销售类面试常见问题

销售人员面试需知一. Please be informed that the cv must mentioned at least minimum 1 year sales experience ,and you should talk about over 1 year experience during interview time .（要求简历上要写明有一年的经历,在面试时也要跟考官讲明有一年的工作经历）二. appearance (外表) Appearance/ Grooming- please be sure that everyone shall be good making up and dress well and look smart during interview time (要求面试时女生一定要化淡妆,衣着整洁)三. interview shall be in English .( please practise the English before interview as the below questions ) usually questions during interview .( the below underline question is very important) 面试时首先用英语,因此,将以下问题用英语提前准备好.常见的问题如下,面试官将会从下面众多问题中抽选部分问题来询问,因此请都准备好1.-what is your name ? and what is you hobby ?你的名字?爱好?2. - what is your work experience ? ( you must say at least 1 year sales experience and say about the product what you are selling )你的工作经历?你必须要说明自己有一年的销售经历,并讲明是卖的什么东西?3.-what is the product you are selling in your shop , please explain? 你销售的是什么东西?请解释你对该产品的了解 (回答：请根据简历上的经历回答)4. what is the important thing for selling ?销售最重要的是什么? What are the characteristics of an excellent sales person? 作为一个优秀销售人有哪些特性？What make you good sales person ?什么使你成为一个优秀的销售人员？（answer: In general , the client need the good character person , smiling , smart , helpful to others not selfish , team work ., willing to service the client, having service mind , never angry with the clients , be cool ） (答：总的来说客人需要的是一个好脾气的服务员，从不对客人发脾气，要随时保持微笑，机灵，要勇于帮助他人，具有团队精神，遇事沉着冷静，具有销售产品丰富的知识，具有良好的服务意识，不要太自我)A. Understanding the clients need （知道客人的需求）B. Understanding your product （了解自己所卖产品特点）C. Convincing the client to buy （有能力说 服客人购买产品）D. Pushing to selling in good manner （拥有良好的销售技巧和方法）E. Have good service attitude (拥有良好的服务态度，包括热情、微笑、耐心等)5. Describe excellent customer service?请描述什么是优质客户服务？What skill do you have to make good sales ?成为一个优秀的销售人员需要哪些技巧？回答要点：Basic requirements : Smile, Greet, investigate needs, meet needs via helpful advice and professionalism, prompt and efficient service throughout, if required offer alternatives, thank the customer and give a sincere parting comment. （基本要求：微笑，问候，需求调查，通过有益的建议和职业素质满足客户需求，始终及时高效的服务，如果顾客的需求是可选择的，那应首先感谢顾客，同时给予顾客真诚而职业的意见）6. What is important as customer service ?客户服务最重要的一点是什么？ 回答要点：让客户满意（ customer satisfaction）（回答参考4，5题)7. what is “luxury” to you ?or what is your opinion “ luxury brand” or what is the meaning of “luxury brand “ 对你来说什么是奢侈或豪华?你的印象中的奢侈品品牌有哪些?1. 化妆品品牌：Dior（迪奥） CK.Channel （香柰尔） GUERLAIN (娇兰)YSL Lacome(兰寇) Estte laurder (雅思兰黛) CLINIQUE倩碧LOREAL欧莱雅 GIVENCHY纪凡希 MAX FACTOR 蜜丝佛陀2. 箱包品牌： Gucci(古奇) Prada C Burberry LV Fendi3. 服装品牌：Armani（阿玛尼） Pieer Cardan（皮尔卡丹） Zara Verssca（范思哲） UZ Nike Banana Repubic GAP CD Yalentino（瓦伦蒂诺） Guess CK4. 鞋子品牌： Fregamo Adidas（阿迪达斯） Fuma（彪马） Nike 耐克 5. 太阳镜高档品牌：芬迪、CK。8. How do you feel to sell luxury product ?怎样销售奢侈品？回答要点：Totally understand the characteristics of goods, and aiming. Listen to the customers, to respect the choice of guests; to tell customers the true value of the Goods. 充分了解所销售商品的特点和面向人群；倾听客人的要求，尊重客人的选择；告诉顾客该商品的真正价值。 (也可参考4，5题)9. Describe a situation when you dealt with an angry customer?面对生气的客人如何处理？回答要点： cool off , relax , calm myself , try to satisfy his or her requirement.10. How can you handle the customers complain? （如何处理顾客的抱怨？）回答要点：A complaining customer is an opportunity to improve your service not only for them, but for all future customers. Apologize, if we really have some mistake.11. If the goods is finished on the shelf , what you should to do ? 货柜上的商品卖完了你如何处理？( answer is put more goods on it .)（答：补货）12. If you are having so many clients at one time , what you should to do ? 如果在同一时间你面临很多客人，你该怎么办？（答：首先保持冷静，然后请求主管和其他同事帮忙接待）( answer is to cool down myself , then ask my supervisor or my colleague to help. This questions test you if you are having team worker spirit ) 13、What problems would you image working with a multinational team? And how to deal（与不同国籍人事组成的团队一起工作是要面对的问题或难题）回答要点：Different culture background, Hard to communicate with one language, Focus on the same target, trust your colleague, be responsibility in your own area.14、Do you like sales? What about your feeling when sale something to others （你喜欢销售吗？当你卖东西给别人是你是什么感觉）请根据自己实际情况回答15、If you could not achieve your sales target, are you ready to attend a training program to improve your skills or you will feel shy to ask?(无法完成工作目标时，是否能接受培训课程，或者你羞于说出？)回答要点: 面对新颖的商品，我可能无法完成销售目标，我愿意接受培训课程来提高销售技巧，这对公司和我本人是个双赢的选择。When I sale novel goods, maybe I cant achieve the target, but I like to accept some training program to improve your sales skill, thats good for me and my company.16.When have you ever had to refuse the request of a customer? 你曾经什么拒绝过客人的要求？- How did you do this and how did they feel?你是怎么处理这些问题的？客人的感受又是什么？(按自己理解回答)17. What if customer ome to your store and try and did not make buy anything? （如果客人来店里不买商品怎么办）回答要点：Madam, its ok if you did not find anything suitable at this moment.However, the new design or our promotion will be on next week or month. Thank you very much for your support anyway and we hope to see you soon. Wonderful day, Madam!18、 why you want to be sales person / Why you want to go to work in our company (为什么想成为一个销售人员 / 为什么想到我公司工作)请根据自己的实际情况和对该公司的理解回答19、Make a sample to sell XX(I am client, I want to buy a XX,show me your sales skill) 角色模拟，面试官将扮演顾客，你将扮演销售人员，尝试卖一样东西给他。Good morning madam.How may I help you?By the way, these are our latest design and the promotions that we are currently having.Please let me know if I can assist you in any way.my pleasure.Thank you madam and hope to see you again. Have a wonderful /nice day!20.Whats the duty of the sales assistant?销售助理的工作职责是什么？销售人员工作职责职位：销售助理 sales assiatant部门：经营商店楼层Operations-Shop floor报告于：商店楼层主管 Shop Floor Supervisor工作目的：保证卖场 “世界级”顾客服务标准能够得到执行并且实现最大限度的销售。Job Purpose:To ensure shop “World Class” Customer Service Standards are implemented and to maximize sales.权力和责任制订的决定： 在商店楼层领班人的指导下工作。Decision Making Authority and Responsibility:Work is guided by the Supervisor-Shop floor 主要职责：1. 遵守所有卖场 “世界级”顾客服务标准。1. Adhere to all “World Class” Customer Service standards in shop.2. 确保商店（包括储藏库）所有时间都干净整洁。2. Ensure that shop (including sub stores) is clean and tidy at all times3. 确保所有商品被精确标价，维持摆放区按照摆放及推销人员的所显示摆放的商品一样并不断补充卖出的商品。3. Ensure all merchandise is properly priced, maintain displays in areas as displayed by the Display/Merchandise team & maintain ongoing replenishment of all stocks sold4. 商品上的标价必须随着价格上下变动事件而改变。4. Pricing on merchandise should be changed in the event of price mark-up/mark-down5. 如发现商品价格/递送异常立即向区域监察人汇报。5. Report; PLUs not found, price/delivery irregularities to the area supervisor immediately6. 通知领班人精确的操作流程（按照每个操作规则）6. Inform the supervisor of specified Operational issues (as per Operational policy)7. 检查产品的保质期并且常规转动易坏物品。7. Check product expiry dates and rotate stocks regularly for perishable items8将顾客的要求，投诉，建议及意见反映给监察人为了将来的改进。8. Channel customer requests, complaints, suggestions & comments to supervisors for further action9. 通过参加培训、阅读说明书、产品公告以及从商品之广告推销人员处获得信息保持现代的产品知识。9. Keep up-to-date on product knowledge by attending training, reading brochures, product bulletins or requesting information from merchandising staff.10. 参与储备物清点。10. Participate in Stock Counts11. 保护商店楼层储备物反对小偷小摸、偷盗和毁坏。11. Safeguard shop floor stocks against pilferage, theft and damage12. 确保安全工作