Here are the actual questions
SALES DRIVE 1. Describe your best example of taking the initiative to do something
that needed to be done, even though it wasn' t really your responsibility.
SALES DRIVE 2. Tell me about a time you put in long work hours on a project and
saw excellent results because of your extra work.
SALES DRIVE 3. Tell me about a time w hen you developed a deliverable that went
above and beyond w hat someone expected to receive.
LEARNING POTENTIAL 1. Describe a time w hen you had to put in extra effort in
order to complete an assignment or task.
LEARNING POTENTIAL 2. Tell me about a time w hen you had difficulty
understanding material that you needed to learn.
LEARNING POTENTIAL 3. Tell me about a time when you were able to learn
something faster than your peers.
SALES POTENTIAL 1. Tell me about the most positive experience you have had in
selling products, services, or ideas to others.
SALES POTENTIAL 2. Describe the time you were particularly effective at convincing
a group to adopt your idea when they were initially opposed to it.
SALES POTENTIAL 3. Tell me about a t ime w hen your init ial request w as refused and
w hat you did to t ry to get the request approved.
PERSISTENCE AND PLANFULNESS 1 . Describe a t me w hen you set challenging goals
for a project and w hat you did to achieve these goals.
PERSI STENCE AND PLANFULNESS 2 . Tell me about a t ime w hen you w ere persistent
in seeing a task to complet ion even w hen obstacles appeared.
PERSI STENCE AND PLANFULNESS 3 . Tell me about a t ime w hen you used a dif ferent
approach than you normally do to persuade someone.
CUSTOMER FOCUS 1 . When w ere you most ef fect ive at ant icipat ing an emerging need of a
customer , or other individual, and responding to it?
CUSTOMER FOCUS 2 . Descr ibe the t ime you and your team w ere most ef fect ive in ident ifying
Page 17
and developing a process to improve sat isfact ion w ith a service you w ere providing.
CUSTOMER FOCUS 3 . Somet imes people are not sure exact ly w hat they w ant or need. Tell me
about the t ime you did the best job asking someone a ser ies of quest ions to determine w hat
product or service w ould best f it his/ her needs.
Managing Conf lict
Choose one of the following situat ions
1. Tell me about a t ime you did not agree with feedback/ conversat ion with a customer , peer , direct
supervisor , professor or classmate. What was the situat ion, how did you respond, what was the
outcome?
Choose one of the following situat ions
1. You have a potent ial lead with a major For tune 500 organizat ion. The buyer in the organizat ion
is high up in the ranks and is very difficult to reach.
2. You place a cold call with a lead and the first thing they say is "No thanks, I am already working
with Dell.
Handling Customer Needs
Choose one of the following situations
1. A customer that you have been waiting to hear back from is calling; however, you are on the phone
with another customer.
2. A customer calls to place an order for 10 computer monitors. While you are entering the order, she
has a specific quest ion on her invoice from 3 months ago and in the same sentence asks you for your
thoughts on the new monitors NEC will be releasing in 2 months (which you have not yet been t rained
on).
