Top 20 Interview Questions & Answers for Outside Sales Representative – 2025

Preparing for an outside sales representative job interview? This guide provides a list of essential questions and answers that will help you showcase your sales skills, customer service abilities, and experience in generating leads and closing deals. Whether you’re applying for a role as a B2B sales representative or a pharmaceutical sales representative, these questions cover all key areas of the job.

General Questions

• 1. Tell me about yourself.
  I have been working in sales for the past 5 years and have experience in both inside and outside sales. I am a self-motivated individual with strong communication and negotiation skills. I am driven by meeting and exceeding sales targets and building strong relationships with clients.
• 2. What interests you about this role?
  I am interested in this role as I have a passion for sales and enjoy working in a fast-paced environment. I am also intrigued by the opportunity to build relationships with potential clients face-to-face, which is something I have not had much experience with in my previous roles.
• 3. What do you know about our company?
  I have researched your company and am impressed by your reputation in the industry and your strong track record of success. I am particularly interested in your commitment to providing innovative solutions to clients and your focus on creating long-term partnerships.
• 4. What motivates you as a sales representative?
  My biggest motivation as a sales representative is the satisfaction of closing a deal and knowing that I have helped a client find the right solution for their needs. I am also driven by the competitive nature of sales and the opportunity to constantly improve and exceed my targets.
• 5. How do you handle rejection in sales?
  I understand that rejection is a natural part of sales and do not take it personally. I use each rejection as an opportunity to learn and improve my approach for the next potential client. I also stay positive and motivated by focusing on the successful deals I have closed and the potential for future success.

Behavioral Questions

• 6. Can you tell me about a time when you had to adapt your sales approach to meet the needs of a difficult client?
  In my previous role as a B2B sales representative, I was working with a client who had a strict budget and was not interested in the product I was offering. After discussing their needs and budget, I found a different product that met their requirements and was within their budget. They were impressed with my ability to adapt and we were able to close the deal.
• 7. Share an example of a time when you successfully upsold a product to a client.
  In one of my previous roles, I was selling a software subscription to a client. After discussing their needs and requirements, I discovered they could benefit from an upgraded version of the software. I explained the added features and benefits to the client and they ended up purchasing the upgraded version.
• 8. Tell me about a time when you had to handle a difficult objection from a client and how you overcame it.
  I was working with a client who had a strong objection to the price of our product. I acknowledged their concern and then explained the value and ROI they would receive from the product. I also offered a discount and payment plan option which helped persuade the client to move forward with the purchase.
• 9. Share an example of a time when you had to work with a team to achieve a sales goal.
  In my last role, I was part of a team working towards a sales goal for a new product launch. We worked together to create targeted marketing strategies and collaborated on sales pitches. As a result, we exceeded our sales target and received recognition for our efforts.
• 10. Can you tell me about a time when you had to deal with a difficult or angry client?
  In my current role as a pharmaceutical sales representative, I had a client who became very upset when their order was delayed. I empathized with their frustration and kept them updated on the status of their order. I also offered a discount on their next purchase as a gesture of good faith. The client was grateful for the updates and the discount and our relationship remained strong.

Situational Questions

• 11. How would you handle a client who is hesitant to make a purchase?
  I would first try to understand the reason for their hesitation by asking questions and actively listening. Then, I would address any concerns they have and offer a solution that aligns with their needs and budget. I would also provide testimonials or a free trial to help ease their concerns and show the value of the product.
• 12. Imagine you have a potential client who is considering your competitor’s product. How would you convince them to choose our product instead?
  I would focus on the unique selling points of our product, such as its reliability, affordability, and additional features. I would also share success stories and case studies of other clients who have switched to our product and experienced positive results. Lastly, I would offer a competitive price or value-added service to incentivize them to choose our product.
• 13. How would you prioritize your sales activities to meet your monthly target?
  I would start by setting achievable daily, weekly, and monthly goals. Then, I would prioritize my activities based on the urgency of potential opportunities and their potential for closing a deal. I would also allocate more time to consistently follow up with potential and existing clients to ensure all opportunities are being effectively pursued.
• 14. How would you handle a situation where a customer is not satisfied with their purchase?
  First, I would apologize for their dissatisfaction and empathize with their concerns. Then, I would offer a solution, such as a refund or a replacement product. If that is not possible, I would suggest other ways to rectify the situation, such as providing additional training or support. I would also follow up to ensure the issue has been resolved and the customer is satisfied.
• 15. What would you do if you were struggling to close a deal with a potential client?
  I would first assess the situation and identify any potential obstacles or objections. Then, I would try to address those concerns and find a solution that meets their needs. I would also approach the client differently, perhaps by using a different sales technique or providing additional information. If all else fails, I would move on and focus my energy on other potential opportunities.

Technical Knowledge

• 16. What are the key qualities of a successful outside sales representative?
  - Strong communication and interpersonal skills
  - Self-motivation and drive to meet and exceed sales targets
  - Excellent problem-solving abilities
  - Knowledge and understanding of different sales techniques and strategies
  - Ability to build and maintain relationships with clients
  - Adaptability and flexibility in approaching different clients and situations
• 17. What is your experience with CRM software?
  I have experience using CRM software to track and manage my sales activities and client interactions. In my previous roles, I have used Salesforce, HubSpot, and Zoho.
• 18. Can you explain the steps you take to generate leads?
  My approach to generating leads involves a combination of networking, cold calling, and referrals. I also utilize social media and attend trade shows or industry events to connect with potential clients. Once I have a potential lead, I would research and qualify them to ensure they are a good fit for our product or service.
• 19. How do you handle objections from potential clients?
  I typically address objections by listening actively, acknowledging the client’s concerns, and then providing a solution or alternative option. I also try to understand the root cause of the objection to find the best way to address it.
• 20. How do you stay updated on industry and product knowledge?
  I am constantly reading and staying updated on industry news and updates. I also attend seminars, webinars, and workshops to enhance my knowledge and skills. In addition, I frequently communicate with my team and sales managers to share information and learn from their experiences.