Interview Questions

Overview

• Drive Offline Sales through rigorous cold calling and meeting potential clients/corporates/organizations to sell OYO Portfolio
• Identify/On-board/Develop Channel partners
• Periodic market Research for finding different avenues for demand, collecting competitors data and effective data mining for generating prospects
• Responsible for end-to- end Sales process from qualifying clients to closing the deals to retaining/acquiring new accounts/clients, in a specified region/market
• Understand client’s requirements and tailor-pitch the product portfolio accordingly
• Maintain and review monthly Sales Tracker of accounts and targets
• Ensure collection of accounts receivable/outstanding amount from client/accounts.

Tell me about yourself ?

• My name is Dibyajyoti and I am from Odisha. Currently, I am working as a freelancer in multiple sectors like web development and digital marketing.
• I completed my Btech from IIIT, Bhubaneswar in Electronics and Telecommunication. In my final year, I was selected as a Google Summer of Code student within 103 countries and successfully completed the project within 3 months and received the monetary award from Google.  From the next year onwards I have been honored as a mentor in the same program.
• Alongside with this, I was doing affiliate marketing of Flipkart and Amazon.
• In the past, I have sales experience where I played the role of financial advisor in ICICI Prudential Life Insurance.
• Back in 2016, I was a part of the winning team and the best performer of SmartE challenge organised by NEN and Snapdeal, where we have to onboard maximum number of vendors to Snapdeal. As a team we onboarded 30 vendors out of which 25 was on-boarded by me in a period of 15 days.

How did you achieve your Snapdeal thing ?

• We created a visiting card and leaflet. We used to handle them a leaflet just after giving our introduction and some features of Snapdeal like about percentage of commission and all. We were very strict about it. Because we knew visualizing is more understandable rather than giving a long boring sales pitch. We were trying to make our conversation more interactive and interesting.
• It is said that when you do it yourself, you gain more experience,clarity and confidence. So when I onboarded my father’s business I gained almost all practical knowledge and solved the vendor’s queries.
• We learnt from our failures on day 1. We were searching contacts through online and approaching them to come to Snapdeal. But they were almost onboarded. So we went to the railway station where people import and export things manually.We collected their contacts and approached them.
• We created a dedicated Whatsapp group of potential sellers whom we approached to discuss about the onboarding process. So, after we onboarded one seller, we used to greet him/her with a message about the next steps. When other sellers saw that, they also got motivated and wanted to get on board as they could see that people are actually getting on-boarded eventually and their fears were turned into motivation. They also had a sense of trust on us as well as a competition with the other sellers. But it was tough for the first seller. Then it became easy for us with time.

Why you want your career in marketing ?

• Because I believe, marketing is everything today. You can say, it is the main part of any business. Marketing is no more an expense today. It has become a primary investment these days. We can see every successful company investing more than 50% of its revenue in marketing and it grows day by day. More investment means more career opportunities and experiences. So, there is a never ending possibilities of career in marketing. 
• It is said without marketing an innovative product has no value. In hindi, “jo dikhta hai wohi bikta hai”. If you minutely notice, all the big giants from OYO to Flipkart everyone is only focusing on marketing. They are not doing any productions themselves. Rather they are innovating new marketing strategies to market the product of vendors, property owners, etc.

Tell me about your work/sales experience?

What are your strengths and weaknesses?

Will online retail finish offline retail eventually?

 What is Micro Market ?

This is a pressurised job. So how can you fill your target ?

• If there is no pressure in sales or marketing. There will be no result
• If you love your work, then you will hardly feel any stress.
• Stress means target so if you do a proper planning to reach your target then less stress will come in the way.
• Less stress is negligible and can be handled by visiting some places, hanging with friends and all
• If you see my past experience, you can analyze that I have always gone through competitive environment. Like the snapdeal challenge within 15 days, completed gsoc project within 90 days etc. So healthy amount of stress is actually good
• At last, stress is a part of life, from childhood to till now  I have successfully passed all those small stress, so in future also I believe i can.

How will you convince the travel agents to sign up with Oyo rooms?

How to approach the customer again who is angry about our services?

• Firstly, I would listen to the customer calmly.
• Ask what the customer wants to see happen.
• Then assure him/her that you are with him and help him/her to completely sort out the issue
• I will be analyzing the issue, find out the root cause, check if it is the repeating issue etc then give the solution as per feasibility.
• Assure that OYO takes care of the customers feedback very seriously
• I will try to be genuine and honest. I should try to develop good rapport rather than giving the usual sales pitch. 

How to convince a customer about our room?

How a company can be improved through branding?

• Branding is an important part of Marketing. It is a way of distinguishing yourself from competitors and clarifying what is it that you offer that makes you the better choice. There are many areas that are used to develop a brand including advertising, customer service, promotional merchandise, reputation and logo. All of these elements work together to create one unique and (hopefully) attention-grabbing professional profile.
• Branding Gets Recognition
• Branding Generates New Customers
• Improves Employee Pride And Satisfaction
• Creates Trust Within The Marketplace

What are the sources through which you can generate leads?

• Try to onboard a corporate with greater employees movement.
• Keep track of events which can attract outside people in your micro market.
• Work with retail partners.Ask your family and friends to contact you whenever someone is travelling and needs cheap accommodation.
• Try to collaborate with band people, card printers and farm lawn managers. Sometimes they do pass very good bulk leads.
• Talk to reception people in nearby hospital. They will pass leads about people who come from other cities for health checkup and stuff.
• Be in touch with university or college authorities of your city. During admissions parents do look for accommodation.
• Propose honeymoon packages to newlywed couples in your relations. These packages are good and cheap. + They fetch great amount of GMV in your kitty.

How will you get new customers? What are the sources through which you can generate leads? How will you prepare database of prospect customers in order to present your manager that these are the customer whom you would like to approach.

• I will first try to take advantage of social media. E.g I can share the information with my friend’s circle if their corporate or team is going to arrange any event, just inform me. So that I can go and try to convince the event organisers.
• Keep tracking of local events and parties. There are many websites as well from where I can get the information.
• Get referrals from existing customers. Talk to my clients and see if they know of anyone who could also benefit from our services or expertise.
• I have to be extrovert as much as possible. Every day I will try to talk with few unknown people. May be on the bus or in a cab etc. Have to set a target.

What is the Impact of Tourism in India?

• Generating Income and Employment
• Source of Foreign Exchange Earnings
• Preservation of National Heritage and Environment
• Developing Infrastructure
• Promoting Peace and Stability

• Undesirable Social and Cultural Change
• Increase Tension and Hostility
• Creating a Sense of Antipathy
• Adverse Effects on the Environment and Ecology

If someone has to spend one night at Paharganj and he does not want much of luxury however GOIBIBO is giving one room at Rs 700, how will convince the customer to purchase the product from oyo who is selling rooms at Rs 900 in the same area.

• First I will understand his requirements. What are his basic needs and what aren’t?
• So keeping an eye on customer’s basic needs and situation I will tell him that how OYO is going to solve his problem. E.g His primary needs may be privacy but not luxury. He might have an interview the next day and doesn’t want to be late. So I will tell that how OYO employee inspects every room in every week. He is going to get a breakfast in free of cost at his doorstep so he doesn’t have to find a shop nearby  and waste time etc.
• Tell him that OYO has its own properties and whatever price it is displayed is the final one where GOIBIBO has its commission over the display price. So final price may increase.
• Make him realize that OYO is giving services worth a 1000 bucks in 900 while he has to pay 1000 to GOIBIBO to get the same services.

You are the demand manager, one of your corporate clients who had booked through you had a real bad experience. You are approaching him once again. How will you approach?

• I will try to convince them that the experience they had with one property might not be the same with another.
• I will show them how we took steps against the property caretaker to fix things and gave warning to the caretaker not to repeat it. 
• We will give them some offer so that they take the service with us the next time also.
• And that time I will make sure to follow up with the property they choose and do a background check in order to make things right. 

What do you know about OYO?

What do you think about OYO?

1. OYO is constantly learning,constantly evolving – moving fast and not afraid of new things
2. They are an ever growing group of people who are passionate about their work
3. OYO wants to better itself and competes with itself
4. And I being an individual thrive to grow in such a fast paced environment, I feel I can use my experience and skills to enhance the growth of the company.

How to promote a new product offline?

• Reach out to existing customers and inform regarding the launch of new product.
• Give them some discount coupon to avail discounts while booking for new product. 
• This will help in spreading the word to new customers as well as retaining them as existing customers will be delighted to get some new service.
• Then another way is distributing pamphlets with discount coupons near medicals, stations, college, office etc
• Arranging small events/games in mall involving some prizes/ lottery

Why do you wish to join OYO?

1. OYO is constantly learning,constantly evolving – moving fast and not afraid of new things
2. They are an ever growing group of people are passionate about their work
3. OYO wants to better itself and competes with itself
4. And I being an individual thrive to grow in such a fast paced environment, I feel I can use my experience and skills to enhance the growth of the company.
5. They’re constantly learning, we are constantly evolving – we move fast, we are not afraid of new things
6. They’re an ever growing group of people, a lot of who have already been in the position you are in and are passionate about sharing our experiences – not existing in silos
7. We are hungry to better ourselves – our critics encourage us as much as our promoters do – we believe we’re still in our early days.

Can you sell me this pen?

Imagine a room which is priced at 1000rs in OYO website and app. You are being asked to sell the same room for rs 1200 offline. Can you sell it at a higher price if yes, how?

Tell me about family background and location preferences.

What are the strategies done by Oyo room compared to its competitors.

What are your hobbies?

If a person cancel his hotel booking, OYO have to bear loss. How can minimize that loss? What problem will occur when we start taking booking fee at booking time? How to identify a person which is frequently cancelling bookings?

• We can start charging a small percentage of the booking fee as the deposit money which will be charged at the time of booking. If the booking is cancelled 48-24 hrs prior then it will be returned. If cancelled 24-12 hrs prior, half of the deposit returned. If cancelled after that, no amount should be refunded.
• We can on the other hand keep a small percentage of the Booking fee as a fine amount to be charged from the customer on his next booking.
• But if we take full booking fee, it might be an issue as people might not be willing to pay full fare at the time of booking. But if we charge in the above stated ways at least they will be paying in order to make up for the losses OYO incurs.
• We can also keep an option of waiving off the deposit/fine if our customers have a genuine reason. And we can limit this waiving off to 3 times a user. This will help us retain our customers in the future. And also identify people frequently cancelling their bookings and hence controlling the losses occurring due to these situations.

How will you increase our sales as a demand manager in OYO?

How many Companies you can get onboard , what are the companies “names” your worked so far?

How will you contribute to OYO considering your past work experience?

Note