutions for the sort of problems. For example, there is obstruction in the delivery of company products and this makes customers unsatisfied. So you will discuss how set up a follow-up process to speed up the delivery of products.
29. Can you please explain what is your greatest strength?
I have good analatic skills which helps me to find the real issue. Ask the right questions to find get to the point what it is all about.
30. Explain why do you think you'd be the best person to work in this territory?
Do some research and say that you understand the territory well and feel that it is a great opportunity to make an effective contribution to the business by operating in a new territory.
31. Tell me why do you enjoy sales?
You need a well-prepared answer for this. An interview is the ultimate sales test. Some interviewers believe that if you cannot sell yourself you cannot sell a product. Be very positive about sales; say it is your passion and that you love the challenge of closing deals.
32. Tell me what have you done to improve territory sales manager knowledge in the last year?
Try to include improvement activities that relate to the job. A wide variety of activities can be mentioned as positive self-improvement. Have some good ones handy to mention.
Employers look for applicants who are goal-oriented. Show a desire for continuous learning by listing hobbies non-work related. Regardless of what hobbies you choose to showcase, remember that the goal is to prove self-sufficiency, time management, and motivation. Answer samples
Every should learn from his mistake. I always try to consult my mistakes with my kith and kin especially with elderly and experienced person.
I enrolled myself into a course useful for the next version of our current project. I attended seminars on personal development and managerial skills improvement.
The biggest PV wholesaler wanted to change brand of inverters but at that time the range of inverters wasn't suitable for the market (residential). But I knew that in a year new products would come available. I let the opportunity go, knowing that the shifting brands in the market would happen often. But I had my contacts, they where aware of our brand and that we wanted to expand into the market. One year later they contacted me and wanted to sit together because they noticed that we were expanding rapidly, there customers started asking for our brand and our portfolio was in line with market demands. So by letting the first option go, continuing with the market penetration, keeping in contact I created a new opportunity with me in a much better position to negotiate. Second challanges was entering into the Danish market at the moment that the market slowed down to almost zero deu to new subsidy scheme. I invest in building personal relations with purchasers and company owners that kept active. Regular contacts by phone and mail. And made visits to there offices, knowing that it would be highly appreciated. As a result I managed to get some (small) sales as a new and unknown brand that wasn't cheaper, purely based upon good relationship management.
34. Tell me what skills do you possess that will help you sell as a Territory Sales Manager?
I know how to build a trustful relationship with people at different levels. By creation such a relationship customers feel free to ask for information, knowledge, etc. I am not going to sit on the customers chair but I can imagine how it is to sit on his/her chair and advise him/her. This helps the customer making their discussion.
35. Tell me how would you attempt to sell an unpopular idea to an individual?
The best approach is to work on softening them up. Extend the small talk before talking about the product. Be subtle while always steering the conversation to the product and why the customer needs it. There always comes a time, however, when you have to admit defeat and move on.
