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Account Representative Interview Questions

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  1. Can you provide an example of how you promoted a product to an account that was not too interested initially? See answer
  2. How much of your time is spent on preventing proverbial fires from happening? See answer
  3. What sets you apart from other account representatives your clients engage with? See answer
  4. Tell me about the strategies you use to increase the chances of success when making a cold call. See answer
  5. What is your approach to working with difficult accounts and how successful has it been?
  6. What is your strategy for bringing in new clients and how successful has it been?
  7. When you are first meeting a client, what are the two most important things you will tell them to capture their attention and make them want to do business with you?
  8. Imagine three of your client accounts are facing serious problems at the same time. How would you prioritize their needs to ensure everybody is satisfied?
  9. Do you prefer handling one or two large clients or several smaller, successful and long-term customers? Elaborate on your answer.
  10. Do you have experience using CRM software? Which is your most preferred tool and why?
  11. What departments do you work with while prospecting and qualifying new clients?
  12. Do you prefer in-person meetings or communicating via phone and email? Why?
  13. What was your biggest accomplishment in your previous role?
  14. What do you appreciate about our organization that convinced you to apply for this position?
  15. How do you ensure that clients are always up-to-date about the latest offers and products?
  16. What strategies do you use to retain clients and increase their business?
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6 Account Representative Interview Questions and Answers

Q:

Can you provide an example of how you promoted a product to an account that was not too interested initially?

A:

Account representatives are critical when it comes to upselling clients. This question takes it to the next level and prompts the candidate to speak to their success with difficult accounts. Their answer will let you know how they work with these types of clients, and it will show you if they are able to sell people on something after an initial response that may not be too interested.

What to look for in an answer:

  • Willingness to work with “colder’ accounts”
  • Examples of winning customers over
  • Ability to sell/upsell products after an initial ‘no’

Example:

“We had a few accounts that were not really engaging. I worked with marketing to design a specific campaign and engagement increased by 12%.”

Q:

What is your approach to working with difficult accounts, and how successful has it been?

A:

An account representative typically engages with the difficult accounts first. In order for your company to develop quality customer relationships, your account representative will have to know how to handle the good and the bad alike. This question will clearly lay out how the candidate approaches these types of clients and overall how successful that approach has been. You can use their answer here to judge their overall competency.

What to look for in an answer:

  • Dedication to all accounts
  • Desire to resolve consistent issues across multiple accounts
  • Demonstrates qualities of patience and empathy

Example:

“One of our more challenging accounts always had last-minute requests. I began to reach out to them first each day to prompt requests early.”

Q:

How much of your time is spent on preventing proverbial fires from happening?

A:

Having an account representative who spends some of their time on improving overall efficiency is truly ideal for your company. The account representative oftentimes has a strong customer-centric voice that can help to improve processes and products that will benefit all accounts. The answer to this question will show what type of an account rep they are; some of the representatives love putting out fires while others are more forward-thinking.

What to look for in an answer:

  • Ability to see the bigger picture
  • Examples of how they worked to prevent consistent problems/issues
  • Dedicated to efficiency

Example:

“Leading up to the holidays, I sent out a special announcement to my accounts that highlighted holiday dates and office hours to reduce calls.”

Q:

What is your strategy for bringing in new clients, and how successful has it been?

A:

Lead generation and conversion is often part of an account representative’s job at some point. Asking this question will help you learn which candidates have a plan of action and which ones don’t. The more leads you expect your account representative to work with, the more important it is to ask this question. Their proposed strategy will also let you know if they are in line with overall company objectives.

What to look for in an answer:

  • Clear, proven lead nurturing strategy
  • Familiarity with sales and closing deals
  • Specific examples of successful lead conversions

Example:

“Once I receive new leads I send out an email introducing myself and engage them with content marketing to first demonstrate our value.

Q:

What sets you apart from other account representatives your clients engage with?

A:

A company often works with multiples partners. For an account representative, setting themselves apart is oftentimes critical in order for them to succeed in their position. You want to ask this question in order to get a sense of the candidate’s style and approach. You will learn how they engage with clients and what they see as their ‘style’ that sets them apart from all of the others.

What to look for in an answer:

  • Consistent in how they engage their accounts
  • Willingness to spend quality time with their accounts
  • Fearless when trying new things

Example:

“Early on working with an account, I learn what coffee the client drinks. When I visit, I make sure I bring that coffee for them.”

Q:

Tell me about the strategies you use to increase the chances of success when making a cold call.

A:

Call calling is an important duty of account representatives and the ideal candidate must have a high success rate with cold calling clients. Interviewers can use this question to gauge a candidate’s call calling, customer service and communication skills. A skilled candidate’s response will demonstrate strategies that will help improve the success rate of cold calls. A candidate’s answer should emphasize:

  • Excellent verbal communication skills
  • Ability to cold call clients
  • Good persuasion skills
Example:

“When I cold call clients, the most important strategy I use is to tell them straight away the reason for the call because most prospects are busy and will lose interest if you don’ get to the point. I also focus my call on how our offers can help the person solve vital pain points facing their business. Another strategy I use is to ask them open-ended questions to help the prospect see reasons they should buy our product.”

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