SENIOR SALES EXECUTIVE

Official Interview Question & Assessment Packet

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Interview Structure & Time Allocation

Standard 80 minute structured interview panel. All interviewers must follow this timing strictly.

1
Opening & Rapport Building
Introduce panel, set expectations, confirm role understanding
10 mins
2
Past Sales Experience Deep Dive
Review track record, quota achievement, client portfolio
20 mins
3
STAR Behavioural Assessment
Standardised competency based questions
25 mins
4
Role Scenario & Objection Handling
Live role play, objection resolution exercise
15 mins
5
Candidate Q&A & Closing
Answer candidate questions, outline next steps
10 mins

CONFIDENTIAL: This document is for internal interview panel use only. Not to be distributed to candidates. Version 1.2 | Effective 01 Jan 2025 | Hong Tat Sdn Bhd

STAR BEHAVIOURAL QUESTIONS

Mandatory questions for all candidates

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1. Tell me about a time you successfully turned around a major client that was at high risk of churning.

✅ What to listen for:

  • • Specific actions taken, not general statements
  • • Quantified value retained (RM amount)
  • • Root cause identification process
  • • Follow up and long term relationship repair

🚩 Red Flags:

  • • Blames client / other departments
  • • Cannot provide exact numbers
  • • Claims they never lost a client
  • • No acknowledgement of mistakes made
2. Describe a situation where you exceeded your annual sales target by more than 20%. Walk us through exactly how you achieved this.

✅ What to listen for:

  • • Planned strategy vs luck
  • • Pipeline management discipline
  • • Cross functional team collaboration
  • • Specific tactics used for closing

🚩 Red Flags:

  • • Takes all credit for team results
  • • Claims target was easy
  • • Cannot explain their sales process
  • • Mentions cutting price as only tactic
3. Tell me about a time you had to negotiate a difficult commercial contract with a large corporate customer in Malaysia.

✅ What to listen for:

  • • Understood both party priorities
  • • Created win-win trade offs
  • • Respected internal approval process
  • • Managed stakeholder expectations

🚩 Red Flags:

  • • Agreed to bad terms just to close
  • • Escalated to management immediately
  • • Describes negotiation as winning / losing
  • • No experience with SST / local contract terms

Note: All candidates must be prompted for full Situation, Task, Action, Result structure for every question. Do not accept partial answers.

INTERVIEW ASSESSMENT RUBRIC

Standardised 1-5 Competency Scoring

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Competency 1 2 3 4 5 Score
Sales Results Orientation Misses targets consistently Meets minimum targets Consistently meets quota Regularly exceeds quota Top performer, exceeds >25%
Client Relationship Management Poor retention Reactive client support Maintains good relations Trusted advisor status Client advocate, referral source
Negotiation Skill Gives margin away Struggles with objections Able to close standard deals Negotiates win-win outcomes Expert complex negotiator
Problem Solving Brings only problems Needs guidance Solves routine issues Anticipates problems Invents new solutions
Team Collaboration Works against team Works alone Cooperates when asked Volunteers to support team Mentors other team members
Overall Interview Score:
/ 25

Hiring Recommendation:

Interviewer Name & Signature

Date

✅ Minimum passing score: 16/25. Candidates scoring below this threshold will not proceed for second interview. All scores and comments must be completed before panel debrief.

End of Interview Packet | Hong Tat Sdn Bhd © 2025