How to Answer: A doctor is resistant to try a new product you are presenting to them. What do you do in that situation?
Advice and answer examples written specifically for a Pharmaceutical Sales job interview.
5. A doctor is resistant to try a new product you are presenting to them. What do you do in that situation?
Why the Interviewer Asks This Question
Pharmaceutical companies are continuously bringing new and innovative products to the market and, at times, the physicians you work with will be hesitant to try them initially. In posting this question, your interviewer needs to be assured that you would have the gumption to get beyond that initial answer of no and persist in making the sale down the road using your best techniques.
Written by Ryan Brunner on October 13th, 2023
How to Answer
Active listening and a little bit of persistence will typically be what the doctor ordered in your role as a pharmaceutical sales rep. Tell the interviewer that you will actively listen to ensure you understand what the physician is looking for and what their concerns are about your product. Some things you want to mention are that you will leave the physician with all the educational materials you can, including throwing in some samples. If you have been in a similar situation in the past, tell the interviewer what you did and how it worked out.
Written by Samantha Brown on November 28th, 2023
Answer Example
"Bringing new products to the market can always cause some hesitancy among prescribing providers, and this is only natural. In this situation, I switch modes to an educator and ensure that the physician has all the materials and resources possible to read about the drug and its benefits. I would enable them time to ask any questions of me while we're face to face, as well as leaving the door wide open once I leave. From there, I make sure I'm not pushy and give them time to think it over and then follow up in a week by phone."
Written by Samantha Brown on November 28th, 2023
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