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Foodservice Sales Representative Sample Questions

For the purposes of this test, the mission of a Foodservice Sales Representative is:

“To provide quality customer service and products, which result in sales that meet personal, customer and company expectations.”

Interest & Willingness Samples:

This questionnaire lists working conditions which you must accept to become a Foodservice Sales Representative.  Some people find sales work is not for them because of one or more of these conditions.  Successful Foodservice Sales Representatives find these work conditions acceptable; some representatives enjoy these conditions.

Use the following scale to show which statement best describes you:

A.    I would enjoy this work condition and I have done this before.
B.    I am willing to accept this work condition and I have done this before.
C.    I would enjoy this work condition but I have never done this before.
D.    I am willing to accept this work condition but I have never done this before.
E.    I am not willing to accept this work condition.

1.  Is competitive; desires to be #1; ability to constantly improve; desires recognition; willing to enjoy the work
      A B C D E

2.  Is a team player; encourages team concepts; is responsive to needs of management
      A B C D E

3.  Is a negotiator; able to give and take; is a problem solver; is entrepreneurial
      A B C D E

Self-Rating Checklist Samples:

The following checklist has pairs of statements which describe people.  In some cases you may feel that both statements describe you, but we want you to choose from the two items in each pair, the one which best describes you.

1.  A.    Willing to not interrupt
     B.    Willing to train and condition the customer

2.  A.    Able to listen
     B.    Able to make a decision

3.  A.    Ability to cope with stress
     B.    Is results oriented

4.  A.    Willing to go the extra mile
     B.    Has a killer instinct

Critical Incident Sample Questions:

This test is a select sample of situations which Foodservice Sales Representatives must be capable of handling.  Each item represents an actual critical incident that a Sales Representative either excelled or failed in the performance of the job.  This test exposes you to those situations which make a significant difference in a Foodservice Sales Representative’s job performance and effectiveness.  Your choice of action reveals your readiness and potential to perform sales work.

1.    You have targeted a very large account that you have visited and contacted several times.  They have not given you any business yet.  You should:

A.    Move on to other targeted accounts.
B.    Set up a meeting with the customer : analyze their needs and bring key samples for demonstration.
C.    Continue to contact prospective account.
D.    Ask your supervisor for advice.
E.    Ask a fellow Sales Representative to give the targeted account a try.  They may have better luck.

2.    You have just walked into a customer’s restaurant to receive an order when you see how extremely busy they are.  Which of the following would be the best thing to do?

A.    Wait at the customer’s place of business until they are not so busy so you can take the order.
B.    Ask how you can help and put orders together for the customer since they are so busy.
C.    Tell the customer you need the order immediately since you have other customers to visit.
D.    Tell the customer you will call him/her later and get their order over the phone.
E.    Tell the customer you will come back when he/she is not so busy.

3.    A customer has been struggling financially and asks you to help show them how to deal with high food costs.  You should:

A.    Sit down with the customer and help him/her structure a plan to keep their food costs in line with the volume of their business.
B.    Inform the customer that putting together a food cost program is not your area of expertise.
C.    Ask a fellow Sales Representative to help you with the food cost program.
D.    Ask your supervisor to help solve your customer’s food cost problem.
E.    Tell the customer that he/she needs to sell more items, not cut food costs.


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Vancouver, WA 98687