Business Development Manager interview questions and answers

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Business Development Manager Interview Questions

Business Development Managers (BDM) are found in all industries where they generate new business for a company. Higher education is usually optional except in some fields (e.g. chemical products). Depending on the position, you may look for experienced or entry-level candidates.

Related: How to attract and hire entry-level employees 

BDMs may be focused on product sales, closing business deals or both. There are, though, generic qualities that apply in all cases. People who are good at self-presentation, listen attentively and know how to plan are usually a good fit for these positions. With your business development interview questions, look for signs of high motivation, decision-making and time management skills. For senior roles, you can ask about knowledge of the industry, strategies and how they maintain customer relationships. Include management interview questions. Great entry-level candidates should be brimming with potential which translatesinton persuasion skills and confidence.

A great test is to ask them to sell you an object or close a deal with you. That way you will know if they can demonstrably make a sale as well as think fast under pressure.

Operational and Situational questions

• Imagine I’m a prospective client. Sell me this object/Close a deal with me in 3 minutes
• What would you do if a prospect was constantly devising excuses to avoid you?
• What would you do if you couldn’t use your car for a week?
• You find out that one of your customers is trying out a product of the competition. How do you approach the issue?
• Envisage you are part of a team when there are conflicting opinions about a deal. What would you do?
• From what you know of our company, what partnerships do you think would be beneficial?
• If you had to sell this product, what are two questions you’d ask to understand the needs of a prospective buyer
• If I asked you to evaluate [this] new market, how would you go about it?
• How do you negotiate with an aggressive prospect?
• Are you familiar with our products? How would you sell this?

Role-specific questions

• How has your background prepared you for sales?
• How do you feel about working to targets? What were your annual quotas in your previous job?
• Describe the process you would follow for business development
• What are ways to identify a new market to enter?
• What are the three most important factors when evaluating a deal?
• What is your preferred strategy for finding business partners?
• How would you keep in touch with existing customers?
• What are after sales techniques you have used in the past?
• What do you think of current developments in our industry? How could they affect our business development efforts?
• How do you prioritize your meetings with clients?
• Are you familiar with CRM software?
• How do you use technology in your job?

Behavioral questions

• Describe a time you had to negotiate the price of a sale
• Have you ever walked out on a deal and why?
• Have you ever had to sell a product you didn’t believe in?
• Describe the most difficult client you have encountered
• What was the most satisfying deal you achieved?
• Did you ever have problems closing multiple deals?
• How do you manage to juggle selling, market research and reporting?
• Have you ever lost an opportunity to do business with an important partner? Why and what did you learn?
• Have you ever trained junior staff?