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A friend of mine is interviewing for a new sales job. Today he received the following instructions for his upcoming interview. As both a sales manager and a marketing recruiter, I like this format a lot. Take a look ...




Instructions to Candidates for "Mock Sales Presentation"


Assignment:  Select a product or service you know well or have sold before.  The product need not be related to our product or industry.  It is best to select a topic that enables you to demonstrate strong product knowledge and confidence.


Prepare a 15-minute presentation intended to educate and convince prospective customers about the benefits of using your product/service.


As part of our selection process, you will deliver a mock sales presentation to an audience of 2-3 members of the Senior Sales Management Team, who will play the role of your prospective customers.


Note:  Please come ready to present.  You will not have time to prepare for this during your visit.


Objective:  This is an opportunity for you to demonstrate your skill at presenting product or service information in small group settings.  You will be assessed on your performance in six dimensions:


  1. Builds rapport and engages others

  2. Demonstrates product knowledge and personal confidence

  3. Educates the customer

  4. Presents in a focused and succinct manner

  5. Effectively handles objections

  6. Conveys a professional image

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ABOUT THE AUTHOR

Harry Joiner is an executive recruiter specializing in integrated marketing and "new media." He has been featured in MarketingSherpa's Great Minds in Marketing series and received coverage in the Wall Street Journal's Career Journal Online. According to Viral Garden's weekly rankings, Harry's weblog MarketingHeadhunter.com is one of the top 25 marketing weblogs in the world.