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Sales & Business Development

Field & Enterprise Sales interviews. 21 titles, each with its own model.

Each page shows the competency model, the questions that test it, what changes with seniority, and where candidates lose the interview.

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Every Field & Enterprise Sales title

21 titles
Sales RepresentativeProspects for customers, presents products and pricing, negotiates orders and grows revenue across an assigned territory or customer base.Business Development ManagerOpens new markets and accounts by building relationships, shaping proposals and closing strategic deals that grow company revenue.Sales ExecutiveGenerates new business by identifying leads, pitching solutions to decision makers and closing deals against a sales target.Account ExecutiveOwns the full sales cycle from qualified lead to signed contract, running demos, handling objections and negotiating commercial terms.Sales ConsultantAdvises customers on the right product or service for their needs and guides them through to purchase, meeting monthly sales targets.Business Development ExecutiveHunts for new clients and partnerships, runs first meetings and proposals, and hands over or closes deals to grow the customer base.Real Estate AgentLists and markets properties, shows homes to buyers or tenants, negotiates offers and guides clients through the sale or rental process.External Sales RepresentativeTravels to customers to sell products, build relationships and win new accounts, working closely with internal sales to fulfil orders.Senior Account ExecutiveExperienced closer who handles larger, more complex deals and multi-stakeholder buying groups while mentoring junior sales staff.Field Sales RepresentativeVisits customers in person across a territory to present products, take orders, resolve issues and grow sales on the ground.Medical Sales RepresentativeSells medical devices, consumables or equipment to hospitals, clinics and doctors, demonstrating products and supporting clinical users.Enterprise Account ExecutiveSells high-value solutions to large corporate customers through long, consultative sales cycles involving procurement, legal and executive sponsors.Technical Sales RepresentativeSells technical, industrial or scientific products by understanding customer requirements and matching them to the right specification.FMCG Sales RepresentativeCalls on retailers, wholesalers and spaza shops to sell fast-moving consumer goods, secure shelf space and execute promotions.Sales EngineerPairs with sales to demonstrate complex products, design solutions for prospects and answer technical questions during the sales cycle.Pharmaceutical Sales RepresentativePromotes prescription and over-the-counter medicines to doctors, pharmacists and hospitals, driving prescriptions and product knowledge.Territory Sales ManagerOwns sales results in a defined geographic territory, calling on existing customers, opening new ones and executing trade plans.Insurance Sales AgentSells life, health or short-term insurance policies, assessing client needs, explaining cover and meeting policy sales targets.Pre-Sales ConsultantSupports the sales team with demos, proofs of concept, solution design and responses to tenders before a deal is signed.Advertising Sales ExecutiveSells advertising space and sponsorship packages across print, digital, radio or outdoor media to agencies and brands.Direct Sales AgentSells products or services directly to consumers face to face in homes, businesses or public spaces, usually on a commission basis.

What the report looks like for Field & Enterprise Sales

Sample report · the format, not a result
Complex deal strategy & multi-threading4/5
Consultative discovery & business case3/5
Negotiation & closing large deals2/5
Territory & account planning3/5
Resilience & pipeline discipline4/5
  • The situation in one sentence: where, what was short, and by how much.
  • The decision that was yours rather than the team’s, and what you chose not to do.
  • One number or one consequence that shows it worked.

Every competency is scored out of five with a line you actually said as evidence, and the weakest answers are rewritten as structure and specifics, never a script.

What Field & Enterprise Sales interviewers keep scoring

Complex deal strategy & multi-threading

Maps the buying committee, identifies champion, economic buyer and blockers, builds a mutual action plan and runs long sales cycles with multiple stakeholders to a decision.

Consultative discovery & business case

Uncovers the customer's business problem, quantifies the cost of inaction and builds a business case in the customer's numbers that the champion can sell internally.

Negotiation & closing large deals

Negotiates commercial terms with procurement and executives: defends value against discount pressure, trades concessions for commitments, manages legal and procurement processes and closes on time.

Territory & account planning

Builds a territory or target-account plan: segments accounts by potential and fit, sets coverage priorities, sequences activities and reviews the plan against pipeline coverage targets.

Resilience & pipeline discipline

Sustains prospecting and forecast honesty through long cycles, lost deals and quota pressure; qualifies out early, forecasts accurately and does not sandbag or inflate.

Executive relationship building

Earns access to and credibility with senior customer executives: speaks to their strategy and metrics, brings insight rather than pitches, and builds relationships that outlast a single deal.

Partner & channel development

Finds, recruits and enables partners, resellers or alliances where they multiply reach: builds joint value propositions, manages conflict and measures partner-sourced revenue.

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