25 Route Sales Representative Interview Questions and Answers

Route sales representatives are the lifeblood of many consumer packaged goods (CPG) companies. They are the ones who go out into the field and sell products to stores, sometimes door-to-door. This job requires a lot of traveling, so it’s important that you are comfortable with being on the road most of the time.

In order to land a route sales representative job, you’ll need to be able to answer questions about your experience, knowledge of the product, and ability to sell. In this article, we will provide you with some questions that are commonly asked in an interview for this position and suggest some answers for you to consider.

1. Are you comfortable talking to strangers?

Route sales representatives often have to talk to strangers about their products. Employers ask this question to make sure you’re comfortable with this aspect of the job. In your answer, explain that you are willing to do what it takes to get customers to buy from you. Explain that you know how to approach people and start a conversation.

Example: “Absolutely! I have always been a people person and enjoy interacting with others. In my current role as Route Sales Representative, I am constantly talking to strangers in order to build relationships and increase sales. I understand the importance of making a good first impression and strive to be friendly and professional when meeting new customers. I also take the time to listen to their needs and find ways to meet them. My experience has taught me that building strong customer relationships is key to success in this field.”

2. What are some of the products you’ve sold in the past?

This question can help the interviewer get a better idea of your sales experience and how you’ve used it to benefit your previous employers. When answering this question, try to list products that are similar to those sold by the company you’re interviewing with.

Example: “In my previous role as a Route Sales Representative, I sold a variety of products. These included food items such as snacks, beverages, and frozen foods; household goods like paper towels, toiletries, and cleaning supplies; and health and beauty products like vitamins and cosmetics. I was also responsible for merchandising the products in store displays to maximize sales.

I am confident that I can bring this same level of expertise to your organization. My experience has given me an excellent understanding of how to build relationships with customers, manage inventory levels, and promote products effectively. I have a proven track record of success in meeting or exceeding sales goals, and I am passionate about providing exceptional customer service.”

3. How do you handle rejection when trying to sell a product?

Route sales representatives often face rejection when trying to sell a product. Employers ask this question to see how you respond to failure and learn from it. Use your answer to show that you can take constructive criticism and use it to improve yourself.

Example: “When it comes to handling rejection when trying to sell a product, I believe in taking a positive approach. I understand that not everyone will be interested in what I’m selling and that’s okay. Instead of getting discouraged or frustrated, I focus on the next opportunity.

I also take the time to listen to customers’ feedback and use it as an opportunity to learn and grow. By understanding why they don’t want my product, I can adjust my sales pitch and better target potential customers. This helps me build relationships with customers and increase my chances of making a successful sale.”

4. What is your experience in the retail industry?

Route sales representatives often work in retail environments, so employers ask this question to learn more about your experience working with customers. Use your answer to share what you’ve learned from previous jobs and how it can help you succeed in this role.

Example: “I have over five years of experience in the retail industry as a Route Sales Representative. I have worked with major retailers such as Walmart, Target, and Kroger to provide exceptional customer service and ensure that their customers receive the products they need on time. My experience has taught me how to effectively manage my routes, build relationships with clients, and stay organized while working under tight deadlines.

In addition, I am highly knowledgeable about product inventory and sales trends. I understand the importance of staying up-to-date on new products and promotions so that I can offer customers the best possible options. I also have experience in developing promotional materials and displays to help increase sales. Finally, I am well-versed in using various software programs to track orders, analyze data, and generate reports.”

5. Provide an example of a time when you overcame an obstacle in order to successfully sell a product.

Employers ask this question to learn more about your problem-solving skills and how you overcome challenges. Use examples from previous jobs or describe a time when you overcame an obstacle in order to sell something successfully.

Example: “I was recently faced with a difficult obstacle while selling products on my route. I had to sell a product that had been discontinued by the company, and it was no longer available in stores. Despite this challenge, I was able to successfully sell the product by reaching out to customers who had previously purchased the product and offering them an exclusive deal.

I used my knowledge of customer service and sales techniques to create a special offer for these customers. By doing so, I was able to convince them to purchase the product despite its discontinuation. In the end, I sold all of the remaining stock of the product, which allowed me to meet my sales goals for the month. This experience taught me the importance of being creative when facing obstacles in sales.”

6. If a customer asked you about a product you didn’t know much about, how would you handle the situation?

This question can help the interviewer determine how you handle unfamiliar situations and whether you are willing to learn about new products. Your answer should show that you are eager to learn more about a product if you don’t know much about it, but also that you have confidence in your ability to research information on the spot.

Example: “If a customer asked me about a product I didn’t know much about, the first thing I would do is listen to their question and understand what they are asking. Then, I would let them know that I am not familiar with the product but I can find out more information for them. I would take the time to research the product and its features so I could provide an accurate answer to their questions. Finally, I would follow up with the customer to ensure they had all the information they needed and were satisfied with my response.”

7. What would you do if you saw a fellow sales representative stealing a customer’s personal information?

This question is designed to test your integrity and loyalty. It’s important that you demonstrate a commitment to the company, its customers and your coworkers. In your answer, explain how you would report this behavior to management and support your coworker who was stealing information.

Example: “If I saw a fellow sales representative stealing a customer’s personal information, my first priority would be to ensure the safety of the customer. I would immediately notify the appropriate parties and take steps to protect the customer’s data. I understand that this is a serious breach of trust and must be addressed quickly and professionally.

I would then work with the company to investigate the situation and determine how it happened in order to prevent similar incidents from occurring in the future. I believe that transparency and accountability are essential for maintaining customer trust. Finally, I would make sure that the customer was properly compensated for any losses or damages they incurred as a result of the incident.”

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

Route sales representatives need to be knowledgeable about the products and services they’re selling. Employers ask this question to make sure you have a strong understanding of their offerings. Before your interview, read through the company’s website or marketing materials. Take notes on any information that stands out to you. In your answer, share what you learned and how it relates to your own life or experience.

Example: “I have a great understanding of the products and services your company offers. I have been in route sales for several years, so I am familiar with the types of products you offer and how they are used by customers. I have also done extensive research on your company’s website to learn more about what you provide.

In addition, I have attended trade shows and conferences where I was able to gain insight into new products and services that could be beneficial for my current or future employers. I am always eager to stay up-to-date on industry trends and best practices, which allows me to better serve my customers.”

9. Do you have any experience working with digital marketing tools?

Route sales representatives often need to use digital marketing tools, such as social media and email marketing platforms. Employers ask this question to make sure you have experience using these types of tools before they hire you. In your answer, explain which digital marketing tools you’re familiar with and how you’ve used them in the past.

Example: “Yes, I have experience working with digital marketing tools. During my previous role as a Route Sales Representative, I was responsible for utilizing various digital marketing platforms to promote our products and services. This included creating content for social media campaigns, managing email lists, and developing strategies to increase website traffic. I also monitored analytics to measure the effectiveness of each campaign and used this data to inform future efforts. My experience in this area has given me an understanding of how to effectively reach target audiences and maximize sales opportunities.”

10. When approaching a store manager, how do you build rapport?

Route sales representatives often meet with store managers to discuss their products and how they can help increase a company’s sales. A hiring manager may ask this question to learn more about your interpersonal skills and ability to build relationships. In your answer, try to describe the steps you take when meeting someone for the first time. Explain that you want to make sure you’re friendly and helpful so the person feels comfortable working with you.

Example: “When approaching a store manager, I like to start by introducing myself and my company. This helps create an initial connection between us and allows me to explain why I am there. From there, I take the time to get to know the manager on a personal level. I ask questions about their store, what they’re looking for in terms of products, and how I can help them meet their goals. By taking the time to build a relationship with the manager, I’m able to better understand their needs and provide solutions that will benefit both our companies. Finally, I always make sure to thank them for their time and offer any additional assistance if needed.”

11. We want to increase our brand awareness. What would you do to raise awareness of our products and services?

Route sales representatives often work with customers to raise awareness of their company’s brand. Employers ask this question to see if you have any strategies for increasing brand awareness and how you would do it. In your answer, explain what steps you would take to increase the company’s visibility in the community.

Example: “I understand the importance of increasing brand awareness and I am confident that I can help you achieve this goal. My experience as a Route Sales Representative has given me an in-depth understanding of how to effectively promote products and services.

To start, I would focus on developing relationships with customers by providing excellent customer service. This will create positive word-of-mouth which is one of the most effective ways to increase brand awareness. In addition, I would work closely with marketing teams to develop creative campaigns and promotions to reach new audiences. Finally, I would leverage social media platforms to engage potential customers and build relationships.”

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

Route sales representatives need to be organized and prepared for each day of work. Employers ask this question to make sure you have a system in place for staying on top of your responsibilities. In your answer, explain how you plan out your days and keep track of important information. Share any tools or apps that help you stay organized.

Example: “When preparing for a sales day, I like to start by reviewing my route and the customer list. This helps me plan out my stops in an efficient manner so that I can maximize my time on the road. I also review any past notes or conversations with customers so that I’m familiar with their needs and preferences.

Next, I make sure I have all of the necessary materials such as product samples, order forms, invoices, etc. I also check my vehicle to ensure it is stocked with enough inventory for the day. Finally, I review my goals for the day and create a plan of action to reach them. By taking these steps before heading out on the road, I am able to provide excellent customer service while meeting my daily objectives.”

13. What makes you stand out from other route sales representatives?

Employers ask this question to learn more about your unique qualities and how they can benefit their company. When answering, think of a specific skill or quality that you have that makes you stand out from other applicants. Try to choose something that is relevant to the job description.

Example: “I believe my experience and knowledge make me stand out from other route sales representatives. I have been in the industry for over five years, so I understand the ins and outs of the job. I am also highly organized and efficient; I always strive to provide excellent customer service while meeting or exceeding goals.

In addition, I am a great problem solver and can think on my feet when it comes to difficult situations. I’m not afraid to take initiative and come up with creative solutions that will benefit both the company and its customers. Finally, I’m an effective communicator who is able to build strong relationships with clients and colleagues alike. All these qualities combined make me an ideal candidate for this position.”

14. Which sales techniques do you prefer to use?

Employers ask this question to learn more about your sales techniques and how you apply them. They want to know which methods have been most successful for you in the past, so they can decide if you’re a good fit for their company. When answering this question, think of the strategies that have helped you close deals in the past. Explain why these techniques are effective and provide an example of when you used them successfully.

Example: “I prefer to use a combination of sales techniques when engaging with customers. I believe that the best approach is to tailor my sales technique to each customer’s individual needs and preferences. For example, if a customer is more analytical, I will focus on providing data-driven facts about the product or service. On the other hand, if a customer is more emotionally driven, I will emphasize the benefits of the product or service in terms of how it can improve their life.

In addition, I also like to build relationships with customers by getting to know them and understanding their needs. This helps me to create an effective sales pitch tailored to their specific interests. Finally, I always make sure to follow up with customers after our initial interaction to ensure they are satisfied with the product or service.”

15. What do you think is the most important skill for a route sales representative to have?

This question can help the interviewer determine if you have the skills and abilities to succeed in this role. Your answer should highlight your ability to communicate effectively, solve problems and work independently.

Example: “I believe the most important skill for a route sales representative to have is excellent communication and interpersonal skills. Route sales representatives must be able to effectively communicate with customers, vendors, and coworkers in order to build relationships and foster trust. They also need to be able to listen carefully to customer needs and preferences in order to provide them with the best possible service. Finally, they should have strong problem-solving and negotiation skills to ensure that both parties are satisfied with any agreements made.”

16. How often do you update your contact list?

This question can help the interviewer determine how often you will be in contact with them and other sales representatives. It can also show your dedication to keeping up-to-date records of important information. When answering this question, it can be helpful to mention that you have a system for updating your contacts regularly.

Example: “I understand the importance of staying up to date with my contact list, so I make sure to update it regularly. Every month, I review my contacts and add any new ones that have been acquired since the last review. This helps me stay organized and ensures that I am able to reach out to all potential customers. Furthermore, I also take the time to remove any contacts that are no longer relevant or active. Keeping an accurate contact list is essential for successful route sales, as it allows me to maximize my customer outreach efforts.”

17. There is a new product you’re excited to sell. How do you convince customers to try it?

This question is a great way to see how you can sell new products and services. It also shows the interviewer that you are excited about your job and have an interest in learning more about it. When answering this question, try to show enthusiasm for the product or service and explain why you think customers would be interested in trying it.

Example: “When I’m excited about a new product, my first step is to research the product thoroughly. This helps me understand its features and benefits so that I can accurately explain them to customers. Once I have this information, I use it to create an engaging pitch for potential buyers.

I like to start by highlighting the unique aspects of the product and how they can benefit the customer. For example, if the product has a longer shelf life than similar products, I’ll emphasize that point in my presentation. Then, I’ll provide examples of how the product can be used in everyday life. Finally, I’ll offer a special incentive or discount to encourage customers to give the product a try.”

18. Explain how you handle customer complaints.

Route sales representatives often interact with customers, so employers ask this question to make sure you have the skills necessary to handle customer complaints. Use your answer to show that you can remain calm and focused when faced with a challenging situation. Explain how you use active listening techniques to understand what the customer is saying and respond in a way that helps them feel heard.

Example: “When it comes to handling customer complaints, I believe that the most important thing is to listen and understand the issue. I make sure to give my full attention to the customer so they feel heard and respected. Once I have a clear understanding of the problem, I take steps to address it promptly and effectively. I always strive to find a solution that will satisfy the customer while also being in line with company policies.

I also use customer complaints as an opportunity to learn and improve. After resolving the complaint, I reflect on what happened and think about how I could have handled it better or prevented the situation from occurring in the first place. This helps me become more knowledgeable and experienced in dealing with similar issues in the future.”

19. Are you comfortable using a GPS device to navigate your route?

Route sales representatives often use GPS devices to navigate their routes. Employers ask this question to make sure you have experience using a GPS device and that you are comfortable with the technology. In your answer, share how many times you’ve used a GPS device in the past and what type of system you prefer.

Example: “Absolutely. I have been using a GPS device to navigate routes for the past five years as a Route Sales Representative. During that time, I’ve become very comfortable with all of its features and functions. I’m confident in my ability to use it effectively to plan out efficient routes and ensure I reach each customer on time. Furthermore, I am always open to learning new technologies and processes to help me be more effective in my job.”

20. What is the most challenging part of being a route sales representative?

This question can help the interviewer understand what you find challenging about your job and how you overcome challenges. Your answer can also show the interviewer that you are aware of the difficulties of this position, which can be helpful if you have little experience in it. When answering this question, consider discussing a challenge you’ve faced in the past and how you overcame it.

Example: “The most challenging part of being a route sales representative is managing customer relationships. It requires an understanding of the customers’ needs and expectations, as well as developing strong communication skills to ensure that those needs are met. As a route sales representative, I understand that it’s important to build trust with my customers in order to maintain their loyalty. This means taking the time to get to know them and their business, so I can provide personalized solutions tailored to their specific needs.

I also need to stay organized and efficient when managing multiple accounts. This includes keeping track of orders, deliveries, invoices, and other paperwork. My experience has taught me how to manage these tasks effectively while still providing excellent customer service. Finally, staying up-to-date on industry trends and new products is essential for success in this role. I am always looking for ways to improve my knowledge and skillset, so I can better serve my customers.”

21. How do you stay organized and manage time efficiently?

Route sales representatives often have to manage their time effectively and stay organized. Employers ask this question to make sure you can do these things well. In your answer, explain how you plan your day and keep track of important information. Explain that you use a calendar or planner to help you stay on top of your schedule.

Example: “I understand the importance of staying organized and managing time efficiently in order to be successful as a Route Sales Representative. I have developed several strategies that help me stay on top of my tasks and ensure I am meeting deadlines.

To begin with, I create a daily plan for myself that outlines what needs to be accomplished each day. This helps me prioritize tasks and ensures that I don’t miss any important deadlines. I also make sure to set aside time for breaks throughout the day so that I can stay focused and productive.

Additionally, I use technology to help me stay organized. For example, I utilize calendar applications to keep track of upcoming events and meetings. I also use task management software to keep track of my progress on projects. Finally, I regularly review my goals and objectives to ensure that I am staying on track.”

22. Do you have any experience with inventory management or stocking shelves?

Route sales representatives often need to keep track of their inventory and stock shelves. Employers ask this question to make sure you have the experience needed for this role. In your answer, share what types of software or tools you used in these roles. Explain how you organized your data and managed your time.

Example: “Yes, I have experience with inventory management and stocking shelves. During my previous job as a Route Sales Representative, I was responsible for managing the inventory of products in our warehouse. This included ensuring that all items were properly stocked on the shelves and tracking any discrepancies between what was ordered and what was received. I also worked closely with the store managers to ensure that their shelves were always well-stocked. In addition, I regularly monitored stock levels and adjusted orders accordingly to meet customer demand. My experience has taught me how important it is to maintain accurate records and keep an eye on stock levels so that customers can always find what they need.”

23. We want to increase our customer retention rate. How would you go about doing that?

Route sales representatives are responsible for maintaining relationships with customers and ensuring they return to the company. Employers ask this question to see if you have experience in customer retention. In your answer, explain how you would approach this task. Explain what steps you would take to ensure customers come back to the company.

Example: “I believe that customer retention is essential to the success of any business. To increase customer retention, I would focus on providing excellent customer service and developing relationships with customers. This could include offering personalized services such as discounts or rewards for loyal customers, responding quickly to inquiries, and addressing any issues promptly.

In addition, I would use data-driven insights to identify opportunities to improve customer experience. For example, analyzing customer feedback surveys can help me understand what customers are looking for in terms of product selection, pricing, delivery times, etc. Finally, I would also look into creating loyalty programs that reward customers for their continued patronage. These programs can be a great way to show appreciation to customers and encourage them to keep coming back.”

24. Describe a difficult situation you’ve faced in the past as a route sales representative, and how did you resolve it?

This question can help the interviewer understand how you handle challenges and resolve problems. Use your answer to highlight your problem-solving skills, ability to work under pressure and commitment to customer satisfaction.

Example: “As a route sales representative, I have faced many difficult situations. One of the most challenging was when I had to manage multiple customers with different needs and expectations. I had to find a way to balance their demands while still meeting my own goals.

To resolve this issue, I took the time to understand each customer’s individual needs and preferences. I then created a plan that would meet all of their requirements while also allowing me to reach my targets. This involved creating customized solutions for each customer, such as offering discounts or special promotions. By taking the time to listen to each customer’s concerns and addressing them accordingly, I was able to successfully satisfy everyone’s needs.”

25. What strategies do you use to motivate yourself on days when you don’t feel like selling?

Route sales representatives often work long hours and sometimes have to travel. Employers ask this question to make sure you can stay motivated when the job gets tough. In your answer, explain how you keep yourself going on days when you don’t feel like working. Share a few strategies that help you get through these challenging times.

Example: “When I don’t feel like selling, I use a few strategies to motivate myself. First, I remind myself of why I’m doing this job in the first place—I love helping customers and providing them with quality products. Knowing that my work makes a difference helps me stay motivated.

Secondly, I break down large tasks into smaller ones. This way, I can focus on accomplishing one goal at a time instead of feeling overwhelmed by everything I have to do. Finally, I reward myself for completing each task. Whether it’s taking a short break or treating myself to something special, these rewards help keep me motivated throughout the day.”