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Top 30 Pharmaceutical Sales Interview Questions

Question 1 of 30
What experience do you have that would lend itself to pharmaceutical sales?
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Question 2 of 30
If given a territory and a list of physicians to call on, how would you go about it?
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"My schedule is based solely on the provider's​ availability. I do my best to start furthest from the office and work my way back."
A map is your best friend as a Pharmaceutical Sales Rep. Being able to map out the locations of your offices will help you make the best use of your time. Tell the interviewer how you will divide and conquer. Will you drive the furthest and make your way back? Will you contact all your Dr.'s first to keep track of the best time to visit them and then work from there? The important thing to relay to the interviewer is your ability to be flexible and patient.
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Question 3 of 30
How do you handle the pressure of sales quotas?
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"I'd continue my routine of the gym and time to myself to relax but if I needed help I would ask. I'd ask one of my fellow Representatives if they had any tips or suggestions to meet my sales quotas."
To answer this question you can run through your list of stress remedies with the interviewer. Tell the interviewer that you start with taking a few moments to gather your thoughts a few moments with a cup of tea and some music. Going for a run and getting the endorphins moving could be a great way to relieve the stress as well. There is also nothing wrong with stating that you would ask for help.
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Question 4 of 30
A doctor doesn't want to use your drug because it's too expensive. How do you proceed?
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This is a common concern heard by Pharmaceutical Sale Representatives. Your job is to change the doctor's perception of the value of your product. Tell the interviewer that you would acknowledge the physician‘s concern about the price and describe the benefits of your product based on the information that you know and have been given about the physician‘s patients and about your product. Tell the interviewer that you would then prove that your product is a good value even though the price may be high. Let the interviewer know about your ability to gain agreement and ask the physician for a commitment to prescribe your product.
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Question 5 of 30
Can you work under pressure?
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" Yes, I usually find it stimulating. I believe in being proactive and not reactive. I incorporate planning and time management into my daily routine to avoid any stressful situations."
Don't sell yourself short by giving a simple yes or no answer. Take advantage this question and take the opportunity to sell your skills and value profiles. Provide a brief yet comprehensive answer and seize the opportunity to sell yourself.
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Question 6 of 30
How would your co-workers describe you.
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Question 7 of 30
How did you prepare for this interview?
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Question 8 of 30
How would you ultimately describe your work style?
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Question 9 of 30
How do you get past the gatekeeper to the physician?
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Question 10 of 30
Are you willing to re-locate?
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Question 11 of 30
In all of your work experience what accomplishment are you the most proud of and why?
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Question 12 of 30
Tell me about three of your weaknesses?
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Question 13 of 30
Are you currently interviewing with other pharmaceutical companies?
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Question 14 of 30
Why did you leave your last job?
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Question 15 of 30
How do you deal with rejection in your current position?
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Question 16 of 30
How would your boss describe you.
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Question 17 of 30
Why do you want a job in pharmaceutical sales?
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Question 18 of 30
On your last visit to Dr. Smith, she committed to writing your drug and you left samples. When you return, the samples are gone but she has not written any prescriptions. Now she wants more samples. What do you do?
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Question 19 of 30
What traits do you possess that will make you a successful Pharmaceutical Sales Representative.
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Question 20 of 30
How do you handle stressful situations?
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Question 21 of 30
Tell me about a time to had too many things to do and you needed to prioritize your tasks.
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Question 22 of 30
Describe a difficult work situation and what you learned from it.
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Question 23 of 30
What is your communication style?
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Question 24 of 30
What are your salary expectations?
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Question 25 of 30
You have a lunch with a doctor scheduled, when a larger doctor calls and wants you to do a lunch at his office on the same day, and it's the only time he has. What would you do?
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Question 26 of 30
It's your first week on the job; what will you do to organize yourself?
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Question 27 of 30
A doctor is resistant to trying your product. What do you do?
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Question 28 of 30
Do you feel you will succeed as a Pharmaceutical Sales Representative?
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Question 29 of 30
What are your goals?
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Question 30 of 30
What is an area you would like to improve upon?
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User-Submitted Interview Answers

Question 1 of 30
What experience do you have that would lend itself to pharmaceutical sales?
User-Submitted Answers
1.
I would remain calm and respectful. If I was unable to see the doctor at that time, I would calmly ask about another time slot to see the doctor.
2.
What do you like/dislike about your present (or most recent) job?
3.
I would try to de-escalate the situation, speak calmly with them and try to compromise to come up with a solution that would work for the both of us. If that did not work, I would leave my business card and a message accompanying it.
4.
I will ask her to calm down and will offer her some water to drink. I will find out why she is angry and then tell her exactly what would be best possible solution of her problem in very short time. Then I will take my chance and will explain her how much necessary the meeting of mine with the doctor. She will be convinced with my this effort. If she doesn't than I will offer her some small complementary gift from my company for example a beautiful pen, stylish penstand or a diary.
5.
"When would be a better time for me to come back?"
6.
I remain calm and ask her what is the best time to see Dr.
7.
Try to calm them down, or figure out what is wrong with them. Get on their good side so they gain a trust with you, so that way you are able to make that connection to let them let you see the doctor.
8.
I would politely say that I understood their concerns and would ask if there was a better time I could come back or ask whether I could book an appointment.
Question 2 of 30
If given a territory and a list of physicians to call on, how would you go about it?
User-Submitted Answers
1.
Do a planning and routing, group the DRs in the same area together and call on them, managing my time more efficiently, so I can focus more on work and driving my agenda.
2.
I will visit first who have more potential.
3.
My first goal would be to cluster my territory so I wouldn't be riding around being unproductive. I then would attempt to locate doctors in my area who are selling my competitors product. I would make calls on those particular doctors.
Question 3 of 30
How do you handle the pressure of sales quotas?
Question 4 of 30
A doctor doesn't want to use your drug because it's too expensive. How do you proceed?
User-Submitted Answers
1.
Find out if the drug is covered under insurance plans, promote its superior side effect profile compared to other medications.
Question 5 of 30
Can you work under pressure?
User-Submitted Answers
1.
My top 3 are access, formulary coverage and pt trials.
2.
To me, it would be keeping a positive and steadfast demeanor in the face of rejection.
3.
To convince the quality of hist over the other product.
4.
Getting face to face time with doctors.
5.
Face time with the doctor, convincing a doctor to use my product over competition.
Question 6 of 30
How would your co-workers describe you.
User-Submitted Answers
1.
Bec I am good looking.
2.
I am polished, poised, and professional. I am well established in my medical community. I have clinical credentialing that is highly regarded. I am familiar with the healthcare landscape of this market place and can multi task like nobodies business.
3.
I think differently than other people do. I have more integrity than most, and I will always stay true to my own beliefs and the things I hold important to me. I pursue each day with a positive "why not?" attitude, and I face challenges with a smile and a need to succeed.
4.
I believe that we all bring different things to the table based on our backgrounds and life experiences. I have a background in psychology, pharmaceutical sales and nursing. I like to understand people and listen to their needs and in turn be able to help them with their problem. I am very customer service orriented and always follow through if I promise something. I also think that I work smart and work by a plan. It's important to set goals and have a plan how to achieve them. I am not affraid to learn new things and I embrace change. Change keeps us on our toes. EX: Going back to nursing school.
5.
I would take the opportunity to ask questions and find out what types of patients he is using it on and does he have any patients that haven't responded to that medication. If he has some, or some new patients I would ask if he would try my product on them. Start small, built rapport and trust then slowly grow buisness. Its not a race, its a marathon.
Question 7 of 30
How did you prepare for this interview?
User-Submitted Answers
1.
I think I would excel at pharmaceutical sales because I am adaptive to the culture of each office, creative in order to achieve goals, attentive to my customers needs and I have a large network to draw from.
2.
I am exceptional at communicating with people. I build positive, rewarding relationships with those around me, and this coupled with my background knowledge and love for medicine will aide me to excel in this position.
3.
I have been a successful rep for many years.
Question 8 of 30
How would you ultimately describe your work style?
User-Submitted Answers
1.
Organized, team player, conversational.
Question 9 of 30
How do you get past the gatekeeper to the physician?
User-Submitted Answers
1.
While at MJN, I had to convince doctors of the importance of DHA. One of the products I sold was ***** and it required clinical presentation to show its efficacy. I requested a clinical trial and he began enrolling pts at the start of their pregnancy.
2.
Hopefully on every call I am able to persuade a physicaian to use my product. But, for example, I had a doctor who was very reluctant to try my product.He was slow to use new products. I scheduled dinner meetings with a local speaker who was a leader in the field and invited this doctor. I also brought the newest studies and scheduled lunches but most importantly, I listened to his concerns and was able to address them. Over time, he began to use my product and had good experiences.
Question 10 of 30
Are you willing to re-locate?
User-Submitted Answers
1.
Hmmm. So many to choose from;0) I had a Dr. Tell me that he would never use my product but the beauty of this was I was given an opportunity to embrace a porcupine and start selling. I probed to uncover the real issue and serviced the heck out of his office becoming a resource every chance I had...
2.
There are always going to be difficult customers. One of the doctors I called on was always challenging me. He was very analytical and liked proof to back up statements he also like to test my knowledge. I found he really kept me on my toes and I knew that I needed to be on top of the latested studies and know my drug as well as those of my competetors very well. By being prepared for my visits, I brought credibility and he began to write more of my products.
Question 11 of 30
In all of your work experience what accomplishment are you the most proud of and why?
User-Submitted Answers
1.
I am most proud of my proven ability to rebuild business. I did this while I was working with WIS as well as at the start of my employment with SHG. I essentially rebuilt 2 different territories from the ground up while developing and managing key relationships with physicians, staff and other key decision makers.
2.
Becoming a Registered Nurse. It was scary going back to school, but it is something I wanted to do and I totally emerged myself in it. I graduated with honors and was selected as one of ten inducted into the National Medical Honor society Alpha Eta. Change is good.
Question 12 of 30
Tell me about three of your weaknesses?
User-Submitted Answers
1.
Being part of a company that thrives on improving lives is very rewarding to me.
Question 13 of 30
Are you currently interviewing with other pharmaceutical companies?
User-Submitted Answers
1.
I am actively looking but not haphazardly. I am laser focused on finding the right fit for both my future company and me.
Question 14 of 30
Why did you leave your last job?
User-Submitted Answers
1.
Not totally, I wouldn't go sky diving but if you don't take chances I feel you can stay in a rut and not grow.
Question 15 of 30
How do you deal with rejection in your current position?
User-Submitted Answers
1.
I embrace rejection as it enables me to probe and do further discovery to uncover the real issue.
2.
Don't take it personally. Continue to make the call and try to find out what the problem is. The call is not about me but rather what are the doctors needs.
Question 16 of 30
How would your boss describe you.
Question 17 of 30
Why do you want a job in pharmaceutical sales?
Question 18 of 30
On your last visit to Dr. Smith, she committed to writing your drug and you left samples. When you return, the samples are gone but she has not written any prescriptions. Now she wants more samples. What do you do?
Question 19 of 30
What traits do you possess that will make you a successful Pharmaceutical Sales Representative.
Question 20 of 30
How do you handle stressful situations?
User-Submitted Answers
1.
Calmly. Tactfully. Professionally. Ask questions. Find a solution to solve the problem at hand.
Question 21 of 30
Tell me about a time to had too many things to do and you needed to prioritize your tasks.
Question 22 of 30
Describe a difficult work situation and what you learned from it.
Question 23 of 30
What is your communication style?
Question 24 of 30
What are your salary expectations?
Question 25 of 30
You have a lunch with a doctor scheduled, when a larger doctor calls and wants you to do a lunch at his office on the same day, and it's the only time he has. What would you do?
Question 26 of 30
It's your first week on the job; what will you do to organize yourself?
User-Submitted Answers
1.
I am a very organized person. I will make sure that my car is in order, that I have all of the key learning information and products in my bag. Most importantly I would ensure that I have learned my product and am mentally ready to deliver the correct message to my customer.
Question 27 of 30
A doctor is resistant to trying your product. What do you do?
Question 28 of 30
Do you feel you will succeed as a Pharmaceutical Sales Representative?
User-Submitted Answers
1.
I have a lot to offer a pharmaceutical company. Not only am I a clinician with sales experience but a clinician with sales experience that is well established in this medical community with a large network to draw from and who is largely familiar with the landscape of healthcare in this market. I also really enjoy detailing pharmaceuticals to physicians and peers.
Question 29 of 30
What are your goals?
User-Submitted Answers
1.
Being adaptive, creative, attentive and having an established network in the medical community.
Question 30 of 30
What is an area you would like to improve upon?

About Pharmaceutical Sales

August 18th, 2017

Pharmaceutical marketing , sometimes called medico-marketing, is the business of advertising or otherwise promoting the sale of pharmaceuticals or drugs. Evidences show that marketing practices can negatively affect both patients and the health care profession.

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