How would you approach a sari-sari store owner who initially refuses to stock Oishi products because they think it's too expensive?
RoleSales Representative
DifficultyEasy
TopicBehavioral
Asked at
Why This Is Asked
This question tests a candidate's immediate reaction to a common field objection in the Philippine retail setting, where price sensitivity is high and relationship-building is crucial. No company-specific role questions are publicly documented, so this is grounded in typical field sales duties for distributing fast-moving consumer goods.
General Approach
Acknowledge the concern without being defensive, pivot to value rather than price, and offer a low-risk trial. Show that you focus on the long-term partnership, not just a one-time sale.
General Answer
Acknowledge the price concern directly rather than arguing that the product isn't expensive. Ask about their current best-selling items and typical price points to understand what actually fits their customer base and shelf space. Reframe around value rather than sticker price: highlight margin per unit, expected turnover speed, or a smaller pack size at a lower price point that better matches their customers' budgets. Offer a small trial order, a few units rather than a full case, along with any return or exchange support the company offers for slow-moving new placements. Emphasize the brand's ability to draw repeat customers and additional foot traffic as a longer-term benefit, not just a one-time sale. Set a specific date to check back on actual sales and adjust the order size based on real results rather than assumptions.
PH Interview Gotcha
Many Filipino candidates would say 'Sorry po, ma'am, mahal po kasi talaga kaya ganun' (Sorry, ma'am, it's really expensive). Instead, confidently present the value without apologizing for the price. Say: 'I understand your concern, but let me show you how Oishi actually gives more value per serving.'
Sample STAR Answer▾
S
Situation
During my first week of sales training, I accompanied my mentor to a small sari-sari store in Barangay San Isidro. The owner was hesitant to carry Oishi snacks because she believed her customers preferred cheaper generic brands.
T
Task
I needed to convince her to try stocking our products despite her concerns about price sensitivity.
A
Action
I listened carefully to her objections and then showed her the price per pack compared to generic options, highlighting that Oishi offers larger pack sizes and better taste that customers are willing to pay a small premium for. I offered to leave a few sample packs for her to try with her own customers at no cost, and built a relationship by remembering her name and a detail about her store that we connected over.
R
Result
After two days, she called my mentor to place an initial order of 20 assorted packs. Within a month, she became a regular monthly buyer, and her sales showed that customers actually preferred the Oishi variants once they tried them.
Key Takeaway
Patience and tangible proof like samples can turn even the most cost-conscious retailers into loyal accounts.
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