Successful sales manager interview. How to interview a sales manager

Encyclopedia of Plants 11.10.2019
Encyclopedia of Plants

To recruit staff, a recruiter needs to conduct an interview. The meeting of a potential employee and a future employer, as a rule, is carried out through a dialogue. The task of the recruiter is to find out all your positive and negative qualities, to determine professionalism and competence. After the interview, the recruiter will decide whether the candidate is suitable for the job or not. In this article, we will tell you how to pass an interview for a sales manager. Let's find out what questions a potential employee may face.

Sales manager: who is it

First of all, this is a seller who knows how to competently, beautifully and tasty tell about the product. If abroad managers can manage entire departments, then in Russia the definition of a profession is slightly distorted. Initially, the employee not only sold, but also regularly analyzed. He noted the growth or fall in sales, controlled the shipment of material goods. Now this profession modified, and more emphasis is placed on honing oratorical skills.

The manager is a specialist who is entrusted with responsible work - conducting sales of the company. the main objective employee - competently offer the product to the buyer, and then profitably sell it. Let's find out how to pass an interview for a sales manager.

What qualities should a specialist have?

To successfully pass an interview for a sales manager, you need to know what qualities a specialist should have. The key to success in the profession is the ability to surpass oneself, to know the psychology of the client and strive for constant career growth. The main feature of the "salesman" is unlimited earnings, which depends only on completed transactions.

  • The sales manager is a speaker and a skilled public speaker. He must be able to talk with any customers, competently convey information regarding the product.
  • Aspiration and motivation. Many companies offer excellent working conditions: salary + percentage from each transaction. This means that a specialist can earn as much as he wants. One "but": the manager must constantly develop his strengths, work on his shortcomings and analyze his failures.
  • To be active. You will not pass a sales manager interview if you are sluggish in answering the recruiter's questions. Every company needs active, cheerful specialists. The reason is simple: the "salesperson" works directly with clients and often the financial growth of the company depends on his mood and positive attitude.
  • Stress resistance. Clients are different, and it is very important to accept this fact. A professional manager never dwells on the negative, he can easily discard conflict situations and resolve controversial issues.

How to prepare for an interview?

Sales manager interview questions and answers

  • "Tell us about your experience in trade, education?". I graduated from the university with a degree in Accounting and Audit, today I am studying remotely and getting a master's degree. I have no experience in sales, but I am always ready to learn new things.
  • Where do you see yourself in 5-10-15 years? I improved my skills in trading, perhaps starting my own firm or becoming the head of the finance department.
  • "The client came to you, clearly not in a good mood. He reacts extremely negatively and sharply to all your answers, while you feel the heat. How will you behave?" First of all, I will smile, carry myself lightly and calmly. I will not respond with aggression to anger, and I will not let all the negativity through me. Despite this, I will continue to advise the client. I can abstract in such situations - this is my main plus.
  • "Tell me about your positive and negative sides?". My best features- purposefulness, thirst for constant growth and activity. My worst traits are arrogance, stubbornness and introspection. Perhaps the negative sides in sales, on the contrary, will become my pluses.

What questions should you ask a recruiter?

How to interview for a sales manager? It's simple: ask counter questions, show interest. If the recruiter will have a one-sided conversation, then your candidacy is definitely not suitable for the company. In this case, all questions should be on the case:

  1. Responsibilities of a Specialist. An important question, because it often happens that unscrupulous companies hire a specialist as a sales manager, and in the end the new employee does the work of both the secretary and the cleaner. Ask the recruiter to provide you with a list of duties that are signed by the director and specialists.
  2. Client base. Specify who is looking for clients. If there is a marketing department, it means that the company is successful and the manager does not have to waste time looking for buyers. In some offices, the specialist is responsible: he places ads himself and tries to attract a client base, while wage does not rise.
  3. Funnel and sales norms. Specify what is the average cycle for an ordinary manager. Ask the recruiter to provide you with an analysis in the form of a chart, which indicates the growth and decline in sales, as well as the norms for specialists.
  4. Bonus system and salary. According to the law, the company is obliged to provide the specialist with a minimum salary. The rest of the salary comes from completed sales. For this, bonus schemes are thought out. For example: an employee will receive 5% from each transaction, and when 10 sales are completed, he receives an additional bonus - 3,000 rubles.

How is the sales manager interview going? As a rule, in small companies you will be received by a recruiter in a small office, where they do not always pay attention to the dress code, but in large companies all the details are important:

  • The date and time of the interview is set by the recruiter, so being late is highly undesirable. The company cannot rely on an irresponsible or non-punctual candidate.
  • Watch your appearance: sneakers, greasy hair, halitosis or smeared mascara are signs of untidiness. The sales manager is the face of the company.
  • Bring your portfolio and resume along with your diplomas and track record. The recruiter may not need a huge folder of documents, but this will be your trump card.
  • A quiet voice, shaking hands, twitching eyes are a sign of insecurity. If you can’t control yourself in front of a simple recruiter, then what can we say about how your behavior will change when you see a client. Pull yourself together and realize that a sales manager is a job that requires maximum confidence from you.
  • Answer questions correctly, clearly and clearly. Do not play around, do not avoid answers, speak as honestly and openly as possible. Yes, it is possible that a recruiter will take you by surprise with questions about your personal life. That is why it is important to prepare before the interview using a treasured notebook.

What happens if you lie?

Many people ask the question: "How to pass an interview for a sales manager?". It's simple: do not embellish your answers, do not invent non-existent facts. If you say that you are a stress-resistant and non-conflict person, but in fact you throw your fists at everyone who looks in your direction, then you have no place in trading. Don't waste your time, your recruiter's time, or your mentor's time. Remember that before you are sent to the hall to work with clients, the company will conduct training that lasts several days. Therefore, it is recommended to be as honest as possible about your qualities, or let a really worthy candidate take your place.

This does not apply to all answers: some companies practice western practice where questions related to the personal life of the candidate are often used. If you do not want to tell that you are planning children in the next two years, then just let the recruiter hear what he wants.

How to learn to sell cars?

Let's find out how to pass an interview for a car sales manager. This vacancy is considered the most profitable, in addition, all specialists have the opportunity for career growth. To do this, the recruiter must understand how well you know the proposed product. You must understand the models, characteristics of the car. The main task of the "salesman" is to tell the client about all the advantages of the car, using all the eloquence and oratorical skills.

Summing up

Now you know how to pass an interview for an active sales manager. Remember that the main thing in this profession is the ability to stay confident. Fear of the public, tightness or modesty are bad qualities that will definitely not help you succeed in trading.

Hello, dear readers of business magazine RichPro.ru! In today's article, we will look at the questions of how to behave in an interview, namely how to successfully pass a job interview.

By compiling a competent resume and sending it to various organizations, an invitation to an interview will be the success of your undertaking. It would seem that it can be difficult when meeting with an interlocutor, how to explain your position and get the coveted vacancy.

In fact, sometimes the desire to show oneself as a leader, incorrect behavior and even doubts when answering a question can make wrong impression about you and lead to a negative result.

There are many different rules that help build the right dialogue, convince a potential employer of your candidacy and, following them, you can gain confidence, forgetting about fears. We have already written about confidence and self-esteem in the article - ""

Certainly, job search– the process is always difficult and tedious, which is why it is important to put all the remaining efforts so that your invitation to an interview becomes the final stage.

So, from the article you will learn:

  • How to pass a job interview - 5 steps;
  • How to behave at an interview if you have no work experience - 7 tips and tricks 5 basic rules;
  • Frequently asked questions and answers in a job interview;
  • How to sell a pen in an interview?

How to behave at an interview to get hired - read the rules and recommendations further in the article

At its core, this is a regular meeting between you and a future employer, and perhaps even his representative, which allows you to discuss in more detail the details of your future cooperation.

In the course of the conversation, each makes for himself the final decision on the question of whether how the reverse side is suitable. That is, you you determine for yourself whether all the proposed conditions will really suit you, and supervisor the organization makes a conclusion about the professional suitability of the employee.

Today, there are many different species, types and even divisions interviews that employees of the enterprise can use in the process of selecting a candidate. It is worth at least a little understanding of them in order to be ready for any situation.

According to its type, an interview can be of 4 types.

Type of interview No. 1- Phone call

This is the first stage, which may entail a meeting with the immediate potential supervisor.

By a similar method they are used when the resume leaves interest, and the information described in it requires confirmation.

The call can come at any time, so no matter the situation, it is important to behave correctly. Even if you have been waiting for a decision from the company's employees for a very long time and have finally been contacted, you should not answer the phone with pronounced joyful intonations.

The most banal question Are you comfortable talking now? can say a lot to an experienced HR worker. Decide for yourself whether you really have enough time to calmly answer all the questions.

If so, then say confidently: Yes, I am listening to you» Otherwise, let them know that you are a little busy and you can call back yourself via 2-3 minutes, specifying the phone number and name of the employee.

During this period, try to calm down, figure out which company contacted you, and find a draft resume sent. Review all the information that is described in it, focus on the most important details, and then, having prepared yourself for the conversation, dial the given number.

Type of interview No. 2- A personal meeting

Most common type of interview. It involves direct contact and is designed to test your professional characteristics. About how such communication takes place, what behavior to choose for it, and what is important for each of the meeting parties, we will consider a little later.

Type of interview No. 3- Communication with a group of candidates

Each vacancy includes search for the best employee. But, sometimes it happens that there can be several applicants at once and the manager of the organization holds a group meeting in order to understand which of the applicants who have arrived best meets the specified parameters.

At such a meeting, it is important to be able to show your professional skills, try to answer questions asked most accurately and have the necessary degree of stress resistance.

Collective communication- it is always a rivalry with each other, the price of which is your ability to get the offered vacancy. But, do not resort to hard behavior and insult, and even more so to reveal superiority over interlocutors. Remember that your every wrong deed and even a spoken word can become reason for further rejection..

Type of interview No. 4- Commission

Sometimes, in order to simplify the process of selecting candidates, an interview is scheduled for one day, on which leading employees from various fields who are able to do final choice .

You are invited to a meeting where various questions are asked, and they can intersect and come from a whole group of people. As a result, a decision is made that will be known to you almost immediately.

This method allows you to cover many areas of the enterprise at once and understand how the applicant really corresponds to the proposed position.

In any case, getting to such a meeting, you should understand that the task of the employee communicating with you is it's a selection . In fact, you will be considered for the degree to which you fit the portrait of an ideal employee. On how you are able to fulfill all the requirements of the proposed job description, adapt to the team, show their skills depends on the decision.

Depending on this, the interview can be divided into several types:

  • stress interview . It is carried out mainly when the work itself involves the occurrence of such situations. It could be a job operator, telephone worker, transport logistics , manager trading floor , procurement organization etc. in essence, in the course of the conversation, a moment will be created that will determine the real traits of your character. by the most simple methods considered: raising your voice, repeating the same question at intervals, constantly interrupting your narration, inadequate grins, or discussing information that is not related to the main topic. There can also be 2 ways of behavior. Either you will try to answer each question without raising your own voice, or you will interrupt the speech in order to calmly explain that this point has already been discussed. It is important to understand that, causing your stressful condition an employee of the organization will observe and care. Therefore, a monotonous conversation will raise doubts, and this is already a sign of reflection on your candidacy.
  • cinemalogy . A similar method is very often used in organizations with a multi-stage selection system. It allows you to fully consider your professional quality. At the time of the meeting, you will be offered view video excerpt, where an unfinished situation or action, and most likely even just an abstract episode. Your task tell what was viewed, draw conclusions and suggest ways to solve the situation. Of course, a small enterprise with a limited staff will not resort to such measures of studying candidates. But, network companies working in the global market and even in conditions of regional cooperation are quite capable of arranging this type of interview. Leading employees who solve a number of tasks every day should easily navigate the situation and find the most optimal solutions.
  • Testing . This is a preview of your candidacy. The main task is to correctly answer the questions posed, not only of a professional, but also of a psychological nature. There is a special rating scale, and special sensitive questions are included in the list in order to evaluate your reaction to them.
  • The immersion method . It can be found, for the most part, in large, dynamically developing organizations. An open vacancy for a managerial position is likely to involve such an application. All essence is as follows: you are given a situation on which the further state of affairs in the organization depends, and here it is important not only to find a way out, but also to explain the reasons why you propose to do so.

Of course, the simplest positions of an ordinary line performer do not imply much difficulty in checking professional data when choosing a future employee. Therefore, most likely, the meeting will involve regular contact with the study of your resume, or rather confirmation of his data. and what professional qualities and skills to indicate we already wrote in the last article.

But if the company has a world-class level, and each department has several dozens or even hundreds of people subordinate to it, then prove their individuality and abilities you will have to meet several times, step by step, with several specialists.

When reviewing your resume, first of all, the employee of the personnel department will pay attention to general characteristics. He will try to recognize your analytic skills, traits, basis of motivation and even life philosophy.

Compatibility with the organization itself is also considered an important factor. She is checked in two directions . It's no secret that any company has its own culture, well-established traditions and order of conduct.

It may also happen that your personal values ​​and style do not match what a potential employer offers. That is why, getting to such a meeting, it is important to ask the right questions in order to understand future compatibility.

2. Methods for selecting candidates for an interview

Employees HR department, especially agencies working in this direction already quite long term, have mass ways and methods, thanks to which you can evaluate a person from different angles.

  1. Questionnaire. You are invited to fill out a specially created document in which there are a number of questions regarding your psychological state and professional skills. Then, by selecting the best candidates, a meeting is scheduled with the head representative of the department, where the vacancy is open.
  2. Biography. In a preliminary communication, you are asked to tell about where you worked before, what educational institutions you graduated from, whether you had an internship or practice, and even how far you live from the place of possible employment at the moment. With such questions, the interlocutor tries to understand whether you have experience, whether you are ready to overcome distances and how often you can count on you at the time of the necessary part-time work. Sometimes even the question of the reason for your dismissal can form a common opinion.
  3. Criteria. Some vacancies require the mandatory presence of certain qualities. Therefore, a competent specialist can determine in advance the important elements for the future candidate to meet them. The selection process in this case is very simple. First they look at your resume, and then in a conversation they determine whether you fit the criteria.
  4. Studying the situation. This technique has already been discussed earlier, but its essence is to clearly, quickly and correctly recognize the situation, understand its essence and find the right way to solve it.

A job interview may include one important feature. Filling out the form, being tested or even just talking to an interlocutor, you will be asked to leave the contacts of a person who can give a detailed description. And it doesn’t matter if it’s a former employee or a manager with whom you said goodbye not so long ago, the main thing is that the information voiced at the interview does not differ even in small things.


5 rules on how to behave at a job interview + interview questions and answers

3. How to pass a job interview - 5 important steps

Any meeting assigned to you by an employee of the personnel department can be programmed for the result, it is enough to prepare correctly and, anticipating the question, answer it with capacious phrases that inspire confidence in the interlocutor.

Usually, the interview has 5 main stages, each of which has its own significance. Try to study them, and this will help you realize how best to act at the moment.

Stage number 1. Making contact

Here the connection is established and the boundaries are marked. It is during this period that it becomes clear how your interviewer is set up. It is quite possible that the procedure for selecting candidates began quite a long time ago and during this time has accumulated fatigue, nervousness, stress, what negative may affect the outcome of your meeting.

Try to establish contact by showing your goodwill. Talking about neutral topics often helps. So, you might be asked Was it difficult to find us?" or " Did you get there quickly?". Think over your answer.

You can start the conversation yourself with the phrase " Good afternoon, the office of your company is so well located that we managed to get there quickly". Such a distraction will help relieve nervousness and provide a good platform for further conversation.

Stage number 2. Organization story

Most likely, the HR person will start by getting to know you and giving you some information about their company. By and large, this 2-3 offers about what they do, what vacancy is open and a description of the range of tasks performed in this position.

Even if you have prepared thoroughly in advance and know the entire history of the enterprise to the smallest detail, listen carefully, giving you the opportunity to establish closer communication.

Stage number 3. Interview

This is actually the stage at which you will discuss issues of professional activity, from the level of pay to the proposed duties.

In doing so, pay special attention to several aspects:

  • The questions you are asked will most likely be spoken at an accelerated pace. There is nothing to worry about, as it is important to save time and understand the candidate's compliance based on the answers.
  • All the topics discussed constantly alternate, opening new ones, then returning to the old ones. This method simply allows the practitioner to reduce the likelihood of receiving socially desirable responses.
  • Each sentence written in the resume and voiced by you can be checked several times in various ways. Do not be surprised by this, and even more so do not be nervous.
  • All recordings made by the interviewer during the communication will be hidden from you. This is normal practice, so there is no cause for concern. Most likely, there will be short notes of compliance with the criteria presented.
  • Be prepared for the opportunity to improvise. Of course, as you prepare for an interview, the HR department makes plans, writes tests and has a well-defined script, but sometimes, depending on the situation and based on the assignments received, it becomes necessary to forget about the standards.

Stage number 4. Feedback

Here you need to ask your questions. It's best if there are no more than 5. So think from the start sample list focusing on the things that are most important to you.

You can refine the content labor activity, designate the level of future responsibility, talk about a social package.

Stage number 5. End of the meeting

Such an initiative, for the most part, is manifested by the party that invited you for an interview.

Negotiations may result in 3 various options:

  • refusal;
  • invitation to an additional stage;
  • recruitment for a job.

In any case, try to discuss the algorithm for further interaction. Most likely you will be asked to wait for a response, specifying the approximate time frame.

4. Before you interview - 7 practical tips


Preparing for an Interview - Planning Questions and Answers

Before going to a meeting it is important to properly prepare for it. You must not only make the right impression, but also make the potential employer believe in your uniqueness.

Worth understanding that one desire is simply not enough, and the time spent will not be wasted if everything is done correctly. Pay special attention to the details, they allow you to create the perfect image of the candidate.

Write a plan that you will adhere to at the time of collection, and cross off the completed action.

Prepare them ahead of time and put them in your bag. Check if you haven't forgotten anything. This is usually a standard list, including:

  • The passport;
  • Diploma of education;
  • Employment book (if you have one);
  • Copy of resume;
  • Certificates and other documents confirming the completion of courses.

Try to take with you only what is directly related to your vacancy, so that later you do not bother yourself in the search for losing own time and employee time.

Try to collect all available information about the organization in which you will try to find a job tomorrow. Ask a series of questions and answer them yourself. " What is the period of operation of the company and the main activity?», « What is the current production, its range?», « Are there any negative points in the reputation and what are they connected with?»

In our age emerging technologies it is very easy to find the necessary information on the Internet, among acquaintances and even from the secretary inviting you to a meeting. By defining such main aspects , it will be easier for you to focus on further points. You will initially, in your head, already form a picture of the upcoming activity, and this will make it easier to feel and choose a course of action at the time of the meeting.

Many companies now set a dress code for their employees. And this means that the form of clothing should be of the same type and most often strict. Anyway, invitation for an interview- this is the moment when you have to impress.

Therefore, choosing your image, stop it on a business suit. You will have to forget about sports style , jeans, blouses and T-shirts, not able to completely cover the stomach, and even more so to remove topics and mini skirts.

Check your condition nails, hair, eyebrows. Tidy up your shoes, purse, determine the fragrance with which you are going to go to the interview. Let the direction of clothing be conservative, this creates a sense of confidence in a potential employer, but a small accent in the form of a beautiful brooch that goes well with the invented image will not be out of place.

Try on an outfit and pay attention to yourself in the reflection of the mirror. Is your suit too tight? Excessive zeal in this direction can lead to the fact that you become like a man in a case, and this will not add to your chances.

Remember 3 basic requirements that your clothes must meet:

  • create a good first impression that will be positive later on;
  • give a sense of comfort to you personally, which allows you to gain self-confidence;
  • be subject to business style, because the interview is inherently an important event at which an agreement is made.

Give preference gray, white tones and dark blue shades. Do not include a headpiece in the kit, even if it creates a single whole with the image.

It is preferable for women to choose a knee-length skirt than strict trousers. try reduce the amount bright color to a minimum and discard old unfashionable clothes, especially if they are already heavily worn.

Of course, every employer will tell you that appearance in work- not the main thing, but according to statistics, if you break down the reasons for the failure on a scale, then minor flaw knowledge is in 29th place, but " miserable The image of a person confidently takes the first position. Therefore, we will pay special attention to it.

Check yourself for the following:

a) hands. You should have a neat manicure without flashy tones, dirt under the nails and protruding cuticles. Care requires not only nails, but also the hands themselves. Lubricate them with a mildly scented moisturizer before going out.

b) hairstyle. Think it over carefully so that it does not fall apart within half an hour, defining your meeting as slovenly. Cancel ponytails, protruding curls and disheveled. If possible, check with your hairdresser to create a finished look with the most appropriate styling.

c) accessories. Do not overload yourself with various rings, earrings, bracelets, belts, trying to prove to everyone that you are worthy. This trick doesn't work here. Everything should be in moderation, especially at an official event.

d) makeup. Look through the tones of the clothes and find their general combination with cosmetics on the face. Forget about bright colors visible from afar. Your task is to leave a pleasant impression of a serious business person.

d) aroma. Before going out, put on the perfume that will most clearly complete your look. Just do it carefully and in small quantities. Otherwise, you risk creating a pungent odor, which will cause discomfort during further communication.

Council number 4. Building a route

Think over the scheme of your movement and determine the time, taking into account the margin. You need to arrive at the office 15 minutes ahead of schedule. At the same time, during the road, traffic jams, waiting for transport and distance which must be walked.

Your task is to determine the exit time so that you can reach your destination at a calm, measured pace, without exposing yourself to unnecessary stressful situations and conflicts.

View the map of the city on the Internet, if possible, check the route with the secretary of the enterprise, and also write down the exact address.

Council number 5. Telling about yourself in an interview

This seems like a minor detail, but it actually has a very important place in the subsequent evaluation of your candidacy. Very often, an HR employee asks the same question “ Tell us a little about yourself?» in order to understand how you are able to offer yourself, find contact and correctly present information. Such a task at first glance is considered simple, but try to do it even now, without preparation. This is where potential difficulties arise.

First, you must steer your narrative towards the job you want, paying attention to your relevance and professionalism.

Secondly, select the correct information in case the interlocutor becomes interested in the facts of his personal life. think over your hobby, enthusiasm,psychological component of character. This question is often asked in order to form an opinion about your personality.

And, thirdly, scroll through your successes and failures that happened in the course of work. This question is considered to be a favorite during the interview, so it should not now take you by surprise.

Try not only to voice the answer, but also give examples, ways out of the situation that you have found. The entire story should take no more than 3 minutes. Speak the composed story clearly, training it in front of the mirror several times, otherwise your uncertainty may negatively affect the final result.

By the way, if you just graduated from an educational institution, and there is no experience as such, except for internships, you can include your ideas of what you would like to achieve in the proposed area in this story.

Think over your meeting in advance and clarify the information that may be of interest to you during the conversation. By creating a howling question, you clarify the situation, but do not overdo it.

Council number 7. Positive mood

At the end of your preparation, remember that important to create the right attitude . Cheerful state of mind and pleasant emotions lead to a positive result faster than nervousness.

Of course, our body does not have a special toggle switch that can switch at the right time, but still some recommendations should not only be taken into account, but also observed.

  • Go to bed early to get a good night's sleep and set your alarm to a light tune.
  • Start the day by talking about the topics that give you the most confidence. Think about how your future life will change after employment. Perhaps now you need to spend less time on the road, or there will be additional earnings, an increase in wages, a new team.
  • Find motivation to make it more interesting to achieve results. For example, promise yourself to buy a new dress or exchange furniture, arrange a trip to the mountains, go to a restaurant with the first paycheck. Visualize the desire by writing it on a piece of paper.
  • Convince yourself that all difficulties are temporary, and the day that began today is simply beautiful, and that it will bring you what you want.

There are some more tips that psychologists and experts give before attending an interview.

Firstly, do not eat breakfast very tightly and with foods that have a strong smell. Give up garlic, Luke, sausages. Control the amount of water you take.

Second, stop yourself alcohol and tobacco. Drinking even the smallest dose can reduce attention, concentration and leave a smell, and a smoked cigarette leaves a fragrance on clothes and an unpleasant state during a conversation. Hide your chewing gum and do not try to appear with it in front of the interviewer.

Thirdly, arriving behind 20 minutes before the start, you will be able to get acquainted with the situation, catch my breath, visit toilet room if necessary and a little repeat material.

Try to ask and be sure to remember the name and patronymic of the interlocutor, so that it is convenient to start and continue a dialogue with him. Disable mobile phone or put it on silent mode, thereby creating a favorable environment for yourself.


5 important and basic stages of how to pass an interview

5. How to behave in an interview - 5 basic rules

Well, let's imagine that the preparation was successful, you woke up on time, set yourself up positively, arrived at the appointed time and even calmed down. What next, how to be at the moment of communication itself, and how to behave at an interview with a potential employer?

Everything here is actually not so difficult, it is enough to remember a few rules.

Rule number 1. smile

This is the easiest way to set the interlocutor to positive . Just be sure to watch your facial expressions. No need to do this by force, such insincere behavior immediately becomes noticeable, and many are also alarmed.

Try to remember some pleasant moment from your life. for instance, baby phrases, a cat falling during a loud noise or a frame of your favorite comedy. Be natural, don't forget to smile.

Rule number 2. Control your voice

A nervous state, previous difficult moments of preparation can give you away at the most crucial moment, leading to a violation of the timbre of your voice. Sometimes the sound is lost altogether, and often turns into a squeaky one, confirming the resulting uncertainty.

Knowing about your problem or even simply anticipating its possible appearance, try to prevent the causes that arise. If it's stressful, then calm yourself, take a special pill and imagine that everything possible has already been done.

And, if this is a fear of public speaking, then rehearse it in front of a mirror, pronounce the words in which you stumble.

Rule number 3. Posture and gestures

In order to look confident and serious, take the following position: both feet are on the floor, hands are on the table, the back is straight, the head is looking at the interlocutor, maintaining eye contact.

It is worth remembering that you can’t take a cheeky pose, scatter yourself on a chair, cross your legs and constantly pull something. Your restless hands will easily give away stressful moments, and besides, they can do harm by ruining a document on the interviewer's desk or breaking his pen.

If you still uncomfortable look a person in the eye, then find a more comfortable place on his face, where you constantly direct your gaze. This may be a point in the forehead or ear. Don't forget gestures.

Of course, a slight movement of the arms in front of oneself cannot do much harm, and the OBE, their constant spread, frequent swings, turns of the body, will create a negative impression.

Rule number 4. Hold your belly

Watch your speech. If a situation arises in which you need to answer a question, do it clearly. After finishing the story, it is better to remain silent than to fill in the gaps with awkward phrases. No need to be nervous, sometimes the employer checks your behavior with such silence.

Rule number 5. Keep the conversation going

In the process of communication, you will need to constantly respond, but even this must be done correctly. If suddenly, for some reason, it was not possible to hear what was said, there is no need to guess, use a simple question: “ Did I understand you correctly?"Do not go too deep, starting your story from the moment of birth. Speak clearly and to the point, trying to express your thoughts correctly. Remember, if the interviewer is interested in any details, he will definitely ask you about them again.

Now the rules of behavior have become clear, but here " What should I say?" and " How to answer correctly?' remains a topic of interest. Create a setting for yourself that you come to potential employer do not ask for a vacancy, but offer your professional skills.

Imagine what you have done business proposal details of which should be discussed at the meeting. Realize that the final decision whether to work here or continue your search is largely up to you.

That is why know how to correctly offer yourself, setting the tone for the conversation. Learn the basics that will help you.

It is worth remembering that even if the final decision regarding your candidacy was made negative then you have experience to work with. Going to the next invitation, you will already understand what the possible mistakes were and will not repeat them.


Basic Interview Questions and Answers - Dialogue Examples

6. Job Interview Questions and Answers - 10 Examples

It should be understood that in the process of communication you can be asked about anything, and you need to be prepared for any situation. Personnel departments, realizing that the candidate can be prepared in advance, act very cunningly without voicing a direct phrase. They can veil the question, build it with other meanings, try to catch you on craftiness, but do not despair, and there are instructions for these methods. Let's try to figure out what interviewers most often want to know about and how to give an answer more correctly, making your impression.

Consider the questions at the interview and the answers to them - 10 most popular questions when applying for a job

Question number 1. What can you tell about yourself?

This is the most frequently asked question in a job interview, which we have already covered and "broken down" earlier. It remains only to add that the interlocutor, most likely, wants to know about your education, personal achievements and professional skills, and he is not interested in the detailed facts of your childhood, youthful love and the number of loans you took out. Don't try lie, speak briefly, but not dry.

Answer:“With over … years of experience, I will tell you why I applied to your company and how I can meet the requirements for a candidate for an open vacancy. I lead an active lifestyle, I have great contact with people, I constantly deal with issues of my own development and self-realization. Still at the institute .... "

Question number 2. What attracts you to work in our company?

In order for the answer to be the most complete, you will need information about the history of the enterprise, the stages of its formation and the specifics of its activities. This is where the knowledge that you give yourself in the process of preparing for an interview will be important.

Forming your own story is also not difficult, just imagine what benefits could enter your life if you could use the services or products of this company.

Imagine a situation in which you plan to find a job in the cosmetics sales department.

Answer:“The use of cosmetics nowadays allows you to most correctly create your own image, giving a feeling of complete self-confidence. That is why its significance cannot be reduced to a minimum. I would like not only to know the secrets of the image in more detail, but also ...... "

Question number 3. What salary would you like to receive?

Everything is simple here, take into account the salary with the bonus that you were given monthly, and add to it 10-15%. It should be understood that an attempt to reduce the average level of wages in the region will speak of your incompetence, and if you name an exorbitant amount, then you will be mistaken for an ambitious specialist who is inflating his own price.

Answer:“To date, the payment for my work was ... rubles. I would like to change my financial situation. Considering your requirements, the amount of work for this position and the overall workload, I believe that this should be reflected in an increase in wages to .... rubles »

Question number 4. You are raising small children, and the vacancy involves an irregular working day, what do you say?

Many employers initially try not to consider candidates in whose families children of school or kindergarten age are growing up. Their logic is simple. If the baby gets sick, then it is necessary to issue sick leave, look for a replacement employee, rearrange schedules and put up with delays.

Sometimes the upcoming work involves business trips, meetings, seminars, extra time, and the manager wants to rely only on an employee who is able to fully devote himself to the labor process.

Answer:“Yes, such circumstances could cause some difficulty for me not so long ago, but today the problem has been completely resolved. In difficult periods, next to the baby will be ... "

Question number 5. What do you think is your main weakness?

In general, the question about the weaknesses of the candidate is very common during the interview. The employer in this case wants not only to hear your real negative traits how much to see how you can present such complex information.

Try to structure your speech in such a way that minuses" could sound like " a plus". Do not list weaknesses, trying to joke inappropriately, in the end, it is better to pick up such insignificant moments that would not spoil the overall impression in the end.

Answer:“Because of my professionalism, I very often have to be distracted to help my colleagues at work, this one wastes personal time, but I cannot refuse. In addition, the performance of my official duties is essential for me, so sometimes I have to stay after the working day to complete my undertakings.

Question number 6. Why did you leave your previous job?

There is no single correct answer here. Everyone speculates it himself, depending on the circumstances. Communicating about this, the interlocutor wants to hear not so much the true reason as to understand whether you are ready to stay in the indicated vacancy and continue your work for many years.

After all, even the very fact of your dismissal and the search for a new job already speaks of the possibility of leaving this company for the sake of other prospects. The most incorrect answer would be the desire to talk about a bad boss, difficult relationships with colleagues, non-compliance with working conditions, and even more so, not the solidity of the organization. Even if this was the case, choose a more loyal reason that does not bring you negative points for the answer as a result.

By the way, an expression like: I was not satisfied with the salary, I wanted more, so I quit” can tell you about your motivation based on money and potential dismissal if a better offer arises. What will be the result losing the moment of the interview. It is best to indicate household, neutral factors with whom difficulties arose in the normal rhythm of life.

Answer:“Unfortunately, the company's office has changed its location, and getting there has become very inconvenient. I am now forced to spend great amount time on the road, but you can devote it labor processes". By the way, you could also move, having bought a house not so long ago.

Another common answer concerns the possibility of self-development. In this case answer sounds like this: “I worked for a very long time in a regional level company, where I managed to acquire the necessary experience and skills, now, trying to develop further, I am quite ready to try my hand at a larger organization»

Question number 7. Are you ready to evolve and where do you see yourself in 5 years?

First of all, the interviewer wants to hear about the desire of a potential employee to stay in the company, even after such a long period, and secondly, it will be important to understand that you are ready for self-development and career growth.

No need to attribute important achievements to yourself and reach for powerful peaks, especially voicing positions. It is enough to show your desire to change, to achieve more, but only within the framework of the organization in which you are trying to find a job.

Answer:“I would like to be active in your company, but in a higher position by then.”

Question number 8. Were there any conflicts at your previous place of work?

Such a formulation of the question is considered tricky, because the employee of the personnel department tries to understand your candidacy as accurately as possible, trying it on an already existing team.

Certainly, gross mistake there will be a desire to tell how you did not get along with your superiors, why you were loaded with work and how hard the work day was. But, and gross flattery in favor of the fact that everything was fine, namely, you were considered the soul of the company, will raise doubts, forcing you to think again.

Try to set yourself up in a serious way so that the words you speak seem firm and convincing.

Answer:“Yes, of course, such moments in the work cannot be avoided. But I set tasks for myself, the priority of which is the solution, and complex conflict situations that arise in this process are resolved by searching for the truth. First of all, it is important for me to set up the interlocutor in a positive way, so I try not to resort to aggravating the existing situation.

Question number 9. Who can I contact for feedback on your work?

Such a question presupposes the existence of contacts, in which case it is better to provide them than to refuse, inventing new reasons. Even if it so happened that you left your previous place of work, slamming the door hard, and relations with your boss cannot be restored, you need to look for ways out.

The most correct would be to give the number of your former colleague with whom you have kept in touch. Present him as a leading specialist, even if he was on the same parallel with you. Call him an informal leader capable of managing the entire team.

Perhaps this call simply will not follow, but your part of the duties will remain fulfilled.

Answer:“Yes, of course, I will leave you a contact, and you can make a call at any time during the working day.”

Question number 10. Do you have any questions? What questions to ask in a job interview?

Even if during the conversation you understood all the points that were mentioned, it is important to prepare in advance those questions that could additionally interest you.

Answer:“I really want to work in your company and I am absolutely sure that I will cope with the proposed duties. However, I would like to know if additional steps recruitment?"

In general, the list of topics and issues discussed with you can be much longer and more voluminous. It should be understood that not always the person talking to you can be correct. Sometimes you can hear questions related to personal life, related to marital status and even political views.

In any case, it is important for you to try to give a more loyal answer without showing your emotions, and even more so the state of stress. Most likely, such topics are raised in order to determine your maximum compliance with an open vacancy.


Selling technique - How to sell a pen in an interview

7. Case - "How to sell a pen at an interview?"

This is the most common way to test a person for real definition of his abilities . Sometimes it seems that there is nothing difficult in making such a deal, because we regularly visit stores, go to the market and make a lot of purchases. Therefore, such a task seems simple and easy to perform.

Really try to do this right, so that your interlocutor wants to get money and give it for the simplest writing instrument. And you will understand that this is a whole art.

Execution given task can be carried out both traditional and unconventional ways. It all depends on the personality of the person sitting in front of you.

If this is a strict serious employee, then the method you choose should be business , but if the main quality of a person is creativity , there are many more sales options.

It is worth remembering a few rules that will become assistants in both cases.

  1. Ask for 1-2 minutes to prepare. There is no need to rush here, it is important to just focus. It is normal practice for a transaction to take a little time in advance.
  2. Inspect the product and try to study it as correctly as possible. Find the positive qualities and benefits of this pen.
  3. Identify your customer's needs. Determine what will become a priority in buying for such a person. maybe it's the uniqueness of the brand or a common need for writing.
  4. Try to be truthful, do not exaggerate the cost of the item and its basic qualities.
  5. Try to maintain eye contact at all times, so it will be easier to establish a connection and make a sale.
  6. Work with related products. If you managed to sell a pen, offer a notebook, spare paste or plain paper for it. This will allow you to become visible among other candidates.

The traditional way Selling a pen involves several steps that are easy to follow just by remembering them.

Step 1. Introduction

You need to say hello, introduce yourself and clarify how best to contact potential buyer. A properly worded speech would look something like this: “Good afternoon, my name is ..., I am a representative of the company .... How can I contact you"?

Step 2 Identification of needs

To do this, ask the right questions and formulate them in such a positive way that the dialogue can be continued further. For example: “I have a unique offer for you, can I ask questions? ..., how often do you have to work with documents, writing down the necessary information in your organizer?

Step 3. Pen Presentation

After the needs are identified, try to correctly offer this product, paying special attention to the benefits that the interlocutor receives when buying. In other words: "Thank you ..., given what you said, I would like to suggest a pen that will help you most quickly write down important information at any time" or "... a stylish pen that can emphasize your status as a business person."

Step 4. Objections

Of course, it is likely that your interviewer will object. In his case, this is justified by an attempt to fully reveal your abilities. For example: "Thank you very much, but I already have a beautiful pen, everything suits me in it."

Step 5: Defining Additional Arguments

Here you will need those qualities of the product that you studied in 2 minutes of preparation. Now your task is to offer him special conditions that will no longer allow him to refuse the upcoming deal. It looks like this: “Purchasing this inexpensive pen, you will receive a special gift card that will allow you to buy other goods at reduced prices” or “Only 3 pens left at a price of ... rubles, the next batch, I assure you, will be already more expensive.”

Step 6: Close the sale with a related product

Offer an additional copy or tell us that there are notebooks, spare pastes, other colors. For example: “Today, every customer gets the opportunity to purchase a unique pencil with an eraser if they have a pen” or “You only need one pen or maybe you can take the remaining 3, because the holidays are coming, and this will be a unique present for your colleagues.”

Step 7. Farewell

Thank the buyer for the purchased product and try to establish contact for the possibility of your future meetings. It is done like this: “Thank you very much ...., I am sure that you made the right choice. I will definitely contact you for the opportunity to make other unique offers. See you soon"!

For unconventional sales it is important that your buyer has sense of humor or share of creativity .

First, take the pen for yourself and ask your interlocutor for an autograph. Naturally, he will answer you: “But I have nothing,” so offer him to buy what is so necessary now.

Second, ask the question And you yourself, for example, could sell it". They will answer you: “Of course, no doubt, only the pen itself is not available now.” Now boldly say: I'm ready to sell you a pen, just show me a master class and complete the deal.

And, thirdly, the most cardinal option. Take the pen and go out the door. Naturally, you will be asked to return and hand over the item. Answer: " Can't sell, able to sell". Worth repeating again. Such methods only work when you have a person with a sense of humor in front of you.

9. Video examples of how to successfully pass an interview

Video 1. Interview questions

Video 2. How to succeed in an interview

Video 3. How to interview for a sales manager position

8. Conclusion

No matter how difficult the upcoming interview may seem to you, you should not be afraid in advance, let alone refuse it. Learn all the tips, work on yourself and try to solve this problem in the most successful way.

Now, after reading this article, you should have a certain scenario of actions and answers to the questions: “ How to behave in a job interview?», « How to sell a pen in an interview?”, etc., becomes clear.

An interview is a responsible event, both for the applicant and for the head of the company: the first one needs a job, and the second one needs a good employee. How the interview will be conducted and what questions the applicant will hear depends on the vacancy for which position there is in the organization. Let's take a look at how an interview for a managerial position works.

Getting ready for an interview

Of course, every applicant, before going to an interview, tries to prepare as best as possible for it. And rightly so, because it is there that you can make a good impression on the manager and show your merits and qualities that the company needs so much.

When an organization considers candidates for a managerial position, the most outstanding of them are taken into account. Each position requires certain skills and abilities. But this is not enough for a candidate for the position of a manager, because, in addition, he must also show what personal qualities, experience and achievements he possesses.

When conducting an interview for a managerial position, the manager will want to thoroughly study the applicant from all sides. He will be asked all sorts of questions that may affect several areas. Special attention given to:

  • intellect;
  • leadership qualities;
  • innovative thinking;
  • influence;
  • opinions and opinions;
  • commercial savvy;
  • strategic vision;
  • attraction of resources from outside;
  • performance;
  • ability to build relationships with third parties;
  • the ability to interest and manage relationships;
  • experience in the international field.

An applicant who wants to take a leadership position must be well prepared. He needs to know the answer to each of the listed items. In addition, you should not bring theoretical knowledge, here you should talk about practice, personal experience.

As a rule, the interview goes as follows: first, the employer must talk about the position itself, responsibilities, possible prospects and career growth. Clarifies details and details. Further, the applicant can already ask the manager or employer questions of interest to him. Here we clarify: the candidate not only can, but must ask them! If the applicant does not have any questions during a conversation with the manager, then he looks absolutely not interested in the work. It is not necessary to prepare a whole list of counter questions, it is quite enough to ask about three or four.

Do not forget that the interview is conducted in order to get to know the candidates as best as possible, "probing" them, to test their abilities and qualities. After you have been offered a vacant position, you can ask all your questions.

Sometimes the interview begins with the request of the employer to the candidate to tell about his position in life, goals, plans for the future, difficulties and prospects. Answers should be comprehensive and clear, so you should prepare answers to them in advance.

Questions to ask in an interview for a managerial position


In addition to the standard interview questions for all (tell us about yourself, the company, your positive and negative sides, etc.), it is acceptable to ask questions that are typical for future leaders. These include:

  • What leadership qualities do you have?
  • Tell us about your past professional mistakes and the lessons learned from them?
  • Can you influence employees?

In addition, the manager may invite the applicant to present a specific situation and ask him to find a way out of it. Since the purpose of the interview is to find a leader, the following question is quite possible: “What qualities should a great leader have?” Your task is to list them.

Most importantly, remember that in order to competently manage personnel, the manager must have the following qualities:

  • self-confidence;
  • courage;
  • worldview;
  • communication skills;
  • tendency to introspection;
  • the ability to create a cohesive team and manage it;
  • the ability to support their subordinates.

It is these qualities a good leader should be highlighted in response to the question. Of course, when talking with a manager or leader, you should not breed demagoguery. By doing this, you will only tire the interlocutor and appear in the form of a talker. But the “bare” facts of your life and experience will also be inappropriate, because the applicant for a leadership position must be able to speak competently and beautifully, observing the golden mean.

Taking an example from personal experience, tell us about how you were able to get out of this situation, what tasks you solved, what results you achieved. Keep the sequence in your story. But you should not constantly "Yakat". You may seem like an upstart boss, which you absolutely do not need.

How to answer the manager's questions correctly?

So, you came to the interview because you want to take the vacant position of the head. An employer is sitting in front of you, and your further career depends on how you prove yourself. But how to build a dialogue and answer the questions of the employer?

First, listen carefully to the interlocutor, do not be distracted by extraneous thoughts. After hearing the question, quickly analyze: what does the employer want to hear from you? If suddenly you did not understand something in the question or did not hear it, ask again. It will be better than an incomprehensible or incorrect answer.

Secondly, remember that the answers must be well-structured. They must have a beginning, a middle and, accordingly, an end. First, briefly describe the situation, the problem that has arisen. Then, mention the tasks you set for yourself to solve the problem.

In the middle of the answer, it is worth talking about the problems that you had to face in this situation, and how exactly you solved them. At the end, draw conclusions, describe the indicators by which you measure your success.

Try to prove to the employer that you are always result-oriented in your work.

Qualities for hiring


What qualities should an applicant have? Of course, each employer sets for itself certain criteria for selecting candidates. But there are those qualities that a candidate needs in any interview:

  • Confidence in your strength;
  • neat appearance;
  • work experience and professionalism;
  • letters of recommendation;
  • demeanor;
  • sociability.

In addition to these qualities that are standard for all applicants, there are those that every leader should possess, namely:

  • ability to manage, organize the work of the team;
  • ability to work in a team;
  • be the initiator, go for the result;
  • be able to handle multiple tasks at the same time;
  • with all responsibility and seriousness, have a good sense of humor.

Study well and remember the listed qualities before you go to work with an employer. But what if the applicant believes that he does not have all these qualities at all? Resign from a leadership position? Not at all. Very often we are able to show certain virtues and opportunities directly during work. You just need to remember these characteristics and strive for them. That's when you're sure to succeed!

Rules of etiquette: hiring

Today's realities of the labor market, on the one hand, inspire us that there are more than enough specialists in the field of sales who are looking for work, on the other hand, a considerable proportion of these specialists, unfortunately, are not effective “salespeople”. How to assess the competencies of a sales manager at the interview stage so as not to make a mistake when hiring a key specialist?

Let's look at the main criteria that should be carefully evaluated when deciding whether to hire a sales specialist.

The logic of building a career

Even at the stage of evaluating a resume, it is necessary to analyze the professional experience of the candidate. If a candidate moved from sales to process activities (financial management, engineering, technical support, etc.), it is quite possible that his “salesperson” competencies are very lame, or he is not motivated enough to work in sales, or, perhaps, process oriented, which is unacceptable for a successful sales manager. It is necessary to find out the reasons for such a dramatic change in his career and draw the right conclusions.

It is also necessary to evaluate the dynamics of the candidate's career growth in accordance with age. If a candidate is over 40, and in his professional experience there are only positions of specialist managers, without managerial functions, it is worth considering: why did the candidate not reach a higher career level? Either he did not strive for career growth due to fear of responsibility, or his professional achievements were not noted by the management, or he did not have enough managerial qualities. It cannot be ruled out that the candidate is only interested in sales, and he deliberately did not switch to more high level. The last reason should not be confused with the rigidity of the candidate, the fear of leaving the "comfort zone" - these are already negative signals when evaluating a candidate.

Frequency of transfers from Company to Company

For a sales manager, in my opinion, a discount should be made when assessing his stability in terms of choosing an employer. As a rule, a good "salesperson" is motivated by money, but, unfortunately, the motivation system for the sales department is not always transparent, understandable and fair. In conditions of inadequate motivation, the sales manager “burns out”, as a rule, after a year of work. Others are possible objective reasons change of employer, so it is important to thoroughly find out why the candidate changed jobs.

It happens that candidates are cunning, not voicing the real reasons for leaving, it is quite difficult to check this. Therefore, it is important to create a trusting atmosphere during the interview. It is not a fact that even after that the candidate will talk about everything in good faith, but the chances that he will be more open will increase significantly.

Presentation Skills

This issue requires careful and comprehensive consideration. On the one hand, if a candidate can correctly position himself, of course, it is a plus. But you need to understand that the candidate could simply carefully prepare for the interview, or visit a sufficient number of them before coming to you. In this case, an experienced recruiter will hear “learned phrases”, they, as a rule, are difficult to integrate into the structure of the narrative if the interview is conducted competently by the recruiter.

On the other hand, we must not forget that an interview is usually stressful for a candidate, in this regard, he cannot always show off a bright self-presentation.

Therefore, in the process of the candidate's answers, to a greater extent, attention should be paid to the structure and sequence of the narrative.

Numerous digressions, avoidance of answers, the manner of answering a question with a question, an overly long story full of numerous details should be considered as negative factors.

Company Level

This evaluation criterion should be considered in three directions:

  • The number of the Company.

If the candidate worked in small organizations, it will be difficult for him to integrate into a large structure, since the level of communications, approvals and time frames in solving certain problems differ significantly.

  • client level.

DMP (decision makers) on different levels- different. If a manager concludes a deal for a million rubles, one circle of people communicates with him, if for 30 million - a circle of people, firstly, it expands, and secondly, the level of negotiations becomes more complicated. As a rule, large organizations are focused on tangible financial results and attracting large key customers, so the “salespeople” are stronger and more experienced there.

Of course, there are exceptions, in which case it is necessary to analyze the sales volume of a candidate within a particular Company.

  • Company mentality.

Yes, there is such a concept, it includes corporate culture, Company policy, leadership style, workplace organization.

For example, if a previous employer had an "office" system, it will be difficult for a candidate to adapt to the "open-space" format. Or, for example, if the candidate previously had a democratic leader, it will be almost impossible for him to adopt an authoritarian leadership style.

Recently, I interviewed a candidate who left a large construction company due to the constant presence of profanity in communication between colleagues.

Here it is important to provide an opportunity for the candidate to assess his strength: whether he will be able to reorganize and accept the "rules of the game" of the new employer. The main thing is to announce all the nuances to the candidate “at the entrance” so that there are no unpleasant surprises for him after he becomes an employee of the Company.

Adequate self-esteem

Basically, this criterion is expressed in the cost of the candidate, in the level of his salary expectations. If a sales manager wants to earn 35 thousand rubles, then this is not a sales manager. If a sales manager expects a monthly financial reward of 300 thousand rubles, this is either a good sales manager or an inadequate person.

How do you know if a candidate's self-assessment is adequate? It is important to find out two things:

1. How much the candidate earned at the previous job.

Perhaps his income was close to the amount indicated in his resume, then there are no questions, everything is quite understandable. Again: if the candidate does not embellish reality.

2. Whatever "fix" would be comfortable for him.

If a candidate names a salary that is close to his expected income level, this is a bad indicator. Any sales manager wants to earn, so he will tie his income to a percentage of sales. Of course, a low level of a fixed amount is not good, but in the interview process it is important to understand whether the candidate is salary-oriented or ready to tie his financial reward to the results achieved.

It is worth noting the following negative factor when evaluating a candidate: if a candidate announces the amount of his monthly expenses, this may indicate his infantilism and passive life position.

Confidence in your strength

A successful "salesperson" is full of self-confidence. He sold, sells and will continue to sell, as a rule, he does not have a negative sales experience, he is ready to cope with any non-standard situation, his luggage has everything that is necessary for effective sales.

A real "salesperson" will never prepare for failure in advance. This can be understood from the questions he asks. If they are of an organizational nature or relate to the specifics of the product, you can breathe freely: the candidate does not feel fear of the sales process itself.

An insecure candidate asks "guaranteeing" questions. He asks you if the customer base is provided, is it necessary to make “cold calls”, what will happen if he does not sell, who will teach him the specifics of selling this product - this means that he is either not quite competent or has a negative sales experience, and more precisely, "non-sales".

In short, if the candidate's questions boil down to external factors and possible failures - it is unlikely that a true seller is sitting in front of you.

Professional passion

Ask the candidate to talk about the most difficult transaction in his professional experience. He will talk about it in an interesting, “delicious” way, his eyes will burn, remembering the recent victory.

Another gambling seller, with a competent construction of a conversation on the part of the recruiter, he will begin to voice possible options search for customers, potential markets, ask about competitors.

Mixed reference

As we all know, internal reference is important for leaders, external for performers. For a sales manager, a “skew” in one direction or another threatens negative consequences for sales. If the reference is internal, he may not have enough flexibility when interacting with the client, it will not always be easy for him to make management decisions. If an external reference prevails, he will not be able to "squeeze" the client, he will follow his lead, he will not be able to express his position or enter into a constructive discussion.

Need golden mean. If, nevertheless, a “skew” is traced, it is allowed towards the internal reference. People with an internal reference, as a rule, have leadership qualities, the ability to defend their own position, they are charismatic, stubborn and efficient. All of the above qualities for a successful sales manager are decisive.

Sales specifics

It should be clarified to what extent the candidate's professional experience will fit into the specifics of the new Company.

If a candidate worked in consulting, it is not certain that he will be able to effectively sell engineering equipment. And vice versa. A product and a service are psychologically different things. Both for the client and for the sales manager. Quite often in the summary of candidates there are organizations with different areas of activity. V this case the risks of inefficient work in a new place are significantly reduced.

Or, if the candidate built distribution, it will be difficult for him to carry out direct sales, since the specifics are significantly different.

You can also note candidates with experience in FMCG (sales representatives working in the "fields"): the level of negotiations in this market is usually quite low.

B2B and B2C sales should not be strictly divided into levels of complexity: interaction with customers is at a decent level, in both areas there is an active search for customers, in addition, B2C sales have a relatively recent history, so the share of work in B2C sales in candidates’ resumes is usually , is small.

Cycle, dynamics and sales volumes

There is a different sales cycle, different sales dynamics and, of course, different sales volumes. All these indicators should be clarified and analyzed at the interview.

For example, in companies providing certification services, the sales cycle can be from 1 to 3 years, from negotiation to payment by the client.

A manager who knows how to lead a long sales cycle will easily cope with a short cycle, but on the contrary, it can be more difficult.

In transport companies, the sales dynamics for the first six months is not high: the client “tryes” the contractor to meet the deadlines, the safety of goods, and only after that begins full-fledged cooperation and gives tangible volumes.

The dynamics of sales should be taken into account to a greater extent during the period of adaptation of the sales manager: you should not set ambitious sales plans from the first month. Sales dynamics have little effect on professional experience.

Sales volumes need no explanation, I think, but it's important to understand that if your Company has millions in transactions, the decision to hire an employee with experience in selling low-value products and services is ill-advised.

Firstly, it is psychologically difficult to operate with large sums out of habit.

Secondly, Let me remind you once again about the level of negotiations: depending on how much the client is ready to part with, the circle of decision-makers changes dramatically and the level of negotiations, respectively, too.

Motivators

The main motivator of a good “salesperson” is money.

We can talk as much as we want about interesting tasks, career prospects, etc.: the sales manager wants to make money.

He is ready to give all the best, stay after work, go on business trips, bring results, but for this he will expect a decent financial reward.

Therefore, it is very important that the Company has an adequate, transparent and understandable motivation system for sales managers.

There are examples when key sales people left the Company because they reached the financial "ceiling": they bring large clients, and their level of payment remains the same, because the motivation system has a number of conscious or unconscious flaws.

On the other hand, there are examples of financial managers reaching a "comfort zone" - a certain psychological "maximum", which is enough for them to have a completely comfortable existence. Such managers, consciously or unconsciously, reduce their activity, switch to process actions and become less effective.

The "ceiling" prevents strong "salespeople", "comfort zones" reach the "average".

Analyze the situation in the sales department and decide what motivation will work for you.

Result Oriented

There is nothing scarier than a process-oriented salesperson. They are guided by the principle “if something is done, something will happen”.

They cold-call honestly, often more so than high-performance managers; send commercial offers, analyze the customer base, monitor competitors, write reports.

Such managers, as a rule, have a sufficient number of intermediate results: the client ordered a trial batch, the client requested commercial proposal etc. But, most likely, intermediate results will remain intermediate. The effectiveness of such a specialist will be spontaneous, he will lose customers and disrupt deals, and all because he is not focused on results.

How to identify a successful manager?

Result-oriented sales managers communicate results in measurable terms. They name numbers, terms, perfectly remember their clients, sometimes they know more about them than necessary: ​​what kind of cognac Ivan Ivanovich likes, what breed is Svetlana Petrovna's favorite dog, when is the birthday of Serafima Sergeevna's daughter.

Process-oriented specialists, respectively, will describe the process: “walked, called, sent”, etc.

Decency

If a candidate for a "sales manager" vacancy solemnly declares to you that he has a customer base - do not rush to rejoice. This speaks primarily of his dishonesty in relation to past employers. Was he selling the Company's services, not his own? And when he left, he “captured” a portfolio of clients with him. We all have a certain pattern of behavior in certain situations. Think about it: are you facing the same fate that befell his past employer?

Transitions from competitors to competitors should not be evaluated positively either. Such an employee is a risk factor for your Company in terms of maintaining confidential information and customer base.

A number of Companies have already abandoned the practice of "poaching" sales specialists, primarily for security reasons, but also for the purpose of observing business ethics.

Effective use of sales tools

  • Managers with the position of "aspiration".
  • Managers with a position of "avoidance".

How to find the position of a sales manager?

Ask them one simple question: “Do you think cold calling works?”

Managers with an attitude of "aspiration" will always answer that "cold" calls work.

They will ask clarifying questions about delivery times, terms for agreeing contracts - in a word, they will focus on quality, efficiency and the level of interaction between selling and providing departments so that nothing prevents them from selling and there are no problems with customer satisfaction. They will also be interested in whether they will need to deal with the subsequent management of the attracted client.

They save their time and work for the result, without referring to external circumstances.

Managers with the “avoidance” position will say that “cold calls” are the last century, they will ask in detail about discounts, installments, possible problems in interaction with the client.

It is important to be able to determine the position of "avoidance" in the candidate. For such managers, difficulties are demotivating. Prices for products have risen, negotiations have failed, the client has become rude, and his hands are already falling, the manager sighs and complains about injustice, while often taking an accusatory position.

The position of avoidance is manifested in the candidate's concentration on negative experience, in voicing external circumstances that prevented him from performing certain tasks.

Thank you for your attention,

Good luck to you and the right people!

After reading this article, you will be able to select employees who will not shift responsibility to others, see the true motives of the candidate hidden behind lofty words, find a leader who will manage harshly but fairly.

Correcting the shortcomings of mankind is not your task. If you hope to change your life partner over time, it's best not to get married. This also applies to work: do not hire people who will have to be redone. Keep interviewing until a worthy candidate appears. In the article we will consider sales manager interview questions to help you find the right candidate.

Interview tests prepared by the editors of the Commercial Director magazine will help determine the key character traits of your candidate.

MDMQ test, which in 10 minutes will show how a person will act in a difficult situation

Finding real talent takes effort. For example, the giants Google and Microsoft conduct unusual interviews for this. Applicants are asked few questions, but they are “with a twist”.

So, at Google, candidates are asked:

  • "How many golf balls will fit on a school bus?"
  • “You have been reduced to the size of a coin. Your mass has been proportionally reduced, but you have retained the original density. Then you were thrown into an empty blender. The blades will start moving after 60 seconds. What will you do?"
  • “How much does it cost to clean every single window in Seattle?”

Microsoft asks questions like this:

  • "Why is the manhole cover round?"
  • “You have an opaque box with three light bulbs in it. Switches outside. How do you determine which switch corresponds to which bulb, if the box can be opened once - and only after all the switches are locked in position?
  • "How to check the work of the salt shaker?"

It is not the answers that are of interest to employers, but the candidate's way of thinking and his reasoning. Domestic leaders do not lag behind Western colleagues and give applicants a real shake-up.

  • Interview rules: recipes for competent self-presentation

What interview questions will help determine the benefit of a sales manager in advance

At Splat, the interview questions are: “What can you teach us?” and “Who is your authority?”. Open-ended interview questions give a prospective sales manager an opportunity to show their true colors. Any answers are interesting, the main thing is to see how a person thinks. Someone answers that it will help to learn MS Excel, and someone - that it will teach you to see beauty or unite people. The answers to the question about authorities are also evaluated. It can be parents, someone close, a friend, famous person etc. It is important that there is such a person. The absence of authorities speaks of narrowness of views, unwillingness to think and learn broadly, or pride.

11 interview questions you should ask at least once in your life

Elon Musk, Jeff Bezos, Reed Hoffman and other executives from the world's most famous companies are asking out-of-the-box interview questions to see how candidates think and deal with problems in real time. Some questions may seem strange to you, but they really work.

Download the list of non-standard interview questions in the article of the electronic magazine "Commercial Director".

How to check the honesty of a candidate in an interview

At interviews at the Glinopererabotka company, candidates are checked for honesty. They ask one question for this: “You have plans for the evening - you are going to go somewhere with your family (with a girl, a young man). But you get an urgent task, because of which you will have to stay at work. Personal plans will have to be cancelled. How will you do it? There is no single correct answer - the main thing is that it be honest and reasoned. Falsehood is always felt. Sometimes they also ask: “You are faced with unfair reproaches from the leadership against you. How will you react? The answer is evaluated in the same way as the first one.

  • 6 tricky interview questions that will take you by surprise

How to find out if a person is ready to look for solutions

There are people who blame everyone around them, but not themselves. This habit also shows up at work. For example, the Aibolit Plus company faced the following situation: one of the candidates, having decided to prove herself, began to criticize the organization's strategy and approaches to work. She stated that the Moscow company has nothing to do in the region. At the same time, she did not give arguments, although she was asked why she thought so and what she would advise. The conclusion is this: the applicant saw only the bad, but did not offer options on how to do better. This suggests that a person will always find reasons why the plan is not fulfilled, the branch does not develop. Such an employee should not be hired.

How to understand the mind of the applicant

In work, it matters how smoothly and logically people express their thoughts. Communication skills and clarity of presentation are especially important in sales. Often the outcome of the transaction depends on the ability to speak. In order to assess such skills, the Barcelona company asks applicants to write an essay on any topic. Written speech shows the ability to think structurally, designate and develop an idea, and support it with arguments. If a person writes in this style, then he works the same way: he sets a goal, highlights the stages and consistently moves forward.

The written test is the key to a person's character. If the candidate claims that he is a responsible employee and an expert in his field, and skips elementary commas, this is an indicator. Negligence in a letter will sooner or later manifest itself in a negligent attitude to one's duties.

How to test a candidate's leadership qualities in an interview

In the company "Glinopererabotka" to evaluate candidates for a managerial position, they ask the question: "The subordinate did not complete the task on time. Your actions?". If the answer “I will do it myself in the interests of the company” follows, they refuse to cooperate with such an applicant. At the same time, it does not matter what he adds to what was said (for example, he promises to punish the employee). The leader should not perform the duties of subordinates.

To understand how tough a person came to the company, they ask: “The subordinate was rude to you. How will you do it? If the candidate says: “I will educate, explain that the rude person did wrong,” he is cut off. The following response is expected from a potential leader: “I will severely stop it, I will impose a penalty, and if it happens again, I will fire you.” There is no place for liberalism in production.

  • Leadership Development: Ways to Change Your Mind

Interview questions to test the self-esteem of a sales manager

HR managers ask applicants to name three of their shortcomings. Candidates talk about perfectionism, excessive demands on themselves and others, about a large proportion of the time they devote to work to the detriment of their personal lives, etc. These are formulaic phrases that do not correspond to reality. The BBDO Group is asking people to tell us about two personal growth trainings and two professional trainings they would like to attend, given an unlimited budget and time. Answer shows weaknesses potential employee and the desire to develop. For example, if the applicant names trainings on time management, then he has problems with self-organization.

Four non-standard questions and two tasks at the interview

"If you could be any superhero, who would you choose?" The answer will allow you to understand what qualities a person considers the most important and valuable.

"Design graphically your professionalism." Draw a square and explain what it is professional field". Say that a person who has mastered the profession by 100% fills the entire square. Ask to paint over a proportion of the figure that corresponds to the professional level of the candidate. Usually no one will shade the square completely. Then ask why the part was not painted over, and the person will talk about his shortcomings.

"Which main reason pushes you to change? Choosing a new job, a person wants to change something in life, and perhaps in a working environment or in relationships with people. This way you will know what the candidate's priorities and motivation are.

“If I call your former boss, what will he say about you?” Answering this question at the interview, the applicant for the position of sales manager should look at himself from the outside. In addition, he will have to name the reason for the change of job.

“In three sentences, explain to your eight-year-old nephew what a database is.” Instead of "database", you can take another term related to the work of the candidate. How quickly and clearly a person explains the essence to the uninitiated will help to assess professionalism.

How will you become part of our team? A new employee requires attention, because he still does not know much about the technology of working in a company. To do everything right, you will have to interact with the team, which will explain something, give advice, and help. The answer to this question will show whether the candidate thinks about it, whether he understands how his behavior in the first months will affect further relationships with colleagues.

According to the magazine "General Director"

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