View All num of num See all Photos W.W. Grainger This employer has taken extra steps to respond to reviews and provide job seekers with accurate company information, photos, and reviews. Interested for your company?Learn More. www.grainger.com Employer Engaged Overview Reviews Salaries Interviews Jobs Photos Benefits 648 Reviews 737 Salaries 194 Interviews Follow Add Review or Salary Follow Add Review or Salary Interview Question Territory Sales Representative Interview Lake Forest, IL W.W. Grainger The end of the interview: Please sell me this item (random object in the room - pencil etc...) Tags: business case, role play See more , See less 8 Answer Add Tags Answer Interview Answer 1 Answer ▲ 10 ▼ Do not go thru a sales pitch of how great your pencil is, that's not what they're looking for. Ask as many questions as possible to understand the customer (interviewers) gaps/needs are.- Where are you getting your current (object) from- Is there a reason you are going there? (response: It's usually: it's where we've always gone, it's the cheapest in town...)- How is the quality of your (pencil)?- Are you getting same-day shipping? Or are you going to pick these up every time you need a new pack?- Do you have a relationship with your current supplier? Are you happy with your supplier? Any issues with your supplier?After you know the buying motives of the customer you can leverage the value of your (pencil) - this is a better quality pencil and lasts 3 times longer, we have same day shipping, you can order online or pick up at our local branch which carries these, the value you bring as a territory rep, consolidate purchasing to me because I have a million products and can be your one-stop shop.Make sure to go for the close only after you fully understand what the "customer" needs. Fall back on, what do i need to do to earn your business for these pencils. Interview Candidate on Feb 18, 2013 Add Answers or Comments To comment on this, Sign In or Sign Up.