If you haven’t already put some serious thought into this one, stop everything you’re doing and do it now. You should consider why you want a job in pharmaceutical sales from two points of view . . .

1. Yours
2. Your Interviewers’

To help you develop a clear understanding for yourself, you might ask yourself these questions . . .

• What skills do I have that I think will make me a good pharmaceutical sales representative?
• Why do I think I’ll enjoy this job?
• What have my networking contacts said they like/dislike about the job? What do I think I’ll like/dislike the most about the job?
• How long could I see myself working as a pharmaceutical sales rep? Do I see myself advancing within a company?
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need to hire salespeople who are good at selling, work well with others in the district, and make company success a top priority.

• S
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  Fully explain the situation taking special care to show how you uncovered the customer’s point of view (even if you didn’t agree with it). Discuss how you asked sympathetic questions to prevent the customer from viewing you as callous or unconcerned.

• T/A Discuss the actions you took to either educate the customer or right the wrong against him/her and improve the situation.
• R
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  As with all STAR answers, the most important is the R. What happened as a result of your discussions and negotiations with the customer. Be as specific as possible providing numbers/data or other hard evidence if possible.

Often times customers who are difficult or disagreeable have the greatest potential for becoming raving fans if their needs are met. If you believe this to be true, make sure the interviewer knows it and build your answer around a situation in which the R supports that belief.

1. Aligns your values with those of the company’s
2. Displays your desire to succeed (win)
3. Gives clear examples of how you can work with others
4. Shows your work ethic
5. Displays skills like communication, problem solving, and flexibility
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It’s probably in your best interest to answer this question using the with an example of how you have been competitive in your work history.

Historically, I’ve been a competitive person. I’ve played sports my entire life and embraced the thrill of winning and the digust of losing as a source of motivation. I suppose you could say that competition has developed as one of my biggest motivators. It has certainly spilled over into my professional life.

For instance, (S)

over the past year or so, one of my biggest customers kept swaying back and forth between a competitor’s product and my product. He said he thought both products were “about equal” and he wanted to “share the wealth.” (T)

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After hearing him say this on two consecutive visits, I knew I needed to act in order to protect and grow my business with this customer. (A)

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I spent a few hours brainstorming with other, more experienced, salespeople in my company and formulated a plan to sell competitively and position our product in a better light than the competition’s based on the needs that the customer had previously shared. I scheduled a time to talk with the customer in detail, positioned the product according to the plan, and asked for his commitment to use our product every time to fulfill a specific need. (R) In the 6 months since we had that discussion, I have controlled 87% of the market share for this customer; up from 43% a year ago.

As mentioned regarding the , it’s hard to over-emphasize the R in S-T-A-R. The result is the last thing the interviewer hears when you’re answering the question and, in sales, it’s all

about results.

The interviewer is not only asking this question to find out the actual actions you took in preparing for the interview, but also to see if you were deliberate in your preparation. If you prepared for the interview in the same way you would prepare for a sales call, you win. Do your best to subtley relate the two to one another.

Sales managers and representatives call this preparation a pre call plan so if you can think of a way to work this term into your answer, it could play to your favor. Finally, use this opportunity to show that your desire to land the job is greater than any of the other interviewers. Any proof you can show of how your prepared for the interview will help to support this arguement.

I realize that if you ask five people you interview today the same question, their response will be something like, “I read every page of the XYZ Company website.” And while I did that too, more than once, I really focused my pre-interview planning and preparation in areas that I thought would provide me with some real insight as to what the interview would be like and on what questions I might have for interviewers to determine if XYZ Company will be a good fit for me. I did the easy things to determine company health. Things like reading the S&P Report on XYZ and the Hoover’s financial profile on the company. I researched and studied the company’s leadership, philosophy, values, history. And learned as much as I could in the limited time I had available about the primary care, specialty, and generic products that the company promotes.

In addition, I spoke with 2 XYZ pharmaceutical sales reps at length to learn more about training, development, field support, and advancement within the company. I was certainly pleased with what I learned in those discussions and am happy to see that the reps I spoke with have a sense of pride about their company and the products they promote. Finally, I spoke with a local physician and pharmacist about the products of XYZ company and their perception of the company’s sales representatives and business practices. I’ve kept track of my notes from this work in this folder [pulls a very thick folder from briefcase]. You’re welcome to take a look if you’d like.

1. Do you know
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2. What are your areas of improvement?

After you’ve outlined the process, highlight the two main areas that need improvement. Without much detail of how you arrived at those areas of improvment, focus on the exact steps you are taking to develop those areas professionally.

Do your best to avoid answers that seem trite or “canned.” Things like, “Well, I work too hard.” or “I’m just always happy and sometimes people don’t need that.” are way over the line.

Instead, think of something that you consider to be a true professional weakness and talk about how you identified it as such and the steps you’re taking to make it stronger.

My wife would tell you that I’m not the most organized person in the world. And while I function at a high level and consider myself very successful, I must admit that she’s right in telling me that organization is something on which I need to improve. On the first day of every short month (February, April, June, September, & November), I evaluate the areas I need to further develop. I typically pick two professional and two personal areas and the last two cycles, I’ve focused on organization. I’ve read David Allen’s book

, implemented the use of a “tickle” file, and eliminated a large portion of the clutter from my desk and bookshelves. I’m still not where I want to be – and certainly not where my wife wants me to be – but I’ve improved considerably over the last several months.

I look forward to improving in this area in the coming months by learning from my counterparts in the company and their experience on the job.

If you are currently employed, use this opportunity to focus on what kinds of things you’re looking for in your next job (not the things you hate about your current one). As you already know, pharmaceutical sales offers a highly competitive, cutting edge environment. If you dig science, say so. If it’s the marketing that gets you going, say that too. Finish by talking about how well you know you’ll do in the job that meets all of the demands you seek.

If you’re currently unemployed, be positive while telling why you left. No boss wants to hire someone who complains or makes excuses. Talk about how the unemployment has led to the opportunity to work as a pharmaceutical rep and then describe what you bring to the table (again).

Networking is an extremely important part of the pharma sales job search and this question, is one you should always ask your networking contacts. You’ll soon notice patterns forming no matter which company you ask. If you take good notes in your informational interviews with your networking contacts, you’ll be able to deliver the exact answer the interviewer wants to hear.

Through my research and conversations with pharma reps who are currently in the field, I’ve learned that no two days are exactly the same. What I do know, though somewhat counterintuitive, is that by properly planning and structuring the day, a rep can actually make his/her day more flexible. In other words, things like targeting, regular routing, pre-call planning, and clear call notes leave more time in the day (because they’re not done “on the fly, in the car”) which allows a quality rep to make more calls in the day or spend more time with other sources of information in the office – like nursing staff. By talking to other reps in the field, I noticed that the most successful ones structure their day like this [pull the sample schedule that you printed from your briefcase].

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• 0645 – pre-call planning worksheet for the day’s targeted physicians & pharmacies
• 0745 – early visits on physicians that prefer to be seen before their patient schedules begin
• 0900 to 1100 – six total calls by 1100
• 1100 – review pre-call plan for lunch appointment
• 1130 to 1330 – lunch appointment
• 1330 to 1630 – five calls after lunch plus scheduled pharmacy visits
• 1630 to 1800 – daily review, sample reconciliation, computer transmission
• *Call notes completed immediately after every call
• *Waiting room time filled by branding the office, studying reprints, or gathering information from other office personnel

NOTE: Do not copy this daily schedule for your sample. It should be developed through your networking and research exercises. This is only an example and interviewers will

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The interviewer wants to make certain that you’ve thought about why you want this job and with his/her company. S/he wants to see how much research you’ve done and if your values match those of the company (and the specific team you’ll be working with). In the end, interviewers will hire the “best fit” for the position. If it’s true, your answer should show how your values and motivations match those of the company and, if you can discern them, the hiring manager.

Employees can be taught how to sell. They can be taught about drugs, pharmacokinetics, and patient identification. What they can’t be taught are values, ethics, and beliefs.