Medical Sales Representative

Pharmaceutical specific ERP software are available in the market which can be useful to track the total number of sales, exact customer location; profit made quarterly, sales management, stock information from stockiest and so on.

This job requires interaction with a wide range of people. Your ability to adjust your approach to the situation and individual is key to success. Focus on the different approaches you take to meet changing demands and needs. Highlight your adaptability.

The typical work activities that a medical representative has to do is

► Increase Sales

► Increase awareness of the brand

► Increase market share

► Meet and exceed targets

► 6-7 calls per day and fixing appointments

► Manage the territory like a small business

► Build a relationship and convey product information

This question is about your ability to learn from a situation and move constructively on after a set back. These pharmaceutical sales interview questions look at your ability to handle stress and your tenacity and emotional resilience in the face of opposition and challenge. Include other examples of your persistence and determination in finding solutions to difficult challenges.

You need to be able to plan and organize your activities to meet specific goals.

This comes down to the old 80/20 rule. Highlight how you have set priorities based on the best return on your time investment by spending time on customers with the greatest sales potential. Detail how you were able to establish that 20 percent of customers as quickly as possible and how once you had successfully established that 20 percent you moved onto developing new customers.

To convince a physician to switch on to your drug is most challenging task especially when he is happy with its current drugs.

To switch on to your prescribed drug, your first step is to

☛ Make your presence by setting small sales initially let say targeting 1 or 2 patient and target bigger later on

☛ Gain complete knowledge about the drug and observe the prescribing behaviour of physician

☛ Use your product knowledge and other tools to make physician understand your product.

☛ Once the physician show his confidence in the product, push him to prescribe your product for more patients

Expect questions that investigate your sales ability and persuasiveness. Highlight how you found out what influenced the physician's choice of products and how you used a combination of appropriate tools to convince him or her to change to your product. Show how you used your persuasive skills, your knowledge and understanding of the product and of the physician's needs to change the perception of a product.

My top 3 are access, formulary coverage and pt trials.

☛ Provide you with all amenities and tools required for job

☛ Knowledge and tips to increase sales

☛ One who can assess your potential and set realistic goals

☛ One who supports and use his knowledge and yours to bring synergetic result

80% of business comes from 20% of the people. For a given territory, your first approach should be

☛ Analyse and see the customers and their potential

☛ Gather all the data's of sales particularly in the area you are given

☛ Target those physician or customers who have bigger sales potential

Be candid about what you have found to be the most difficult aspect of pharmaceutical sales and then clearly describe how you have successfully managed this challenge. A common difficulty is getting enough time with health care professionals to properly discuss your products. Detail how you have used your initiative and problem-solving skills to effectively deal with this and get sufficient access to the customer.

The training can include

► University or school studying all the aspect of the product

► Training on field with an experienced representative

► Learning anatomy and physiology to competitor's products

Expect interview questions that explore your knowledge and understanding of this specific job opportunity. Do your homework on the company and the position to make sure you can answer this question properly.

You need to have a clear picture of what this job involves and what is expected from the person who does it. The more you can relate what you are currently doing to these job requirements the more suitable you will appear.

Get as much detail as possible on the employment opportunity, the company and its products and parallel your experience to this. The company website is a good place to start.

The unspoken question: Companies want to know in detail how you saved and made the company money. And they want to make sure the accomplishments on your resume are really yours alone and not your team's.

Response: Be specific. You should come prepared with at least three examples of ways you personally contributed to increased pharmaceutical sales. Back up your points. Before the interview, write three specific situations in your current or previous jobs when you attained goals. Example: "I increased the sales of X with my three-part strategy of…"

► Be clear and precise about your product

► Use Pictures, Illustrations and Drawing and if possible use PowerPoint Presentation to show product

► Support your argument with evidence like case studies or clinical trial results

► Every drug has advantages and disadvantages- do not hide any information about product

► Maintain constant communication with the physician

► Build relationship with physician and staff