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Pharmaceutical Sales Interview

30 Questions and Answers Written by Heather Douglass

Updated on August 30th, 2018 | Heather has over 20 years experience recruiting and hiring candidates,
specifically in the health care industry.
Question 1 of 30
What experience do you have that would lend itself to pharmaceutical sales?
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How to Answer
Sales experience is not essential for entering the pharmaceutical industry. If you conducted research, networked with individuals in the profession, and conveyed your determination to be successful, you should be more desirable as a candidate than someone with sales experience. If you have experience selling a product or service, now is the time to sell the interviewer on how you performed. If you have no previous sales experience, describe times in the past that you have sold an idea, yourself, or a new way of doing things at your work or school.

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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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How to Answer
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.

Question 3 of 30
How do you handle the pressure of sales quotas?
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How to Answer
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.

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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How to Answer
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.
Question 5 of 30
Can you work under pressure?
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How to Answer
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.

Questions 6 through 30
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Author of Pharmaceutical Sales Answers and Questions

Heather Douglass
Heather Douglass has over 20 years of experience recruiting and hiring candidates. She has a knack for resume writing. You can find her on twitter at @heatherinidaho.
First written on: 07/18/2017
Last modified on: 08/30/2018

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