Req 6b — Interview a Store Owner

This option flips the viewpoint. Instead of hearing from the person doing the selling, you hear from the person being approached by sales representatives. That helps you understand what buyers value, what annoys them, and what earns their trust.

Requirement 6b1

Why frequency matters

This question shows how competitive selling can be. A store owner may hear from sales representatives constantly, especially if the store carries products many vendors want to place. That means a salesperson often has to be clear, respectful, and memorable just to get attention.

What to listen for

If the owner says they get approached often, ask what makes one representative stand out from the rest. If they say it happens only sometimes, ask why that may be true in their kind of business.

Requirement 6b2

Good traits sales representatives should have

Owners often value traits like:

• honesty
• product knowledge
• respect for the owner’s time
• prompt follow-up
• clear communication
• listening before pitching

Habits owners usually dislike

Owners often want sales representatives to avoid:

• talking too much without listening
• exaggerating claims
• showing up unprepared
• wasting time on products that are a poor fit
• becoming pushy after hearing no

Official Resources

Requirement 6b3

What “establish an account” means

To establish an account means to begin an ongoing business relationship. The owner is deciding whether to order from that representative or company now and possibly again in the future.

Factors the owner may consider

The decision may involve:

• product quality
• price and profit margin
• reliability of delivery
• demand from customers
• return policy or support
• professionalism of the representative

This question helps you see that sales is not just personality. It also involves logistics, trust, and business value.

Requirement 6b4

Ask buyer-side questions that go deeper

Try questions like:

• What makes you give a new sales rep a chance?
• What is the fastest way for a rep to lose your trust?
• Do you prefer email, phone, or in-person contact first?
• How do you tell whether a product is really a fit for your customers?

Use the interview to sharpen your own selling

This option can improve your own sales quickly because you hear directly what buyers appreciate and what they avoid. Many of those answers will connect back to Req 2, especially research, product knowledge, and follow-up.

After learning from professionals, the last requirement asks you to look at sales as a possible career path.