D&B

  www.dnb.com
  www.dnb.com

Interview Question

Relationship Manager Interview

They presented a scenario in which a customer was unhappy

  with their solution and not wanting to renew. They asked what types of questions should be asked and what type of dialogue could be held with the customer to change their mind.
Answer

Interview Answer

1 Answer

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They were looking to see if the candidate could address value of the product, how to justify or quantify ROI for the customer, and mostly how to probe to understand concerns and hesitations. They are looking for persons who are able to handle a complex, consultative, long, sales cycle in which D&B "partners" with the customer to acheive their needs.

Interview Candidate on Jun 12, 2012

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