MockQuestions

Pharmaceutical Sales Mock Interview

40 Questions Created By

To help you prepare for your Pharmaceutical Sales interview, here are 40 interview questions and answer examples.

First Question

40 Pharmaceutical Sales Interview Questions

15 Interview Questions With Sample Answers

1.   What is your communication style when working as a team and in sales?

Why the Interviewer Asks This Question

Your interviewer is experienced enough to know that pharmaceutical sales reps join their team with many different communication styles. They'll want to get a sense of how you'll communicate with the providers you work closely with and the team that you'll be joining, so they give you the opportunity here to elaborate on the communication style that you use and how that will be beneficial to you in this role.

Written by Ryan Brunner on November 13th, 2023

How to Answer

There are many ways to describe your communication style, no matter if you use formally defined styles or a self-description. To gauge your ability to be a top-performing pharmaceutical sales rep, your interviewer will be keying in on your ability to communicate clearly and directly, ask great questions, pay attention to non-verbal cues, and always keep your communications respectful and ethical in nature. If you are able to, don't hesitate to give an example or two of a time when your communication skills led you to a big sale or a big team win.

Written by Ryan Brunner on November 13th, 2023

Answer Example

"I always focus my communication skills in the assertive style, where I clearly communicate my thoughts and opinions in a courteous and respectful manner. Honesty is always my policy and my customers really respect that about me. I know that the physicians I work with will expect a straightforward and honest approach and I'd bring that every day on the job as a pharmaceutical sales representative. With my team, my communication style really follows the same approach. I'm never hesitant to give feedback to others or receive it from them, and this has always gone over well with my teammates."

Written by Ryan Brunner on November 13th, 2023

2.   What direct work experience do you have that would lend itself to pharmaceutical sales?

Why the Interviewer Asks This Question

Direct sales experience is not essential for entering the pharmaceutical industry as a sales rep. If your interviewer notices that you don't have firsthand sales experience, they'll look to hear you talk about which skills you've developed and experiences you've had that you feel will give you a leg up should you emerge as their top candidate.

Written by Ryan Brunner on October 12th, 2023

How to Answer

There is no need to fret if you're coming to your pharmaceutical sales interview without direct sales experience. Some great duties and tasks you may have held in the past that your interviewer would see as great experience include networking with individuals in the profession, conducting research, or performing any type of customer service. Of course, if you have experience selling a product or service, now is the time to sell the interviewer on how you performed.

Written by Ryan Brunner on November 13th, 2023

Answer Example

"I think what makes me a unique candidate to join your team as a pharmaceutical sales rep is my background in science. As you can see, I've worked in the lab setting developing drugs for over ten years and I have the ability to talk about the science and R&D behind all products I would be selling. I'm confident that my knowledge and background would make for fruitful conversations with the physicians I would be calling on."

Written by Ryan Brunner on November 13th, 2023

3.   What are your goals in seeking a position as a pharmaceutical sales representative?

Why the Interviewer Asks This Question

Pharmaceutical companies often get a very deep and flooded candidate pool when they recruit for new sales reps. As your interviewer invites their top candidates based on resumes to interview, one important factor that they will be gauging among all candidates is the drive to succeed. To hear about this initial drive you would bring, your interviewer wants to hear you discuss your short-term and long-term goals as a pharmaceutical sales rep.

Written by Ryan Brunner on November 13th, 2023

How to Answer

Prior to your interview, be sure to think about what your immediate and long-term goals would be in pharmaceutical sales, and come to your interview prepared to lay them out for your interviewer. Remember that your interviewer will be looking to hear your motivation for success, so don't hesitate to talk about the lofty goals you have and reiterate that you are committed to the success of both yourself and the company that you'll be representing.

Written by Ryan Brunner on November 13th, 2023

Answer Example

"As I've considered going into pharmaceutical sales for a few years now, I wanted to wait to apply until I found the perfect role and company to join and I'm confident I found that here. If I'm hired to join your team, my immediate goals would be to onboard quickly and thoroughly and be up and running in my territory as soon as possible. I'm a fast learner who would come here eager to learn and grow from day one on the job. Looking out into the future, my goal would be to become one of the top inside sales reps here and work my way into an outside sale rep job. From there, I would be setting my goals sky high by earning a major market share in women's health specialty medications, where my passion lies."

Written by Ryan Brunner on October 12th, 2023

4.   If I were to contact them today, how would your current manager describe you?

Why the Interviewer Asks This Question

Since you will be working with high-profile providers and a dynamic team as a pharmaceutical sales rep, you'll notice that a common theme during your interview will be getting at the personality and values you will bring to the team you are interviewing with. As your future manager, your interviewer will also want to get a good feel for what type of employee you will be working with.

Written by Ryan Brunner on November 13th, 2023

How to Answer

As you answer this question, you'll want to speak from the perspective that shows you can be a great follower as a pharmaceutical sales rep. Any examples you have of feedback you've received on your ability to take direction and run with it will be helpful here. Additionally, any formal feedback you've received on performance reviews in the past from your current manager that proves your skills and abilities in this role will also be great to talk about. If you can, don't hesitate to share a story with the interviewer where your supervisor appreciated that you could prioritize tasks and manage your responsibilities daily.

Written by Ryan Brunner on November 13th, 2023

Answer Example

"I've had a great working relationship for the last six years working under my current manager. If you were to reach out to her, she wouldn't hesitate to say that I'm a go-getter who can handle any obstacles that get thrown my way during the work week. She knows that I can be her go-to when important things come up with a big client and I'm always happy to shift my priorities when called upon to do so. She'd also comment on my ability to be a great teammate to my colleagues and mentor to new hires who join our team. Prior to this interview, I informed my manager that I was interviewing and she is very supportive of my future in pharmaceutical sales."

Written by Ryan Brunner on November 13th, 2023

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 Ryan Brunner on November 13th, 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 Ryan Brunner on November 13th, 2023

6.   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?

Why the Interviewer Asks This Question

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.

Written by Ryan Brunner on November 13th, 2023

How to Answer

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.

Written by Ryan Brunner on November 13th, 2023

Answer Example

"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."

Written by Ryan Brunner on November 13th, 2023

7.   In your first week on the job as a pharmaceutical sales rep, what will you do to organize yourself?

Why the Interviewer Asks This Question

As a future successful pharmaceutical sales representative, you will use your planning and organizational skills to plan your daily work to ensure that you are efficient and effective in your work. To get at your sense to bring this ability, your interviewer is giving you the chance to discuss how your organizational skills will be used to ensure that you orientate into the role efficiently and quickly, so you are up and running on your own in short order upon hire.

Written by Ryan Brunner on November 13th, 2023

How to Answer

In a new role in pharmaceutical sales, the expectation is that any new rep joins and orientates quickly so they can jump in and get started quickly. Talk about your ability to do this in regard to how you will learn and retain information by keeping yourself organized and on track. This is a great time to talk about how you keep your work organized in your current role. No matter if you use old-school methods like binders, folders, and clipboards or if you use online tools, your interviewer just wants to hear that you have a method to your madness and that it will be effective as you join their company.

Written by Ryan Brunner on November 13th, 2023

Answer Example

"If given the opportunity to join your team as your next pharmaceutical sales rep, onboarding and training quickly will be at the top of my priority list because I will be so anxious and excited to get out on my own and selling. To do this, I would be very methodical in my approach. During initial orientation, I would take notes of everything that I learn and recap each evening by putting together my own personal work bible. If I get the opportunity to shadow any new colleagues, I would be like a sponge when working with them and take diligent mental and physical notes."

Written by Ryan Brunner on October 13th, 2023

8.   Let's say you have a lunch with a doctor scheduled and you receive a call from a higher profile doctor that wants you to do a lunch at his office on the same day. How would you handle this situation?

Why the Interviewer Asks This Question

One harsh reality of the work of a pharmaceutical sales rep is that coordinating face-to-face time with physicians can be very difficult. In a hypothetical situation like this, your interviewer will expect you to weigh all options when deciding how to proceed. In most scenarios like this, they'll want to hear that you will stick to your commitment and do what is necessary to accommodate the other physician as soon as possible.

Written by Ryan Brunner on November 13th, 2023

How to Answer

Tell the interviewer that you'll have to assess the entire situation and take all factors into consideration. For example, in the case you just had lunch last week and closed a sale with the originally scheduled doctor and today was simply a follow-up that could be accomplished later in the day, you wouldn't hesitate to take the necessary steps to cancel that lunch and work in meeting with the higher profile physician. But in the end, you'll want to ensure your interviewer understands that you would typically stick with your first commitment and then do what is necessary to ensure you meet with the high-profile physicians as soon as possible on their schedule.

Written by Ryan Brunner on November 13th, 2023

Answer Example

"After a quick evaluation of the terms of my initially scheduled lunch, I would likely let the other physician's office know that I had unbreakable commitments that day but would love to get something on our schedules as soon as possible. I would remain open to traveling and making the meeting work because it is a big client. If they were close in proximity, I wouldn't hesitate to let the physician know that I could swing by later in the day to meet face-to-face and that I'd be happy to bring coffee for us as well."

Written by Ryan Brunner on November 13th, 2023

9.   If given the opportunity to come aboard here as a pharmaceutical sales representative, what are your compensation expectations?

Why the Interviewer Asks This Question

Your interviewer is well aware of the fact that many candidates are attracted to the fact that a pharmaceutical sales position comes with a healthy compensation package, but there is risk in most positions because of the fact that only a portion of the compensation includes a base salary. The rest is earned through some sort of commission and bonus package based on sales and performance. In part, your interviewer asks this question to ensure that what they offer will be a package you will expect. They also want to hear that you will be comfortable working under the specific compensation package that they will be offering in terms of base salary, commission, and bonus opportunities.

Written by Ryan Brunner on November 13th, 2023

How to Answer

To successfully prepare for a question regarding salary expectations, make sure to do your homework and find out what the overall structure looks like for the pharmaceutical sales position you are being considered for. As you answer, it's good to be open about your current compensation package so your interviewer knows what they'd be up against if you emerge as their top candidate. Remember this is just the first interview and you haven't been offered the job yet, so this is not the time to enter negotiations. It will also be good if you can discuss your ability to join with a variable compensation plan that includes salary, commission, and bonus opportunities.

Written by Ryan Brunner on November 13th, 2023

Answer Example

"No, I don't have any specific expectations and plan to work hard to prove myself through my hard work and sales abilities. I currently work in a commission and bonus based salary environment. Over the last three years, my average annual income has been at or around $95,000 annually."

Written by Ryan Brunner on October 16th, 2023

10.   Why are you looking to leave your current job?

Why the Interviewer Asks This Question

As your interviewer will likely consider a strong pool of candidates, ensuring that their top candidate is motivated and committed to success will be vital. As they ask why you're looking to leave your current job, what they're hoping to hear is that you are solely motivated by the opportunity in front of you as their next pharmaceutical sales representative.

Written by Ryan Brunner on November 13th, 2023

How to Answer

Remember that the focus of your answer should be on why you want to become the next pharmaceutical sales rep at the company you are interviewing for. As you answer, show excitement for the product line you will be representing and the patients that will be positively impacted by them. Additionally, discussing the core values and mission of the organization will score points with your interviewer. Speak positively of your current employer while highlighting that a change to this role is your ultimate dream.

Written by Ryan Brunner on November 13th, 2023

Answer Example

"Over the last few years, I've put a lot of thought into the future of my career using the skills I've developed over the course of my career. While I love my current job and the company I work for, I desire growth. Representing your organization as a pharmaceutical rep will put me in an environment of working with innovative and life-changing medications for people that need them the most and I look forward to making a difference in the lives of so many people. The sales skills I've crafted over the last six years will allow me to be up and running quickly and confidently working with the highest profile physicians in this territory."

Written by Ryan Brunner on November 13th, 2023

11.   Describe a difficult work situation you have faced during your career. What you learned from it that you can bring forward here as a pharmaceutical sales representative?

Why the Interviewer Asks This Question

Pharmaceutical sales reps face challenges daily on the job. These challenges can include small-scale hiccups like physicians canceling appointments at the last minute and an extra long work day to large-scale challenges like over-aggressive sales goals and maintaining a positive work-life balance in a strenuous job. Your interviewer will expect that their top candidate will come to their company with the mental toughness to overcome any challenges, so they give you a chance to discuss your greatest work challenge you had to overcome.

Written by Ryan Brunner on November 13th, 2023

How to Answer

As you think about this prior to your pharmaceutical sales interview, remember that the important part of answering will be telling the interviewer what you learned from the situation. Some great things to discuss are your ability to be resourceful in the face of a challenge and your willingness to seek guidance from your superiors. In the end, make sure to highlight what you learned from the situation that you will bring with you to this job.

Written by Ryan Brunner on October 16th, 2023

Answer Example

"I would have to say that one of the biggest challenges I have faced during my career was early in my career in sales and learning how to balance a huge sales call schedule with success. I really struggled for a year, working over 80 hours per week, spending most weekends following up with administrative tasks. Once I got close to a breaking point, I reached out to my manager to see if I could do some additional shadowing with more experienced reps. In just a few weeks, I learned so much about being efficient with my call schedule and ensuring that my road time was using time wisely. Within about six months, I was back to a normal work schedule and achieving the same high sales results. If I'm fortunate enough to join your team, I'm confident that these organizational skills will help me right from the start as a pharmaceutical sales rep."

Written by Ryan Brunner on October 16th, 2023

12.   Tell me about a time you had too many things to do and you needed to prioritize your tasks.

Why the Interviewer Asks This Question

A hefty physician client load, a constantly ringing phone, lofty sales goals, and administrative tasks require a pharmaceutical sales representative to possess incredible multitasking skills. To get at your ability to successfully juggle many tasks at the same time, your interviewer wants to hear you talk about a time you had to do just this.

Written by Ryan Brunner on November 13th, 2023

How to Answer

When answering this question, go ahead and walk the interviewer through your process of prioritizing and why it works for you. Describe the duties you were handling at once and how you worked diligently to ensure that all tasks were handled with success, Explain the different levels of importance of each task and how you prioritized which tasks were handled first. To really win over your interviewer and prove your ability to be successful in pharmaceutical sales, discuss any tools and resources you used to keep your work on track.

Written by Ryan Brunner on November 13th, 2023

Answer Example

"My current job definitely qualifies as demanding, with many different competing priorities happening at once. On top of my daily call scheduled of clients, I am on a long-term project team, and have my daily paperwork to complete that recaps all sales. I keep myself organized by blocking time on my calendar for my daily tasks and prioritizing my sales calls first. I then ensure that I have weekly touchpoints on my calendar for long-term project work and ensure that milestones and deadlines are met."

Written by Ryan Brunner on November 13th, 2023

13.   What is an area you would like to improve upon if you were to join our pharmaceutical sales team?

Why the Interviewer Asks This Question

You may be asked a variation of the same question, especially regarding a weakness. The intricate world of pharmaceutical sales requires a unique set of skills that can't be found in any other career path. Your interviewer knows that any person they consider will have skills and knowledge to improve upon once hired, so your interviewer wants to hear that you are aware of at least one thing you will need to focus on if you are hired for the job.

Written by Ryan Brunner on November 13th, 2023

How to Answer

If you are looking to break into the pharmaceutical sales field, make sure to be honest with yourself and your interviewer as you answer this question and talk about one shortcoming you will have from your first day on the job. Whether you discuss a skill you need to acquire for the job or something new you hope to learn, make sure you discuss a plan for addressing this upon hire. If you are an experienced pharmaceutical sales rep, think of this question from the perspective of the company you will be joining and the product line you will be selling.

Written by Ryan Brunner on October 16th, 2023

Answer Example

"I think the obvious is getting up to speed on communicating with and selling to cardiologists, oncologists, family practice physicians, and doctors from other specialties. Having sold to CEOs and other high-quality leaders over the last nine years, I feel confident in my ability to approach a physician and have direct conversations. I know that I need to learn their line of thinking and realize that bottom-line profits won't always be their biggest concern. If I'm selected to join your team, I would love the opportunity to shadow some current reps on your team in their interactions with the physicians they call on. Is this an opportunity that you give your new sales reps?"

Written by Ryan Brunner on November 13th, 2023

14.   Most applicants don't consider this, but the work of a pharmaceutical sales rep can be physically demanding. Will you be able to handle the physical requirements of this role?

Why the Interviewer Asks This Question

As a pharmaceutical sales representative, there are many physical demands that can be overlooked. The workdays can be long, the driving time can get monotonous, and regular travel on weekends to attend conferences can take its toll on an individual. If they're going to seriously consider you for the position, your interviewer will need to be assured that you can handle these demands of the job in a healthy and productive manner.

Written by Ryan Brunner on November 13th, 2023

How to Answer

The first thing to mention in your response here is that you are aware that you will work long hours, be required to work on days off to attend meetings, and spend countless hours driving. Assure your interviewer that you are both physically and mentally prepared for these demands and even welcome them. If you have similar experience working under similar demands on the job, be sure to talk about how you successfully navigated that work. Also, don't hesitate to talk about how your friends and family are ready to help you succeed given the requirements of the job.

Written by Ryan Brunner on November 13th, 2023

Answer Example

"Yes, I'm confident I will be able to handle all of the demands of the job. As you can see from my resume, I've spent six years of my career doing national sales and I'm excited to get back on the road in sales after being out of the game for four years. With this position, I love that I will still be able to be home most nights now that we have a growing family. I have a spouse who is extremely supportive of this career move for me as well."

Written by Ryan Brunner on November 13th, 2023

15.   Discussing the science behind our products is important in connecting with physicians and speaking their language. How would you rate your initial comfortability in doing this?

Why the Interviewer Asks This Question

Success in pharmaceutical sales requires a delicate balance between business acumen sales and knowing the science behind the medications that one is selling. If your interviewer is confident in your business/sales skills, as shown by your work experiences and resume, they'll want to be assured that you will work hard to learn and grow in the product knowledge required to be successful in the role.

Written by Ryan Brunner on November 13th, 2023

How to Answer

If you lack a specific background in science education or work experience in the field, there is no need to sugarcoat things here as your interviewer will see right through that. What you need to do if this scenario points to you is let your interviewer know that you are confident in your ability to join their team and do what is necessary to study and learn the products you will be selling and the science behind their development and the cures they provide.

Written by Ryan Brunner on November 13th, 2023

Answer Example

"While it will certainly be a new world for me in pharmaceutical sales, I've always prided myself on knowing the products I sell like the back of my hand and it takes hours of reading and talking to experts to be able to speak knowledgeably to key decision makers. I have no doubts about my ability to join your team and learn about this fascinating line of products and their benefits in no time at all. As an experienced sales professional, this would be a top priority if I were to start here in the future."

Written by Ryan Brunner on November 13th, 2023