When a recruiter calls you, you need to determine a few things: if you are qualified to do the job, if you’re interested in doing the job, what hoops you will need to jump through to get the job, and if there is any reason the job is open (i.e. is there an underlying problem with the position or company?).
This article goes through great tips on questions to ask to uncover this information. It’s geared toward job seekers, but part of it also covers the “qualifying” questions that account executives should be asking the hiring managers in the beginning of the process.
How has your experience been working with recruiters? Do the recruiters you’ve worked with know the answers to questions like this?