Acing the Frito-Lay Route Sales Representative Interview: The Ultimate Guide

Route sales representatives sell products to customers along designated routes. They ask current customers to help them launch new lines of products, come up with sales plans to meet sales goals, and get potential customers interested in their products.

When hiring route sales representatives, look for people who have worked in sales before and know how to keep existing customers happy while also finding new business. Be wary of candidates with limited knowledge of sales strategies and those who lack interpersonal skills. Special Offer.

Getting hired as a Route Sales Representative at Frito-Lay is a highly coveted job opportunity. With its reputation as an industry leader in snacks and competitive pay and benefits, it’s no wonder their hiring process is rigorous. If you have an interview coming up for this role, proper preparation is key to stand out from the crowd

In this comprehensive guide I’ll share insider tips and strategies to help you crush your Frito-Lay Route Sales Representative interview. Let’s get started!

What Does a Frito-Lay Route Sales Representative Do?

As a Route Sales Representative at Frito-Lay, your core duties include:

  • Driving your designated route and delivering Frito-Lay products to stores and retail outlets
  • Merchandising Frito-Lay products by stocking shelves, building displays, and ensuring product availability
  • Establishing relationships with store managers and resolving issues
  • Selling in new Frito-Lay products and programs
  • Accurately processing orders using a handheld computer
  • Maintaining inventory levels and product freshness
  • Generating new business by getting products into new accounts

It’s a fast-paced job that needs energy, good customer service skills, and the ability to work alone while making good decisions.

Why are Frito-Lay Interviews Challenging?

The Frito-Lay interview process isn’t easy because they are seeking candidates that fit very specific criteria. Interview questions are designed to assess:

  • Sales skills – your ability to persuade, negotiate, and close deals
  • Interpersonal skills – how you build rapport and resolve conflicts
  • Time management – your punctuality, organization, and ability to manage a schedule
  • Problem-solving – how you think on your feet and come up with solutions
  • Physical stamina – your capability to handle this physically demanding job
  • Driving and safety skills – your background and abilities behind the wheel
  • Motivation – your work ethic, tenacity, and drive

Preparing responses that check all these boxes is crucial to landing the job.

12 Common Interview Questions for Frito-Lay Route Sales Reps

Let’s look at some of the most frequently asked interview questions for Frito-Lay Route Sales Representatives and how to ace them:

Sales Skills

  1. How would you get a store to carry a new item when there isn’t much room on the shelves?

    Emphasize win-win solutions like product bundling, signage, and displays to boost visibility. Discuss seasonal options. Share examples of how you got creative in a similar situation. Stay solution-oriented.

  2. Tell me about a time you turned down a sale. Why?

    Share an example showcasing good judgment and ethics. Perhaps incorrect pricing, buying policy violations, or unwise bulk orders. Emphasize making the long-term choice.

  3. Describe your approach to getting new business from potential accounts.

    Discuss tactics like persistent but polite inquiries, sharing success stories from similar accounts, competitive price matching, and offering free samples. Share examples of converting new accounts.

Interpersonal Skills

  1. Tell me about a time you had to resolve a conflict with a customer. What was the situation and how did you handle it?

    Share a story of resolving conflicts through active listening, empathy, finding common ground, and offering solutions. Discuss how you turned the situation around. Emphasize calmness.

  2. How would you respond if a store manager complained one of your products wasn’t selling?

    Discuss asking probing questions to understand root causes. Suggest proven techniques like product demos, signage, displays, and bundling with popular items. Share an example of overcoming this objection.

Time Management

  1. This job requires closely following a schedule and being punctual. How do you ensure you are on time?

    Prove you are very timely. Share tactics like preparing the night before, allowing ample drive time, keeping an organized calendar, and setting reminders. Provide examples of using these tactics.

  2. Tell me about a time you fell behind schedule. What caused it and how did you get back on track?

    Share an example like traffic delays. Emphasize taking accountability, urgency, and smart solutions like re-prioritizing. Discuss notifying the manager immediately and working efficiently to get back on schedule.


  1. Suppose you discover some products have expired dates. What would you do?

    Respond systematically. Discuss steps like isolating expired items, contacting supervisor for advice, complying with policies, and restocking promptly. Share an example of catching and addressing an issue proactively.

  2. If your delivery truck broke down during your route, how would you respond?

    Discuss urgent but logical steps like moving products to a safe location, contacting your supervisor and repair shop, rearranging delivery schedule, and requesting a rental truck or assistance to complete the route.

Physical Ability

  1. This job requires lifting, carrying, and maneuvering heavy products repeatedly. How does this fit your abilities?

    Prove you are comfortable with physical labor. Share related experience and fitness routine. Highlight energy level and stamina. Remain positive about the physical workload.


  1. What is your background in driving a large delivery vehicle?

    Demonstrate experience driving larger, commercial vehicles. Discuss current license status and clean driving record. Share defensive driving tactics you follow and any specialized training. Highlight route optimization skills.

  2. Tell me about a time you faced a dangerous driving situation. How did you respond?

    Share an example like black ice causing skidding. Discuss staying calm, employing safe driving techniques, and focusing on avoiding accidents. Emphasize your responsibility behind the wheel.

Tips to Prepare for Your Route Sales Rep Interview at Frito-Lay

These tips will boost your confidence for your upcoming interview:

  • Review the job description thoroughly so you understand all requirements and expectations.

  • Practice answering questions aloud until your delivery is smooth and natural.

  • Brush up on Frito-Lay products, history, and competitors. Show your passion for the company.

  • Prepare smart questions to ask about training, career growth, and the team culture.

  • Bring copies of your clean driving record and any relevant licenses or certificates.

  • Dress professionally to convey you take the opportunity seriously.

  • Get plenty of rest so you are energized and focused for the big day.

With diligent preparation, you will feel ready to have a lively discussion and knock your Frito-Lay interview out of the park. Spend time personalizing your responses with real examples. You’ve got what it takes to be their next super star Route Sales Representative.

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frito lay route sales representative interview questions

Can you explain your approach to keeping sales records?

Reveals the candidates experience in recordkeeping and their proficiency in sales software.

A customer says that a competitor now offers a better deal. How do you react?

Tests the candidates interpersonal and problem-solving skills, as well as their ability to retain customers.

Route Sales Interview Questions


How to prepare for Frito-Lay interview?

Show Off Your Skills: During the interview, be prepared to answer questions about your background, your problem-solving skills, and how you can make Frito-Lay a better place!

What does a route sales representative do at Frito-Lay?

The Route Sales Representative is a full-time position that is responsible for selling and merchandising Frito-Lay’s complete line of quality products at local stores including convenience stores, gas stations, and large grocery stores.

Why do you want to work for Frito-Lay?

We value different perspectives and encourage our associates to act as owners and voice their opinions fearlessly when it comes to the trajectory of their careers at Frito-Lay. This is reflected in our competitive pay, excellent benefits and winning team culture.

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