25 Outside Sales Representative Interview Questions and Answers

Many companies rely on outside sales representatives to bring in new customers and increase sales. If you’re looking for a job in sales, you’ll need to be prepared to answer questions about your skills, experience, and motivation.

In this guide, you’ll find tips on how to answer questions about your experience, what you’re looking for in a job, and why you’re the best candidate for the position. You’ll also learn how to answer common questions about your motivation for wanting to work in sales, and how to discuss your skills and experience.

1. Are you comfortable making cold calls to potential clients?

Outside sales representatives often have to make cold calls, or phone calls to potential clients they haven’t spoken with before. Employers ask this question to see if you’re willing to do so and how comfortable you are with it. In your answer, explain that you understand the importance of making these types of calls and will be prepared to do so when starting a new job.

Example: “Yes, I am comfortable making cold calls to potential clients. In my current role as an Outside Sales Representative, I have had great success in reaching out to new prospects and building relationships with them. I understand that cold calling can be a challenge but I believe it is also a great opportunity to introduce yourself and your company to potential customers.

I use a combination of research and networking to identify the right people to contact. Once I’ve identified the right contacts, I make sure to craft a personalized message that will capture their attention and interest. I also ensure that I follow up regularly to keep the conversation going. My approach has helped me build strong relationships with many clients which has resulted in successful sales.”

2. What are some strategies you use to build rapport with clients?

Outside sales representatives often need to build trust with clients in order to close deals. Employers ask this question to see if you have experience using strategies that help you connect with your customers and make them feel comfortable working with you. In your answer, share two or three methods you use to establish rapport with clients. Explain how these methods helped you develop relationships with past clients.

Example: “I believe that building rapport with clients is essential to successful sales. To do this, I focus on creating a genuine connection with my clients by taking the time to understand their needs and goals. I also make sure to be transparent about what I can offer them and how it will benefit them.

In addition, I always strive to build trust with my clients by being reliable and consistent in my communication. This includes responding promptly to emails and phone calls, as well as following up regularly to ensure they are satisfied with the services I provide. Finally, I make sure to stay up-to-date on industry trends and news so that I can provide relevant information and insights to my clients.”

3. How do you handle rejection when trying to close a deal?

This question can help the interviewer understand how you react to failure and whether you’re able to bounce back from it. It’s important to show that you have a positive attitude about rejection, even if you don’t succeed in closing a deal.

Example: “When I am trying to close a deal, I understand that rejection is part of the process. Rather than taking it personally, I focus on learning from the experience and using it as an opportunity to grow. After each rejection, I take time to reflect on what went wrong and how I could have done better. This helps me to identify areas for improvement in my sales approach so that I can be more successful in future deals.

I also use rejections as motivation to continue working hard and strive to do better. Whenever I encounter a rejection, I remind myself that this isn’t the end of the road and that there are still plenty of opportunities out there. By staying positive and determined, I’m able to keep pushing forward despite any setbacks.”

4. What is your experience with using social media to connect with clients?

Social media is a popular way to connect with clients, and many companies use it as an important part of their sales strategy. The interviewer wants to know if you have experience using social media and how you’ve used it in the past. If you don’t have any direct experience, you can talk about your general knowledge of social media platforms and how they could be useful for connecting with customers.

Example: “I have extensive experience using social media to connect with clients. I understand the importance of building relationships and staying connected with potential customers through various platforms. In my current role, I use LinkedIn to reach out to prospects and build relationships with them. I also use Twitter to stay up-to-date on industry trends and engage in conversations with other professionals. Finally, I leverage Facebook to post content that is relevant to our target audience and interact with followers.”

5. Provide an example of a time when you successfully closed a deal. What strategies did you use?

This question can help the interviewer gain insight into your sales skills and how you apply them to close a deal. Use examples from previous work experiences that highlight your ability to communicate with clients, understand their needs and use persuasive techniques to convince prospects to buy products or services.

Example: “I recently closed a deal with a large retail chain. My strategy was to focus on the value that my product could bring to their business. I started by researching the company and understanding their needs, then tailored my presentation to meet those specific needs.

Next, I identified key decision makers in the organization and reached out to them directly. This allowed me to build relationships with the right people and demonstrate how our product would help them achieve their goals. Finally, I worked closely with the team to ensure they had all the information they needed to make an informed decision.

The result was a successful sale for both parties. The client was able to get the best possible solution for their needs, while I was able to close the deal and exceed my sales targets.”

6. If a client was considering purchasing your company’s standard package, but they needed additional features to make the sale, what would you suggest they add to the package to close the deal?

This question is a great way to show your sales skills and ability to think on your feet. It’s important to remember that the interviewer may not be familiar with the company or its products, so you should explain them in detail.

Example: “When a client is considering purchasing my company’s standard package, I always suggest they add additional features to make the sale. First and foremost, I would recommend that they consider adding any extra services or products that could benefit them in the long run. For example, if they are looking for a comprehensive solution, I might suggest adding on additional support packages or training options.

Additionally, I would also suggest that they look into customizing the package to fit their specific needs. This could include anything from customizing the software to adding more hardware components. By doing this, it allows the customer to get exactly what they need without having to purchase an entirely new package. Finally, I would suggest offering discounts or incentives to sweeten the deal and ensure that the customer gets the best value for their money.”

7. What would you do if you were meeting with a client and they asked you a question about one of our products that you didn’t know the answer to?

This question is a great way to see how you would handle an uncomfortable situation. It’s important that you are honest in your answer and show the interviewer that you have confidence in yourself and your ability to learn new things quickly.

Example: “If I were meeting with a client and they asked me a question about one of our products that I didn’t know the answer to, I would first thank them for bringing it up. Then, I would explain that I am not familiar with the exact details but I can certainly find out more information for them. I would then take notes on their questions so I could research further when I have time. Finally, I would follow up with them in a timely manner after researching the product and provide them with an accurate answer.”

8. How well do you know our company’s products and services?

This question is a great way for the interviewer to assess your knowledge of their company and its offerings. It’s important that you thoroughly research the company before your interview, so you can confidently answer this question with confidence.

Example: “I have done extensive research on your company’s products and services. I am familiar with the features, benefits, and competitive advantages of each product or service you offer. I understand how they can help customers solve their problems and improve their businesses.

I also know the different pricing models that are available for each product and service, as well as any discounts or promotions that may be offered. This knowledge will allow me to provide a tailored solution to potential clients that meets their needs while staying within their budget.

Furthermore, I stay up-to-date on industry trends and changes in technology so that I can advise customers on the best solutions for their current situation. By understanding the latest developments in your field, I can ensure that my sales pitches remain relevant and effective.”

9. Do you have any experience working with clients from other countries?

If the company you’re interviewing with has clients from other countries, employers may ask this question to make sure you have experience working with people who speak different languages. In your answer, share a specific example of how you worked with someone who spoke another language and what steps you took to communicate effectively.

Example: “Yes, I have extensive experience working with clients from other countries. During my previous role as an Outside Sales Representative, I was responsible for managing international accounts and developing relationships with customers in various countries.

I am well-versed in the cultural nuances of different countries, which has enabled me to effectively communicate with clients and build strong relationships. In addition, I understand the importance of being flexible when dealing with customers from different cultures, so I always make sure to adjust my approach accordingly.

Furthermore, I am highly organized and detail-oriented, which allows me to stay on top of all deadlines and ensure that projects are completed on time. My ability to think outside the box also helps me come up with creative solutions to any challenges that may arise while working with international clients.”

10. When meeting with a client, how do you determine when it’s appropriate to ask if they would like to schedule a follow-up meeting?

An interviewer may ask this question to assess your sales skills and determine how you apply them in the field. Your answer should demonstrate that you know when it’s appropriate to schedule a follow-up meeting with a client, as well as how to do so effectively.

Example: “When meeting with a client, I always strive to make sure that the conversation is productive and beneficial for both parties. After discussing their needs and my proposed solutions, I like to take some time to review what we have discussed and ensure that all questions have been answered. Once this has been done, I will usually ask if they would like to schedule a follow-up meeting so that we can continue our discussion and further explore any potential opportunities. This allows us to build upon the relationship and create an even stronger bond between us.

I also believe it’s important to be mindful of the client’s time and not overstay my welcome. If I feel that the conversation has gone on long enough, I will politely suggest scheduling a follow-up meeting at a later date. This shows respect for the client’s time and demonstrates my commitment to providing them with the best possible service.”

11. We want our outside sales representatives to be able to close deals quickly. How would you structure your pitch to close a sale in a short time frame?

This question can help the interviewer understand how you plan your sales pitch and whether or not you have experience closing deals quickly. Use examples from previous experiences to show that you know how to structure a pitch in a short time frame.

Example: “When it comes to closing a sale in a short time frame, I believe that preparation is key. Before making my pitch, I would take the time to research the customer’s needs and interests. This way, I can tailor my presentation to their specific requirements and demonstrate how our product or service meets those needs.

I also think it’s important to be confident and enthusiastic when pitching to customers. By showing them that I am passionate about what I’m selling, they will be more likely to trust me and make a purchase. Finally, I would always ensure that I have all the necessary information on hand so that I can answer any questions quickly and accurately. With this approach, I am confident that I can close deals efficiently and effectively.”

12. Describe your process for preparing for a sales call.

This question can help the interviewer understand how you approach your work and what steps you take to ensure success. Your answer should include a step-by-step process for preparing for a sales call, including any materials or tools you use to prepare.

Example: “When preparing for a sales call, I take the time to thoroughly research the customer and their needs. This includes researching their industry, competitors, and any current trends that may affect them. I also review my notes from previous conversations with the customer and make sure I am up-to-date on all of our products and services. Finally, I create an agenda for the meeting that outlines what topics we will cover and how much time we plan to spend on each one. By taking these steps, I can ensure that I have everything I need to make the most out of the sales call and provide the best possible service to the customer.”

13. What makes you an ideal candidate for an outside sales position?

Employers ask this question to learn more about your qualifications for the position. They want to know what makes you a good fit for their company and how you can contribute to its success. Before your interview, make a list of all your strengths that relate to the job description. Use these skills and traits to answer this question.

Example: “I believe I am an ideal candidate for an outside sales position because of my extensive experience in the field. I have been working as an Outside Sales Representative for over five years, and during that time I have developed a strong understanding of customer needs and how to effectively meet them. My ability to build relationships with clients and develop trust quickly has allowed me to close deals more efficiently than many of my peers.

In addition to my experience, I also possess excellent communication skills which are essential for any successful salesperson. I am able to articulate complex ideas clearly and concisely while maintaining a friendly and professional demeanor. I am also highly organized and detail-oriented, allowing me to keep track of multiple tasks at once and ensure that all deadlines are met.”

14. Which outside sales role models do you look up to and why?

This question is a great way to see how you can apply the skills and experiences of your role models to your own career. When answering this question, it’s important to highlight what you admire about these individuals and how you plan on applying their strengths to your own work.

Example: “I look up to a variety of outside sales role models. One person I admire is [Name], who has been in the industry for over 20 years and has an impressive track record of success. He has achieved great results by consistently working hard, staying organized, and developing strong relationships with his clients. His ability to think strategically and create innovative solutions to complex problems is something that I strive to emulate. Another role model of mine is [Name], who has built a successful career through her dedication to customer service and her willingness to go above and beyond to ensure her customers are satisfied. Her commitment to excellence and passion for helping others have inspired me to always put my best foot forward when it comes to providing exceptional customer service. Finally, I also admire [Name] for their creative approach to sales. They have developed unique strategies that have enabled them to stand out from their competition and achieve remarkable results. Their creativity and drive to succeed motivate me to push myself further and reach new heights in my own career.”

15. What do you think is the most important trait for an outside sales representative to have?

This question can help the interviewer get to know you better and understand what skills you value most. Your answer can also tell them about your personality, work ethic and goals. When answering this question, it can be helpful to think of a time when you displayed that trait in your previous role.

Example: “I believe the most important trait for an outside sales representative to have is excellent communication skills. Being able to effectively communicate with potential customers and build relationships is essential in this role. As an outside sales rep, I understand that it’s my job to make sure that the customer understands all of the features and benefits of our products or services.

In addition to having strong communication skills, I also think it’s important to be organized and detail-oriented. This will help me stay on top of tasks and ensure that I am providing accurate information to customers. Finally, I believe that a successful outside sales rep should possess a positive attitude and be driven by results. Having a can-do attitude and being motivated to exceed expectations will go a long way in helping me succeed in this position.”

16. How often do you think outside sales representatives should meet with clients?

This question can help interviewers understand how you approach sales and customer service. They may want to know that you are a strong communicator who is willing to meet with clients regularly. In your answer, try to explain why regular meetings are important for building relationships with customers.

Example: “As an experienced Outside Sales Representative, I believe that meeting with clients should be based on the individual needs of each client. For some clients, a weekly check-in is ideal to ensure their needs are being met and that they’re satisfied with the services provided. Other clients may require less frequent meetings, such as monthly or quarterly. It really depends on the specific situation and what works best for both parties.”

17. There is a lot of competition for clients’ attention. How do you differentiate yourself from other salespeople to make sales?

Outside sales representatives must be able to differentiate themselves from their competitors in order to make sales. Employers ask this question to see if you have a plan for standing out and making yourself memorable. In your answer, explain how you would use your skills and abilities to create a unique selling proposition that attracts clients.

Example: “I understand that there is a lot of competition for clients’ attention in the sales world. To differentiate myself from other salespeople, I focus on building relationships with my customers and providing them with personalized solutions to their needs. I take time to get to know each customer individually and learn about their specific goals and challenges. Once I have this information, I am able to tailor my approach to meet their individual needs.

In addition, I am constantly looking for ways to add value to my customers beyond just selling products. For example, I often provide additional resources or advice that can help them succeed. This helps me stand out from other salespeople who may only be focused on making a sale. Finally, I strive to always be honest and transparent with my customers so they trust me and feel comfortable doing business with me.”

18. What methods do you use to stay organized and manage your time when meeting with clients?

Time management is an important skill for outside sales representatives. Employers ask this question to make sure you have the ability to stay organized and manage your time effectively. In your answer, explain how you plan your day and prioritize your tasks. Share a specific strategy that has helped you in the past.

Example: “I understand the importance of staying organized and managing my time when meeting with clients. To do this, I use a variety of methods. First, I create an agenda for each meeting that outlines what topics we will cover and how much time is allocated to each topic. This helps me stay on track during our meetings and ensure that all important points are discussed.

Additionally, I keep detailed notes after each meeting so that I can refer back to them if needed. These notes help me remember key details about each client’s needs and preferences. Finally, I make sure to follow up with each client after our meeting to review any action items or decisions that were made. This ensures that nothing falls through the cracks and that all commitments are fulfilled in a timely manner.”

19. Describe a situation in which you had to think quickly on your feet to close a sale.

Employers ask this question to see how you react in a challenging situation. They want to know that you can think on your feet and still close the sale. In your answer, describe a time when you had to overcome an objection or solve a problem quickly. Explain what steps you took to ensure you closed the sale.

Example: “I was recently working with a client who had been considering our product for some time. They were on the fence about making a purchase, so I knew I had to think quickly and come up with an effective solution.

To close the sale, I offered them a free trial period of the product. This allowed them to test it out before committing to buying it. After they agreed to the trial, I followed up regularly throughout the process to ensure their satisfaction. By the end of the trial period, they decided to make the purchase because they saw the value in our product.

This experience taught me the importance of being able to think quickly and come up with creative solutions when trying to close sales. It also showed me that sometimes offering something extra can be the key to getting customers to commit.”

20. How would you handle an unhappy client who was not satisfied with the product they purchased from us?

This question can help the interviewer understand how you would handle a challenging situation and demonstrate your problem-solving skills. In your answer, try to highlight your ability to empathize with customers and find solutions that satisfy them while maintaining positive relationships with clients.

Example: “If I had an unhappy client who was not satisfied with the product they purchased from us, my first priority would be to listen to their concerns and understand why they are not happy. Once I have a better understanding of the situation, I would work with them to come up with a solution that meets their needs and expectations. This could include offering a refund or exchange for another product, providing additional support or resources, or finding other ways to make sure they are satisfied with our services.

I am confident in my ability to handle difficult conversations with clients and ensure that they leave feeling heard and respected. My goal is always to provide excellent customer service and build strong relationships with our clients.”

21. Our company values building relationships with clients. How do you ensure that our clients feel valued during the sales process?

This question can help the interviewer understand how you plan to build relationships with clients and customers. Use examples from your past experience of how you’ve built strong client relationships that have helped you achieve success in sales.

Example: “Building relationships with clients is an important part of any successful sales process. I understand the importance of making sure that our clients feel valued and appreciated during the sales process. To ensure this, I always take the time to get to know my clients on a personal level. This helps me better understand their needs and interests so that I can tailor my approach accordingly.

I also make sure to keep in touch with them throughout the entire sales process. Whether it’s through email, phone calls, or face-to-face meetings, I stay in contact with my clients to make sure they are kept up to date on all developments. Finally, I strive to provide exceptional customer service by responding quickly to inquiries and addressing any issues promptly. By taking these steps, I am confident that our clients will feel valued and respected throughout the sales process.”

22. Do you have any experience presenting product demonstrations or pitches to large groups of people?

Outside sales representatives often need to present their products or services to large groups of people. Employers ask this question to make sure you have experience doing so and can handle the pressure of presenting in front of a group. If you do, share your previous experience with them. If you don’t, let them know that you are willing to learn how to do it.

Example: “Yes, I have extensive experience presenting product demonstrations and pitches to large groups of people. In my current role as an Outside Sales Representative, I regularly present product demos to potential customers in a variety of settings, ranging from small one-on-one meetings to large conferences with hundreds of attendees. My presentations are always well-received and I’m confident that I can bring the same level of enthusiasm and professionalism to any presentation situation.

I’m also very familiar with the latest technology used for virtual presentations, such as webinars and video conferencing platforms. I understand how to use these tools effectively to engage audiences and ensure that everyone is able to follow along with the demonstration or pitch. I’m comfortable troubleshooting technical issues during live presentations as needed.”

23. If a client asks for more information than what we originally provide, how do you decide if it is necessary to provide them with additional resources?

This question can help interviewers understand how you prioritize your time and manage client expectations. Use examples from previous experience to explain how you decide which clients need more information and when it’s best to provide them with additional resources or materials.

Example: “When a client asks for more information than what we originally provide, I take the time to assess the situation and determine if it is necessary to provide them with additional resources. First, I would ask questions to better understand their needs and why they are requesting more information. This helps me gain an understanding of the context in which they need this information and how it could help them achieve their goals. Then, I would review our existing resources to see if there is something that can meet their needs without having to create new materials. If not, then I would evaluate the cost/benefit of creating new resources versus providing alternative solutions. Finally, I would make sure to communicate any decisions or recommendations clearly to the client so that they have all the information they need.”

24. What strategies do you use to keep track of customer preferences and buying habits?

This question can help the interviewer understand how you use your time and organize information. Showcase your ability to multitask by describing a situation where you used several methods of organization at once, such as using a calendar or spreadsheet to keep track of important dates and deadlines while also organizing customer data in an online database.

Example: “I understand the importance of keeping track of customer preferences and buying habits. To do this, I use a variety of strategies. First, I make sure to have regular conversations with customers about their needs and wants. This helps me stay up-to-date on what they’re looking for in terms of products or services.

Additionally, I keep detailed records of past purchases and interactions with clients. This allows me to easily refer back to previous orders and ensure that I am providing them with the best possible product or service. Finally, I also take advantage of any available technology to help me better organize my data and keep track of customer information. By using these strategies, I can quickly identify trends and adjust my sales approach accordingly.”

25. In what ways do you stay current on industry trends and changes in technology?

Technology is constantly changing, and employers want to know that you are committed to learning new things about your industry. Show the interviewer that you have a passion for technology by sharing how you stay current on trends in your field.

Example: “I stay current on industry trends and changes in technology by attending conferences, reading trade publications, and networking with other sales professionals. I also take advantage of online resources such as webinars, podcasts, and blogs to keep up with the latest developments. By staying informed about the latest advances in my field, I am able to provide better service to my customers and remain competitive in the marketplace.

Additionally, I regularly attend professional development courses to further hone my skills and knowledge. This helps me stay ahead of the curve when it comes to understanding customer needs and developing effective strategies for meeting them. It also allows me to identify new opportunities and capitalize on them quickly. Finally, I make sure to stay connected with colleagues through social media platforms so that I can share ideas and best practices.”