The primary responsibility of a field sales representative is to close sales for the company. The goal of this question is to understand the process the candidate executes when finalising a sale. What to look for in an answer:

• Ability to actively listen to a customer's needs and expectations
• Communication skills to present the best product solution
• Willingness to ask the customer for the sale

'I approach a customer to close a sale once they have all the information they need to make an informed purchase. I ask them if they have any additional questions and work promptly to get them any answers they need. After that, I ask them if they're ready to make a purchase. If they answer yes, I begin to process their sale. If they answer no, I see if I can assist them in any other ways, making their decision process easier.'

A field sales representative position can be competitive. The goal of this question is to determine what areas the candidate may find difficult. What to look for in an answer:

• Ability to communicate clearly their thoughts and ideas
• Willingness to be vulnerable by sharing a difficulty
• Understanding the role of a sales representative and the challenges they may face

'Although I love working in a sales position, the one area that I find most challenging is when I have faced a hostile customer. Sometimes they have had a negative experience or have a preconceived idea about the company or product. It is then my job to uncover the underlying issue and help them through the process to see that the company can support their business goals.'

The goal of this question is to determine the candidate's level of basic business analysis concepts, such as SWOT analysis, that they may need to perform for their territory or sales projections. What to look for in an answer:

• Understanding of business analysis models
• Critical thinking skills to assess available opportunities
• Communication skills to present complex ideas in an easy-to-understand format

'In my previous position with DXL Sales, they required me to complete a business analysis of my sales territory every six months. Although not a formal SWOT analysis, it focused on many of the same aspects, such as strengths and weaknesses. I then used the analysis to complete my projections.'

Along with sales, increasing brand awareness is typically a primary responsibility for a field sales representative. The goal of this question is to evaluate the candidate's level of creative thinking to find new opportunities. What to look for in an answer:

• Willingness to think outside the norm to find new opportunities for increasing brand awareness
• Interpersonal skills to work in a team to implement new ideas
• Communication skills to persuade others to try something new

'I love finding new opportunities to enhance brand awareness in my territory. In my previous position, I worked with our in-house marketing department to create an entire suite of promotional advertising that I could leave behind with all of my customers. If the end consumer had better brand awareness, then my customer was happier by selling more.'

Depending on the role and industry, you may require formal education for the position. The goal of this question is to determine what education a candidate has that would prepare them for the job. What to look for in an answer:

• Technical skills and training specific to the role requirements or industry
• Understanding of business processes and best practices
• Ability to translate formal training into real-life situations

'My educational background provided me with the technical understanding of computers and electronics that are critical to this industry. I loved learning how to build a computer from the ground up. But besides the technical skills I developed, university also taught me discipline and determination and how to be a lifelong learner.'

Regardless of the industry or product, a field sales representative needs to know current trends, advances in the industry, and competitor's products. The goal of this question is to determine how the candidate stays current on advances within a specific industry. What to look for in an answer:

• Ability to stay educated and connected within the industry
• Accountability for their professional development
• Willingness to research competitors and other products

'Since the computer technology industry advances so quickly, I am a member of several online communities that focus on upcoming trends and research. I also am a member of a professional association that sends out a monthly magazine.'

A field sales representative needs to provide excellent customer service in order to create loyal customers. The goal of this question is to determine how the candidate creates a positive experience for their customers to encourage repeat sales. What to look for in an answer:

• Ability to provide an exceptional sales experience for customers
• Communication skills to understand the customer's needs and wants
• Interpersonal skills to provide a genuine connection with others

'In my previous positions, I created many loyal customers through my ability to treat each person as a unique individual. I listened genuinely to their needs and wants. By actively listening, I then could recommend the perfect product that met their expectations.'

Resistance is a natural part of the buying process. The goal of this question is to evaluate how the candidate handles adversity and customer objections. What to look for in an answer:

• Strong communication skills, including active listening, to understand why a customer is resistant
• Critical and creative thinking to provide unique options
• Willingness to remain patient and persistent

'I once had a customer in my territory who was a user of our competitor's products. I was respectful of their time and always made an appointment. I continued to ask questions and listen to what they liked about the competition. I was persistent and determined to get their business, so I continued to provide value.'

Helping customers to reach their business goals is often the responsibility of a field sales representative. The goal of this question is to determine the candidate's level of business knowledge and communication skills. What to look for in an answer:

• Understanding of business concepts, such as profit and loss, gross margin and strategic planning
• Communication skills to conduct a business needs analysis
• Critical thinking and problem-solving skills

'One of the first formal meetings I hold with a new customer is a business needs analysis to assess how I can help them grow their business and reach their goals. I developed my own worksheet that I go through with each customer. First, I go through...'

It's common for a field sales representative to have sales goals. The goal of this question is to evaluate how the candidate deals with not reaching their objectives and how they problem-solve to reach a solution. What to look for in an answer:

• Business skills and awareness that there is a challenge
• Problem-solving skills and critical thinking to analyse the situation
• Willingness to take accountability for their performance

'If I noticed that the sales in my territory were declining, the first thing I would do would be to look at all the numbers for the past year. I would analyse the data to see if there is a pattern of specific accounts that are declining or if it's territory-wide. Then I would...'

The goal of this question is to determine how the candidate deals with pressure and competition. What to look for in an answer:

• Ability to remain composed and resilient in pressure situations
• Problem-solving and critical thinking to look at different perspectives to reach their goals
• Willingness to stay determined and focused

'Working within a highly competitive industry can take its toll if a person isn't careful. One strategy I use to combat this is to remain focused on my own goals. It is easy to become distracted when focusing on what everyone else is doing. I also make sure to have a coherent plan so that I stay on track with my goals.'

Typically, a field sales representative does not lead a team, however, leadership is an integral part of the role. The goal of this question is to determine how the candidate sees themselves as a leader in the position. What to look for in an answer:

• Interpersonal skills to work successfully within a team
• Ability to self-direct and analyse their abilities
• Willingness to continue professional development

'I think my colleagues would consider me an empathetic leader. I like to ask for input and ideas from everyone so that they feel like they are an important part of the process. I am also an implementer, so I also like to develop detailed plans and put ideas into action.'

A field sales representative may need to convey complex or technical information to customers who are non-technical. The goal of this question is to assess the candidate's communication skills and adaptability. What to look for in an answer:

• Ability to take complex information and make it easy to understand
• Willingness to adapt to different situations

'When working with a customer who doesn't have a strong technical background, I find using analogies and simplified concepts works best. For example, when describing the benefits of a computer server, I use the analogy of...'

You may require a field sales representative to conduct formal presentations and large meetings with decision-makers. The goal of this question is to determine how they prepare for a critical meeting and their ability to speak in public. What to look for in an answer:

• Organisational skills to create an agenda and presentation material that flows naturally
• Communication skills to present detailed information
• Willingness to speak in front of people

'When I prepare for a large meeting where decision-makers are present, the first thing I do is determine what my desired outcome is. Once I know what the outcome is that I want to move them towards, I then outline my presentation.'

The goal of this question is to determine if the candidate has researched the company before the interview. What to look for in an answer:

• Ability to research a company, including their product, target market and areas of opportunity
• Communication skills to express constructive criticism
• Willingness to take a risk by offering their opinion

'While I was researching your company, I immediately noticed that you don't focus on the small business market for your products. I think there is a great opportunity for growth in this area because...'