In the sales cycle, there are a variety of stages, including:
- Overcome Objections
- Follow Up
The interviewer would like to know if there is one particular area where you will need additional training. When it comes to your current position, discuss any areas that you could improve on, and talk about what you are doing to overcome the challenge.
Bacardi Limited Interview Questions
- What stage of the sales cycle do you find most challenging?
In the sales cycle, there are a variety of stages, including:
"I can always become better at overcoming objections. When I know my product very well, and I believe in it, I have no problem selling. However; the product that I currently represent is in an oversaturated market, and our pricing is not as competitive as it could be. For that reason, right now, I find overcoming pricing related objections to be the most difficult. I have been reading 'Sales EQ' by Jeb Blount, which is very helpful, as well as listening to a variety of sales-based podcasts."
"I find prospecting to be the most challenging since the majority of my work experience has been customer service and existing account management. To work on this shortcoming, I have been reading many resources and blog posts on the Salesforce website. I also have been reading 'High-Profit Prospecting' by Mark Hunter. There is a lot to learn, but I am ready!"
- What is the most significant contribution you have made to your current company?
The interviewer at Bacardi Limited wants to see that you are a team player who strives to meet and exceed corporate goals. Think about a time when you took an action that improved a process, helped out your teammates, or helped to grow your company's bottom line. Keep your story to the point and be sure to include actual numbers and results that the interviewer will be able to remember.
"In my current team, I had the pleasure of introducing some new cold calling techniques. I now teach these techniques to every new salesperson that we hire. I teach a 'questioning' approach where the conversation focuses' on how our product can help the end-user, encourage more profitability for the prospect, and enable them to succeed. This approach is very different from the pushy sell we see typically see in cold-calling. Since introducing this technique, our cold-call-to-conversion rate has increased a whopping 33%."
"In my spirits department, I am the only one with food and beverage experience. I have made it my mission to create educational materials to help our team better understand the benefits and features of our products. Being armed with this information ensures that everyone feels more confident when discussing new product launches or selling our existing product line. Our sales have increased by 12% this year. Much of this success is due to our team possessing greater product knowledge and enthusiasm for what they are selling."
- Being an account rep for Bacardi Limited is a very independent role. How well do you work with little supervision?
Depending on your role with Bacardi Limited you could be on the road a lot, driving to visit clients which could include liquor stores, restaurants, hotels, or corporate accounts. This independence means that you need to be very communicative and organized.
If you have worked in an environment that offers little supervision in the past, this question is an excellent opportunity to mention this experience. The interviewer wants to see that you can be productive and accountable for your time.
"As a territory account manager, I am accustomed to very little supervision. I spend Mondays in the office and most other days on the road, on the phone, and making site visits. To keep myself accountable for my work and performance, I am sure to be highly communicative and keep up-to-date documentation in our shared CRM. I set goals and mark myself against those goals at the end of every single day."
"I currently work in a close-knit office. There is a lot of supervision, as my desk is just feet away from my direct manager. With that said, I am very diligent and have never had an issue with being self-led and independent. Regardless of the level of supervision, I always exceed expectations."
- How did you develop your largest existing account, in your current position?
Think about a time when you made a significant difference to your current employer by nurturing and growing a critical client account. In sales, your existing accounts offer considerable opportunities, so you must be able to maximize the relationships that you currently have. Share a success story from your current position, being sure to share numbers and percentages when available and appropriate.
"With my largest account, the majority of my success has come from getting to know their needs, and being available to them when they need me. I am genuine and take the time to get to know their business. I understand what their biggest pain points are and how my products can offer them higher profit margins than competing brands. My largest account has grown by 40% this year simply due to my personal approach and ability to help them make sense of the numbers."
"I want to learn everything that I can when it comes to winning and growing large accounts. As a retail sales professional, I have clients who spend a lot of money, sometimes upwards of $5,000 per transaction, but they are rarely returning customers. I look forward to changing industries where I can learn more about customer relationships and nurturing accounts."
- Tell me about the products available from Bacardi Limited. How familiar are you with our products?
You must have a firm understanding of the products you will be representing before your interview. Bacardi Limited offers a range of products and you should be able to list off quite a few of them. The more you know, the more you are showing engagement and interest in the role.
Talk to the interviewer about the products that you have tried, the ones you like the most, and the ones that you look forward to trying. Confirm your ability and interest in learning new products.
"I have tried many Bacardi Limited products, including (A), (B), and (C). I find your products to be premium to anything else on the market. I believe your products to be superior in many ways and will have no trouble selling in the (D) and (E) markets. I see that you launch new products every year, which is exciting! I look forward to seeing the innovative products that come from Bacardi Limited next."
"I have gone to Bacardi Limited products as my top beverage brand choice for many years! Your products are versatile; especially (A), and (B). I will quickly learn your range of products and will proudly represent them!"
- Bacardi Limited promotes the choice to drink responsibly. What does this mean to you?
In most regions, alcoholic beverages come with health warnings, and messages to 'drink responsibly.' You will likely see this statement on Bacardi Limited website, and much of their advertising. Responsible drinking is much more than merely not drinking and driving. Show the interviewer that you have the insight required to sell their products in a responsible manner.
"The choice to drink responsibly goes far beyond drinking and driving. Responsible drinking means limiting yourself to a certain number of drinks. It means always remaining in control while under the influence, not binging, and not allowing alcohol to ruin relationships important to you. Responsible drinking also means ensuring that you listen to medication labels if you take prescription meds."
"Responsible drinking means only consuming alcohol when you are of legal age. It means having a designated driver or taking a cab when you are drinking. This phrase also refers to binge drinking or mixing alcohol with illegal or prescription drugs."
- What is the difference between on-premise and off-premise sales?
On-premise and off-premise sales are terms that you will come across often in the alcoholic beverages industry. On-premise sales mean direct to consumer sales for consumption. On-premise establishments would be bars and restaurants, for instance. Off-premise sales would be if you sold to liquor stores and other retailers. Take a couple of minutes to show the interviewer that you understand the difference between the two and that you know basic industry lingo.
"I have sold in the alcoholic beverage industry for a few years; in both on-premise and off-premise sales. For on-premise sales, I sold craft beer for a local brewery, direct to bars and restaurants. When working off-premise, I sold various liquor products to independently owned retail liquor stores."
"My experience in the industry has been strictly off-premise sales, meaning that I have sold to retailers such as liquor stores. I am eager to learn more about on-premise sales as I feel it would be an even greater challenge to sell directly to restaurants and bars."
- Walk me through your experience with CRM software. With which programs are you most experienced?
A CRM is a Customer Relationship Management tool that helps you to organize your customer data and track the actions that you need to take, to nurture accounts. Think of the names of all software and programs that you have used in your current or previous positions. Think about the features that you used and how the system helped you to better perform at work.
Some of the most popular CRMs in North America include Oracle, HubSpot, Zoho, Salesforce, NetSuite, and Microsoft Dynamics. If you are not sure of the system used at Bacardi Limited you can certainly ask!
"I understand two different CRM programs which include Oracle and Salesforce. My previous companies were enterprise-level organizations, requiring strong CRM support and options. I would rank my skills in these systems as an 8 out of 10. Could you share with me the CRM you use at Bacardi Limited?"
"Being new to my career, my exposure to a CRM is limited; however, I would be happy to get a head-start on my learning if you would like to share with me which CRM you use. I pick up on new tech and systems very quickly."
- What does exceptional client service mean to you?
Bacardi Limited is a well-known brand with popular products and an excellent reputation to uphold. Your part, as an employee of the company, will be to deliver exceptional experiences to everyone that you encounter during your workday.
By delivering excellent customer service, you are one to look for opportunities to go above expectations. You listen to your customers and sell from a perspective of their needs versus your wants. You offer support to your customers, even when you feel too busy to pick up the phone or pop in to see how they are doing.
"The basics of customer service is to be of service; meaning I make myself available to help when my client needs me. Exceptional customer service means being reliable and friendly, knowledgable in my own business, but in that of my customer as well. I was proud to win 'rep of the year' last year, with votes coming from my actual customers. It was an honor, and it felt great to know that my customers feel that my added efforts make a difference in their business."
"When my customers are thrilled with every one of our encounters, to me that is exceptional customer service. I deliver what my customers need, even when it means inconveniencing myself. I take the time to get to know their business and what keeps them up at night. Then, I ensure that my product recommendations are helpful and will ease their pain points as much as possible. My customers can lean on me, and they can trust that I will only recommend a product that they can move and profit from."
- Describe your personality to me. Will your references agree when I call them?
The liquor, alcoholic beverages, and wine industries all look for team members who are confident, dynamic, persuasive, and energetic. You will be representing the Bacardi Limited name and their brands/products, so it's essential that your personality be a fit for the overall culture of the organization. Speak briefly about what your references would say about you; describing your personality in a sentence or two.
"My personality is energetic, positive, intuitive, and inventive. I take the time to understand my clients' needs, and I bring energy to every meeting that I attend. When people have a good time around you, they are much more likely to buy your product or agree to carry your brand. My references will agree that I bring a great amount of energy and positivity to my work."
- How do you prefer to be managed?
The interviewer wants to see your dedication to delivering quality work, which means understanding the type of management to which you best respond. Show that you are self-aware and that you know the kind of management style that brings out the best in you.
Some people enjoy a close working relationship with a lot of accountability, while others prefer space and autonomy. This question offers an excellent opportunity for you to ask Bacardi Limited about their management approach, or the approach of the person to whom you will be reporting.
"I prefer management where I am assigned my tasks and goals, and then allowed to run with it for the most part. Collaborative team environments where trust is present, but I am still held accountable for my goals and targets best suits me. Could you describe the management style at Bacardi Limited?"
"I find that I am most successful when given the space to explore sales approaches and build customer relationships the way that I know best. I have had roles where I needed to follow a sales script verbatim, which felt unnatural and uncomfortable for me. I look for mentorship and coaching qualities in the people whom I report to, and in return, am highly accountable for my goals and targets. Would you say this describes the management style at Bacardi Limited?"
- How do you balance managing your existing liquor accounts while also searching for new business opportunities?
Working for Bacardi Limited, you will have many tasks to juggle at one time, and the interviewer wants to see that you can handle the volume of work. If you are applying to an account manager position or any sales role within the organization, this question will be especially crucial for you.
Think of a time you expertly balanced your work, ensuring that you kept the momentum going with existing accounts while never forgetting the importance of bringing in new business.
"In my current role I have a 60/40 split of existing business versus new business. To ensure that these streams of business get the attention they need from me, I time block my business development activities such as site visits, cold calls, and prospecting. If hired at Bacardi Limited, I will do the same; ensuring that I exceed my targets and goals."
"To manage my existing accounts and still have time to look for new business, I will set aside specific times of day to prospect and cold call. I believe it's important to have a good balance so that my new business pipeline never runs dry. I will lean on my CRM and properly document; ensuring that everyone is in the loop as far as my activities every day."
- Tell me about a time when you retained a customer who wanted to cancel their order.
This customer-service based question will show the interviewer how you handle challenging customer issues. Now is the time for you to showcase your approach when it comes to retaining customers and meeting your sales goals. It's essential to be able to save a sale! Show the interviewer that you can represent the company while ensuring that your clients get what they need.
"I was able to gain a lot of training and experience early in my career, related to saving a sale before the customer churns. I understand that losing a customer is not just a one-time financial hit, but a loss of recurring revenue. I had a customer who wanted to cancel 50% of their product order. They believed the product did not move fast enough, and their profit margin was too low. I spent time in their business to see how product moved and was able to customize a plan for them. This customization included the same spend but different products I believed their customers would enjoy. I kept close follow up with the customer over the three months following the change, and they were thrilled with the results. They were profiting more, and I was able to increase their spend over the following months."
"In my first retail-based job, I had a customer who had buyers' remorse the following day and wanted to return their entire purchase. I asked a couple of questions regarding why they no longer wanted the product. After asking questions, I realized that it was a financial issue for the customer. I asked them if they were aware of our layaway program. I walked the customer through the layaway process and was able to save the sale. It felt great to accomplish this goal while also ensuring that my customer was happy with their purchase at the end of the day."
- How would you go about developing and nurturing a new client account?
The interviewer wants to understand your sales process, how you build rapport with your clients, and how you ensure a great relationship with all of your accounts. Talk about the way that you approach new clients, how you get to know their needs before making product suggestions or asking for a sale.
"I must understand their business, customer demographics, and existing products before ever making recommendations or asking for a sale. I go in person when approaching a new client account. I introduce myself, offer free samples of my product, and ask them about their business and customers. Being inquisitive and allowing the business owner to do most of the talking is a significant factor in rapport building."
"When approaching a new prospect, I would be sure to show them that I have done my research on their business. I look at who the owners are and if they own other businesses, what the demographics are within a 3-mile radius, and more. I will visit the store as a customer and take note of the stock they give priority placement to in their store. Once I am ready with an idea of how my product can benefit them, then I will approach with my sales pitch."
- Walk me through your sales experience and training.
Your answer to this question should go beyond the information provided on your resume. Discuss the highlights of your sales experience, with a spotlight on your brightest accomplishments.
Knowing your career highlight reel is especially important if your resume doesn't give a full picture of your accomplishments, and is more task-based. This question is your time to show off just a bit; discussing your training, education, and experience.
"I have been in sales for over six years with my first role being a door-to-door alarm sales position. In that job, I worked my way into a team-lead position where I would train new reps on sales and closing techniques. Over the years, I have put a lot of emphasis on professional development. I recently completed 'The Future of Selling,' a Dale Carnegie program. I keep myself up to date on new sales processes, and utilize my CRM to ensure my pipeline of business is always full."
"I currently work as a business development researcher, which means that I spend most of my day prospecting and cold calling, up to 150 calls per week. I am the top researcher in my company, and I account a lot of this success for the business reading that I do on sales, account development, closing deals, and asking for the sale. I know I am ready to take the next leap to become an account manager with Bacardi Limited."