# Sales representative interview questions and how to answer them

Sales representative interviews test whether you can sell in the room: "sell me this pen", a live objection, how you talk about a missed target and how you describe your process from first contact to close. Ask questions before you pitch, use numbers when you talk about results, and treat every answer as a small demonstration of how you'd sound with a customer.

By the Speaking Coach team at Sodhera Intelligence. Updated 2026-10-22. Source: https://www.orecci.com/speaking-coach/interview-questions-by-role/sales-representative/

## The interview is a sales call

A sales manager interviewing you is asking one question: would I put this person in front of my customers? So they watch how you handle them. Do you ask questions or launch into a pitch? Do you hold your ground when they push back? Do you know your numbers?

This page covers general sales roles, in stores, over the phone, or business-to-business. If your role is mainly prospecting or closing large deals, see the separate pages for [sales development reps](/speaking-coach/interview-questions-by-role/sales-development-representative/) and account executives.

## "Sell me this pen"

The trap is describing the pen. The interviewer wants to see you find a need first. Ask two or three questions, sell to the answer, then ask for the sale.

> "Before I tell you about it, when did you last use a pen? ... Signing a contract this morning, and what were you using? ... Whatever was on the desk. How did that feel, signing something important with a pen that skips? ... This one writes on the first stroke and has your initials on it, so it's the one you'll reach for every time you sign a deal. Shall I put one on your desk today?"

The full approach, with variations, is in [how to answer "Sell me this pen"](/speaking-coach/interview-questions/sell-me-this-pen/).

## Handling objections

Interviewers often throw an objection at you mid-answer. Use a four-step pattern and keep your tone curious, not defensive.

1. **Acknowledge.** "That's fair, it's a real budget decision."
2. **Ask.** "Too expensive compared to what you use now, or compared to what you expected?"
3. **Answer the real objection.** Not the one you assumed.
4. **Check.** "Does that change how you see the price?"

| Objection | Weak reply | Stronger reply |
| --- | --- | --- |
| "It's too expensive." | "But it's worth it." | "Compared to what? ... If it saves your team four hours a week, what's that worth to you?" |
| "I need to think about it." | "OK, I'll call you next week." | "Of course. What's the main thing you're weighing?" |
| "We already use a competitor." | "We're better than them." | "What do you like about them? What would you change?" |
| "Send me some information." | "Sure." | "Happy to. So I send the right thing, what matters most to you?" |

## Missing a target

Every sales rep has missed a number. Interviewers want ownership, real figures and what you changed.

Example answer (made-up details):

> "In my second quarter selling office furniture to small businesses, I hit 72% of target. When I looked at my pipeline, I had plenty of first meetings but my follow-ups were slow, often a week later. I started booking the next step before leaving every meeting and blocked an hour each morning for follow-ups. The next quarter I hit 108%, and I've been above target in four of the five quarters since."

Don't blame the territory, the product or the market, even if they played a part. Mention them only after you've said what you did.

## Your sales process

Describe your actual steps, with how long each usually takes and one habit that makes you good at it.

> "I start by researching the business for ten minutes before any call, so my first question is about them, not us. On the first call I ask more than I talk and aim to find one problem worth solving. If there's a fit, I send a short proposal within 24 hours and book the follow-up on the call. I close by asking directly. After the sale I check in two weeks later, because that's where my referrals come from."

## Mistakes to avoid

- **Vague numbers.** "I did really well" is a red flag. Say percentages to target, deal sizes or rankings.
- **Pitching without asking questions,** in the pen exercise or anywhere else.
- **Getting flustered by pushback.** Interviewers push on purpose.
- **Never asking for the job.** Close the interview like a sale: "Is there anything that would stop you moving me forward?"

Objection handling is a spoken skill; reading the table won't build it. Speaking Coach's AI partner can play a skeptical buyer and push back on what you actually say, at a Gentle, Realistic or Tough level.

## Questions people ask

### How do I answer sales questions with no sales experience?

Use times you persuaded someone: raising money for a club, upselling as a server, convincing a team to try something. Give a number if you can, such as how much you raised.

### Should I close the interviewer at the end?

A light close works well: summarize why you fit and ask about next steps or any concerns. Don't use pressure tactics on the interviewer.

### What numbers should I bring to a sales interview?

Your percentage to target for recent periods, average deal size, number of accounts and any ranking on your team. Make sure you can explain each one.

### How long should my "sell me this pen" answer be?

About one to two minutes, with most of it spent asking questions and listening.

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