What a sales representative does
New Zealand's careers service says sales representatives sell and promote goods and services to people or businesses. The UK's National Careers Service sales profile lists tasks such as:
- contacting new and existing customers
- giving presentations on new products and services
- offering quotes and agreeing prices and delivery dates
- giving after-sales service for questions and problems
- keeping track of industry trends
- meeting sales targets
The US profile for wholesale and manufacturing sales representatives adds finding new customers through leads, directories and trade shows. It also lists recommending products to suit each customer's needs.
Skills employers look for
The National Careers Service lists skills that an interview can test:
- the ability to sell products and services
- persuading and negotiating skills
- persistence and determination
- customer service skills and clear spoken communication
- working well with others, and being flexible
- admin skills, and using a computer competently
New Zealand's profile says you need to be organised and responsible, and to communicate well. O*NET lists initiative, self-confidence, optimism and perseverance among the work styles.
The interviews you may face
Each employer runs its own process. You may face some of these:
- A phone call to hear how you come across. See our phone screen guide.
- A role play, where you sell a product to the interviewer, or win over a customer who says no.
- A presentation about a product, a territory or your plan for the first few months.
- Questions about your numbers, such as targets, deal sizes and how you found new customers.
- A behavioural interview about past results and setbacks. Read our guide to behavioural answers.
Use your real numbers. Never round up a target or a result. An employer may ask for proof, or check with a referee.
Questions that test each skill
These are themes, with sample wording. Real questions vary by employer.
- Finding customers: "How would you build a list of new customers in your first month?"
- Understanding needs: "What questions do you ask before you pitch?"
- Objections: "A customer says your price is too high. What do you say?"
- Resilience: "Tell me about a month when you missed your target. What did you do?"
- Negotiation: "Tell me about a deal where you had to agree on price."
- Relationships: "How do you keep a customer after the first sale?"
Answer "tell me about a time" questions with STAR: the situation, your task, the actions you took and the result. Our free STAR answer planner helps you shape each one.
What to prepare
- Learn the employer's products, customers and main competitors.
- Write down your real numbers: targets, results, deal sizes and timescales.
- Prepare five or six STAR stories, including a lost deal and a customer you won back.
- Practise a role play: ask questions first, then match the product to the need.
- Check whether the job needs a driver licence. New Zealand's profile says you may need one.
- Prepare questions about targets, territory and how commission works.
An example answer about winning a customer
Here is a made-up answer for a made-up person. Use it to see the shape of a strong answer, then tell your own true story.
Made-up example
Marcus, a sales representative for an office supplies firm
Question
Situation
Task
Action
- I asked what bothered them about ordering now, and learned deliveries often came late.
- I showed them our on-time delivery record for other clients in their area.
- I offered a one-month trial on their most-used items, at our normal price.
- I phoned after the first two deliveries to check everything had arrived on time.
- At the end of the trial, I set up a regular order so they never ran out.
Result
Marcus asks before he sells, backs up his claim and follows up. The numbers are specific and easy to check.
Questions
What if I've never worked in sales?
Use stories where you persuaded someone, reached a goal or kept going after a setback. Retail, fundraising and customer service all count.
Should I share my past sales figures?
Yes, if they're true and you're free to share them. Keep client names private if your old employer would expect that.
What does a sales representative earn?
Pay may mix a base wage and commission, so ask how it works. In the US, O*NET lists a 2025 median wage of $72,080 a year for wholesale and manufacturing sales representatives.
Sources
Written by Seal the Offer from these pages, last checked on . Rules change, so check the employer's own page and the job ad before you apply.