How would you introduce a new FMCG product, like a new variant of a popular brand, to a sari-sari store owner who is hesitant to try it?
RoleSales Representative
DifficultyEasy
TopicSales & Service
Asked at
Why This Is Asked
Because no specific interview questions are publicly documented for RFM Corporation, this is framed to assess your ability to handle a common FMCG sales scenario: introducing new products from brands like Selecta or Sunkist. The interviewer wants to see your persuasion skills and understanding of retailer concerns.
General Approach
Outline a structured approach: research the product, identify key benefits, address the retailer's risk by offering a trial or guarantee, and build a relationship that leads to repeat orders.
General Answer
Research the new variant's specific selling point before the visit, whether it's a new flavor, a seasonal angle, or a different price point, so you can speak to it clearly. Open by asking the owner what's currently selling well in that product category to gauge whether there's real appetite for something new. Present the key benefit plainly: that the variant is meant to capture incremental sales rather than cannibalize the core product they already carry. Address the risk directly by offering a small trial order, and mention any manufacturer support that is genuinely available, such as a return allowance for slow movers or a launch promotion. Track the trial's actual sell-through and follow up with the owner using real numbers rather than assumptions. Use a good trial result to build the case for a larger standing order and to strengthen the relationship ahead of future product launches.
PH Interview Gotcha
Some candidates might say 'Sige po, baka po gusto niyo, may bago kami' without emphasizing benefits. Instead, clearly state the product's advantage and offer a concrete trial plan.
Sample STAR Answer▾
S
Situation
I was tasked to promote a new flavored milk drink under a well-known brand to small retailers in my assigned territory.
T
Task
My goal was to get at least 10 sari-sari stores to place an initial order within two weeks despite their reluctance to stock unfamiliar items.
A
Action
I first studied the product's unique selling points and prepared a simple sampler and a one-page flyer in the local language. I visited stores during their least busy hours, offered a free taste, and highlighted how the brand's name would attract customers. I also offered a small introductory discount and guaranteed to replace any unsold stock after two weeks if it didn't sell.
R
Result
Eight out of ten stores agreed to trial the product, and six reordered within the month after customers asked for it.
Key Takeaway
A low-risk trial and personal product demonstration help overcome retailer hesitation.
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