SummersPro Sales Interview Preparation

Charter
Now that you have learnt all about sales, different stakeholders, their KPIs and frameworks to answer in
the interview, it’s time to practice, questions. Without practice, it won’t make much of a difference.

In this series of assignments we’ll be giving you different questions to practice. Over and above this
charter, we would suggest you to keep picking up new products, brands & industries and keep practicing
such questions.

We have an exercise for you of E-commerce industry and an assignment of FMCG &B2B industry.

1. Exercise- E-commerce
There will be no feedback for this exercise as we have already solved one such question for you in our
modules. We have uploaded new videos, make sure you watch all of the following videos before you
attempt the exercise:
1. E-commerce - Example using GTM
2. E-commerce - Retargeting
3. E-commerce - Segmentation using GTM
4. E-commerce - Targeting using GTM
5. E-commerce - GTM Strategy

Go through the following sales interview exercise:

1) Pick up an E-commerce company of your choice. Research different categories.

Make sure the E-commerce you choose is realistic which comes to your campus for hiring.
2) Choose a particular existing category apart from Sports and any new category.
Choosing an existing category will help as you’ll get a better understanding on how to drive sales for
an existing category.

Question:
Q1. You are category manager of X E-commerce Company, and you’re heading the Y category. You have
been given targets to be achieved. How will you increase the sales?
Deliverables

A. Mention all the different categories of X and the one which you have chosen.
B. Explain which framework you have chosen to answer the question & why?
C. Write the answer using conversational writing style.
D. When you’ll list down all ideas across different stages of your chosen tool. Pick up one such idea
and create a GTM strategy for that idea.
a. Divide your market into different segments
b. Target a segment that you feel is most lucrative
c. Frame an insight based on your understanding of the consumer’s needs, fears, triggers
and barriers
d. Describe to us what features would the category page should have and what would be
the Proposition of the category page
e. Figure out how you would promote the category page to ensure it reaches your target
audience
f. How would you plan media & promotion of the category page

2. Assignment- FMCG
There will be a a recorded feedback for this assignment.

We have uploaded new videos, make sure you watch all of the following videos before you attempt the
assignment:
1. FMCG – Convincing Stakeholders -1
2. FMCG – Convincing Stakeholders -2

Go through the following sales interview assignment:

1) Pick up a FMCG company of your choice. Research different product lines & SKUs.
Make sure the FMCG you choose is realistic which comes to your campus for hiring
2) Choose a particular product which is innovative or premiumized & has been launched recently.
Choosing an innovative or new product will help as you’ll get a better understanding on how to
approach a new product.
Question:

Q2. You are a sales manager of X FMCG Company. You have a distributor in the city you’re currently in
who is not ordering a certain Y product line of your products. How would you convince him?

Deliverables

A. Mention all the different SKUs of X and the one which you have chosen
B. Explain which framework you have chosen to answer the question & why?
C. Write the answer using conversational writing style.

3. Assignment- B2B
There will be a recorded feedback for this assignment. Go through the following sales interview
assignment:

1) Pick up a B2B company of your choice. Research different product lines & services.
Make sure the B2B Company you choose is realistic which comes to your campus for hiring

2) Choose a particular product which is the best seller for the company based on your
understanding. Choosing the most successful product will help as you’ll get a better
understanding on how the company approaches their best selling product lines.

Question:

Q3. You are B2B sales manager of X, selling Y to SMEs & Corporates. Your sales targets have been
doubled, how will you go about approaching clients & achieve your targets?

Deliverables

A. Mention all the different product lines of X and the one which you have chosen.
B. Explain which framework you have chosen to answer the question & why?
C. Write the answer using conversational writing style.

Please collate your answers in a PDF and upload it to the Dropbox link provided to you.
File Naming Nomenclature - Use the following naming format for the file: <First Name>_Sales Interview
Exercise & Assignment
All the Best!!