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 P R O F E S S I O N A L . . . C O N T R O L L E R S

 

 

SALES PERSON’S INTERVIEW

  (Advice to Colleagues)

 

To help us evaluate the skills for being a Sales Person please be prepared to discuss issues related to the following questions, and more.  If this looks like it might be a tough interview, that’s our intent.  There are potentially thousands of people from whom to choose.  What fits for one client does not necessarily work for another.   

CONTEXT ----- COMPLUS Professional Controllers serve clients (owners of "for-profit" businesses in the Chicagoland area - McHenry to Merrillville) which are too big for him/her to run with only a checkbook in the back pocket and too small to hire one of us full-time (generally 20-100 workers or $2-20 million sales).

 

  • Please describe the ideal company for which you would like to work (eg., size, location, industry, product/service, etc.).

 

  • How do you define the function of “sales?”

 

  • Describe your perception of the selling cycle.

 

  • Under what circumstances would you be willing to work for incentive-only compensation?

 

  • Under what circumstances should a company probably hire employees rather than independent representatives?

 

  • What support (people, office facilities, vehicles, equipment, documentation, etc) resources should we expect to provide for you to maximize your value?

 

  • What fraction of the product/service sales price should go to pay for selling it?

 

  • If you had job offers from two companies in the same market space, with the same compensation potential to you, how would you choose between them?

 

  • Why do you want to sell for my company?

 

  • Under what circumstances might you quit my company to work for my business rival?

 

  • What do you think of salesman/businessman Ross Perot?

 

  • While working for us what kind of car do you expect to be able to afford? 

 

  • How do keep track of all the people you know?

 

  • What are your preferred lunch-time arrangements?

 

  • How do you define a legitimate business expense?  What do you expect to do to be reimbursed for what you spend for business expenses?

 

  • What licenses, professional credentials, etc. do you have?

 

  • What is your continuing education strategy?

 

  • With what business associations and professional societies do you participate actively (more than just paying dues)?

 

  • Please provide references.  

 

 

If you're an employer looking for a sales employee, you might find some of the above questions helpful. Current laws and "best practices" demand that questions asked of a candidate be relevant to reasonable expectations for a successful applicant.  Employers must offer "equal opportunity" and must not discriminate based on race, color, creed, national origin, gender, disability, etc., but may based on skills.

 

 

You always pay for GOOD accounting, one way or another!

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