Many times, people assume that sales is a rather glamorous profession.
However, behind the scenes, it takes a lot of work to acquire that new client, sell a product or close a deal.
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A lot of the behind the scenes work is also conducted by sales assistants.
Sales assistants perform a variety of tasks, ranging from administration, selling, market research and customer support. Careers in sales, through lucrative and dynamic can also be largely unpredictable.
Market fluctuations, customer complaints, production bottlenecks and building a loyal client base means sales assistants have to be flexible and dynamic individuals themselves.
What makes a good sales assistant?
The sales assistant job involves significant human interaction. A good sales assistant would be able to communicate proficiently, listen effectively and have a distinct ability to read people.
Sales assistants must be able to discern people and identify their needs, issues and complaints. Very often, this can be achieved through verbal communication, however, a skilled sales professional would also be able to pick up on non-verbal cues – body language and ascertain whether a potential customer is engaged, undecided or uninterested.
Capable sales assistants also have extensive product knowledge to assist customer queries and complaints. Lastly, sales assistants must possess a willingness to learn and be of great service to people. When interviewing for such a position, it is imperative that the right questions be asked to recruit the right candidates. Some of the most pertinent and popular questions are:
How do you close a sale?
When interviewing people for sales positions, numbers matter! Recruiters want to know that you have the results to back up the claims in your resume. Asking a candidate, “How do you close a sale”, the recruiter wants to know, what is your selling strategy? What tools, methods or skills do you utilise in order to persuade someone to purchase a product?
Sample Answer
I take a practical approach to selling. My most lucrative customer contracts have been attained through customer engagement and relationship building. I reach out with call or email to initiate a conversation where, I identify a problem the customer is experiencing that the company’s product could solve. Once I identify several possible solutions to their problem, I briefly present my ideas and conduct subsequent presentations in a solution-oriented way. Once I am seen as a problem-solver, i use that foundation to build a relationship to encourage repeat purchases and long-term revenue.
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How would you describe our customer?
In this question, the recruiter may be looking to see if you have done your due diligence and researched the company. As sales assistants are required to be adept at reading people, the hiring manager may ask you what trends have you identified? What audience is the company targeting? Are these people you can effectively build a relationship and sell products to? If so, how? At the end of the day, the recruiter wants to know comfortably you will be able to interact with their customers and make a sale.
Sample Answer
I’ve noticed that your company is a family-owned business that has recently expanded and targeting a younger demographic, based on the marketing activities and campaigns I’ve seen. I also know that a lot of millennials spend the majority of their time online, using the internet as their main source of information and entertainment as opposed to television and radio. As such, I think it would be wise to develop and execute marketing strategies online. An online presence is a lucrative plan where the company has a lot of growth potential.
What is it about this position that interests you the most?
Recruiters want skilled and experienced sales assistants, but they also want individuals who are enthusiastic about the role and show a genuine interest for the company and its product. Asking this question, the interviewer wants to know why you want to work for their company.
Sample Answer
I believe you have a very stable and robust work culture with ideal corporate values. I’m most impressed how your company’s product impacts people’s lives. I myself am a loyal customer. I use the product regularly, because I’ve sampled other brands, but nothing compares to the quality of this one. As a sales professional, I would only be motivated to sell items that I truly believe in, use myself and would recommend to others.
What positive elements do you bring to the team?
Recruiters may be impressed by a resume or a candidate’s interview performance, however, they always need to ensure the people they hire are a right fit within their organisation. As a sales assistant, you will have to collaborate well with the sales team, customers, suppliers and other staff members. This question, therefore, is designed to identify what value you bring and what positive contributions they can expect from you, towards their team.
Sample Answer
I am quite proficient at working within a team and supporting the group efforts towards achieving sales targets and results. My previous position involved a lot of prospecting, administrative support and customer service projects. I was always able to complement my teammate’s skills. I understand this position involves teamwork and customer care, which is something I’m passionate about and excel in.
What is your depth of experience with Point of Sales Systems?
Point of Sales systems for a sales professional are useful for more than just processing daily customer payment transactions. They also streamline business processes and recruiters will want to know to what extent you are proficient in using them. Depending on your level of experience, you can detail how you used Point of Sales systems for inventory management, customer insights, buying patterns and sales reporting.
Sample Answer
I have approximately five (5) years’ experience using Point of Sales technology to analyse payment transactions, customer buying habits, product information, and employee activity. Using tablets, monitors and credit card reading machines, I was able to assist the sales team by compiling sales reports of what customers were purchasing and how the company was managing its inventory and supplies to cater to customer needs.
