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Sales representative interview questions

22 questions · 5 answer outlines · Updated Oct 6, 2026

Sales interviews test whether you can prospect, qualify, handle objections and close, and whether you have the resilience the targets demand. Expect questions about your numbers, role-plays such as selling an everyday object or running a short discovery call, and behavioural questions about deals you won and lost.

Five questions to prepare first

These come up in most interviews for this role. For each one: what the interviewer is checking, and the points a strong answer covers, in order.

1

Walk me through your sales process from first contact to close.

What they're checking

Whether you have a repeatable process you can explain and improve.

A strong answer covers

  1. Describe how you find and research prospects before reaching out.
  2. Explain how you qualify, finding out the need, the budget, who decides and the timing.
  3. Cover how you present the solution against the need, handle objections and agree next steps.
  4. Finish with how you close and what happens after, such as handover and follow-up.
2

How do you qualify a lead?

What they're checking

Whether you focus your time on deals that can actually close.

A strong answer covers

  1. Name a framework if you use one, such as BANT or MEDDIC, but focus on the questions behind it.
  2. Check for a real problem worth solving and a reason to act now.
  3. Find out who decides, who influences and how buying works at that company.
  4. Say what you do with a lead that doesn't qualify yet, such as nurturing it rather than chasing it.
3

A prospect says your product is too expensive. What do you do?

What they're checking

Whether you handle objections by understanding them instead of discounting straight away.

A strong answer covers

  1. Acknowledge the concern and ask what they are comparing the price with.
  2. Find out whether it is about budget, value or timing, since each needs a different response.
  3. Reconnect the price to the value for them, using the problems they told you about.
  4. If budget really is the issue, look at options such as a smaller start or different terms before a discount.
4

Sell me this pen.

What they're checking

Whether you ask about the buyer's needs before pitching features.

A strong answer covers

  1. Start with questions, such as when they last used a pen and what for.
  2. Find a need or a frustration from their answers.
  3. Present the pen in terms of that need, not a list of features.
  4. Handle any objection, then ask for the sale directly.
5

What was your target last year, and how did you do against it?

What they're checking

Your track record, and whether you can talk about numbers honestly.

A strong answer covers

  1. Give the target and your result, as a percentage of target and, if you can, your rank on the team.
  2. Add context, such as territory, deal size and how long you had been in the role.
  3. Explain what drove the result, such as a channel, a habit or a large deal.
  4. If you missed, say why and what you changed, rather than blaming the market.

Selling and process

Show that you sell with a process, not on charm alone.

  1. 1Walk me through your sales process from first contact to close.Answer outline
  2. 2How do you qualify a lead?Answer outline
  3. 3How do you prospect for new customers?
  4. 4What do you ask on a discovery call?
  5. 5How do you build rapport with a buyer quickly?
  6. 6How do you follow up without being pushy?

Objections and negotiation

Answer with what you would actually say, then explain why.

  1. 7A prospect says your product is too expensive. What do you do?Answer outline
  2. 8A prospect says they are happy with their current supplier. What do you say?
  3. 9A buyer goes quiet after a great demo. What do you do?
  4. 10When would you offer a discount, and when would you refuse?
  5. 11How do you handle several decision-makers who want different things?

Role-play

Common in sales interviews. Ask questions before you pitch; that is usually what is being tested.

  1. 12Sell me this pen.Answer outline
  2. 13Give me a two-minute pitch for our product.
  3. 14I'm a busy executive and you have 30 seconds on the phone. Go.
  4. 15Run a short discovery call with me as the customer.
  5. 16I like the product, but I want to think about it. Close me.

Results and behavioural

Expect to be asked for your numbers. Know them exactly and be honest about them.

  1. 17What was your target last year, and how did you do against it?Answer outline
  2. 18Tell me about the biggest deal you closed.
  3. 19Tell me about a deal you lost. What would you do differently?
  4. 20How do you stay motivated after a run of rejections?
  5. 21How do you organise your day and your pipeline?
  6. 22Why sales, and why this company?

Sales representative interview tips

  • Know your numbers exactly, such as target, attainment, average deal size and sales cycle length.
  • In role-plays, ask questions before you pitch. Most interviewers are testing discovery, not delivery.
  • Research the company's customers and competitors so you can talk about their market, not just their product.
  • Close the interview itself by asking about next steps. Some interviewers notice whether you do.

Sales representative interview FAQ

Mostly whether you ask about the buyer before talking about the product. Jumping straight into features is the most common mistake.

Yes, many entry-level roles hire for attitude and communication. Use examples from customer-facing jobs, fundraising or anything where you persuaded people or hit targets.

Honestly. Give the number, the context and what you changed afterwards. Interviewers trust a clear explanation more than a vague or inflated answer.

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