Pharmaceutical Sales Mock Interview
Practice 40 Pharmaceutical Sales interview questions covering territory management, clinical knowledge, and relationship building.
Question 23 of 40
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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With regulating agencies and healthcare organizations having their own distinct policies regarding the use of samples, this is an all too real scenario that a pharmaceutical sales rep may face where providers don't always hold true to their commitment to write prescriptions for your drug. In this hypothetical scenario, your interviewer is hoping to hear that you can toe the fine line between doing what is right for the company you represent and maintaining a solid relationship with the provider.
"The first thing I would do is very professionally and directly ask the provider how they feel about the drug. What do they like best about it and why did they give the samples to their patients would be important. If they said they liked the drug and described how patients were reacting to it, I would reiterate that the expectation on my end would be for prescriptions to be written in the future for cases it would help. If they agree, I wouldn't hesitate to leave more samples to reiterate our commitment to each other."
As a pharmaceutical sales representative, the motto 'I'll scratch your back if you scratch mine" is something to live by with the prescribing providers you will be calling on. As you respond to this question, being direct and confident in your sales pitch will be key. Let your interviewer know that you would be professionally direct with the provider to ask why they weren't writing for your drug and reiterate that in the future you would adhere to a "no prescriptions, no samples" policy moving forward. It is also important that you reiterate that you would ask any questions necessary of the physician.
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Anonymous Answer
If the Dr. has prescribed the samples, they are willing to use the product. I would be direct and ask what has held them back from writing a prescription at this time. There may be other circumstances, so understanding the situation is pertinent. Perhaps I could provide a few more samples but schedule a follow visit at that time.
Amanda's Feedback
Great answer! You can also talk about how you'd work to address any remaining concerns around prescribing the drug by providing thorough answers to questions and providing coupons that make the drug more affordable for patients if cost is a barrier.
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