AN INTERVIEW FOR A SALES REP'S POSITION

This is an important milestone in your career and therefore keen research and observations have to be applied. We need to recognise our chances and the kind of prospective employer almost the same way as he wants to get to know us. That way, a perfect working relationship may be achieved or, at least, a wrong decisions can be avoided. For the young and inexperienced

applicant, I have identified the following important steps to find your perfect job:

RESEARCH THE COMPANY BEFOREHAND.

What is the reputation of this company in the trade?

(Do they deliver your orders promptly? Are they well-liked and respected by your future customers?) This may be found out by a casual conversation with a retail salesman and is a very important initial step as no new sales rep. wants to be coursed at by the customers he visits.

Learn about the company’s product range and the terminology they use. This can be gleaned from leaflets or in-store display at the customers’ showroom.

OBSERVATIONS WHEN YOU TURN UP FOR THE INTERVIEW.

Do staff have their own dedicated car park or is it a free-for-all. (This may tell you something!)

Is the staff there identifiable as one ethnic group or are they from one specific area? (The question here is one of fitting-in?)

Do they staff dress neat and speak an educated language?

Does the workplace or offices look spacey or overcrowded? (Lack of personal space may make everybody less pleasant than they normally would be.)

Walking into the building, say a friendly 'Hello' to everybody you pass and see whether they smile back or simply stare at you icily.

Say a few kind words to the receptionist and see whether she is friendly,  relaxed or stressed.

Say nice things about her workplace and the work she is doing - it can only do good!

WHILST WAITING FOR THE INTERVIEW.

Do not help yourself to a cup of coffee from the cafe' bar unless invited to do so.

What are the vibes you are getting this company so far?

BEING INTERVIEWED - GENERAL

Be polite and speak about what you know: your sales training, your aspirations and why you like to sell their products in particular.

Speak with enthusiasm.

BEING INTERVIEWED - SPECIFICS

Does the company have a high staff turnover?  (which is a negative signal) 

What happened to my predecessor?

Do they tell you of imminent big improvements? (Like, 'once we move to bigger premises, once we get new cars, once.......' be careful, they may never change!)

Do they give you adequate on-the-job training? Will they introduce you to your customers?

Alternatively, do they expect you to establish customers in a new territory? (Which would be like being thrown to the wolves.)

Do they provide you with enough samples, catalogues and other point-of-sales material to help you sell?

Do they expect you to work long and unpaid hours?

How many calls do they expect you to make per day? Are they reasonable? Will you have to break the speed limits to cope? (In some places it is a real achievement for find a place to park you car!)

Does the company have health insurance for its employees?

Ask about superannuation, but be very subtle about this.

When interviewed by a group or committee: they will try to pump you for information and ideas. Tell them freely what you believe would work, but ensure them of your willingness to fit in with the company's approach to customers.

If you ask many questions, you will be judged as being very keen and interested in the position and to have a very thorough approach. 

These points will give the apprehensive applicant a clear profile of the prospective employer and therefore are of great importance in achieving a position that leads to a beneficial career.

PETER FREDERICK

www.peterfrederick.org

www.life-on-the-road.com

peter-frederick@hotmail.com