May I look at your resume? Where will I get my leads? May I review your sales literature? When are your slow times? May I go with you on a sales call? May I visit your marketing department? What was the most monotonous job you ever had to do?

Asking the Right Questions - Discussion Question 4 1. May I look at your resume? 2. Where will I get my leads? 3. May I review your sales literature? 4. When are your slow times? 5. May I go with you on a sales call? 6. May I visit your marketing department? Figure 9-1: Sales Force Turnover Rates 53 21 26 65 18 17 45 34 21 Consumer Industrial Services 0-5 5-10 More than 10 In-Class Exercise 9-1 -- Which one to Pick? • As a sales manager what are you trying to accomplish in an initial interview? • Based on the job description, what are some of the qualifications you might look for in a candidate? • What are the characteristics of a good interview question? • Which person should be chosen for the last training class option? In-Class Exercise 9-1 • What questions will a strong candidate ask during an interview? • Will you ask different questions of a person with experience than one coming out of college with no experience? • What are common mistakes made by candidates on initial interviews? • What are common mistakes made by companies during initial interviews? • Is there a possibility of conflict between Armstrong and the wholesaler, if one of the wholesaler’s people is hired? How can the conflict be avoided? In-Class Exercise 9-2 • Why is T.S. letting you know about the offer? • Why is this such a difficult situation for the company? • What are the pitfalls of reacting in this situation? • Should management counter the offer? • Why do people leave after being successful with a company for a long period of time? • What can management do to minimize the risk of this happening? • If a start salesperson does leave to go to a competitor, what steps can management take to minimize the damage? Selecting Salespeople Typical Interview Questions -- what is interviewer trying to determine? 1. What was the most monotonous job you ever had to do? What are your values general orientation in life? How creative were you in eliminating boredom? 2. In thinking about people you like, what is it you most like about them?