Item Price Quantity
Buy the Interview Questions Worksheets that are most appropriate for hiring individuals
for your sales jobs and sales management jobs. Each pad includes 50 worksheets (enough for 50 employment interviews) in the following
22 competency areas:
Motivation (Internal Focus)
Need for Independence / Autonomy: Needing to work in an environment free from rules, regulations,
and restraints
Need for Influence / Control: Needing to control one's work environment by influencing people,
situations, and events
Need for Growth: Needing to develop professionally by learning new skills and acquiring more
knowledge
Need for Challenge: Needing to experience the challenges of selling and the excitement of
competition in the marketplace
Need for Change: Needing to experience novelty and variety and to avoid routine and predictability
$40.00
Motivation (External Focus)
Need for Achievement: Needing to accomplish difficult tasks and to achieve concrete, tangible
results
Need for Monetary Success: Needing to gain security, prestige, and status by meeting one's
financial objectives
Need for Recognition: Needing to be recognized and accepted by others for one's achievements
$40.00
Goal Orientation
Setting Goals: Establishing specific, realistic, and challenging short-term and long-range
goals for oneself
Initiative: Overcoming procrastination and taking action to influence people and situations
that contribute to achieving one's goals
$40.00
Effort and Drive
Resilience: Demonstrating resistance to rejection and failure and not becoming easily discouraged
when faced with obstacles
Perseverance: Remaining committed to job goals and putting forth effort to achieve them when
obstacles impede progress
$40.00
Professional Traits
Professional Integrity: Maintaining high ethical standards and rejecting deceptive and misleading tactics
when meeting work objectives
Professional Development: Taking initiative in identifying one's
own development needs and taking the necessary action to improve job performance
$40.00
Personal Effectiveness
Quality Orientation: Achieving work results that reflect an appreciation for quality and high
personal standards of performance
Self-Confidence: Demonstrating confidence in one's capabilities and showing self-reliance in
achieving work objectives
Stress Tolerance: Adapting to changes in job demands, work priorities, and organizational structure
without adversely affecting one's overall performance
$40.00
Problem Solving Skills
Problem Diagnosis: Using a systematic process for isolating and understanding prospect and customer
problems, needs, and opportunities
Problem Resolution: Translating prospect and customer problems and needs into practical solutions
through products and services offered
$40.00
Decision Making Skills
Decision Making: Arriving at timely decisions by distilling key pieces of information,
drawing sound conclusions, and considering the ramifications of alternative actions
$40.00
Planning and Organization Skills
Work Organization: Setting daily, weekly, and monthly priorities and scheduling work activities
to achieve objectives
Sales Forecasting: Using a sound, systematic process for making sales forecasts for organizational
planning and budgeting purposes
$40.00
Communication Skills
Fluency: Expressing ideas and opinions clearly, fluently, and concisely; speaking articulately
in conveying information to others
Telecommunication: Communicating effectively over the telephone by using appropriate etiquette,
courtesy, and voice dynamics
Business Writing: Writing business materials clearly and concisely, using correct vocabulary, grammar,
punctuation, and spelling
$40.00
Interpersonal Skills
Sociability: Relating effectively with different kinds of people in various situations and
environments
Empathy: Accurately sensing and perceiving people's needs, values, concerns, perspectives,
and reactions
Self Control: Controlling one's emotions when dealing with uncooperative, rude, or hostile
people
$40.00
Co-Worker Relations Skills
Teamwork: Demonstrating a willingness to participate as a "team" member in order to
improve the effectiveness of one's work group and to achieve group goals
Negotiation and Conflict Resolution: Channeling people's differing needs, interests, ideas,
and feelings into constructive communication and problem solving
$40.00
Product and Industry Knowledge
Organizational Knowledge: Understanding the business goals, values, and policies of one's company
Product Knowledge: Understanding the features, advantages, benefits, and limitations of given
products and services
Industry Knowledge: Understanding the operations, economics, structure,
politics, and decision-making channels of target industries and companies
$40.00
Sales Dynamics and Prospecting
Sales Dynamics: Understanding the dynamics of the buyer-seller relationship and the
appropriateness of sales techniques for different situations
Sales Prospecting: Using a variety of techniques to generate leads
$40.00
Preparing and Qualifying
Strategic / Tactical Preparation: Preparing for prospecting and sales calls by developing
strategic plans and tactics
Qualifying Prospects: Using a systematic process to determine whether any condition exists that makes
a sale unlikely or impossible
$40.00
Obtaining Information
Listening and Probing: Asking questions to obtain information and to gain and maintain control
of the sales interview
$40.00
Making Sales Presentations and Handling Objections
Presenting and Demonstrating: Providing information on products and services by using involvement
techniques and visual aids
Handling Objections: Responding to people's objections by using techniques that overcome challenges
and provide information on how products and services satisfy needs
$40.00
Closing
Closing Sales: Assisting people in making decisions about purchasing products and services by leading
them through a process of "owning"
$40.00
Obtaining Referrals and Building Accounts
Obtaining Referrals: Applying referral-gathering techniques to generate pre-qualified leads
Building Accounts: Following up on sales to ensure customer satisfaction and to stimulate add-on
business
$40.00
Staffing and Training
Staffing: Recruiting individuals who are best suited for one's organization
and making effective staffing decisions by using systematic and objective procedures
Training and Coaching: Facilitating employee development by providing guidance and assistance
concerning job tasks and job-related problems
$40.00
Delegating, Motivating, and Evaluating
Delegating and Supervising: Assigning and scheduling work among employees, communicating expectations,
providing clear instructions, and monitoring progress toward work objectives
Motivating / Team Building: Stimulating employee enthusiasm and interest in accomplishing specific goals;
facilitating the development of trust, cohesiveness, and cooperation in one's work group
Evaluating Performance: Evaluating the work procedures and outcomes of employees in a fair and objective
manner; providing employees with constructive feedback regarding their job performance
$40.00
Organization Management Skills
Budgeting: Using a sound, systematic approach for developing annual budgets and for keeping
organizational expenses within budget
Developing Plans: Developing and implementing plans for completing projects and programs
that satisfy organizational objectives
Coordinating: Coordinating the efforts of several people to achieve the objectives of projects
or programs and to ensure optimal efficiency and productivity
$40.00
Orders exceeding $10,000 and $25,000 will receive a 10% and 20% discount, respectively. Quantity discounts are displayed in the shopping cart.
"Preferred" customers receive an additional 20% discount on our products.
Check out our product samples, which are materials used in the interview system for hourly jobs.