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SALES SITUATIONAL INTERVIEW QUESTIONS

Situation interview questions are commonly used in medical and pharmaceutical sales interviews but are increasingly common with top-tier companies in other industries.  Below is common questions and the way to approach them.
  1. What separates you from the rest of your sales team?
  2. Give me an example of a time when you had to persuade a prospect to buy from you over your competition.
  3. Give me an example of a goal you set for yourself in the past and the steps you took to achieve it.
  4. Give me an example of a creative way you closed a sale.
  5. What types of things do you do to increase your overall effectiveness on the job?
  6. Tell me about a time when you worked really hard for something and you did not achieve your goal.
  7. What obstacles get in your way at work and what do you do to overcome them?
  8. Can you give me a specific time you had to deal with a disgruntled customer?
  9. Give me an example of a time you went above and beyond the call of duty?
  10. Describe a typical day at work.
  11. Describe a typical sales call.
  12. Why did you leave your previous position?
  13. Describe your ideal position.
  14. What would you bring to my company?
In addition to preparing for situational interview questions, be prepared to role-play a sales call! Make sure you cover all the steps of the sales cycle.
  1. Build rapport
  2. Probe for Needs
  3. Sell to the needs of the prospect
  4. Trial Close
  5. Overcome objections
  6. Close
The best way to answer situational interview questions is to give specific examples and follow the SAR model.  SAR stands for Situation, Action and Result.  For example, with the question "What separates you from the rest of your sales team?" give a specific example of something that you do.