At Company ABC we always strive to provide the best products to our clients. How do you ensure a product is of high quality?

"I am very good at discerning low-quality products from the best quality products. I listen to my customers and have been in this business long enough to have a beat on who the reputable vendors are. If a product receives consistently low reviews, I do not hesitate to pull it from my inventory."

The interviewer would like to know that you can determine the high-quality products from the lower quality products. Talk to the interviewer about your abilities when it comes to product discernment.

"In my current position, we have many processes in place to determine the quality and to ensure that only the best products are distributed to our vendors. In addition to our quality control processes, we also spend a lot of time listening to our customers to find out what they like, and what they are not as pleased with. Putting out a high-quality product is very important to me."

Wholesale and distribution requires strong negotiation skills. How would you rate your negotiation skills from 1-10?

"I am very experienced in the art of negotiation and would give myself a 9 out of 10. In this past year, I negotiated some solid deals including a steep vendor discount on one of our most popular wholesale products."

Give yourself a rating when it comes to your negotiation skills and also back your answer with an example of a time that you negotiated a problematic deal.

"I am a skilled and experienced negotiator. I cannot recall the last time I closed a deal that I was unhappy with. For that reason, I would rate myself as a ten, on negotiation skills."

Do you have any training in sales or business negotiation?

"I have a great deal of on-the-job training when it comes to sales, business, and negotiation techniques. In addition to this, I have formal sales training from Dale Carnegie as I took the 'Sales Effectiveness' course in 2015."

Talk to the interviewer about any additional training that you have received in sales and negotiation. Be sure to highlight your biggest take-away's from that training.

"I have on-the-job training in sales and business negotiation; however, no formal training. With that said, I am happy to take any related training that you feel would be helpful. Do you recommend any specific courses at this time?"

At Company ABC we are always interested in finding new vendors and clients. Tell me about your experience in business development.

"I am a strong business development professional and am always on the lookout for potential new vendors and clients. Currently, I spend much of my time cold calling on potential new connections. In my most recent position, I was able to expand our business' profitability by 24% by merely calling on former connections and asking for referrals."

Opening your business to new clients and vendors is a vital part of your success in the wholesale and distribution industry. Talk to the interviewer about your abilities when it comes to networking and developing business.

"In my current position, I manage some of our company's largest accounts. What I do is a balance of account management and business development as there is always an up-selling piece to what I do. The past three years, I have grown my account base by 20-40%. In addition to this growth, I brought on an average of 8 new enterprise clients every year."

Wholesale and distribution requires excellent organizational skills when it comes to purchase orders and inventory management. How would you rate your organizational skills from 1-10?

"I would rate my organizational skills as a 9 out of 10 because my previous manager has told me that my organization is exceptional. Because of my organization, I was able to reduce our back-orders by 63% last year alone."

Assure the interviewer that you are capable of maintaining strong organization of your inventory and orders. Rate your organizational performance and support your rating by providing an example.

"Organization is everything. When I am organized, I can ensure that deadlines are met, and resources are being used to their utmost efficiency. I would rate myself as a 10/10 because I greatly appreciate a well-organized warehouse."

At Company ABC we prefer to hire candidates with a post-secondary education. Take a moment to walk me through your post-secondary education.

"I completed my Bachelor of Arts degree with a major in Global Marketing in 2009. I am proud to say that I graduated top of my class!"

Take the interviewer briefly through your post-secondary education. You can highlight any of your best classes, top achievements, or recognition that you may have received while earning your degree.

"I value post-secondary education and appreciate the idea of continued education. I was unable to complete my degree, for financial reasons, but I do hope to return to online courses in the future. The courses that I did take were all related to business, finance, and organizational behavior."

Market analysis is very important to us at Company ABC. What steps do you take to research the performance of a product before choosing to import it?

"My methods of market research include performing social media polls and surveys. I also perform multiple focus groups every year. Rest assured, I will be bringing powerful market research skills to Company ABC, if hired."

Market research is a skill that you must possess in order to be able to properly assess the best products to be bringing in for distribution and wholesale purposes. Talk to the interviewer about the way in which you research before committing.

"I am new to the distribution industry; however, I would say that the best way to research the performance of a product would be to test it in a small market before conducting a wide scale roll-out."

What has been your best performing product in the past 12 months? Why do you think it has done so well?

"My best performing product this year has been (product XYZ). I knew that it would do well because we tested its performance in a small focus group before committing to its distribution. It has surpassed our expectations, which is great."

Talk to the interviewer about the best product that you are responsible for distributing. In your opinion, why did it do so well? Keep your answer brief and be sure to avoid giving away any trade secrets or breaking any confidentiality agreements in place with your current employer.

"I believe that best-performing products are the ones that are correctly branded and marketed. You need to do the initial research before committing too soon to a marketing strategy. My most successful product this year was (product name) because we spent more time working on the marketing and distribution strategy than usual."

How do you feel that globalization has affected the wholesale and distribution industry in the USA?

"Globalization has greatly helped our industry to become more profitable; however, in some ways, it has negatively affected the quality of the product. Now, more than ever, we have products that are made faster and cheaper - causing them to be more disposable to the consumer. It has caused us to have to be much more careful when it comes to the products we choose to import and distribute."

Talk to the interviewer about your thoughts on globalization and how it has affected the wholesale and distribution industry. Keep your answer factual rather than make guesses.

"Globalization is a two-sided coin. I feel that it has been great because it offers more options when it comes to manufacturers and materials sourcing. On the other hand, more guidelines need consideration when making decisions. Also, the quality of the product can more easily suffer."

How familiar are you with NAFTA (North American Free Trade Agreement)?

"I have worked with NAFTA for the past 12 years and am very familiar with the regulations and processes. In my current position I am the NAFTA subject matter expert, often helping my colleagues navigate the regulations."

As a wholesaler and distributor, one must be familiar with NAFTA and the rules surrounding the agreement. Talk to the interviewer about your familiarity with the agreement. Avoid giving a personal opinion on the NAFTA agreement.

"I am new to the wholesale and distribution industry, so my knowledge of NAFTA is limited. I have conducted some research in preparation for this interview and will continue to broaden my knowledge base on this topic."

Many of our clients and vendors operate in other countries and time zones. Are you able to accommodate their needs by making yourself available outside of typical work hours?

"There are no limitations to my availability. I can make myself available to work a variety of hours including evenings and weekends. If a deal is to be made - I can be relied on to be present."

Assure the interviewer that you are dedicated to your success with Company ABC and that you can accommodate a flexible schedule. Have you worked an irregular schedule before? If so - be sure to draw on that experience.

"I am happy to address a clients' needs outside of regular work hours when it is an urgent need, or there is a deadline present. I would never leave a client hanging; however, a stable balance between work and personal life is also important to me."

How do you properly vet potential new vendors?

"If you do not properly vet your vendors you can fall victim to a bad product, short orders, and even fraud. Our company has a series of steps for all vendors to go through including company background checks and references."

Assure the interviewer that you can adequately discern between great and unreliable vendors. How do you ensure that you are only doing business with appropriately vetted vendors?

"Every company has their processes in place before taking on new vendors. I plan to follow the processes of Company ABC to a tee."

Many of our clients and vendors operate in other countries. Do you speak multiple languages? If not, how do you manage potential communication barriers?

"If I have a client with a strong language barrier, I will often suggest that we communicate primarily through email as it's much easier to discern needs through written communication. I do speak English fluently as well as conversational Mandarin which had helped me as a wholesaler in the past."

Communication barriers can be present when you are working with vendors and clients across the globe. Assure the interviewer that you are capable of managing any communication barriers.

"I do not speak any other language aside from English. With that said, when I work with clients in a different country and they do not speak English, I will utilize an online translation service such as Google translate."

At Company ABC we are looking for sales professionals who can make an impact on our business immediately. How do you plan to do that?

"I plan to make an impact on the profitability of Company ABC through aggressive cold calling on potential clients. I also have some great ideas to bring in regards to vendor management."

Company ABC wants to be sure that they are hiring the best people in the business so that they can be a step ahead of their competitors at all times. Assure the interviewer that you are engaged in this process by discussing the ways you feel you could make an impact immediately after being hired.

"I come with an already strong portfolio of clients and plan to begin there. You have a great product at Company ABC so I am confident that the response will be solid. In addition to this, I plan to contact your past client list and reactivate some dormant accounts."

Tell me about a contribution you made to the last team you worked on.

"Last month our company asked upper management to complete a full inventory audit. There were 4 of us in total and so we broke the audit requirements into shifts. These shifts had to take place when the warehouse was closed. In the end, there was one additional shift that nobody wanted to take. I volunteered myself to do that shift to show my dedication to my job and my co-workers. The gesture was appreciated, and the audit was completed on time."

It is essential to show the interviewer that you are a team player. Talk about a time that you were recently expected to achieve a goal in a team setting. How did you go above and beyond to ensure that your contribution was felt?

"My most notable contribution was my ability to analyze and predict market trends, and then create a successful marketing strategy. Before me, there was no one with a true marketing background on the team."

When you suffer a setback, how does that emotionally affect you and your work?

"Experiencing a setback is always disappointing, and can be a bit disheartening, but I understand that it happens from time to time. If I experience a major setback, I will take a few moments to debrief with my manager and discuss what I could have done differently. Then, I move on!"

Everyone handles the stress and disappointment of setbacks differently. Discuss with the interviewer how you typically cope with delays in the workplace.

"Setbacks can be trying, but I find that you have to learn how to lose before you learn how to win. While I never enjoy a setback, I use them as a stepping off point to something even better."

Describe for me a time when you made the wrong career decision. How did you correct your misstep?

"Last year, I was offered a management position that would have offered me the leadership experience I was seeking. Unfortunately, I turned down the offer for fear that I was not yet ready for the responsibility of being a leader to so many people. My lack of confidence in myself got in the way. I recognized that lack of confidence in myself and changed turned it around by attending three leadership workshops over the next year. Now I am bursting with confidence and am ready to take on this leadership role with your company."

Everyone has had a misstep in their career at one point or another. Perhaps you took a job with a company who was not as reputable as you initially believed. Maybe you took a role that was 'oversold' to you. Or, perhaps you declined an opportunity that you now regret passing on. The key to a great answer is to discuss what you did to correct the misstep.

"I once implemented a rewards program that failed. I had seen it work successfully in another organization with which I worked. It was a learning opportunity for me that not all organizations are alike nor are people all motivated in the same manner. We learned quickly that it was not working and scratched it early, saving some company dollars. In its place, we enlisted the team to create something that would drive them to perform and earn the rewards the team wanted."

How do you like to be recognized for your accomplishments?

"I am very much an over-achiever and find that the best way for me to be recognized for a job well done is through words of kindness and recognition. I am easily encouraged, and the best reward for me is to know that my hard work is noticed."

We all like recognition in some way for our accomplishments in the workplace. Share with the interviewer how you would want credit for your hard work. Through gifts? Financial perks? Public recognition? Kind words? Title promotions?

"I am very simple. I do not really require any formal recognition, but kind words from my coworkers and superiors will keep me motivated and working hard."

When have you had to change a major component of your project due to new information being presented?

"I had a large project last month that was nearly complete when the client called to say that the dimensions provided were incorrect. Because of this, our team had to re-do the entire proposal. It took us an additional four days of work but, in the end, the client was delighted with our work, and it resulted in new opportunities with them."

Being able to swivel the focus of your project is a necessary skill for your success in most careers. Talk to the interviewer about a time when a significant change occurred on a project. How did you handle the implementation of the new information?

"All of our products are thoroughly tested after the design and prototype phase. We were certain that the design would hold up to the endurance testing, based on the components used, but it did not. We had to go back and adjust the entire product design to determine the cause and correct the fault."

Where do you see yourself five years from now?

"Ideally, five years from now, I would love to see myself growing into a more prominent leadership role within your organization. My career interests align very nicely with your company's goals which helps me to see a great long-term fit here."

It's impossible to know where you will be in 5 years but you should assure the interviewer that, given all possible circumstances, you could see yourself as a long-term fit for their position.

"In 5 years I would like to be seen as an authority in our industry. I would like to be well-connected and trusted when it comes to my work here."

What are your salary expectations?

"I can share with you what I am currently earning, and where I would like to be in my next position. Currently, I am earning a base salary of $78K plus an annual bonus opportunity of an additional 10%. Last year my earnings were $85K, and I'd like to earn a bit above that in my next position."

The best thing that you can do when asked about your salary expectations is to be open and honest about what you are currently earning, and where you want to be in the future.

"I am currently making $100,000 per year with two bonus opportunities. I am looking for compensation that is aligned with the role and provides an opportunity for growth."

What career path interests you the most in this company?

"What interests me most about your company is that there are so many options when it comes to career growth. Ideally, I would like to earn my way into a Territory Sales role, then a Regional Manager position. Eventually, a Director of Sales or Marketing position would be ideal. Of course, I understand that this will take many years of dedication and hard work."

This question is where it is essential to have completed some research on the interviewing company. Be sure to envision where you can see yourself fitting, and growing, with the organization before your interview. Do some research on what a career path could look like with this particular company.

"I am interested in quality control. I am very analytical and love to solve problems. I understand that I have to learn the products before I can measure their quality."

Would you consider yourself a creative person?

"I do consider myself to be a creative individual. One example of this would be the telephone sales scripts that I crafted for our inside sales team. They were lively and effective, and sales increased by 23% in the first 90 days of implementation."

Talk to the interviewer about any interest that you have in creativity and how you have implemented that desire in the workplace. Even if you do not consider yourself to be a 'creative person,' there is a significant change that you have made creative minded decisions in your career.

"I am someone who alternates back and forth with the right/left brain, but I will always consider myself a very creative person. I admire the creativity and unconventional thinking in business and arts."

Tell me about an error or mistake you made because of a breakdown in communication from you or one of your team members.

"I recall one instance where I misread an email from one of my subordinates. The punctuation was incorrect, and I read it in in a dire tone rather than in a positive one, as it was intended. After a tense conversation, the employee clarified her intention, and it seems I was mistaken. She and I agreed to exercise verbal communication on a regular basis to avoid a similar situation from happening again."

On occasion, mistakes will happen, and communication will become broken. Talk to the interviewer about a time that this occurred in the workplace. How did you resolve the situation?

"We recently had a missing link in communications to one of our vendors, who we signed on to provide a large service. They were not aware of a change in the agreement which cost the company wasted time, resources and money. We were able to identify the breakdown in communication and change the process to ensure it does not happen again."

What do you know about our company culture?

"I have researched your company through your social media channels and on glassdoor.com. Your employees have great things to say, and overall it seems that you have fun while you work. I am looking forward to joining an organization, like yours, that is upbeat and thoughtful with an eye on helping the community at the same time."

Company culture and fit is a crucial factor when considering a career move. Assure the interviewer that you have put thought, research, and consideration of how the company culture will work for you.

"I read many positive reviews online about your organization and company culture. You offer great incentives to keep people motivated, and it seems to be the type of fast-paced environment that values innovation and performance. My type of place!"

How many days were you absent from work last year?

"I had zero unexcused absences last year. In total, I took 12 vacation days out of my 15 allotted days. I was sick just 2, and a note from my Doctor accompanied those. Once I was late due to a terrible snow storm, and I always try to be 10 minutes early for my shift."

A part of being a diligent employee is to ensure that you are always on time and present when expected. It's great to even be 10 minutes early rather than just showing up right on the dot. Talk to the interviewer about your attendance.

"I think I missed ten days, counting vacation time. Of those, five were for my vacation. For three days, I was excused under a doctor's note. The other two absences were pre-approved family days."

Company ABC is asking for 8 years of industry experience and you have just 5. Why do you think you are qualified for this position?

"Although I have five years' experience vs. eight years' experience I can do this job well. In my previous role, I was outperforming colleagues who had 12 years of experience. To me, it's all about drive and ability to be a quick study. I have all of these qualities and more."

To many employers, the number of years' experience is flexible - so long as you have the results to show for the years that you do have. Talk to the interviewer about your major career successes. This question is the time to sell yourself. Make no apologies for your lack of years!

"Along with my five years working in this industry, I have worked in related industries my entire career. Also, I hope that my graduate degree gives me a little boost in experience over the required undergraduate degree."

What questions do you have for me?

"Thank you for asking - I do have a few questions. What is top of mind when it comes to filling this role? Also, what types of career growth opportunities would follow this position? And lastly, do you have internal candidates who are also interviewing for this position?"

It's always a great idea to have questions ready for the interviewer. Review the company website and other online resources to ensure the questions you are asking are not mundane, or redundant. The last thing an interviewer wants to hear is a list of items you could have found the answers to from merely watching a video on their company site! Here are some sample questions: - When would you like to have this position filled? - How long has this role been vacant? - Is this a replacement search or a newly created role? - What is your favorite part about working here? - What is the company's primary goal for this position in the next 12 months? - Is there anything from my background and experience that I can clarify for you? - What do you see as the biggest change in this industry over the past 3 years? - Is there any reason why you would not hire me?

How do you evaluate success among your team members?

"I have a very in-depth and successful system for evaluating success among my team members. I check in twice per week with each member of my team. On Mondays - to set our goals together. Then, on Fridays, to discuss any successes and challenges. I have them self-evaluate, and then we create a plan for success for the upcoming week. I evaluate their success based on their follow through and willingness to work hard to reach their goals."

When you are leading a team, it is imperative to be aware of the level of success that each team member is experiencing. One under-performing team player can drag down the entire group. Talk to the interviewer about how you can stay aware of each team members' success.

"I typically have KPI (key performance indicators) in place to measure the success of each of the members of the team. I also manage our overall success in working together. For example, are we hitting on key initiatives within the department, developing each other for succession planning and having fun along the way!"

We have had concerns with employee theft recently. What would you do if you caught an employee stealing?

"When I work for an organization, I tend to take pride in the work we are doing. With a focus on delivering value to a company wherever possible, I would feel obligated to report a co-worker stealing from the company. I will refer to any policy or guidelines available and speak to the manager in charge of the department where theft is taking place."

Some businesses have trouble with employee theft, and they need to make sure that they are hiring someone who is honest and trustworthy. Talk to the interviewer about the steps you would take if you caught a co-worker stealing.

"I would most likely confront the employee first. Sometimes perception can be wrong, and I would not want to accuse someone of theft falsely. Upon confrontation, if my suspicions are validated, I would then alert my supervisor."

How do you make tough decisions knowing they will affect your entire team?

"Leaders are truly set apart by their ability to make tough decisions respectfully and diplomatically. Last year we had to lay off 25% of our sales team. I knew that there would be feelings hurt and it was challenging to do. I got through it by reminding myself that I am the leader for a reason. I needed to trust my judgment but still be able to justify my decisions in the end. Many times when tough choices are in front of me, I will back up my gut feeling with data analysis. If the data supports my intuition, I know what the answer or decision needs to be."

It can be difficult to make challenging decisions when you know that your entire team will be affected. Your ability to be decisive and diplomatic will make all the difference! If you take a more team-oriented approach, share how you collaborate with the group by inviting everyone to discuss their opinions and come to a census. If you prefer to take charge of these situations, share how you step up to a decision while still taking everyone's needs and feelings into consideration.

"I believe that when you are working with a team, it is important to bring any questions or situations to the team before making a decision. Everyone should have input; however, the leader needs to be able to pull the trigger on all decisions in the end."

Wholesale and Distribution Interview Questions

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1. At Company ABC we always strive to provide the best products to our clients. How do you ensure a product is of high quality?
2. Wholesale and distribution requires strong negotiation skills. How would you rate your negotiation skills from 1-10?
3. Do you have any training in sales or business negotiation?
4. At Company ABC we are always interested in finding new vendors and clients. Tell me about your experience in business development.
5. Wholesale and distribution requires excellent organizational skills when it comes to purchase orders and inventory management. How would you rate your organizational skills from 1-10?
6. At Company ABC we prefer to hire candidates with a post-secondary education. Take a moment to walk me through your post-secondary education.
7. Market analysis is very important to us at Company ABC. What steps do you take to research the performance of a product before choosing to import it?
8. What has been your best performing product in the past 12 months? Why do you think it has done so well?
9. How do you feel that globalization has affected the wholesale and distribution industry in the USA?
10. How familiar are you with NAFTA (North American Free Trade Agreement)?
11. Many of our clients and vendors operate in other countries and time zones. Are you able to accommodate their needs by making yourself available outside of typical work hours?
12. How do you properly vet potential new vendors?
13. Many of our clients and vendors operate in other countries. Do you speak multiple languages? If not, how do you manage potential communication barriers?
14. At Company ABC we are looking for sales professionals who can make an impact on our business immediately. How do you plan to do that?
15. Tell me about a contribution you made to the last team you worked on.
16. When you suffer a setback, how does that emotionally affect you and your work?
17. Describe for me a time when you made the wrong career decision. How did you correct your misstep?
18. How do you like to be recognized for your accomplishments?
19. When have you had to change a major component of your project due to new information being presented?
20. Where do you see yourself five years from now?
21. What are your salary expectations?
22. What career path interests you the most in this company?
23. Would you consider yourself a creative person?
24. Tell me about an error or mistake you made because of a breakdown in communication from you or one of your team members.
25. What do you know about our company culture?
26. How many days were you absent from work last year?
27. Company ABC is asking for 8 years of industry experience and you have just 5. Why do you think you are qualified for this position?
28. What questions do you have for me?
29. How do you evaluate success among your team members?
30. We have had concerns with employee theft recently. What would you do if you caught an employee stealing?
31. How do you make tough decisions knowing they will affect your entire team?

Wholesale and Distribution Interview Questions

1. At Company ABC we always strive to provide the best products to our clients. How do you ensure a product is of high quality?

2. Wholesale and distribution requires strong negotiation skills. How would you rate your negotiation skills from 1-10?

3. Do you have any training in sales or business negotiation?

4. At Company ABC we are always interested in finding new vendors and clients. Tell me about your experience in business development.

5. Wholesale and distribution requires excellent organizational skills when it comes to purchase orders and inventory management. How would you rate your organizational skills from 1-10?

6. At Company ABC we prefer to hire candidates with a post-secondary education. Take a moment to walk me through your post-secondary education.

7. Market analysis is very important to us at Company ABC. What steps do you take to research the performance of a product before choosing to import it?

8. What has been your best performing product in the past 12 months? Why do you think it has done so well?

9. How do you feel that globalization has affected the wholesale and distribution industry in the USA?

10. How familiar are you with NAFTA (North American Free Trade Agreement)?

11. Many of our clients and vendors operate in other countries and time zones. Are you able to accommodate their needs by making yourself available outside of typical work hours?

12. How do you properly vet potential new vendors?

13. Many of our clients and vendors operate in other countries. Do you speak multiple languages? If not, how do you manage potential communication barriers?

14. At Company ABC we are looking for sales professionals who can make an impact on our business immediately. How do you plan to do that?

15. Tell me about a contribution you made to the last team you worked on.

16. When you suffer a setback, how does that emotionally affect you and your work?

17. Describe for me a time when you made the wrong career decision. How did you correct your misstep?

18. How do you like to be recognized for your accomplishments?

19. When have you had to change a major component of your project due to new information being presented?

20. Where do you see yourself five years from now?

21. What are your salary expectations?

22. What career path interests you the most in this company?

23. Would you consider yourself a creative person?

24. Tell me about an error or mistake you made because of a breakdown in communication from you or one of your team members.

25. What do you know about our company culture?

26. How many days were you absent from work last year?

27. Company ABC is asking for 8 years of industry experience and you have just 5. Why do you think you are qualified for this position?

28. What questions do you have for me?

29. How do you evaluate success among your team members?

30. We have had concerns with employee theft recently. What would you do if you caught an employee stealing?

31. How do you make tough decisions knowing they will affect your entire team?