Field Sales Executive interview questions and scorecard
India context for field sales executive interview questions, central rules as of 30 Oct 2026.
Use these 12 questions to interview a field sales executive the same way every time. Ask all candidates the same questions, score each answer from 1 to 4 against the notes below, and decide on the total, not on first impressions. Pick 8 to 10 questions per interview.
At a glance
- Match the questions to your field sales executive job description: one question per must-have.
- Score each criterion right after the interview, before you talk to other interviewers.
- Follow up with "What did you personally do?" to separate individual work from the team's.
Questions
| # | Question | A good answer shows | Red flags |
|---|---|---|---|
| 1 | How would you plan a day of 15 visits in [AREA]? | Route, priority accounts, time per visit | No plan |
| 2 | How do you find new shops or customers? | Local knowledge, referrals, observation | Waits for leads |
| 3 | Which outlets give most orders and why? | Understands the market | Generic |
| 4 | Walk me through your last sales visit. | Opening, need, offer, close, follow-up | Cannot describe |
| 5 | A shopkeeper says he already has a supplier. What do you do? | Asks questions, offers a trial or advantage | Argues |
| 6 | How do you handle a request for credit? | Follows policy, escalates | Promises credit |
| 7 | A customer has unpaid dues. What do you do? | Polite follow-up, escalates | Avoids or threatens |
| 8 | If you collected cash, how do you account for it? | Immediate deposit and records | Careless |
| 9 | Tell me about a month you missed target. | Honest and corrective action | Blame |
| 10 | How will you use the sales app? | Comfortable, daily updates | Avoids it |
| 11 | How do you handle a day of rain or heavy traffic? | Adjusts plan, informs manager | Skips |
| 12 | What is your plan for the first 30 days? | Learn products, map the territory, meet top accounts | Vague |
Scorecard (1 to 4)
| Score | Meaning |
|---|---|
| 1 | Weak: no relevant example, or a red flag |
| 2 | Partial: general or hypothetical answer, little evidence |
| 3 | Good: a real, specific example that meets the standard |
| 4 | Strong: specific, repeated evidence and clear reasoning |
| Criterion | Questions | What a 4 looks like | Score |
|---|---|---|---|
| Territory and planning | 1, 2, 3 | Plans routes and prioritises visits | |
| Selling skills | 4, 5, 6 | Opens, asks questions and closes | |
| Relationships and collections | 7, 8, 9 | Follows up and handles money honestly | |
| Self-management | 10, 11, 12 | Travel, targets and reporting | |
| Total | / 16 |
Suggested rule: shortlist candidates whose average is 3 or higher with no criterion at 1. Change the rule before the first interview, not after.
Run it as a video interview on LiveRec
Open the candidate and choose Schedule interview, then choose Video and pick LiveRec video, which needs no link. After the call, open the interview and choose Submit feedback to give star ratings for Technical skills, Communication skills and Culture fit, a Decision and your comments; paste your scorecard result into the comments. Recorded LiveRec video interviews are deleted 90 days after the interview as standard, so tell candidates before you record. See Schedule an interview, private notes and feedback and recordings.
Fair interviewing
Ask only job-related questions. Indian law bars gender discrimination in recruitment for the same work and requires equal opportunity for people with disabilities, so keep questions on marital status, family plans, religion, caste or health out of the interview. See illegal interview questions for the principles; US-specific examples there differ.
Next step
Copy the scorecard into your interview scorecard template, then schedule the first interviews. For the method, read the structured interview guide.
Sources
- Ministry of Labour and Employment: https://labour.gov.in
- Rights of Persons with Disabilities Act, 2016, Department of Empowerment of Persons with Disabilities: https://disabilityaffairs.gov.in/
- US OPM, Structured Interviews (method reference): https://www.opm.gov/policy-data-oversight/assessment-and-selection/structured-interviews/
This is general information, not legal, tax or immigration advice. Rules change and your situation may differ. Consult a licensed attorney or qualified adviser.