# Interview a Store Owner

Part of the Salesmanship Merit Badge Digital Resource Guide: [Introduction & Overview](https://merit-badge.university/merit-badges/salesmanship/guide/index.md)

*6. Learning from Professionals*

> **6b.** Interview a retail store owner and learn the following:

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

> **6b1.** Interview a retail store owner and learn how often is the owner approached by a sales representative?.

### 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

> **6b2.** Interview a retail store owner and learn what good traits should a sales representative have? What habits should the sales representative avoid?.

### 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

> **Tip**
>
> This question can give you one of the clearest real-world definitions of professionalism in sales. Pay close attention to the examples the owner gives.

## Official Resources

Video: [Top 5 Traits of Great Sales People (video)](https://youtu.be/OjCnfTSrq1s)

## Requirement 6b3

> **6b3.** Interview a retail store owner and learn what does the owner consider when deciding whether to establish an account with a sales representative?.

### 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

> **6b4.** Interview a retail store owner and learn Include at least two of your own questions.

### 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?

**What this interview can teach you** — Watch for these themes in the owner's answers

- [ ] **Trust**: What earns it and what breaks it?
- [ ] **Preparation**: How much does product knowledge matter?
- [ ] **Respect**: How should reps use the owner's time?
- [ ] **Fit**: Why do some products get rejected even if they are good?

### 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](https://merit-badge.university/merit-badges/salesmanship/guide/req2/), 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.

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- Previous: [Interview a Sales Professional](https://merit-badge.university/merit-badges/salesmanship/guide/req6a/index.md)
- Next: [Explore Sales Careers](https://merit-badge.university/merit-badges/salesmanship/guide/req7/index.md)