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Charlie Ryan says: ” I agree that if the phrase “sell me a pen” is thrown at you that this is possibly the best way to handle it, however I would really question the value of this exercise in today’s world. Reading through the whole scenario, it still feels like I am being sold to and nobody wants to experience that feeling any more. The questions being asked to identify the need are closed and more importantly the “sales person” is delivering his or her own thoughts as to the importance of the pen. Now, as I say in an interview scenario, this is the best you can do with this phrase but it concerns me that we are not looking for the more intelligent sale, where we partner with our customers therefore being asked this in an interview will not demonstrate what is now required of a sales person.”