Sales and marketing Interview Questions & Answers

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Sales and marketing Interview Questions & Answers

Are you an MBA graduate with good communication skills? Do you have any experience in selling, marketing, promoting the business? Do you have a dynamic personality to interact with customers? Then wisdom jobs have opened the doors to countless ways to connect to your job? Sales and marketing are closely related and their main motive is to increase the revenue. One the product is launched, it is the duty of the sales person to promote product to the customer. In other words sales include” operations and activities involved in promoting and selling goods and services”. Marketing includes “the method of technique of promoting, selling or distribution of the product or service. The role of a sales manager is to accomplish marketing and sales objectives by planning, developing, implementing and evaluating trade promotion programs. So, trace out your path as area sales manager, sales and marketing manager, assistant manager etc by looking into the sales and marketing job interview questions and answers.

Sales And Marketing Interview Questions

Sales and marketing Interview Questions
    1. Question 1. What Is Sales Management?

      Answer :

      For an organisation, at the end of the day, the product must be sold. No sales means no profits and no profits means no business! So this in turn depends upon the quality of the sales force. The sales force of an organisation needs to be properly selected, trained, developed and managed so as to be able to reach out to and gain a wider customer base and to retain the existing customers.

      This activity relating to the sales force is known as sales management. Sales management entails deciding upon the sales territory, determining the composition of the sales force and sales organisation.

    2. Question 2. Explain Marketing Communication?

      Answer :

      Marketing communication can be defined as the efforts made by the seller to convey his message to his buyers and to accept it in retrievable form. The main point of communication process is persuasion. It is totally goal oriented. It is not an haphazard activity. Each of its tool consists of specific complexities and potentialities that justify managerial specialization.

    3. Question 3. What Is The Product?

      Answer :

      Product refers to the bundle of tangible and intangible attributes that a seller offers to a buyer in return of a particular predefined amount of payment in a particular mode. Goods, ideas, methods, information, objects, services, etc., whose output serves as a need or want satisfier.

    4. Question 4. Tell Me The Various Types Of Marketing Research?

      Answer :

      1) Field research : It is related to the research for a specific purpose.

      2) Desk research: Usually it is conducted for one purpose initially but gradually it is used to support another goal.

      3) Xploratory research: It investigates an assumption..

      4) Predictive research: This type of research is done to predict any future occurrence.

      5) Conclusive research: This type of research is done to derive a conclusion of a research process.

    5. Question 5. List The Stages Of Plc?

      Answer :

      • Introduction stage.
      • Growth stage.
      • Maturation stage.
      • Decline stage.

    6. Question 6. What Is Plc?

      Answer :

      The presence of the product in the marketplace with respect to the ups and down in its business costs and sales activities. Products usually have a limited life and they pass through distinct stages, each posing different challenges, opportunities, and problems to the seller.

    7. Question 7. List The Qualities Of Useful Market Segments?

      Answer :

      • Segments must have enough profit potential to justify developing and maintaining. 
      • Consumer must have heterogeneous needs for the product.
      • Segmented consumer needs must be homogeneous.
      • Company must be able to reach a segment with its planned efforts. Must be able to measure characteristics & needs of consumers to establish groups.

    8. Question 8. What Is Pure Competition In Marketing Sales?

      Answer :

      In pure competition the number of buyers and sellers is very large. There is a perfect competition among them. Price is determined for the entire industry by the forces of demand and supply. All firms have to sell their product at that price. No firm can influence price by a single action. Thus every firm is a price taker and a quality adjuster.

    9. Question 9. What Is Monopolistic Competition In Marketing Sales?

      Answer :

      Monopolistic competition refers to a market situation where there are many firms selling a differentiated product. There is competition which is keen, though not perfect, among many firms making very similar products. No firm can have any perceptible influence on the price output policies of the other sellers nor can it be influenced much by their actions. Thus monopolistic competition refers to competition among a large number of sellers producing close but not perfect substitutes for each other.

    10. Question 10. What Is Oligopoly In Marketing Sales?

      Answer :

      Oligopoly is a market situation in which there are a few firms selling homogeneous or differentiated products. It is difficult to pinpoint the number of firms in the oligopolist market. There may be three or five firms.

      It is also known as competition among the few. With only a few firms in the market the action of one firm is likely to affect the others. An oligopoly industry may produce either homogeneous or heterogeneous products.

    11. Question 11. What Is Pure Monopoly In Marketing Sales?

      Answer :

      Monopoly is a market situation in which there is only one seller of a product with barriers to entry of others. The product has no close substitutes. He is a price maker who can set the price to his maximum advantage. This may occur because the firm has a patent on a product or a license from the government to be a monopoly .Pure monopoly occurs when the producer is so powerful that he is always able to take the whole of all consumers' income whatever the level of his output is.

    12. Question 12. What Is Impulsive Buying?

      Answer :

      At certain times we just come across a product and buy it impulsively without any kind of prior planning, evaluation or thought.

    13. Question 13. What Is Limited Decision Making?

      Answer :

      There are certain products which are brought occasionally hence we require some time to gather the information to make a decision. Due to the lack of knowledge of the product segment in advance it requires limited decision making on the part of the customer.

    14. Question 14. What Is Routine Response?

      Answer :

      There are some products in the market which are purchased by the customer almost without much thought such as bread, butter, milk etc. There is a very low amount of involvement by the customer while purchasing these products. The human mind gets programmed in a certain manner when it comes to purchase of such products hence it is done without any prior thought or evaluation.

    15. Question 15. What Is Buying Behavior?

      Answer :

      The decision making process which involves the period before, during and after buying or purchasing a product is referred to as the buying behavior of a customer. The buying behavior of the targeted customer has to be analyzed before the formation of any marketing strategy aimed to achieve the targeted sells in the market. Since each targeted segment or market might have a different kind of a buying behavior hence a different kind of approach is needed to reach them.

    16. Question 16. What Is Macro Environment And It's Components?

      Answer :

      Macro environment is basically referred to the area of external business operations of a particular organization. The components of a macro environment have to be well analyzed before planning the course of marketing programs as it affects the very performance of a product or an organization. All the factors affecting the performance of a firm in the macro environment are referred to as the components which could be economic, demographic, technological, natural, social ,cultural, legal and political.

    17. Question 17. What Is The Meaning Of Promotion In Marketing Sales?

      Answer :

      Promotion is basically aimed towards creating an awareness in the market and the customers mind about a particular product or service. Its cheaper than advertising and can definitely be more credible .It helps strengthen the brand image and can be extensively used for new product launch.

    18. Question 18. What Is "place" In Marketing Sales?

      Answer :

      To sell and buy a product or service a common place is required which is suitable for both the customers as well as the sellers. The selection of a particular marketplace suitable is very essential to match the product and brand image.

    19. Question 19. What Is "price" In Marketing Sales?

      Answer :

      Price plays an important role in the success of a product or service. Not only is it a major determining factor for the customer while buying a product but also plays a major part in determining the image of a product in the mind of the customer. The seller has to also keep in mind the profit element while deciding the price of a product. Thus a balance between all the aspects has to be achieved to determine a balanced pricing strategy.

    20. Question 20. What Is Product?

      Answer :

      Product is the bases for all the marketing activities undertaken because all the marketing communications are aimed towards selling utmost quantities of the product .

    21. Question 21. What Is Marketing Mix?

      Answer :

      Marketing mix is referred to the amalgamation and use of the four P's of marketing in a manner so as to attain the highest level of customer motivation to buy a particular product or services. Price, place, product and promotion are elements which constitute the four P's of the marketing mix. Some commentators may increase the marketing mix to the Five P's, to include people. Others may increase the mix to Seven P's, to include physical evidence and process.

    22. Question 22. What Is Partnership Marketing?

      Answer :

      The customer is always looking for something more than what the actual benefits of a product might be. Thus partnership marketing plays ball on the very fact to create marketing communication and propositions for the customer which include value addition of benefits to customer ,sourced and negotiated with a third partner. The benefit in this form of enhanced propositions is that not only is it beneficial for the consumer and the brand but also for the third partner by reducing costs of marketing communications. Partnership marketing basically aims at adding more and more value to the benefits derived by a customer.

    23. Question 23. What Is Proactive Marketing?

      Answer :

       Proactive marketing basically is an innovative form of marketing which is based on new ideas in terms of the creative content used as well as the creativity involved in the formation of marketing strategies. It definitely involves a lot more work but the end result might be much better than other forms of marketing. Doing something new and different in the market place to attract the attention of the consumer is the core aspect of proactive marketing.

    24. Question 24. What Is Accountable Marketing?

      Answer :

      Accountable marketing works on the concept that all the targeted marketing communications should be accounted for in terms of the result or output they generate. In other words every act of communication should concentrate on a unique selling or a benefit driven point related to the product which ultimately results in motivating the customer and adding on to the brand image of a brand or the product on a whole.

    25. Question 25. What Is Reactive Marketing?

      Answer :

      Reactive marketing is the most widely used approach in marketing. Reactive marketing is based on the concept of react ,which mean for example if a competitor company is following certain marketing practices with good resultant output we do the same by slight change in design or price and adopting the same marketing policies.

      The ease of approach in reactive marketing is the very reason for its popularity. At times due to stiff competition in the market a firm might have no choice but to follow it so as to survive in the marketplace and make profits.

    26. Question 26. What Is Basic Marketing?

      Answer :

      Basic marketing is the set of activities used to get your potential customer's attention. After this one has to formulate the communication in a manner so as to motivate them to buy. Thereafter the efforts are directed towards getting the customers to actually purchase. And then the ultimate goal that is to get them to buy the product again and again .This process on the whole is referred to as basic marketing.

    27. Question 27. What Is Total Customer Cost?

      Answer :

      The total cost incurred by a customer in the process of evaluating what he wants to buy, buying a product, using it and ultimately disposing it of is termed as total customer cost. (monetary,time,energy,psychic).

    28. Question 28. What Is Total Customer Value?

      Answer :

      The sum total of all the benefits (Product value ,service value, personnel value, Image value) that a customer derives from a product or a service is termed as the total customer value . In other words these are the benefits that the vendor or seller provides in return of the associated payments received from a customer.

    29. Question 29. What Is Customer Delivered Value?

      Answer :

      The term marketing does not revolve around fulfilling the needs of a consumer alone but also includes the value that the consumer is deriving from the use of the said product or service. This value is arrived at by subtracting what the product cost a consumer(total customer cost) from the benefits derived by him from the product (Total customer value).

    30. Question 30. Explain The Core Concepts Of Marketing?

      Answer :

      Needs ,wants and demands are the core concepts of marketing. These are basically inter related to each other which means needs which could be individualistic, social or physical arise due to a state of deprivation and have to be fulfilled for a basic human survival. Some human needs shaped by cultural and individual experiences and lifestyles take the form of wants. Ultimately demands are those sets of wants which are backed by the power to buy and could be related to many needs & wants. Other related concepts of marketing may include the Marketplace with exchange and the actual transaction as its base.

    31. Question 31. What Is Marketing?

      Answer :

      Marketing can be referred to as a form of communication with your customers, with the help of marketing tools such as advertising, promotion, publicity, design aspects related to the look of the product etc. All these are aimed at getting the target audience (customer) to first get interested in your product or service and then ultimately buy them.

    32. Question 32. What Is Difference Between Super Stockist And Distributor?

      Answer :

      super stockiest is one who supply product to n nos of distributor in area. Distributor is one who supply to dealers in the area

    33. Question 33. How Will You Sell A Product?

      Answer :

      First introduce the product and tells all positive features and function in positive manner so that customer will be attracted towards the product.

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