40 Pharmaceutical Sales Interview Questions & Answers

Below is a list of our Pharmaceutical Sales interview questions. Click on any interview question to view our answer advice and answer examples. You may view 12 answer examples before our paywall loads. Afterwards, you'll be asked to upgrade to view the rest of our 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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"I try to be clear and direct with my communication approach. I am very personable, but if someone prefers a more formal communication style, I can easily adjust. Communication is a two-way street, however. So, it is important to listen and be open to what is being said to me. If more information is requested, I need to be prepared to provide that information."

Amanda's Feedback

This question helps give the potential employer insight into your level of self-awareness and helps them determine how well you'd fit within a particular team or department. Remember their communication isn't just about information you send out, but also how you actively listen or take information in. As with many other interview questions, it's important to be able to provide an example or share the benefits or drawbacks of your particular style. This demonstrates you've taken the time to consider how you communicate with others as well as your own preferences around being communicated with.

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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"As an educator, I had to balance the priorities of students and the demands of parents, administrators, and the school board. As a teacher, I stand in front of a group of people every day to present new information in a way that is interesting and understandable. A teacher is a salesperson in many ways."

Amanda's Feedback

You're right! The skills teachers use to instill information lend themselves well to the sales field. Consider going one step further to talk about how a teacher has the student's best interest at heart when sharing information or opportunities to improve. Pivot about how a pharmaceutical salesman also shares information and treatment advancements in order to improve patient care and outcomes.

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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 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

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"My immediate goal is to secure a position with a reputable, growth-oriented pharmaceutical company. I am eager to learn and grow within the company. This particular position is in inside sales, but I would like to work towards outside sales. I enjoy meeting new people and working with people face to face."

Amanda's Feedback

Good answer.

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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"I have been told that I am a quick learner who plays well with others. She would describe me as reliable and trustworthy."

Amanda's Feedback

These are excellent qualities! Give your answer more punch by elaborating on why your boss would describe you in these terms.

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

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"I would ask the doctor where his/her hesitancy lies and try to answer their questions in this regard. I would leave some samples for the doctor as well as information and research regarding the product and ask them to look at it and think about any other questions that they may have. I would follow up with the doctor at a later time."

Amanda's Feedback

You've clearly outlined how you would work to overcome the physician's objections.

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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

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.

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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 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

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"Keeping a daily planner, making lists, doing the necessary research, and asking questions will put me on the path to organization in the first week."

Amanda's Feedback

Organization is important when entering a new role, but try to be as specific as possible. What will you make lists of? What will you be researching? Who will you be questioning? Answering those questions shows that you have insight into the demands of the role.

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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"It is important to assess the situation. Not every situation has the same answer. If the first meeting is a follow-up, then perhaps it can be rescheduled. Otherwise, ask the larger doctor if you can stop by later that day with the materials and samples for him to look over."

Amanda's Feedback

This answer illustrates your dedication to integrity and keeping your word, which are values most employers will always appreciate.

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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 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

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"I have a flexible salary range. I would like to be compensated appropriately based on my experience and performance on the job."

Amanda's Feedback

Good answer. You can also ask the interviewer to share what the range is for the role and then confirm if that range is acceptable to you.

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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"I am currently employed, but there's not a lot of stability. There have been many layoffs and furloughs and I'm looking for more stability that I have found in your company."

Stephanie's Feedback

Good response; I have suggested a way to slightly restate this, in order to improve detail and clarity. (See the "Revised Answer" section.)

"While I am currently employed and enjoy my current role, there is not a lot of stability at my company, as there have been many layoffs and furloughs this year. I am a loyal, hardworking employee, and I am seeking a work environment that can provide more stability than I currently have, which has led me to ________company."

Show More Answers

Anonymous Answer

"As with many people, the pandemic changed the course of our lives. I have been working from home but I am ready to go back into the workforce and accept new challenges. I would like to interact with colleagues in person. Teaching much of the same material for the past 22 years has made the job less challenging. Pharmaceutical sales is a role that can provide that new challenge and a motivation to learn through research."

Amanda's Feedback

This is a great start, but I'm a bit unclear about whether or not you're currently employed. It's always easier to find another job when you already have one. If you're still employed, but tired of working remotely then consider sharing that you feel ready to interact with colleagues in person again. If your role is no longer as challenging as you'd like, talk about 1 or 2 ways you'd like to grow and how the role you're applying to would help you achieve that growth.

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 Samantha Brown on November 28th, 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

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"Everyone has a bad day and sometimes a co-worker can become confrontational. I had a co-worker who became very upset about a scheduling conflict at school. I talked with her after school so that we both had an understanding of each other's point of view and so that we could reach a compromise that was fair to both of us and the students. Talking something out is always the best approach."

Amanda's Feedback

You've done well using an applicable example. Consider sharing more about what you learned about the value of compromise, listening to another's point of view, or adapting to changing needs as these are all skills needed when it comes to selling pharmaceutical products.

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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"As a teacher, one always has too many things to do. If a situation calls for it, I would meet with an administrator for his advice. Otherwise, I would sit down and prioritize what needed to be done. I would even ask students for their input if it affected them. The students have always come first, so I know to begin my prioritization with the student's needs and the rest can be worked out by due dates."

Amanda's Feedback

This is a situational question that requires the use of a specific example rather than a range of options for prioritizing. Consider talking specifically about a time that you balanced competing priorities to reach your goals within the set timeframe.

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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"I would like to become better at delegating. When I get really close to a project it is hard for me to let parts of it go."

Stephanie's Feedback

This is a great start. To strengthen your response, I suggest highlighting the positive qualities associated with this growth area (for example you are clearly passionate about your work and care about the outcomes, which makes it challenging to delegate.) Additionally, if you can provide a specific example of how you are working to improve in this area, that would be very helpful. I am providing an example in the "Revised Answer" box to show how this could be restated a bit.

"Because I possess high attention to detail and care deeply about outcomes, I would like to enhance my own professional growth by becoming better at delegating to others. When I get really close to a project, I find that it's really hard for me to let parts of it go. One way I am working to improve in this area is _______________________."

Show More Answers

Anonymous Answer

"I would like to improve myself in handling rejection better and not taking it so personally. If I do not take rejection as a personal mark on my character, I can see the areas where I can improve in order to be successful the next time. I would learn to anticipate rejection and discuss strategies with my peers on how to overcome rejection and turn it into a driving force."

Amanda's Feedback

Unfortunately, facing rejection can be a daily part of working in sales, so it's important to share specific actions you're taking to improve in this area such as anticipating rejection, asking why in order to understand the basis, treating it as just part of the job, or talking with teammates to learn how they overcome it. This will better illustrate why you're an ideal candidate.

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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 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 Samantha Brown on November 28th, 2023

16. Talk about a time when you failed to solve a problem on the job. How did you overcome the failure to ensure success in the future?

Why the Interviewer Asks This Question

Pharmaceutical sales reps face rejection on an almost daily basis and have to adapt to constant changes in the workplace, so the need to be resilient and positive is necessary for success. Your interviewer wants to hear about your resiliency by having you discuss a time you failed to solve an issue or make a big sale at some point in your career.

Written by Samantha Brown on November 28th, 2023

How to Answer

First and foremost, your interviewer knows that any candidate they are speaking to about the position has faced a failure at some point in their career. It is certainly okay for you to talk about a failure you experienced, so make sure to think of a great example prior to your pharmaceutical sales interview. Whatever situation you choose to discuss, make sure you focus a majority of your answer on how you overcame that failure and what you learned that you can bring with you to this job.

Written by Samantha Brown on November 28th, 2023

Answer Example

"Early in my career, I failed to meet an important deadline in my first job out of college because I was completely unskilled in prioritizing properly. It sure was a hard lesson to learn because I let down a couple of my colleagues and a key customer. In the moment, I kept letting other menial tasks get in the way rather than focusing on finishing the project. Knowing I missed the deadline, I immediately held myself accountable and contacted the customer to let them know I would have the finished product to them by Friday of that week. Then I focused my attention on letting my colleagues know that I'd be finishing the project soon and apologized. That situation sure taught me a lot about how to prioritize my work and ensure my calendar allowed me to be flexible and set milestone goals for big projects."

Written by Samantha Brown on November 28th, 2023

17. What was the biggest change you have had to deal with in your career?

Why the Interviewer Asks This Question

The pharmaceutical world is rapidly advancing each and every year, with new innovations in medicines being developed and released on a regular basis. Because of this fact, pharmaceutical sales reps need to be ready and willing to shift priorities at a moment's notice. To get a sense of your ability to be flexible and adaptable in this role, your interviewer wants to hear you talk about a time you had to handle major changes on the job with a positive attitude and great success.

Written by Samantha Brown on November 28th, 2023

How to Answer

Prior to your pharmaceutical sales interview, be sure to put some thought into a time you had to manage change in the workplace. No matter what situation you decide to discuss, make sure that you come with the ability to outline what the change was, why it was necessary and how you worked through it with ease. Try to highlight your ability to keep an open mind, learn new materials as needed, be a positive role model for others and then move forward with success.

Written by Ryan Brunner on October 18th, 2023

Answer Example

"During my sales career, adapting to change has been a regular occurrence as I've been through many new product rollouts, advancements, and even changes in my work territory. I'm proud to say that I always keep an open mind, learn new things quickly, and maintain a positive attitude through any changes. I'd have to say that the biggest change I had to adapt to was two years ago when the company that I worked for was bought out by my current employer. For the first five years I was with my company, it was a small family-owned business. Eventually, they were bought out by a much larger national company. This of course was very scary for all staff when it was announced because there was uncertainty about the future of our jobs. That was squashed pretty quickly when the soon-to-be general manager came and met with all staff. Some of my colleagues still were worried and even mad about the future, I took it upon myself to keep a positive attitude and see the positive light in what was to come. We would be expanding our product line and moving to a much more robust compensation package. Through the transition, I learned as much as possible about the changes, asked a lot of questions, and took off with success from our first day as the new company."

Written by Samantha Brown on November 28th, 2023

18. How would you describe the work style you would bring as our next pharmaceutical sales rep?

Why the Interviewer Asks This Question

As a pharmaceutical sales rep, you will be expected to be highly organized and work well independently while achieving excellent results. In that same breath, you will also be expected to be the ultimate team player. To be able to strike this balance, your interviewer wants to give you the chance to talk about the work style that you would bring to their team.

Written by Samantha Brown on November 28th, 2023

How to Answer

As a pharmaceutical sales representative, you may have to change up your work style based on what you have on your plate that day. This is the opportunity for you to talk about your ability to be highly organized and highly motivated to perform when you're out on the road. If possible, give an example of a time when you used your organizational skills to achieve a big win on the job. Then discuss your ability to work effectively with many different personalities in a team-based atmosphere.

Written by Samantha Brown on November 28th, 2023

Answer Example

"I would describe my work style as highly organized and flexible to be able to shift to prioritize any tasks that come up. My manager I've worked under for the last six years won't hesitate to say that my internal drive in the sales world is top of the line, mainly because I am a competitive individual and always have been. I also thrive in a team environment, so I always bring a collaborative style to my work and love to win together. I can't wait to bring my work style here to help bring more success to your already reputable pharmaceutical sales team."

Written by Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"My work style can best be described as flexible. I like to make lists of the tasks that need to be done on that day, but know that other priorities may arise that need to be addressed. I enjoy working independently but also see the benefits of collaborating with a team. I approach larger tasks by breaking them down into smaller tasks and leave room in my schedule for any unexpected tasks that arise."

Amanda's Feedback

Adaptability is vital as priorities shift and teams' needs change. Good job!

19. As a pharmaceutical sales rep, will you be able to work under pressure?

Why the Interviewer Asks This Question

While certainly a rewarding and potentially lucrative career, the work of a pharmaceutical sales rep comes with a great deal of built in stress and pressure. If they're going to seriously consider you for the job, your interviewer needs to be assured that you will be able to handle the lofty sales targets and tight deadlines that will be a normal part of the job.

Written by Ryan Brunner on October 9th, 2023

How to Answer

The best way to answer this question is by closely researching the tasks you will be undertaking in the pharmaceutical sales position you are interviewing for and thinking about which tasks will be the most stressful. As you answer, make sure you don't sell yourself short by giving a simple yes. Take advantage of this question and use the opportunity to sell your skills and value profiles. Ensure your interviewer that you handle stress on the job in a healthy and productive manner by talking about a time or two you did so in the past.

Written by Samantha Brown on November 28th, 2023

Answer Example

"Yes, I have no doubt! As you can see from my resume, I've been in a busy and competitive sales market for the last ten years and I love the pressure that comes with meeting sales goals and deadlines. My track record of success in the auto industry will translate well into pharmaceutical sales because I know that product knowledge and knowing my customers are vital to making a sale. I know that rejection is high in your world and I never let a customer saying no get me down for long."

Written by Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"Yes. I always do my best to prepare, but things come up and you have to be able to

roll with it. I'm someone my colleagues can count on and have a make it happen attitude."

Stephanie's Feedback

Staying calm in stressful situations is such an important skill set for any workplace! To deepen your response, you might include any strategies you've gleaned to help yourself stay calm and focused and/or how you take care of yourself when you're stressed.

Show More Answers

Anonymous Answer

"Planning and staying organized is a great way to alleviate some of the pressures of a job. Pressure can also bring energy or drive to stay focused. The ability to multi-task is also helpful, which I enjoy doing."

Amanda's Feedback

This would be a good opportunity to use the STAR method. Share a Situation that put pressure on you but had a positive outcome. Describe the specific Task you were supposed to accomplish. Tell about the Action you took to manage the pressure or stress and complete the task. Finally, share the positive Result and how you contributed to the successful outcome."¨

20. If given a territory and a list of physicians to call on, how would you approach your next steps?

Why the Interviewer Asks This Question

As a pharmaceutical sales representative, you will likely be in charge of a given geographic territory and call on all specialty-specific physicians within that territory. Doing so can be a daunting task and your interviewer needs to be assured that you would bring a strong sense of organization and planning into your work if they were to hire you.

Written by Samantha Brown on November 28th, 2023

How to Answer

While there are many ways you can approach your answer here, what your interviewer will be looking to hear is that you will take a methodical and organized approach to ensure that you make the best use of your time and call on all of the required customers in your territory. Knowing the geographic area you will be representing is vital, so be sure to research that ahead of your interview if necessary. Ensuring that you are making the best use of your time is important, so make sure to reiterate that calling and scheduling appointments will be important to you to reduce wasted drive times.

Written by Samantha Brown on November 28th, 2023

Answer Example

"Efficiency would be the name of my game if I were to join your team as a pharmaceutical sales rep. Planning out days and weeks would be vital and my first step would be to learn my entire territory and where all of the hospitals and clinics are. I would envision myself separating the territory into blocks that I would intend to tackle in a given day. From there, planning ahead includes contacting the schedulers or MAs of the physicians to ensure that I would have a set block of time with them. I am a highly organized individual and would use an online calendar to keep my days and individual sales calls tracked. Do you have any additional organizational tools that you provide to your sales reps?"

Written by Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"The provider's availability is the first priority. However, I would map out the locations of the various offices to try to make the best use of my time."

Amanda's Feedback

Perfect! Your answer highlights your ability to plan strategically, provide insightful customer service and work as efficiently as possible.

21. What is motivating you to pursue a career in pharmaceutical sales?

Why the Interviewer Asks This Question

Throughout the course of your interview, you may notice that there will be a theme to some questions that get at the internal motivations you will bring as their next pharmaceutical sales rep. Success in the job requires an internal drive that isn't required in most other professions and your interviewer needs to hear that you would join their team as an inspired person with a winning attitude.

Written by Ryan Brunner on October 9th, 2023

How to Answer

A career in pharmaceutical sales comes with many benefits, which include flexibility in making your own schedule, positively influencing the health and lives of people, travel, and substantial income opportunities. Prior to your interview, make sure to put some thought into a question like this and ensure that you speak from the heart in describing why this path is the best one for you. If this is a career change for you, your interviewer will pay extra close attention to make sure this move is the right one.

Written by Samantha Brown on November 28th, 2023

Answer Example

"As I considered applying for this position based on feedback I got from a friend in the industry, it really felt like I've been working my entire career to become a pharmaceutical sales rep. I would have to say that my number one motivator in pursuing this career path in your organization is having the ability to build strong relationships and networks with providers in the region who will be caring for my friends, loved ones, and neighbors. I believe in your products and mission, especially your patient assistance program."

Written by Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"My current sales experience is connecting businesses with buyers they are after. I get to see small businesses expand and succeed based on the connections they receive from the shows I sell. I've been looking to get into pharmaceutical sales because I want to work with a higher purpose. Health is the most important thing in life and helping patients get the care they need through the medication I would be selling would be very rewarding."

Stephanie's Feedback

Great response; in the "Revised Answer" section, I have suggested a way to restate this response slightly, in order to pitch your skills more strongly.

"I am seeking a role in pharmaceutical sales because I want the opportunity to pair my talent for sales with my passion for healthcare. Currently, my sales experience involves connecting businesses with the buyers they are after. While it has been fulfilling to see small businesses expand and succeed based on the connections they receive from the shows I sell, I am hoping to shift my career in a manner that works toward a higher purpose. Healthcare is critical and helping patients get the care they need through the medication I would be selling would be very rewarding."

Show More Answers

Anonymous Answer

"For the past 22 years, I have been working in the field of education but have always had an interest in pharmaceutical sales. I am eager to begin new challenges and with my educational background, I felt that this was a perfect career change."

Amanda's Feedback

Well done! You can make this answer even stronger by talking about the skills and experience you've gained across your career that make you an ideal candidate for working in pharmaceutical sales.

22. If offered this position, would you be willing to relocate?

Why the Interviewer Asks This Question

Almost all pharmaceutical sales require a significant amount of travel, with some requiring relocation given the nation (and even world) wide expanse of drug companies. If your interviewer sees that you would be required to relocate for the specific job you are interviewing for, it will be important that they are assured that you are willing and ready to relocate if offered the job.

Written by Ryan Brunner on October 10th, 2023

How to Answer

Prior to even applying for the pharmaceutical sales position, you've hopefully done your homework on the territory of the job and realized that you will be required to live within that territory. If you would be required to relocate, you need to consider if this will work for you and your family. During the interview is time to be honest with both yourself and your interviewer, so reiterate that you are able to relocate if it will be required for the role. Make it clear that it would be a move that would be the right thing for you and any family members that would be moving with you.

Written by Samantha Brown on November 28th, 2023

Answer Example

"Yes, this is a move that we would be very excited about because it would get us back to our families. We've lived over five hours away from our immediate family while our children were young, and being closer to grandparents, aunts, uncles, and cousins is something we are looking forward to. For me personally, I'm excited about the opportunity to make a difference where I grew up as a pharmaceutical sales rep with your company."

Written by Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"My husband & my families both live in southern CA so no, I would not be willing to relocate."

Stephanie's Feedback

Great response; you are transparent and honest about your intent to stay in southern CA.

Show More Answers

Anonymous Answer

"I recently moved here to be near my family. I do not want to relocate, but I am willing to drive between clients when necessary."

Amanda's Feedback

I appreciate the candor of your response. You've balanced your answer well by expressing a willingness to travel as needed.

23. What do you think are the best ways to get past the gatekeeper to the physician?

Why the Interviewer Asks This Question

As a pharmaceutical sales representative, you will be entering large hospitals and local clinics to make contact with physicians. More often than not, the people you will be dealing with most closely for access to physicians are the scheduling staff, front desk staff, and medical assistants. In posing this question, your interviewer is really looking to hear that you understand the importance of these relationships you will develop and foster throughout your time with their organization.

Written by Samantha Brown on November 28th, 2023

How to Answer

The number one thing to remember as a pharmaceutical sales rep is to always be kind and polite to everyone, especially the front desk staff of the clinic you are trying to sell to. You must develop and maintain a good relationship with these key staff members, so make sure to tell the interviewer about a time you had a hard time getting a customer or colleague to warm up to you and how you convinced them that you were a kind person just wanting to share more information. Make sure to highlight the importance of this staff and how you will always represent yourself and the organization with the highest degree of honor in this role.

Written by Samantha Brown on November 28th, 2023

Answer Example

"Having worked in a clinical setting for over four years, I fully understand that desk and scheduling staff play a vital role in the coordination of physicians' schedules. In this role, I want to be an integral part of their team and practice, and treating people with respect will always be important to me. Calling ahead to schedule and not pushing things when physicians aren't available are just small steps in ensuring that my future business with them is respected. Additionally, little things like small talk and friendly conversation also go a long way in ensuring that working relationships are solid."

Written by Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"The best way to get past the gatekeeper is to treat them with respect. Being sincerely kind and friendly can get you far. Besides, being kind and friendly just feels good for everyone. It is important to establish relationships with the front desk as well. Every person in a workplace is important and should be made to feel that way. I would treat others the way I would want to be treated."

Amanda's Feedback

Terrific! Another key characteristic in getting past the gatekeeper is perseverance. It often takes more than one visit to get the gatekeeper to like you or to consider allowing you to talk to the doctor. You can also talk about the importance of viewing the gatekeeper as a resource rather than an obstacle. Receptionists and assistants have access to valuable information such as where the doctor is direct competitors? Not only will asking questions help you form a positive relationship with the gatekeeper, but they can also provide information that better prepares you to talk with the physician.

24. Throughout your career, what accomplishment have you been the most proud of and why?

Why the Interviewer Asks This Question

The pharmaceutical sales world is filled with challenges, many of which take a true team effort to overcome. Knowing that tackling these challenges on the job requires a great deal of effort, your interviewer wants to know that you will always take a sense of pride in your work as a pharmaceutical sales rep with their organization.

Written by Samantha Brown on November 28th, 2023

How to Answer

Prior to your pharmaceutical sales interview, put some thought into the course of your career and really think about which moment you consider to be your proudest. While there are likely many things you can point to, try to think from the perspective of the work you'll be doing in this job. Working collaboratively to solve problems, achieving a lofty goal, and going the extra mile to ensure a big sale happens are important in pharma sales, so discussing a time you achieved something similar will go a long way with your interviewer and make you a memorable candidate following your interview.

Written by Samantha Brown on November 28th, 2023

Answer Example

"Reflecting over the course of my career, I'd have to say that leading the charge of finding and implementing a new CRM with my current company was my biggest accomplishment. The reason why I'd have to say this is because of the time, effort, and teamwork that went into it. I'm proud to say that I took the idea to completion and it took initial research on the cost savings and increased sales that could come from implementing a new and innovative CRM. From there, I worked tirelessly on the RFP process and created a team to demo different systems. Once we selected a new system, I was charged with being the lead in training and implementation. Looking back today, our goals of a more streamlined process, better data analysis, and automation of a lot of tasks were all exceeded."

Written by Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"I am most proud of the impact that I have had on students. Being in the field of education requires a lot of different roles to play. One has to be a mentor, among other things. We play the role of teacher, parent, and role model. I have given students food, lunch money, and even household items for those who had to leave their homes. My students told me that they have enjoyed my class, not only because they learned something about literature, but they learned something about life. They have told me that they felt safe and cared for in my classroom. Many students still remain in contact and often take the time to express their appreciation for the role that I played in their lives. There is no better feeling."

Amanda's Feedback

I can feel the authentic satisfaction in your answer to this question. Great answer.

25. How have you typically handled stressful situations throughout your career?

Why the Interviewer Asks This Question

Even though stress differs for everyone and can be defined in different ways by different employees in the workplace, the job of a pharmaceutical sales rep comes with its fair share of common stressors. To gauge your ability to handle stress in the workplace in a healthy and productive manner, your interviewer wants to hear you talk about a time or two you handled stress on the job with ease.

Written by Samantha Brown on November 28th, 2023

How to Answer

First, it's important to understand the common stressors that plague pharmaceutical sales representatives. Some of these include constant rejection, lofty target sales goals, and long working hours. Knowing this, you can hopefully discuss some similar types of stressors you've faced on the job in the past. What your interviewer will be looking to hear is that you used any resources possible to work through the situation with a great result.

Written by Samantha Brown on November 28th, 2023

Answer Example

"As you can see from my resume, I've been in medical device sales for the last seven years and this job naturally comes with some stress. I feel so grateful for the experience I've had because it has helped me learn how to navigate difficult times with ease and I know this will benefit me greatly in pharmaceutical sales. The first stress that hit me hard was rejection and it is very common in my current job. The equipment I sell has many competitors and I really struggled with being told 'no' right away. I let it get me down and it wasn't until I received some great advice from colleagues that I put a new perspective on being turned down. Rather than being dejected and giving up on that customer, I worked harder to learn my product and its benefits to be able to meet the needs of the customer and it has worked great! Of course, I still hear no, but I don't ever let it discourage me anymore."

Written by Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"I like to meditate, so I think it is important to take a moment to breathe and reflect on the situation. Oftentimes, stressful situations are more in our head and if we face the problem head-on, the stress is immediately relieved."

Amanda's Feedback

You've answered well by sharing that you face stressful situations head-on. You can strengthen your response by providing a specific example of how you've handled stress well in the past, or telling about a time when increased pressure actually helped you work more productively. This illustrates your ability to transform stress into action, successfully turning a negative into a positive, to accomplish your goal.

26. What do you feel would be your three biggest weaknesses as a new pharmaceutical sale representative for our company?

Why the Interviewer Asks This Question

Pharmaceutical sales have a naturally high turnover rate and your interviewer has likely interviewed, hired, and onboarded many sales reps throughout their time with the company. If there is any given with new reps, it is that all come with their own unique set of weaknesses and your interviewer is hoping that you are cognizant of them and have a plan for addressing them if you emerge as the top candidate for the job.

Written by Samantha Brown on November 28th, 2023

How to Answer

Prior to your pharmaceutical sales interview, put some thought into what you feel your biggest weaknesses or areas for growth would be if you were to start on the job. In your answer, you ideally want to stay away from personal qualities and rather concentrate on professional traits and inexperience you may have regarding the role. Public speaking or working within a large team could be two choices. This will take skill on your part to keep it short and sweet and not allow the interviewer to second-guess why they chose to interview you.

Written by Samantha Brown on November 28th, 2023

Answer Example

"First, I think my lack of direct experience in pharmaceutical sales is a perceived weakness. I know I would come to your team with a lot to learn, but I'm confident that my sales experience in other industries would help me bring new insights to your team. Along those same lines, I've never had medical providers as customers, and know I would have a lot to observe and learn about what makes them ideal customers to work with. I would seek the advice of the reps on the team and pay close attention during my orientation. I also see learning industry regulations as an initial challenge, but one I would spend a lot of focus on in my initial weeks on the job. I have a lot of direct experience in working with regulations and policies in other industries and don't see this as an issue transitioning here."

Written by Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"I prefer to work with a smaller group rather than larger groups. I do not like confrontation and will avoid it if I can. I could use more experience in interpreting analytics."

Amanda's Feedback

You've done well by choosing weaknesses that can be improved. When discussing your weaknesses, it's equally important to share how you're working to improve in those areas. Talk about specific actions you're taking to increase your level of comfort working in larger groups, handling confrontation, or interpreting analytics.

27. How did you prepare for this interview?

Why the Interviewer Asks This Question

While this may seem like a pretty straightforward question, your interviewer definitely has some deeper meaning upon asking. The true intent of a question like this will help give the interviewer some insight into how you will prepare for sales calls and presentations as a pharmaceutical sales rep with their organization. It should give some insight into the true interest you have in the role you are interviewing for as well.

Written by Samantha Brown on November 28th, 2023

How to Answer

You can approach your answer here by discussing all of the research you did on the company and job prior to your interview. Be sure to discuss everything that you read and all of the people that you talked with to ensure that this job and company were a right match for you and your future. If you need did this, discuss how you weighed pros and cons in your decision to apply and then discuss how you prepared for the actual interview itself. This will help prove that you can be detailed in preparing for any situation you will encounter in this job.

Written by Ryan Brunner on October 10th, 2023

Answer Example

"Even prior to applying, I talked with a good friend from college who's been a pharmaceutical rep for nine years. She was very open about talking about the many pros and few cons from her honest perspective, and I knew this was a career I could see myself thriving in. When I got your call a few weeks ago about coming to interview, I was extremely excited. To prepare, I first started further researching your company and your mission and values. What I love about the company and what I'm looking for in a new role is a drive for innovation in impacting the lives of others. I can't wait to help live this mission on the frontlines as your next pharmaceutical sales representative."

Written by Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"I have a friend who has been in this field for over 20 years. She spoke with me about the integrity and trustworthiness of Pfizer as a company. In addition, I researched the company and read various medical reports about Pfizer's research process. I have always been interested in pharmaceutical sales and my desire has only increased."

Amanda's Feedback

Your answer demonstrates that you've done your research. Consider sharing what appeals to you about Pfizer's research process, corporate culture, or mission. This helps illustrate that you applied to the role because you feel you're a good fit with the way they operate and the values the company holds.

28. Do you feel you will succeed as a pharmaceutical sales representative?

Why the Interviewer Asks This Question

Drug companies compete in a very competitive market, with several large and small-scale companies fighting for market share in all levels of patient care. It will be important that your interviewer hires a competitive and successful pharmaceutical sales rep. By asking this question, they are trying to gauge your confidence level in the duties of the job and hear you discuss how you plan to become successful in short order if hired.

Written by Samantha Brown on November 28th, 2023

How to Answer

As you answer this question, be sure to refer to the research you have done on the pharmaceutical sales position you are interviewing for and speak to how your personal strengths and traits will help you to be a top rep for the company. Some great things to discuss are your ability to be organized, self-motivated, competitive, and efficient. Share brief stories with your interviewer where you have sold goods, services, or yourself.

Written by Samantha Brown on November 28th, 2023

Answer Example

"From what I've learned today and from others that I've talked with over the last year in the field, I feel very confident in my ability to join your team and become a highly successful sales rep. I firmly believe that my healthcare-related experience will bode well for me from the start, knowing the ins and outs of clinical operations and patient care. I also feel very strongly that you won't find a more motivated individual than me for this role. If I'm fortunate enough to join your team, I will work diligently to learn the product line, the features of each drug, and how to best apply their use to physicians."

Written by Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"The only way to succeed is to put forth the effort. Success can be measured in various ways and reaching my monthly sales goals will be one way to measure that success."

Amanda's Feedback

I can see where you're going with this answer, but it doesn't actually answer the question. With this question, the interviewer is trying to gauge your level of confidence and willingness to persevere. Confidently stating that you feel your work ethic and ability to problem solve and share information will empower you to succeed shows the interviewer that you are ready to tackle something new as an industry outsider.

29. Are you currently interviewing with other pharmaceutical companies?

Why the Interviewer Asks This Question

Following their interview process, it will be important for your interviewer to know if their top candidates are under any sort of timelines for decisions. This is a common question that is asked for fact-finding purposes and your interviewer fully expects you to be open and honest with them in your answer.

Written by Samantha Brown on November 28th, 2023

How to Answer

This is a time to be honest with your interviewer. If you are applying to and/or interviewing for any other pharmaceutical sales position, you'll want to keep the ball in your court and show that you are desired by other employers. This could also be a great tactic to negotiate your salary. If they want you and you are interviewing with others they may offer you more to stay with them. If this is the only position you are considering at this time, make sure to reiterate that this is your dream job and company to work for.

Written by Samantha Brown on November 28th, 2023

Answer Example

"Yes, I have had one other interview at this time and am awaiting word on the next steps. While I'm confident in how I performed in that interview, I want you to know that I would consider this opportunity the best for me and my family. Your company has one of the top industry reputations and I'd be so excited for the opportunity to represent you in this market."

Written by Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"Yes, I am interviewing with other companies at this time. However, I am excited for the opportunity to work for Pfizer as I know that it is a reputable company with a stellar reputation."

Amanda's Feedback

Good answer.

30. In a situation where a physician doesn't want to use your drug because it's too expensive, how would you proceed?

Why the Interviewer Asks This Question

Hearing a physician say no to the use of your product is a commonly faced scenario for any pharmaceutical sales rep. At times, their reasoning simply comes down to cost and the fact that there is a cheaper option out there. Your interviewer wants to hear that you have the right sales pitch to convince the physician that your product is the right one for the patient.

Written by Samantha Brown on November 28th, 2023

How to Answer

Your ultimate goal as you answer this question is to change the physician'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 about the drug. The key point you want to make is that you will carefully explain all of the benefits of your drug and how the increased cost will still help provide a better outcome for the patient. Because closing the sale is important, let the interviewer know about your ability to gain agreement and ask the physician for a commitment to prescribe your product.

Written by Samantha Brown on November 28th, 2023

Answer Example

"Physicians are likely always considering the final costs that their patients see and I fully understand this. In this situation, the first key things to point out to the physician are the features of the drug and how it differentiates itself from other competitors. If I can highlight that outcomes are proven to be better through clinical trials, the physician can then see that they'll feel the effects through fewer follow-up appointments with the patient and have the ability to see new patients quicker. Furthermore, discussing prescription coverages from the larger insurers and Medicare programs would be vital as well."

Written by Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"It is important to acknowledge the fact the drug is more expensive. However, what is most important is the reliability and effectiveness of the drug. A better product that can help a patient may actually be less expensive in the long term. I would present case studies and research to show the physician the effectiveness and quality of the drug. A patient's quality of life is the main concern."

Amanda's Feedback

These are great reasons for advocating for the use of a more specific drug.

31. Have you ever had to handle the pressure of meeting and exceeding sales quotas?

Why the Interviewer Asks This Question

With any pharmaceutical company, establishing sales goals and quotas is a vital step for ensuring that product distribution goals are met. These sales quotas ultimately fall on the pharmaceutical sales team. Your interviewer knows that meeting and exceeding quotas can be both a motivator and stressor for their reps, so they hope to hear that you have some familiarity with similar situations where meeting pre-set goals was vital to your work.

Written by Samantha Brown on November 28th, 2023

How to Answer

First, you want to answer the question directly and speak to any direct sales experience you have had where working under specific sales goals and quotas was a part of your measured success. If you do have this experience, make it clear that you used those goals as motivation to thrive in that kind of environment. If you are looking to break into a sales-related field here, that is okay. Don't hesitate to discuss any other roles you've held where you had production (or other types) of goals to meet. Another key piece to your answer here is discussing your list of stress remedies with the interviewer.

Written by Samantha Brown on November 28th, 2023

Answer Example

"Yes, in my current position in auto sales, we certainly have monthly sales goals as an entire team. The week prior to the start of each month, our leadership team presents the goals for the coming month and these goals typically take into account prior year sales in that time period and upcoming rebates and incentives from manufacturers. Being a very goal-driven person, I use sales quotas as a motivator for me to do my best and close as many sales as possible. I can imagine that sales goals are vital for pharmaceutical sales reps and I know I'd relish this opportunity. Are you able to talk a bit more about how quotas are developed and how your reps are supported in pursuing monthly goals?"

Written by Samantha Brown on November 28th, 2023

32. If we were to ask your current coworkers, how would they describe you?

Why the Interviewer Asks This Question

Pharmaceutical sales reps work as part of a very dynamic team of sales staff and those teams will be filled with strong and confident personalities. Ensuring that you will be a great fit with the team you will be joining and the culture of the organization will be important, so your interviewer would like to hear your honest assessment of how your current colleagues would describe working alongside you.

Written by Samantha Brown on November 28th, 2023

How to Answer

Do some research on the personality traits that are most common among successful pharmaceutical sales reps. Some common themes include being ambitious, confident, self-motivated, and energetic. As you answer a question like this on how your prior colleagues would describe, try to work some of these keywords into your discussion. If you provided formal references to your interviewer, they will likely follow up with them. Be sure to be upfront about direct feedback that you've received from your colleagues.

Written by Samantha Brown on November 28th, 2023

Answer Example

"Over the course of my career, consistent feedback that I've received from both colleagues and on my performance reviews includes my organizational skills, my ability to remain professional and focused in any situation, and my overall ambition to achieve high success. On top of this, the colleagues I collaborate with on a daily basis wouldn't hesitate to say that I'm just all-around fun to work with. I can make the most of difficult situations with my positive attitude and outlook on things."

Written by Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"My co-workers would describe me as reliable and trustworthy. They would also say that I am easy to work with and I am flexible and willing to do what is best for the team."

Amanda's Feedback

Great answer! You've highlighted that you're a collaborative team player capable of adapting to ensure team needs are met.

33. What traits do you possess that you feel will help make you a successful pharmaceutical sales representative?

Why the Interviewer Asks This Question

Similar to the question on how your colleagues would describe you, now your interviewer is giving you the chance to give your best sales pitch on what you feel are your top qualities that will lead to success on the job as a pharmaceutical sales representative. They ideally want to hear that you have some of the top traits that are found in the most successful reps in the field.

Written by Ryan Brunner on October 11th, 2023

How to Answer

First and foremost, as you think about an interview question like this, it's important to understand the difference between personality traits and skills. Your interviewer will be looking for you to discuss the personality traits that are ingrained in your soul and not the work-related skills that you have developed throughout your career. Be sure to do your research on the personality traits that are commonly found in successful pharmaceutical sales reps and come to your interview prepared to discuss which ones you possess.

Written by Samantha Brown on November 28th, 2023

Answer Example

"I am a confident and ambitious self-starter and have been this way from a very young age, thanks to my parents who raised me to be independent and learn from my mistakes. I also have a deep passion for learning new things and exploring better ways of doing things. If I'm fortunate enough to become your next pharmaceutical sales representative, you'll quickly find that I work well independently, manage my time well, and have exceptional communication skills."

Written by Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"I am very kind and approachable. I love learning new things and am motivated to do so. I have strong communication skills and can work independently."

Amanda's Feedback

The skills you've listed are all applicable to the field of pharmaceutical sales. Consider also sharing how those skills enable you to build rapport, influence others, and present complex information concisely and clearly because those elements are vital to the process of selling a pharmaceutical product.

34. How have you had to handle rejection in your current position? Do you think this experience will help you in pharmaceutical sales?

Why the Interviewer Asks This Question

In the world of pharmaceutical sales, sales reps need to be very cognizant of the fact that they will face "no" after "no" answers from the providers they will be meeting with on a daily basis. The reality is that there is a huge market for medications and a lot of the physicians you work closely with may already have prior agreements in place with other drug companies for specific treatments. Your interviewer needs to be assured that you will remain positive and diligent despite all of the rejections you will face in this job, so they want to hear you talk about some times you've had to do this throughout your career.

Written by Samantha Brown on November 28th, 2023

How to Answer

Prior to your pharmaceutical sales interview, put some thought into a time when you have faced rejection throughout your career and come prepared to discuss that situation. If you've been in a sales or customer service type position, make sure to talk about a time when that rejection came from a customer. As you talk here, your interviewer is looking for your ability to not take things personally and turn a small loss into potential bigger gains by what you learned from the situation.

Written by Samantha Brown on November 28th, 2023

Answer Example

"As an inside sales rep for the last three years, of course, I've handled my fair share of rejection. I proactively reach out to a lot of prospective new customers and even though my communications have been carefully crafted and customized, hearing potential customers say no is a regular part of my day. I never let this get me down and try to focus on following up with them in hopes of setting a timeline for following up when current contracts expire. Most are very open to giving me more information to use down the road. As a new pharmaceutical sales rep, I know I can bring this same mindset and of course, am excited to learn the world of face-to-face sales with high-profile physicians around the region."

Written by Samantha Brown on November 28th, 2023

Anonymous Interview Answers with Professional Feedback

Anonymous Answer

"We can always learn from rejection. Understanding why someone rejected you can be turned into a positive for the next challenge. At the same time, understanding why people accept your proposal can be coupled with the rejection to strengthen your position in the future."

Amanda's Feedback

This is a foundation you can build a stronger answer on. Give the interviewer more insight into how your approach plays out in real life by talking about a time when you experienced rejection, how you handled it, what you learned, and how it benefited you in the future.

35. Tell me about yourself.

Why the Interviewer Asks This Question

This is a common question asked as an icebreaker to start the pharmaceutical sales interview. While it gives you the opportunity to loosen up a bit, it is important that your interviewer learns a bit about who you are personally to ensure that you would be a good cultural fit with their organization and a great fit with the team of sales professionals you will be joining.

Written by Ryan Brown on December 14th, 2023

How to Answer

You want to frame your answer to this question by detailing the big picture of who you are and that should include both your professional and personal life. To start, give the 30,000-foot overview of your education and career to this point and make it clear why you see becoming a pharmaceutical sales rep as the right fit for you. Then conclude your answer by discussing a bit about yourself in terms of hobbies and your personality, along with a glimpse into your family. As you discuss your personal life, highlight the personal values and beliefs that will carry over into your work.

Written by Ryan Brown on December 14th, 2023

Sales Example

"Since graduating with my bachelor's degree in business management, I've spent the early portion of my career in technology sales and have really started to thrive in recent years. Now I want to take the next step in my career and work toward making a big difference in the lives of many people, so I'm excited to be considered here in pharmaceutical sales. I was born and raised in the metro suburbs here and grew up passionate about sports and creative activities. I've played softball, basketball, and volleyball through high school and I have always thrived in a team-based environment. I met my husband in college and we are currently raising our young children in the same area we grew up in to be close to grandparents, aunts, uncles, and cousins. Family is very important to us and we don't see us ever leaving this area. In my free time, I still play recreational softball and we love to spend time outdoors. We love to camp, canoe, fish, and hike as much as possible."

Written by Samantha Brown on November 28th, 2023

View This Question and Answers

36. What do you know about our organization and do you see us as a fit?

Why the Interviewer Asks This Question

Over the course of his or her career, your interviewer has likely interviewed many candidates who were simply interested in pharmaceutical sales for the compensation package and have given no thought to dedicating their time and efforts to the greater good of the company they represent. They pose this question to ensure that you've done your homework on the company you'll be representing in the field and that your own personal values and goals align with the future vision of the company.

Written by Samantha Brown on November 28th, 2023

How to Answer

You don't need to be an expert on the company's history, but you should be knowledgeable about the company's mission, goals, and product line as you come to your pharmaceutical sales interview. Start by searching the company website and take particular note of any recent news articles, events, or contributions they have made to the community and any advancements in medicine. Identify their mission and values, then make a connection between the company's values and your own. Focus your response on the positive aspects that have attracted you to the company.

Written by Samantha Brown on November 28th, 2023

Answer Example

"Your reputation in the pharmaceutical industry is as strong as any other company and you have a reputation that I would be proud to represent with physician customers each and every day. When I look at your mission of providing breakthroughs that change lives, it just speaks to me so much. The biggest reason I am seeking a career change is to work for a bigger purpose, which I feel I haven't been able to do over the last seven years. I want you to be assured that I would come to your team with the ability to live your core values of excellence, equity, and joy every day on the job here."

Written by Samantha Brown on November 28th, 2023

37. Describe any leadership skills and qualities you possess that will help lead you to success in pharmaceutical sales.

Why the Interviewer Asks This Question

Even though the pharmaceutical sales role you are interviewing for may not have a formal leadership or managerial title, the most successful reps have some key leadership qualities. In posing this question during your interview, your interviewer needs to be assured that you are aware that leadership qualities are important to your future success in the role and to hear that you would come to their team with leadership qualities.

Written by Ryan Brunner on October 18th, 2023

How to Answer

Prior to your pharmaceutical sales interview, it's important to reflect on the leadership qualities that make success in the job much easier. Some of these qualities include formulating strategies for success, being a great collaborator, adapting easily to change, being able to make tough decisions, and following through on your commitments. Make sure to come to your interview ready to discuss your ability to bring these qualities to the job every day.

Written by Samantha Brown on November 28th, 2023

Sales Example

"In my recent performance reviews, I have been commended for my ability to collaborate with my colleagues in a sales-related environment. While we all have our own territories to cover, bouncing ideas off of each other and learning from each other is important and I always try to foster this environment. Because of this ability, I've been asked to mentor the new reps that join our team for at least a week and they're very appreciative of being able to shadow me. I feel strongly that sales reps can build off the successes of each other and I can't wait to bring this mindset to work here as a pharmaceutical sales rep."

Written by Samantha Brown on November 28th, 2023

38. How have your education and experience prepared you to join our diverse work environment in pharmaceutical sales?

Why the Interviewer Asks This Question

In pharmaceutical sales, you will be working with physicians who come from places far and wide and expand the entire globe. If you emerge as the top candidate for the job following the interview process, your interviewer will need to be assured that you will embrace the fact that you will be working with doctors who were born outside of the country and then came here to embrace the culture and advancement of healthcare.

Written by Samantha Brown on November 28th, 2023

How to Answer

Because it is such an important issue in healthcare and with the company you are interviewing with, be sure to think about how you've thrived in diverse environments throughout your career and formal education and come to your interview prepared to highlight how this will help you moving forward as a pharmaceutical sales rep. Since you will have daily interactions with physicians potentially from Europe, Asia, the Middle East, and beyond, make sure to talk about a time you collaborated effectively with someone who had a different background and cultural upbringing than you.

Written by Samantha Brown on November 28th, 2023

Answer Example

"Over the course of my career, the sales roles I've held have put me face to face with a very diverse range of customers. I would join your team as a pharmaceutical sales representative who is confident in my ability to connect with and learn from any person, no matter where they came from. Right now, my customer base in the restaurant industry has me calling on customers of Hispanic, Asian, and Indian heritages and I have to be very knowledgeable in their menus and cultures to partner with them for the success of their business. At times, I have taken the time to read and study a bit more about certain cultures to help present the best options for new menu items. I see this experience as very beneficial as I would be coming to work with your diverse customer base."

Written by Samantha Brown on November 28th, 2023

39. How do you demonstrate sensitivity to others in the workplace?

Why the Interviewer Asks This Question

Successful pharmaceutical sales reps always have to strike a balance between being goal/sales-driven and taking a sensitive approach with their physician customers. The team you are interviewing with needs to be assured that you will always bring a sensitive approach to your communications and interactions as a new rep with their team.

Written by Samantha Brown on November 28th, 2023

How to Answer

The thing you most want to make clear as you answer this question is your ability to always react with sensitive emotional responses in the workplace. To do this, don't hesitate to talk about a specific time when you had a difficult interaction with a colleague or customer and you naturally took the high road and demonstrated sensitivity to the other person. This can of course include a time a sales pitch was declined and you kept communications positive moving forward.

Written by Samantha Brown on November 28th, 2023

Answer Example

"I fully understand that sensitivity in the workplace is incredibly important as a pharmaceutical sales rep. In my work now, I demonstrate sensitivity to others by respecting the needs, emotions, and beliefs of everyone on my team and the customers I work with. Just last week, I had a long-time customer of ours inform me that he would be purchasing his products from another company that had much cheaper pricing. Of course, I talked to him about the service we provide and let him know I would look into other potential bulk buy discounts, but he wasn't having that. He was respectful and thanked us for the years of partnership, but let me know that cost was vital to him in this day. Rather than getting upset, I let him know that I respected his decision and thanked him for his continued business. I also told him that we would follow up in about six months to see if he wanted to reconsider and we had a great handshake to end our conversation."

Written by Samantha Brown on November 28th, 2023

40. How competitive are you and do you see this carrying over to the world of pharmaceutical sales?

Why the Interviewer Asks This Question

In today's day and age in the pharmaceutical market, competition has never been greater. There are often many pharmaceutical companies developing drugs for certain diseases and conditions and you will often face competition in the form of sales reps from other companies trying to win over the same market share as you. Your interviewer wants to get a sense that you are competitive and will bring a winning mindset to their team during your interview process.

Written by Samantha Brown on November 28th, 2023

How to Answer

First, make sure to give a resounding "yes" to the fact that you are a competitive person, both in your personal life and on the job. Then discuss ways you have proven your competitiveness and your ability to win in a fair and respectful manner. Some things you want to highlight are your ability to work as a team to provide great results and how you like to celebrate successes. You can certainly give examples of your love for competing in both your personal and professional life.

Written by Samantha Brown on November 28th, 2023

Answer Example

"I grew up playing sports and a competitive drive was instilled in me by my parents from a pretty young age. I learned the values of teamwork, preparation, and practice from my years playing competitive hockey, golf, and baseball and these are values I'm so excited to bring to your pharmaceutical sales team. While I fully plan to know and master the line of drugs I will be working with, I feel it's also equally important to know my competition and I will work hard to have a full grasp of what I'm in the market against on a daily basis in this role. I look forward to achieving big things with your company and working hard as a team to do so."

Written by Samantha Brown on November 28th, 2023