1. Tell me about yourself.
Answer:
"I am Pranjali Gupta, currently pursuing an MBA in Marketing from IILM University, Gurugram. I
have developed a strong foundation in sales and market research through my internships at
International Infotech Inc. and LPS Bossard. My experience includes lead generation, client
engagement, and market analysis. I have also worked on projects related to branding and
marketing analytics, which have enhanced my strategic thinking. With a keen interest in sales, I
aim to leverage my skills to drive customer acquisition and business growth."
2. Tell me about your family background.
Answer:
"I come from Rohtak, Haryana. My father is a businessman, and my mother is a homemaker.
Growing up in a business-oriented household has given me an understanding of customer
relationships, financial management, and sales strategies, which have influenced my career
choice in marketing and sales."
3. What did you learn from your Summer Internship Program (SIP)?
Answer:
"My SIP at International Infotech Inc. taught me resilience in sales. I managed outreach to 150+
companies, achieving a 20% conversion rate, which improved my lead-generation and
negotiation skills. At LPS Bossard, I analyzed key EMS players and identified market gaps,
sharpening my research abilities. Both experiences reinforced my ability to understand
customer needs and develop targeted sales strategies."
4. Why do you want to pursue a career in sales?
Answer:
"I enjoy problem-solving and relationship-building, which are crucial in sales. My internships
gave me hands-on experience in lead conversion, client interaction, and market analysis. I
thrive in performance-driven environments and am motivated by the challenge of meeting
targets and contributing to revenue growth."
5. When did you first think about a career in sales?
Answer:
"My interest in sales developed during my internship when I successfully converted leads into
paying clients. I enjoyed the process of understanding customer needs, crafting pitches, and
negotiating deals. It made me realize how dynamic and rewarding a sales career can be."
6. Can you give an example of when you sold something in your life?
Answer:
"During my internship, I convinced a hesitant client to invest in our services by demonstrating
ROI through data-backed insights. This resulted in a successful deal, reinforcing my confidence
in sales and persuasion skills."
7. What if you don’t accomplish your sales target?
Answer:
"I would first analyze where the gap occurred—whether in prospecting, lead conversion, or
follow-ups. Based on this, I would adjust my approach by refining my pitch, identifying
high-potential leads, and collaborating with my team to improve strategies. Sales is about
learning and adapting, and I would use every setback as a learning opportunity to enhance my
performance."
8. How would you ensure your subordinates meet their targets?
Answer:
"I would focus on clear goal-setting, motivation through incentives, and performance tracking.
Regular check-ins, constructive feedback, and training sessions would ensure that the team
stays aligned with targets. Additionally, I would provide support to struggling members by
analyzing their challenges and helping them refine their sales approach."
9. Sales is often seen as a male-dominated field. How would you tackle this
perception?
Answer:
"Success in sales is driven by skills, strategy, and persistence rather than gender. I focus on
building relationships, understanding customer needs, and delivering results. Sales is evolving,
and many women are excelling in this field, proving that capability matters more than
stereotypes."
10. What is the difference between General Trade, Modern Trade, and
E-commerce?
Answer:
● General Trade: Unorganized retail like kirana stores, dependent on personal
relationships.
● Modern Trade: Organized retail like supermarkets, with structured sales strategies.
● E-commerce: Online platforms that rely on digital marketing and data-driven sales.
11. How would you map the market for Niva Bupa’s health insurance
products?
Answer:
"I would conduct territory-wise research to identify high-potential markets based on
demographics, insurance penetration, and competitor presence. Leveraging bancassurance
partners and digital data analytics would help target underserved segments. Collaborating with
hospitals, corporates, and agents would also be key in expanding market reach."
12. Can you do a quick SWOT analysis for Niva Bupa?
Strengths:
● Strong brand presence and market share.
● Large hospital network (10,400+ cashless hospitals).
● Innovative health insurance products (Reassure 2.0).
Weaknesses:
● Limited presence in Tier-3 and rural areas.
● Dependence on bancassurance for distribution.
Opportunities:
● Growing awareness of health insurance post-pandemic.
● Expansion through digital and rural penetration.
Threats:
● Intense competition from HDFC Ergo and Star Health.
● Regulatory changes impacting health insurance policies.
13. How would you pitch Niva Bupa’s health insurance to a prospective
customer?
Answer:
"I would start by understanding the customer’s healthcare needs and financial concerns. I would
then highlight Niva Bupa’s comprehensive coverage, extensive hospital network, and
industry-first features like Reassure 2.0. Using real-life scenarios and success stories, I would
demonstrate how our plans provide security against unexpected medical expenses. I would also
address common objections, such as affordability, by explaining flexible premium options."
14. If a client is unsure about purchasing health insurance, how would you
convince them?
Answer:
"I would educate them on the rising cost of healthcare and the financial burden of medical
emergencies. I would use real-world examples and explain how early investment in health
insurance provides long-term security. By demonstrating the cost-effectiveness of Niva Bupa’s
plans, I would address their concerns and help them see the value in securing their health."
15. What strategies would you use to increase Niva Bupa’s market
penetration?
Answer:
1. Bancassurance Expansion: Strengthen partnerships with banks to increase product
reach.
2. Digital Marketing: Leverage social media and targeted ads for customer acquisition.
3. Corporate Tie-ups: Partner with companies for employee health insurance plans.
4. Agent Network: Expand the field sales force in Tier-2 and Tier-3 cities.
16. How would you handle a difficult customer who is unhappy with Niva
Bupa’s service?
Answer:
"I would actively listen to their concerns, empathize with their situation, and offer solutions
based on company policies. If possible, I would provide an immediate resolution or escalate the
issue to the concerned department. Ensuring clear communication and follow-up would help
rebuild trust and maintain a positive customer relationship."
17. Why should we hire you for this role?
Answer:
"My experience in sales, market research, and client engagement makes me a strong fit for this
role. I have a proven track record of lead conversion and relationship management. My ability to
analyze markets and identify business opportunities aligns well with Niva Bupa’s goals.
Additionally, I am adaptable and eager to contribute to revenue growth through innovative sales
strategies."
