Interview for BDE / Sales Engineer

INTERVIEW DETAILS

Candidate's Name: Date:

Hiring For: Sales Engineer / BDE Time of Interview:

Interviewer: Reference No:

Comments:

COMMENTS FROM CANDIDATE'S RESUME

Documented Skills Work Experience Red Flag areas to probe

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The Theory Behind Behavior-Based Interviewing

Behavior-based interviewing is an approach that looks at past behavior as the best predictor of future
performance.

The goal of the interview process is to predict future job performance based on examples of previous specific
behaviors, which illustrate the desired competencies through tactful probing. The interviewers are looking for
behaviors in situations similar to those that will be encountered in the new job. By relating a candidate’s answers
to specific past experiences, you’ll develop much more reliable indicators of how the individual will most likely
act in the future.

Behavioral questions ensure more genuine spontaneity than traditional questions since candidates can’t
practice as easily for them in advance.

A proper behavioral interviewing procedure ensures that the selection process is:

Objective
Consistent and transparent
Based on the competencies and proficiency level of the job
A good predictor of performance

Past behavior in past situations will more accurately indicate a candidate’s attitudes and behaviors. A person
can have the knowledge and the competencies to do the job, but they may not have the desire to do it.

The behavior-based interview incorporates structured questions on the candidate’s past behavior in situations
similar to those that will be encountered in the new position. It goes beyond determining whether a person can
do the job. It better determines if a person will do a good job: how it will be done and to what extent.

EXPLAIN THE PROCESS TO THE CANDIDATE

I will ask you I will give you You can ask us I will explain

Questions to test background to the questions. the next step

your suitability. position in the process.

Special Notes:

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ASK QUESTIONS AND EVALUATE ANSWERS

1. Analytical Skills: The ability of the candidate to evaluate and analyze situations in a calm logical manner. They
need to be able to isolate the main issues involved and suggest clear logical inventive solutions, taking all critical
factors into account.

INTERVIEW QUESTION TARGETED BEHAVIOUR

Tell me about a recent sales plan that youIs able to employ current research methodologies,
researched and developed. How did you go knows relevant industry specific market
about research
it? Was it successful in achieving its objectives? sources, and can deduce trends and forecasts from
this data.

SITUATION BEHAVIOURS SHOWN THE OUTCOME

YOUR RATING:
1 2 3 4 5 6 7
Poor Weak Adequate Good Very Good Strong Outstanding

Comments:
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2. Problem solving abilities: The ability of the candidate to find the essential components of a problem, gather
the relevant data, determine possible causes and solutions and the ways to implement these possible solutions.

INTERVIEW
QUESTION TARGETED BEHAVIOUR
How do you keep up to
date with recent Keeps up to date with the latest developments in
developments in your field their industry through seminars, industry
newsletters
, professional organizations, research
papers and networking throughout the industry.

SITUATION BEHAVIOURS SHOWN THE OUTCOME

YOUR RATING:
1 2 3 4 5 6 7
Poor Weak Adequate Good Very Good Strong Outstanding

Comments:
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3. Technology skills: Been comfortable with the latest technology, including modern mainstream computer
technology and specific technology relative to the position you are seeking to fill. Applying this technology to
improve effectiveness in the workplace?

INTERVIEW QUESTION TARGETED BEHAVIOUR

What steps have you taken to become proficient in Will have a proficient knowledge of software include
the use of modern office software? Which software word processing, presentation software, database
and spreadsheet programs, as well as
programs are you familiar with? industry
specific software?

SITUATION BEHAVIOURS SHOWN THE OUTCOME

YOUR RATING:
1 2 3 4 5 6 7
Poor Weak Adequate Good Very Good Strong Outstanding

Comments:
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4. Negotiation Skills: The ability to engage positively and successfully in a range of bargaining or negotiating
situations. Has mastery of the negotiation process whereby interested parties resolve disputes; agree upon
courses of action, bargain for individual or collective a

INTERVIEW QUESTION TARGETED BEHAVIOUR

Applies a structured approach to negotiations,
Tell me about a successful negotiation that you and
lead. What were the main factors in your success? sees the different motivations, interests and
objectives of all parties involved.

SITUATION BEHAVIOURS SHOWN THE OUTCOME

YOUR RATING:
1 2 3 4 5 6 7
Poor Weak Adequate Good Very Good Strong Outstanding

Comments:
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5. Communication skills: The ability to communicate clearly and effectively in both normal and conflict situations.
The ability to communicate to all sections of the organization.

INTERVIEW QUESTION TARGETED BEHAVIOUR

What steps do Is keen and dedicated in developing and
you normally take to develop cultivating
relationships with
key Opinion Leaders (KOL).Can relationships with KOL in his/her field, via seminars,
you give me a recent example? industry events, publications and social events.

SITUATION BEHAVIOURS SHOWN THE OUTCOME

YOUR RATING:
1 2 3 4 5 6 7
Poor Weak Adequate Good Very Good Strong Outstanding

Comments:
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6. Sales ability: The ability to influence and persuade others both inside and outside the organization.

INTERVIEW QUESTION TARGETED BEHAVIOUR

Give me an example of a time when you used your Constantly seeks and takes opportunities to
sales skills to sell a customer more than he originally maximize sales, although will never jeopardize
asked for? long-term sales for short-term gains.

How have you dealt with rejection in the past? Can Recovers easily from rejection, does not avoid
you give me some examples? situations where rejection might occur, especially
cold calling; sees each rejection as a step
bringing
them nearer to success.

SITUATION BEHAVIOURS SHOWN THE OUTCOME

YOUR RATING:
1 2 3 4 5 6 7
Poor Weak Adequate Good Very Good Strong Outstanding

Comments:
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7. Strategic Thinking: Strategic thinking is a process whereby you learn how to make your business vision a
reality by developing your abilities in teamwork, problem solving, and critical thinking. It is also a tool to help you
confront change, plan for and make transitions, a

INTERVIEW QUESTION TARGETED BEHAVIOUR

Tell me about an opportunity you foresaw in the Always seeking new products and new markets; can
formulate and implement plans to pursue
market for a new product or for an adaptation of an these
existing product. What steps did you take? Were opportunities.
you successful?
Tell me about some
recent market research you Has the ability to apply sound market research
carried out on a new product (service). Were
your analysis when evaluating options and plans.
superiors happy with it?

SITUATION BEHAVIOURS SHOWN THE OUTCOME

YOUR RATING:
1 2 3 4 5 6 7
Poor Weak Adequate Good Very Good Strong Outstanding

Comments:
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8. Customer service: Maintaining and improving relationships with clients. Successfully handling conflict with
customers and constantly improving the service offered to them.

INTERVIEW QUESTION TARGETED BEHAVIOUR

Can handle all types of distributors and agents,
Tell me about the most difficult distributor or agent is
not intimidated by aggressive distributors, does
you have had to deal with? Why were they so not
difficult? How did you handle them? becomes emotional with them, divorces their attitude
from the sales issues involved.

SITUATION BEHAVIOURS SHOWN THE OUTCOME

YOUR RATING:
1 2 3 4 5 6 7
Poor Weak Adequate Good Very Good Strong Outstanding

Comments:
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9 Emotional intelligence: The ability to empathize with people read between the lines; can judge
.
can moods

and body language.

INTERVIEW QUESTION TARGETED BEHAVIOUR

Possesses the emotional intelligence to gauge
Tell me about a time when you adapted your the
presentation after sensing the mood of your mood of people in group situations quickly and
accurately
audience? Did you succeed in turning the situation .
around?

SITUATION BEHAVIOURS SHOWN THE OUTCOME

YOUR RATING:

1 2 3 4 5 6 7
Poor Weak Adequate Good Very Good Strong Outstanding

Comments:
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 10.General Questions: General
Questions

INTERVIEW QUESTION TARGETED BEHAVIOUR

Do you have a clean driving license? Have any driving penalties (points) carefully
explained.

SITUATION BEHAVIOURS SHOWN THE OUTCOME

YOUR RATING:

1 2 3 4 5 6 7
Poor Weak Adequate Good Very Good Strong Outstanding

Comments:
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EVALUATION REPORT ON
CANDIDATE

Candidate's Name:

Interviewer:
Sales Engineer / Business Development
Position interviewing for: Executive

Date of Interview:

Other Details:
Candidate Type: (please check) Other:
Internal External

Competency Score Comments

1
. Analytical Skills
2
. Problem solving abilities
3
. Technology skills
4
. Negotiation Skills
5
. Communication skills
6
. Sales ability
7
. Strategic Thinking
8
. Customer service
9
. Emotional intelligence

10.General Questions

Total

Guidelines when choosing:

70 56 42 28 14

Great fit Good Acceptable Possible Unacceptable

Recommendation:
Hire: Reject: Interview Again:

Overall comment on Candidate and what further action to be taken:

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Interviewer's Signature Interviewer's Title Date
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