销售类面试常见问题

销售类面试常见问题销售类面试常见问题销售类面试常见问题销售类面试常见问题编制仅供参考审核批准生效日期地址：电话：传真:邮编:thankthecustomerandgiveasincerepartingcomment.（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）Whatisimportantascustomerservice客户服务最重要的一点是什么回答要点：让客户满意（customersatisfaction）（回答参考4，5题)7.whatis“luxury”toyouorwhatisyouropinion“luxurybrand”orwhatisthemeaningof“luxurybrand“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化妆品品牌：Dior（迪奥）（香柰尔）GUERLAIN(娇兰)YSLLacome(兰寇)Esttelaurder(雅思兰黛)CLINIQUE倩碧LOREAL欧莱雅GIVENCHY纪凡希MAXFACTOR蜜丝佛陀2.箱包品牌：Gucci(古奇)PradaCBurberryLVFendi3.服装品牌：Armani（阿玛尼）PieerCardan（皮尔卡丹）ZaraVerssca（范思哲）UZNikeBananaRepubicGAPCDYalentino（瓦伦蒂诺）GuessCK4.鞋子品牌：FregamoAdidas（阿迪达斯）Fuma（彪马）Nike耐克5.太阳镜高档品牌：芬迪、CK。Howdoyoufeeltosellluxuryproduct怎样销售奢侈品回答要点：Totallyunderstandthecharacteristicsofgoods,andaiming.Listentothecustomers,torespectthechoiceofguests;totellcustomersthetruevalueoftheGoods.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.Describeasituationwhenyoudealtwithanangrycustomer面对生气的客人如何处理回答要点：cooloff,relax,calmmyself,trytosatisfyhisorherrequirement.10.Howcanyouhandlethecustomers’complain（如何处理顾客的抱怨）回答要点：Acomplainingcustomerisanopportunitytoimproveyourservicenotonlyforthem,butforallfuturecustomers.Apologize,ifwereallyhavesomemistake.11.Ifthegoodsisfinishedontheshelf,whatyoushouldtodo货柜上的商品卖完了你如何处理(answerisputmoregoodsonit.)（答：补货）12.Ifyouarehavingsomanyclientsatonetime,whatyoushouldtodo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）(answeristocooldownmyself,thenaskmysupervisorormycolleaguetohelp.Thisquestionstestyouifyouarehavingteamworkerspirit)13、WhatproblemswouldyouimageworkingwithamultinationalteamAndhowtodeal（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：Differentculturebackground,Hardtocommunicatewithonelanguage,Focusonthesametarget,trustyourcolleague,beresponsibilityinyourownarea.14、DoyoulikesalesWhataboutyourfeelingwhensalesomethingtoothers（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、Ifyoucouldnotachieveyoursalestarget,areyoureadytoattendatrainingprogramtoimproveyourskillsoryouwillfeelshytoask(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。WhenIsalenovelgoods,maybeIcan’tachievethetarget,butIliketoacceptsometrainingprogramtoimproveyoursalesskill,that’sgoodformeandmycompany.haveyoueverhadtorefusetherequestofacustomer你曾经什么拒绝过客人的要求-Howdidyoudothisandhowdidtheyfeel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.Whatifcustomerometoyourstoreandtryanddidnotmakebuyanything

（如果客人来店里不买商品怎么办）回答要点：Madam,it'sokifyoudidnotfindanythingsuitableatthismoment.However,thenewdesignorourpromotionwillbeonnextweekormonth.

Thankyouverymuchforyoursupportanywayandwehopetoseeyousoon.Wonderfulday,Madam!18

、whyyouwanttobesalesperson/

Whyyouwanttogotoworkinourcompany(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、MakeasampletosellXX(Iamclient,IwanttobuyaXX,showmeyoursalesskill)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。

Goodmorningmadam.HowmayIhelpyouBytheway,theseareourlatestdesignandthepromotionsthatwearecurrentlyhaving...PleaseletmeknowifIcanassistyouinanyway....mypleasure.Thankyoumadamandhopetoseeyouagain.Haveawonderful/niceday!

’sthedutyofthesalesassistant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salesassiatant部门：经营商店楼层Operations-Shopfloor报告于：商店楼层主管ShopFloorSupervisor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。JobPurpose:Toensureshop“WorldClass”CustomerServiceStandardsareimplementedandtomaximizesales.权力和责任制订的决定：在商店楼层领班人的指导下工作。DecisionMakingAuthorityandResponsibility:WorkisguidedbytheSupervisor-Shopfloor主要职责：1.遵守所有卖场“世界级”顾客服务标准。Adheretoall“WorldClass”CustomerServicestandardsinshop.2.确保商店（包括储藏库）所有时间都干净整洁。Ensurethatshop(includingsubstores)iscleanandtidyatalltimes3.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。Ensureallmerchandiseisproperlypriced,maintaindisplaysinareasasdisplayedbytheDisplay/Merchandiseteam&maintainongoingreplenishmentofallstockssold4.商品上的标价必须随着价格上下变动事件而改变。Pricingonmerchandiseshouldbechangedintheeventofpricemark-up/mark-down5.如发现商品价格/递送异常立即向区域监察人汇报。Report;PLU’snotfound,price/deliveryirregularitiestotheareasupervisorimmediately6.通知领班人精确的操作流程（按照每个操作规则）InformthesupervisorofspecifiedOperationalissues(asperOperationalpolicy)7.检查产品的保质期并且常规转动易坏物品。Checkproductexpirydatesandrotatestocksregularlyforperishableitems8．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。Channelcustomerrequests,complaints,suggestions&commentstosupervisorsforfurtheraction9.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。Keepup-to-dateonproductknowledgebyattendingtraining,readingbrochures,productbulletinsorrequestinginformationfrommerchandisingstaff.10.参与储备物清点。ParticipateinStockCounts11.保护商店楼层储备物反对小偷小摸、偷盗和毁坏。Safeguardshopfloorstocksagainstpilferage,theftanddamage12.确保安全工作策略所有时间都被执行。Ensuresafeworkingpracticesareadheredtoatalltimes13.监视器的移动、商品的储备位置并如实的通知领班。Monitormovement&stockpositionofmerchandiseandadvisethe