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Business Development Representative interview questions and answers

Ask these sample Business Development Representative interview questions to evaluate candidates’ skills and hire the ones who best fit your company’s needs.

Christina Pavlou
Christina Pavlou

An experienced recruiter and HR professional who has transferred her expertise to insightful content to support others in HR.

business development representative interview questions

10 good business development representative interview questions

  1. We are considering developing our business in [X] market. What are the pros and cons of this strategy?
  2. You’re trying to contact a potential client, but they keep redirecting you to different employees. How would you find and contact the most appropriate person?
  3. Where would you look for new business opportunities?
  4. You’re in a promising meeting with a high-potential client, but it’s running late. How would you handle the situation?
  5. Describe your responsibilities when assigned a new potential client.
  6. What sales techniques are you familiar with?
  7. Do you have experience with CRM software?
  8. What data do you need before contacting a potential client?
  9. Have you ever failed to reach a sales quota?
  10. This role can be repetitive. What keeps you motivated?

Here are 10 essential interview questions and sample answers to help identify the best candidates for this role.

1. We are considering developing our business in [X] market. What are the pros and cons of this strategy?

This question assesses the candidate’s strategic thinking and understanding of market dynamics.

Sample answer:

“Entering [X] market could offer high growth potential due to less competition. However, the cons could be regulatory hurdles and cultural differences.”

2. You’re trying to contact a potential client, but they keep redirecting you to different employees. How would you find and contact the most appropriate person?

This question tests the candidate’s persistence and problem-solving skills.

Sample answer:

“I would use LinkedIn to identify the decision-maker and then craft a personalized message to get their attention.”

3. Where would you look for new business opportunities?

This question evaluates the candidate’s resourcefulness and initiative.

Sample answer:

“I would look into emerging industries, competitor landscapes, and leverage networking events to identify new opportunities.”

4. You’re in a promising meeting with a high-potential client, but it’s running late. How would you handle the situation?

This question assesses the candidate’s time management and client relationship skills.

Sample answer:

“I would politely inform the client that I have another commitment but would love to schedule a follow-up to continue our discussion.”

5. Describe your responsibilities when assigned a new potential client.

This question gauges the candidate’s understanding of the sales process.

Sample answer:

“My first step would be to research the client’s business needs and challenges to tailor my pitch accordingly.”

6. What sales techniques are you familiar with?

This question tests the candidate’s knowledge of sales methodologies.

Sample answer:

“I am familiar with SPIN selling and Challenger Sales. I find SPIN to be most effective because it focuses on the client’s needs.”

7. Do you have experience with CRM software?

This question assesses the candidate’s technical skills and familiarity with tools commonly used in business development.

Sample answer:

“Yes, I have experience using Salesforce and HubSpot to manage leads and track sales activities.”

8. What data do you need before contacting a potential client?

This question evaluates the candidate’s preparation and research skills.

Sample answer:

“I would need information on the client’s industry, pain points, and key decision-makers before making contact.”

9. Have you ever failed to reach a sales quota?

This question gauges the candidate’s ability to handle failure and learn from it.

Sample answer:

“Yes, there was a quarter where I missed the quota due to market downturns. I learned the importance of diversifying my pipeline.”

10. This role can be repetitive. What keeps you motivated?

This question assesses the candidate’s motivation and resilience.

Sample answer:

“The thrill of closing a deal and contributing to the company’s growth keeps me motivated, even if the tasks are repetitive.”

What does a good business development representative candidate look like?

A strong candidate should have excellent communication skills, a deep understanding of the sales process, and a proactive approach to identifying and pursuing opportunities.

Red flags

Be cautious of candidates who lack enthusiasm, have poor listening skills, or cannot articulate their sales process clearly. These could be indicators of a poor fit for a Business Development role.



Business Development Representative Interview Questions

Business Development Representatives cultivate relationships with potential customers and actively seek new business opportunities. They usually work under the supervision of a Business Development Manager, who sets team and individual goals. This position is highly important, as business development representatives are responsible for boosting sales and achieving long-term business growth.

During your interview process, look for candidates who demonstrate enthusiasm for meeting sales quotas. This role requires contacting many potential clients every day and promoting your company’s products/services. Opt for candidates who are motivated, take initiative and are results-driven. Business Development Representatives frequently collaborate with internal teams (e.g. sales and marketing), so strong communication skills are essential for this position.

As with all positions that involve customer contact, focus on candidates who are professional and can positively represent your company. Situational questions help you understand how potential hires manage job-related challenges. For more senior roles, use sample Business Development Manager interview questions to learn more about candidates.

Let’s summarize some of the questions and add a few more divided into specific types.

Operational and Situational questions

  • We are considering developing our business in [X] market. Based on what you know for our company and competition, what are the pros and cons of this strategy? How would you implement it?
  • You’re trying to contact a potential client, but they keep redirecting you to different employees. How would you find and contact the most appropriate person?
  • Where would you look for new business opportunities?
  • You’re in a promising meeting with a high-potential client, but it’s running late. You may be late to your next appointment. How would you handle the situation?

Role-specific questions

  • Describe your responsibilities when assigned a new potential client. What’s the first thing you do?
  • What sales techniques are you familiar with? Which methods do you find the most and least effective? Why?
  • Do you have experience with CRM software? If yes, which tools have you used?
  • What data do you need before contacting a potential client?

Behavioral questions

  • Have you ever failed to reach a sales quota? How did that happen and what did you learn from the experience?
  • This role can be repetitive (presenting the company and our products/services to multiple clients every day.) What keeps you motivated?
  • What’s your biggest professional success so far? What do you want to achieve next?
  • Describe a time you had to deal with an angry customer. How did you handle the situation?

Frequently asked questions

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