Sales Executive interview questions and answers

Use these Sales Executive interview questions as a guide to discover the right qualifications for sales executives in

candidates.
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NIKOLETTA BIKA
Nikoletta holds an MSc in HR management and has written
extensively about all things HR and recruiting.

10 good sales executive interview questions

If you were trying to sell to a prospect but they kept refusing, when would you stop pursuing them?

Imagine you cold-call a prospect. What questions would you ask to understand their requirements? How would you

arrange a meeting in-person?

If a customer kept asking you to lower the price of your product so they can buy, how would handle it?

Imagine you were attending an event on the company’s behalf. What would you do to generate leads or sales?

What’s your attitude towards cold-calling?

Are you familiar with our product? Can you sell it to me?

Can you handle rejection and how?

What’s your experience with supervising others?

What steps do you take to ensure your customers remain satisfied?

How familiar are you with Salesforce or other CRM software?

Here are 10 essential interview questions and sample answers to help identify the best candidates for this role.

1. If you were trying to sell to a prospect but they kept refusing, when would you stop pursuing them?

This question assesses the candidate’s persistence and ability to gauge when to move on from a lead. It’s essential to

strike a balance between determination and respecting a potential client’s wishes.

Sample answer:
“I’d make a few attempts to understand their objections and address them. However, if after several interactions they

remain uninterested, I’d respect their decision and focus on other prospects.”

2. Imagine you cold-call a prospect. What questions would you ask to understand their requirements?

How would you arrange a meeting in-person?

This question evaluates the candidate’s approach to cold-calling and their ability to engage potential clients.

Sample answer:

“I’d start by introducing myself and the company. I’d then ask about their current solutions and challenges. If I sense an

opportunity, I’d suggest how our product could benefit them and propose a face-to-face meeting to discuss further.”

3. If a customer kept asking you to lower the price of your product so they can buy, how would handle

it?

Understanding how a sales executive handles price negotiations is crucial, as it directly impacts profitability.

Sample answer:

“I’d emphasize the value and benefits of our product. If there’s limited room for a discount, I’d explore bundling or

offering additional services to enhance the deal’s value.”

4. Imagine you were attending an event on the company’s behalf. What would you do to generate

leads or sales?

Events can be a goldmine for leads. This question gauges the candidate’s proactiveness and strategy in such settings.

Sample answer:

“I’d research attendees beforehand and identify key prospects. During the event, I’d network, engage in meaningful

conversations, and set up follow-up meetings.”

5. What’s your attitude towards cold-calling?

Cold-calling can be challenging, and this question assesses the candidate’s mindset towards this sales technique.

Sample answer: “While cold-calling can be challenging, it’s a valuable tool. I view it as an opportunity to introduce our

solutions to potential clients and learn about their needs.”

6. Are you familiar with our product? Can you sell it to me?
This question tests the candidate’s product knowledge and their ability to sell.

Sample answer:

“Yes, I’ve researched your product and understand its unique selling points. It offers [specific feature], which

differentiates it from competitors. This feature can benefit customers by [specific benefit], making it a valuable solution

for [target audience].”

7. Can you handle rejection and how?

Sales roles often involve facing rejection. This question assesses resilience and coping strategies.

Sample answer:

“Absolutely. Rejection is a part of sales. I don’t take it personally. Instead, I use it as a learning opportunity to refine my

approach and better understand customer needs.”

8. What’s your experience with supervising others?

For senior sales roles, leadership skills are essential. This question gauges the candidate’s experience in managing

teams.

Sample answer:

“I’ve led a team of five sales representatives for the past three years. I focus on mentoring, setting clear targets, and

providing the resources they need to succeed.”

9. What steps do you take to ensure your customers remain satisfied?

Customer satisfaction is pivotal for repeat business and referrals. This question assesses the candidate’s customer-

centric approach.

Sample answer:

“I prioritize after-sales support, regularly check in with clients to ensure they’re benefiting from our product, and address

any concerns promptly.”

10. How familiar are you with Salesforce or other CRM software?

CRM tools are vital for managing customer relationships and sales pipelines. This question tests the candidate’s

familiarity with these tools.

“I’ve used Salesforce for the past four years and am proficient in tracking leads, managing customer information, and

analyzing sales data.”

Jump to section:

• Introduction
• Operational and Situational questions
• Role-specific questions
• Behavioral questions

Sales Executive Interview Questions

Sales executives are on the front lines of sales operations. Great candidates are outgoing with some sales or customer

service experience. Industry-specific knowledge isn’t critical (any good salesperson can be trained) but it might help you

during the initial screening.

The following questions can give you ideas on how to conduct interviews. Find out if candidates possess a pleasant

personality, confidence and presentation skills. Ask them to sell you something to see them in action. For experienced

executives, their past work will give you insight into their knowledge of sales techniques, their persistence and

competitiveness. The best among them will show an interest in your products and be enthusiastic about selling them.

Depending on the company, the title might also refer to people in charge of the sales department. Interviews in this case

should be geared towards knowledge of the field, strategizing and leadership.

Let’s summarize some of the questions and add a few more divided into specific types.

Operational and Situational questions

• If you were trying to sell to a prospect but they kept refusing, when would you stop pursuing them?
• Imagine you cold-call a prospect. What questions would you ask to understand their requirements? How would
you arrange a meeting in-person?

• If a customer kept asking you to lower the price of your product so they can buy, how would handle it?
• Imagine you were attending an event on the company’s behalf. What would you do to generate leads or sales?

Role-specific questions
 • What’s your attitude towards cold-calling?
• Are you familiar with our product? Can you sell it to me?
• Can you handle rejection and how?
• What’s your experience with supervising others?
• What steps do you take to ensure your customers remain satisfied?
• How familiar are you with Salesforce or other CRM software?

Behavioral questions

• Tell me about the most difficult sale you’ve ever had to make
• Explain how you managed to meet your quotas in the past
• Recall a time you lost a client or a prospect. What went wrong and what did you learn?
• Tell me about a time you handled a customer complaint
• Describe a time you managed to motivate an underperforming subordinate

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