Relationship Manager interview questions

and answers
This sample of Relationship Manager interview questions
will help you assess candidates’ skills and identify
qualified future hires. Feel free to modify these questions
to meet your company’s specific needs. Similar job titles
include Client Relationship Manager, Customer
Relationship Manager and Relationship Officer.

10 Good Relationship Manager Interview Questions

1) If you’re contacting a new client for the first time,
what information do you need prior to your
communication?
2) We are launching a new product next month. When
would you send a newsletter to our customers to
inform them about its features? Would you send the
newsletter to all customers or select the ones who
are more likely to use the product? Why?
3) A small client requests new features in a short time.
How would you respond to this request?
4) A long-term customer complains to you about product
prices and is about to end your business relationship.
What measures would you take to retain them?
5) A customer is willing to immediately pay double as
much if you implement specific product features. You
know that these features won’t be helpful for them in
the long-term, but your revenues will increase
significantly. How would you handle this situation?
6) Are you familiar with Salesforce.com? What other
CRM software have you used?
7) What type of reports do you create to keep track of
your work? How often do you report to your manager?
8) What are the most effective engagement techniques
you’ve used to manage client relationships?
 9) This role requires contacting multiple clients on a
daily basis. How do you prioritize which clients to
contact?
10) What steps do you take to convert a non-
responsive customer? When do you stop trying to
convert the customer?

Here are 10 essential interview questions and sample

answers to help identify the best candidates for this role.

1. If you’re contacting a new client for the first time, what

information do you need prior to your communication?

Understanding the client’s background, their industry,

previous interactions with your company, and their current
needs are essential before initiating a conversation.

Sample answer:

“Before contacting a new client, I would gather

information about their business, industry trends, any
previous interactions or transactions they’ve had with our
company, and identify potential needs or pain points they
might have.”

2. We are launching a new product next month. When

would you send a newsletter to our customers to inform
them about its features? Would you send the newsletter to
all customers or select the ones who are more likely to
use the product? Why?

Timing is crucial when informing clients about new

products. It’s also essential to target the right audience to
ensure the information is relevant.
Sample answer:

“I would send the newsletter about two weeks before the

product launch. This gives clients enough time to
understand the product and ask questions. I would
segment the customers and send the newsletter to those
who would benefit most from the new product, ensuring
our communication is targeted and relevant.”

3. A small client requests new features in a short time.

How would you respond to this request?

Handling client requests requires a balance between

meeting their needs and understanding the company’s
capabilities.

Sample answer:

“I would first assess the feasibility of the request with our

product team. If it’s doable within the timeframe, we’d
prioritize it. If not, I’d communicate the reasons to the
client and provide an alternative solution or a realistic
timeline.”

4. A long-term customer complains to you about product

prices and is about to end your business relationship.
What measures would you take to retain them?

Retaining long-term customers is crucial, and

understanding their concerns is the first step.

Sample answer:

“I would first listen to their concerns and understand the

root cause of their dissatisfaction. I’d then explore if there
are any discounts or value-added services we could offer.
If the pricing issue can’t be resolved immediately, I’d
ensure them that their feedback will be considered in
future pricing reviews.”
5. A customer is willing to immediately pay double as
much if you implement specific product features. You
know that these features won’t be helpful for them in the
long-term, but your revenues will increase significantly.
How would you handle this situation?

Ethical considerations and long-term client relationships

should be prioritized over short-term gains.

Sample answer:

“I would have an open conversation with the client,

explaining why the features might not be beneficial in the
long run. It’s essential to maintain trust and ensure that
we’re acting in the client’s best interest, even if it means
foregoing immediate revenue.”

6. Are you familiar with Salesforce.com? What other CRM

software have you used?

Knowledge of CRM tools is essential for managing client

relationships effectively.

Sample answer:

“Yes, I’ve used Salesforce extensively in my previous role.

I’m also familiar with HubSpot and Zoho CRM, which I’ve
used for different projects.”

7. What type of reports do you create to keep track of your

work? How often do you report to your manager?

Regular reporting ensures transparency and helps in

assessing performance.

Sample answer:

“I create weekly reports detailing client interactions,

issues addressed, and opportunities identified. I also
prepare a monthly summary highlighting achievements,
challenges, and areas of improvement. I report to my
manager on a weekly basis and whenever there’s a
significant development.”

8. What are the most effective engagement techniques

you’ve used to manage client relationships?

Engagement techniques can vary, but the best ones are

tailored to the client’s needs.

Sample answer:

“I’ve found that regular check-ins, personalized

communication, and understanding the client’s business
deeply are the most effective techniques. Hosting
webinars or workshops tailored to their industry also
helps in adding value.”

9. This role requires contacting multiple clients on a daily

basis. How do you prioritize which clients to contact?

Prioritization ensures that urgent and important tasks are

addressed first.

Sample answer:

“I prioritize based on the urgency of tasks, the importance

of the client, and any upcoming deadlines or
commitments. I also set aside time for proactive outreach
to clients we haven’t interacted with recently.”

10. What steps do you take to convert a non-responsive

customer? When do you stop trying to convert the
customer?

Conversion strategies should be persistent but not

intrusive.

Sample answer:
“I’d try different communication channels and tailor my
messages to address potential pain points. If after
multiple attempts there’s still no response, I’d give it a
break and revisit after some time. It’s essential to ensure
we’re not being too pushy.”

Why is important to ask relationship manager

questions?
Relationship Managers are responsible for increasing
customer engagement and maintaining the company’s
image. They build and preserve trusting, profitable and
long-lasting relationships with customers.

While asking interview questions for relationship

managers, test candidates’ communication skills. The
most successful among them will be able to keep the
discussion flowing by asking questions. They will also
present creative ideas, demonstrate problem-solving skills
and leave you with an overall positive impression.

Ask sales interview questions to understand how

candidates identify and address client needs. For
relationship management positions, it’s important to hire
people who will work to increase client satisfaction,
achieve quotas and maintain the company’s good
reputation. An academic background in Business
Administration is usually preferred, but previous sales and
account management experience is more essential. Ideal
candidates will also have experience using CRM software.

Let’s summarize some of the questions and add a few

more divided into specific types.
Operational and Situational
questions
 If you’re contacting a new client for the first time,
what information do you need prior to your
communication?
 We are launching a new product next month. When
would you send a newsletter to our customers to
inform them about its features? Would you send the
newsletter to all customers or select the ones who
are more likely to use the product? Why?
 A small client requests new features in a short time.
How would you respond to this request?
 A long-term customer complains to you about product
prices and is about to end your business relationship.
What measures would you take to retain them?
 A customer is willing to immediately pay double as
much if you implement specific product features. You
know that these features won’t be helpful for them in
the long-term, but your revenues will increase
significantly. How would you handle this situation?

Role-specific questions
1) Are you familiar with Salesforce.com? What other
CRM software have you used?
2) What type of reports do you create to keep track of
your work? How often do you report to your manager?
3) What are the most effective engagement techniques
you’ve used to manage client relationships?
4) This role requires contacting multiple clients on a
daily basis. How do you prioritize which clients to
contact?
5) What steps do you take to convert a non-responsive
customer? When do you stop trying to convert the
customer?
 6) What are the key things you want to highlight when
preparing presentations for clients or managers?

Behavioral questions
1) Describe a time when you had to deal with a difficult
client. How did you manage to keep the client happy?
2) Have you ever made a decision that cost you a
client? What happened and what did you learn from
that experience?
3) What do you value more: high work quality or meeting
tight deadlines? Why?
4) How do you prefer to contact clients, through email
or phone? Why?
5) Describe your most challenging sales project so far.
What were the problems you faced and how did you
overcome them?