I will keep this page short and to the point. Here’s what I have for you today:
In the eBook, you will find multiple great answers to each of the following questions:
- How do you imagine a typical day in work as a Relationship Manager?
- A long-term customer complains to you about product prices and wants to end your business relationship. What will you do?
- How would you discover new sales opportunities?
- Who is our biggest competitor, and can we beat them and become the leader on the market?
- How do you feel about making a cold call?
- If you’re contacting a new client for the first time, what information do you need prior to your communication with them?
- How would you identify the right people to connect with in clients company, people who can help you push a big deal?
- Describe a time when you struggled to communicate something to your boss, colleague, or to a customer. How did you manage to get your message over?
- Describe the most difficult deal you’ve ever closed.
- Imagine that a customer is willing to immediately pay double as much monthly if you implement specific product features to their subscription. You know that these features won’t be helpful for them in the long-term, but your revenues will increase significantly. What would you do in this situation?
- See this notepad on my desk? Try to sell it to me right now.
… and fifteen other tough questions you may face in your interview for a job of a Relationship Manager.
Check the sample to see how this eBook can help you:
Sample from the eBook
Question: Imagine that a customer is willing to immediately pay double as much monthly if you implement specific product features to their subscription. You know that these features won’t be helpful for them in the long-term, but your revenues will increase significantly. What would you do in this situation?
Hint: This isn’t a situation with a one-fit-all solution. If the features won’t be helpful in a long run, the customer may leave you, and even harm your reputation (with a bad review, especially if they find out that you knew from the beginning that the upgrade would not help them).
You have three options for a good answer.
- First one is betting on honesty and communication. Say that you would talk to the customer, trying to explain them both pros and cons of the upgrade. You can even say that you would suggest against the upgrade—perhaps this attitude will pay off in a long run. They will appreciate your attitude, and perhaps even reward you with some interesting referrals.
- Second option is more mathematical. You will try to count the lifetime value of a customer, in both scenarios—with and without the upgrade. Maybe you’ll eventually earn more even if they leave you after a year or two with the bigger subscription (when they understand the upgrade didn’t deliver on the results), since they’d likely leave you anyway in two-three years, because that’s the nature of your business.
- Last option is simply saying that you’d give a green light, and won’t try to talk them into anything else. After all, they know their business better than you do, and maybe they have a point in considering those additional features helpful.
Your task is to generate the best possible sales volume after all. You can add that you’d try to maintain an excellent relationship with them. And so when the moment of truth comes, and they realize the mistake, they won’t leave you. They will just downgrade…
– I always try to build relationships of trust with my customers, which pays of in a long run. Therefor I would say my opinion, and clearly explain my thought process and why I consider the new features unhelpful.
Of course is just an opinion, and they have to make the final call. If they insisted after my intervention, we’d proceed with the upgrade.
– I would try to estimate the lifetime value of the customer in both scenarios, and decide accordingly. Every business is different, we must consider the competition, and how likely they are to change suppliers, in the upcoming months and years. Historical data about our existing customers should also help us to estimate it properly.
Once I know how much we’d make in both scenarios (counting also with the costs of implementing new features for the client), I’d choose the option more favorable for our business.
– I think that we should not make decisions for other executives. They know their business better, including future plans and goals. Maybe they have some insider information and are convinced that they’d eventually benefit from new features—information we do not have.
Therefor if they want a more expensive subscription, I’ll give them a green light. I consider it an ethical course of action. After all, why should we lose an opportunity to earn more money?
Question: If we hire you for this job, what will be the first thing you do?
Hint: Throw in a big celebration, finally buy a car you always wanted to have, or enjoy a nice and expensive dinner out with someone you love.
Perhaps you’ll do one of these things, or all of them. As you can imagine, however, they are inquiring about the things you do in the job (and not outside of it).
You can say that you will try to learn as much as possible about the actual situation of the company. Existing clients, competitors, economic climate in the given industry, product portfolio, and so on. Things that will help you to make the right decisions in terms of generating new business for the employer.
The situation differs when you apply for an entry-level relationship manager job. In such a case, they will typically provide you with an excellent training. You will attend it and meet other people from the sales team, and understand your exact position in the sales process…
Try to talk with enthusiasm. They should get the impression that you are looking forward to the first steps in your new occupation.
– I will try to learn as much as possible about our situation—product portfolio, principal clients, target markets, USP, main competitors, and so on. Basically I will try to get a good grasp of the market and identify opportunities to generate new business. I will also try to talk to executives or my superiors, to understand exactly what they expect from me, and to set some realistic goals for my work…
– If I understand it correctly, you are looking for an entry level manager, and some training will be provided. So I imagine participating in the training, trying my best to understand as much as possible about your sales cycle and my position in it.
Afterwards I’d love to talk to other members of the team, to understand their expectations and how we can achieve the sales goals together. Once the introduction and training is over, I should be able to start the job.
End of the sample
These were just two questions. You will find 25 in the eBook, including difficult behavioral (scenario-based) questions. But that’s not all.
To ensure you will get the job, I included in the book six principles you need to understand before you can ace your interview for this job.
Without talking too much about them, let me show you another sample from the book:
Sample no. 2
Principle no. 2: Show proactive approach to work
Obviously it would be nice to get a thick address book of existing clients, all of them happy and eager to make new orders.
You would just attend some meetings (rather informal), play a few rounds of golf or tennis (letting the clients win), strengthen the existing relationships, and money would be rolling in both to the company account and to your pocket.
But that’s not how it works in this business.
If a company seeks a new relationship manager, it means that one of the following scenarios takes place:
- They have so much business going on that the existing relationship manager can’t serve all existing clients, and therefor they need another one (best possible scenario but the most unlikely one).
- The existing relationship manager (and other members of the sales team) are doing a bad job (or perhaps the state of economy is responsible for the situation), and the company struggles to retain existing clients and to generate new deals (not a bad scenario but not a good one either).
- The company has almost no clients, they can neither retain a few existing clients nor acquire new ones (worst possible scenario).
In all these scenarios, sitting in your comfy office and waiting for a miracle won’t do any good. Therefor you have to show proactive approach to work in your interview.
Anytime they ask you about your idea of the job, or what you’d do in work, or how you feel about making cold calls and approaching new clients, you should show them that you plan to take the initiative.
You do not wait for a miracle. You plan to actively seek new opportunities, doing everything you can to generate some sales volume. It includes doing uncomfortable things, such as calling strangers and going out of your comfort zone to…………
End of the sample
So that’s it. I do not want to waste your time with lengthy sales pages, and imaginary discounts or fake reviews, like many other people do on their websites, while trying to sell you something. It’s just not my style of doing business…
You have read the samples, you know what the eBook is about, and surely you can tell whether it will help you or not.
I sincerely believe it will help you. And you can read it easily in three to four hours, it’s 15,000 words. Only things that truly matter, no secondary content.
Plus, of course, like with everything else we sell here on InterviewPenguin.com, you have a risk free sixty days money back guarantee. If you don’t like this eBook for any reason, or no reason at all, just let me know (email me at matthew[at]interviewpenguin[dot]com) within 60 days and we will give you a full refund.
- Brilliant answers to 25 difficult questions you may get in your interview for a job of a Relationship Manager.
- Published in 2020.
- Several sample answers to each question, so you can choose one that reflects your values and experience (including answers for people with no previous working experience).
- Six principles of acing the interview, things you simply need to know in order to make the right impression on the hiring managers and to win them over.
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That’s it. Your interview does not have to be stressful, or difficult. You can interview with confidence, and give brilliant answers to all tough questions, outclassing your competitors and getting the job. Download the guide today, and succeed in your interview.
Your personal job interview coach
P.S. Send me a message if you have any questions about the guide, or about anything else. I try my best to answer all emails within twelve hours (matthew[at]interviewpenguin[dot]com). Thank you!