Annexure ii

QUESTIONNAIRE

BASIC INFORMATION:
NAME..
EMPLOYEE CODE: .
DESIGNATION: .

DIVISION/DEPT.:

REPORTING TO: .
DURATION IN IEI: ..
LOCATION:
EDUCATIONAL QUALIFICATIONS: .
1.

Do you plan or schedule your day? How? Do you ensure that you follow the schedule? Are your
plans met?

2.

Do you plan your meetings, sales targets or both? How do you set your plans?

3.

What efforts do you take to make sure your targets are met? Give 2 examples one where you achieved
your planned targets and other where you failed to achieve it. If achieved what did you do extra that
day? If not then what do you think you could have done different?

4.

Does your kind of job require analysis? If yes then of what kind? Do you study any reports, what
kind- mathematical and logical? Can you give an example?

5.

Do you need to do some ground work before going on field and after coming back from the field?

6.

If the customer faces any problem how do you solve them? Give an example where you have
displayed analytical skills.

7.

Does your job require product knowledge? How do you use your knowledge?

8.

Who according to you has the best product knowledge in your team? What do you think he has extra
knowledge that you dont have? How he has been able to acquire more knowledge? In which areas of
product do you consider yourself as a specialist?

9.

Who all are your competitors? Who is the strongest of all? Why? What is difference in the
competitors products? What is the USP of your product?

10. Does your job require working in team? Have you been in a team and for what purpose?

11. How was your experience working in a team? Did you find any change in your performance while
working in a team?

12. Tell me about the most difficult person you have worked with? What kinds of people do you enjoy
working with?

13. Would you call yourself a team player? If yes why? What skills and personal qualities have you
contributed to a team you have been part of? Have you ever lead a team?

14. Have you ever been a part of a team where your role was not clearly defined? How did you handle the
situation?

15. If given a chance who would you nominate as a best team person? Why?

16. Whom do you communicate the most with? What is the proportion of oral and written
communication?

17. Describe a situation in which the customer misunderstood what you were attempting to communicate
to him? How did you overcome that situation?

18. How would you explain a complex technical issue to a non-technical customer or a customer who
speaks different language than yours?

19. Are you involved in final negotiation or is it done by someone else.

20. How many deals do you crack? Can u cite an example which you consider as your best negotiation till
date? (Who was the customer/ How did you go about negotiation/ what was the difficulty faced).
Where you just missed the bus.? What went wrong?

21. What are the difficulties you normally face during negotiation?

22. Whom do you consider as the best negotiator in your team? Why?

23. How often do you face conflict situation in the work-place? Can you cite an example where you have
encountered any conflict situation in your team or with the customer? Were you able to resolve it? If
yes then how? If No then how your team leader has resolved conflict in your team? What more could
he have done?

24. Have you resolved any conflict in a group or teams that you have been a membership of and how?

25. Do you think it is worthwhile to establish new relationships? What are the benefits of building new
relationship in your professional life?

26. How many of your customers you still in touch with? How do you stay in touch? E.g. giving a call
fortnightly/ sending them gifts etc. How have you been benefited due to follow-ups?

27. According to you who have the maximum client list? What more effort does he take?

28. How often do you interact with your subordinates regarding their performance? Do you mentor and
coach your subordinates? Do you recommend some training for your subordinates?

29. Do you motivate your subordinates? List strategies you have adopted to motivate employees. What
impact did your motivation had on your subordinates performance? State example.

30. Have you ever been motivated by someone? By Whom? What did he do to motivate you?

31. How do you react in a situation where you need to take immediate decision? What process will you
follow for decision making in such a situation?

32. Do you seek consent of your superior before taking any decision? To what extent do you take
decisions? Who are affected by your decisions?

33. Most difficult decision that you took and how?

34. Does your job provide assuming certain responsibility?

35. Have you ever been assigned something which you felt you are not responsible for? Did you get it
done? If yes why? If no why?

36. Do you give directions to your subordinates and clarify them on the roles? Do you state the
subordinates the consequences of not achieving the targets?

37. How would you differentiate in the responsibility assigned to a higher designation than yours/ lower
designation than yours?

38. FOR MANAGERS: Compare best and the worst subordinate.

39. FOR SUBORDINATES: Compare the best and the worst superior

40. Is there anything you would like to add before we end? Do you have any questions you would like to
ask us?

Signature of the employee __________________

Signature of the HR representative _______________
Date: ____________