SALES INTERVIEW

During the beginning of my career I was working in the Sales Department of a dealership. At that time I was called for an interview at a large multinational company. In India, even if there are only a few vacancies, organisations receive a large number of applications. I think it is due to the large population in the country. Applications are screened and some candidates are called for the interview. When I reached the venue, I noticed there were about hundred candidates. Later on, I came to know that there were only two vacancies.

They conducted a written test which included English Language and Product Knowledge. After the test results were known, half the candidates were asked to leave. The rest of us were divided into groups and given a topic to discuss among ourselves. They wanted to see how we speak. After the group discussion, half the candidates were asked to leave. Then there was a preliminary interview with the Product Manager, after which only five candidates were selected for the final interview with the Regional Manager on the next day. I was lucky to be among the five.

When I arrived for the final interview I noticed my application was on the Regional Managers table. It was very brief. At that time I did not even know how to send a proper application. He asked me ‘Is this the way you send an application? Don’t you think you should have given us more information about yourself?’ He asked me several questions but the one I remember most is ‘How do you know that your sales is increasing?’ I told him that if my sales for a product is Rs.100,000/- for one year and it is Rs.200,000/- the next year, that would be an increase in sales. He asked me ‘Is that the only way to look at it?’ I said ‘Yes’ since I did not know of any other way to look at it. Then he told me ‘Suppose your sales for a product is Rs.100,000/- for one year and the total market for the product is Rs.200,000/-, you have 50% of the market share. Next year you may sell for Rs.200,000/- but the market for the product may have grown to Rs.10,00,000/-, which means you now have only 20% of the market share. That’s a loss in market share.’ I told him I was working for a dealership and that they did not conduct a market survey. He said ‘If they don’t do it, you should do it.’ He told me that they would inform me if I was selected. I knew that I would not get the job, but I learnt something. I learned about the market share of a product.