Sample Pharmaceutical Sales Interview Questions and Answers
by Pat Riley
What is your perception of a typical day for
a pharmaceutical representative?
THOUGHT PROCESS:
The Hiring Manager is looking for your perception of what the
representative does every day. They are also looking for work
ethic (working early, late) and commitment to getting the job
done. The more you can parallel what you are currently doing to
the pharmaceutical representative's day, the better off you are.
Show them you have done research and have spoken with someone
in the industry.
*Note: If you can ride with a representative do that. This is
a selling position-DO NOT SAY THIS IS A PUBLIC RELATIONS POSITION.
Do NOT answer, "Drop samples and have dialogue with physicians."
Your interview is dead with that answer
SAMPLE ANSWER:
I have an idea of what the day is like for a pharmaceutical representative
and I think it parallels some of what my normal day is like. As
a representative I would see as many of my assigned physicians
as possible and sell them on why they should use my drug over
the competition. I know some physicians are difficult to reach,
so I would try to catch them early (6-7AM) in the hospital or
after hours, like I have to do with some of my customers.
Some days I would utilize a lunch to better impact
difficult to see physicians. After 5:00 PM I would enter my calls
in the computer (or after each call) and pick up e-mails. At night
I would look over pre-call planning for my next day. I don't know
if you entertain physicians like I do with my customers currently
but I would do some entertaining at night (restaurant) or on the
weekends, (golf, hunting, fishing)-whatever it takes to beat my
numbers.
What do you think is the most challenging aspect of a pharmaceutical
representative?
THOUGHT PROCESS:
Again, The Hiring Manager is really trying to determine if you
know the true challenges a representative faces daily. They are
also trying to determine if you have the skills to meet these
challenges.
SAMPLE ANSWER:
Well number one, I think its probably getting quality time with
the physician to impact prescribing behavior. Another challenge
I think you would face is there are physicians that don't see
representatives. You have to be creative in finding a way to gain
access to them. If you are currently in sales and face these obstacles
in your present job, be sure to add this to your answer.
You are given a territory and a list of physicians
to call on. How would you organize and prioritize your call schedule?
THOUGHT PROCESS:
The Hiring Manager wants to determine that you set your priorities
based on the greatest return on time invested. You should organize
your territory based on calling on the customers with the greatest
sales potential. He is looking to see if you know the "80/20"rule.
Eighty percent of your business comes from 20 percent of your
customers. Your goal is to find the 20 percent as quickly as you
can. After the 20 percent has been contacted you move down the
list and work on developing new clients.
SAMPLE ANSWER:
I would analyze my territory, and determine the accounts that
have the greatest sales potential. I would quickly work to determine
my most profitable 20 percent of my clients. Once they have been
contacted and I feel comfortable with my relationship with these
clients, I would then work the rest of my customers and develop
new clients.
Tell me about your last manager. Did you like him/her?
If I was your manager, what is the best way to coach/mentor you
to success? What qualities should a successful manager possess?
Describe the relationship that should exist between the supervisor
and those reporting to him or her?
THOUGHT PROCESS:
The Hiring Manger is looking to see if he can work with you. The
Hiring Manager is also looking at your perception of authority,
your willingness to learn, how you handle criticism, and how you
like to be managed. The Hiring Manager needs to know how to manage
each of his/her sales representatives and provide the support
and or tools to help the sales representative meet the goals.
The relationship that should exist between the manager and sales
representative should be open, honest, encouraging, and accountable
on both sides. Be careful on how you answer this question. Again,
no former manager bashing allowed!
SAMPLE ANSWER:
I liked my manager and we had a positive working relationship.
We had similar thought processes on how to run my territory and
how to best manage me. The best way to manage me is to give me
all the tools (training, funding) necessary to be successful.
Then let me run my territory in a way to exceed expectations.
I would like a manager who periodically rides with me so he/she
can understand my account and provide open constructive criticism.
I view my territory as my own business and take accountability
for its performance. I feel the successful qualities in a manager
are as follows: high expectations, openness, honesty, excellent
communication skills and the ability to assist me in my career
development and goal attainment. I want an open and candid relationship
with my manager.
How do you think you would get a Physician to
switch to your drug?
THOUGHT PROCESS:
The Hiring Manger is looking for sales skills and your strategic
process in dealing with physicians.
SAMPLE ANSWER:
First, I would NOT expect the physician to make a sudden change
to my drug if he is happy with the drug he is currently prescribing.
I am going to have to start small and expand his usage (nibble
away market share). I would determine what influences his behavior:
reprints, speaker programs, peers, and formularies. I would use
a combination of the appropriate tools to gain physician agreement
on my drug's effectiveness. After this, I would gain commitment
from him to use the drug on a specific patient type. After the
physician has tried my drug on this patient type, I would get
him to notice the success on this patient when the patient comes
back in for a follow up visit. When the physician admitted efficacy,
I would then gain commitment for use in other patient types. This
is comparable with my current business.
