VeriPic Interview Question: Paper Company A sells 8x8 Whi... | Glassdoor

Interview Question

Inside Sales Representative Interview Santa Clara, CA

Paper Company A sells 8x8 White Standard Copy for $9, Paper

  Company B sells the same product for $5. Why in the world would someone pay Paper company A $9 for a product they could get for $5?
Tags:
integrity, solution selling, consumer pain
Answer

Interview Answer

3 Answers

0

Be creative ;) have fun and think about the customer.

Interview Candidate on Jun 20, 2013
0

If somebody purchased an identical product for $9 instead of $5 it could be location and possibly the customer appreciates buying locally and supporting a local company than purchasing paper at a cheaper rate online where they can't build a relationship with the company.

Shane on Jul 2, 2013
1

This is a classic question to ask a Sales candidate, as it weeds out those candidates who can sell "value", from those who rely upon selling "price." An effective Sales professional, will sell the value of a product or service, and successfully close a sale, when value is aligned with a customer's pain-point[s], and provides a solution to a customer's need. One must look beyond the proverbial price-tag, and identify the value-adds of a said product or service offering, and how it provides an effective solution to customer need. In this case of seemingly identical paper products, value-adds to consider could be, reduced order fulfillment timeframe, product availability, exemplary customer support, a more flexible/convenient order/payment process, etc.

Sharon on Jul 30, 2015

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