Job interviews for pharmaceutical sales are unlike other types of job interviews. These interviews are used to assess whether a candidate is suitable in the sales environment in addition to reviewing background histories and skills. Interviewers would often ask tricky questions that test the personalities of candidates in order to determine sales potential.
If during a pharmaceutical sales job interview and the reviewer asks you a question on whether you prefer to work alone or with others in groups, you have to be careful here. If you say a solo environment is definitely better, they may not see you as a team player. If you say that you prefer working in groups, they might think that you would not be effective in sales since most of the time, pharmaceutical reps are out in the field on their own.
Therefore, the safest route to take here is to say that you like both environments and can be effective in both. When you are alone, you can be effective as an independent worker. Then when you are working with others in group projects or at meetings, you can also work effectively in teams.
You must convey the impression during a job interview that your skills enable you to excel in both scenarios. Don’t get fooled by the interviewer’s trick question. Here’s an effective response:
“I like both. I realize that most of the time, reps work alone and I certainly can be effective in this mode. Working with others at times will be a nice change and I can also be quite effective in teams as well. It’s a good working mix in my mind.”
Asking you about your strengths during an interview is an opportunity for you to sell yourself. Asking you about weaknesses is another matter and is another example of a tricky question. You must be careful here not to expose any specific weak skills that may hurt you during an interview. Whenever I encountered questions about my weaknesses during my interviews, I countered with something like this:
“In all honesty, the only weakness I think I have is perhaps a lack of industry specific experience since pharmaceutical sales will be new for me. However, I am strong on my communications and sales related skills. I am also a fast learner so I am certain that industry specific training that your company could provide will help me make up for this lack of industry experience. I’m sure that I would be able to get up to speed pretty quickly and start growing those sales for your company.”
Notice that I bring up the trainability fact in the above statement. It is extremely important that you convey the fact that you are an effective learner of new skills and environments. I use this attribute to effectively wipe out any weaknesses.
Be prepared to answer trick questions during interviews for pharmaceutical sales positions. They are designed to see if you really have what it takes to be in sales. Learn all you can about the pharmaceutical sales job and focus on selling your skills as well as personal attributes.
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Monday, 2 March 2009
What to expect in Pharmaceutical Sales
Of The Most Frequently Asked Question - Do Reps really make lots of money and Big bonuses? - How many products does a rep carry; how do you get paid bonus on them?Basic Requirements for being a drug rep- I think I want to be a pharmaceutical sales representative, but how can I know for sure?- How necessary is it to have a 4 - year degree? - Is a scientific degree/ sales experience required - Am I too old to land a job in pharmaceutical sales?- How long should I expect my job search to last?- I'm willing to relocate for the right pharmaceutical sales will this help me?- Will a DWI hurt my chances of being hired as a pharmaceutical rep?- I have bad credit; will this hurt my chances ?Information On Landing the job- Will an MBA or other advanced degree improve my chances of being hired as a pharmaceutical sales rep?- What are the pros and cons of working with a recruiter?- How important is the resume in landing a pharmaceutical sales job?- How do I shop for a resume writer?- What are the essentials that should appear on my resume?- What about a cover letter? - What is the best way to land a job in pharmaceutical sales?The Interview Process- Why do the drug companies give so many interviews; why does the process take so long ? - What should I bring to an interview? - What is proper etiquette for a "ride-along?"- I have been on several interviews but received no offers. What could I be doing wrong?- What if nobody will give me reps' business cards?- Are newspaper advertisements a good way to find a job in pharm sales?- What is a Job-Fair? How useful are they?- What do companies look for at Job-Fairs?- What are the pros and cons of working at a small pharmaceutical company versus one of the biggies?- I am in college. What can I do to enhance my odds of being hired as a pharmaceutical sales representative?Daily Operations- What is a typical day for a pharmaceutical sales representative?Miscellaneous- How many sales calls are you required to make each day?- What is a contract sales company such as InVentiv or PDI?- Should I accept a contract sales position if my true goal is to work directly for one of the big drug companies- What If I have more than one job offer. How do I decide?- When the economy does a downturn, what is the job market like for pharmaceutical sales reps?- If I am hired, and I have poor sales, will I be fired?- What are some of the things that you don't like about being a pharmaceutical rep? - What's the hardest thing about being a rep?- Do Reps really make large bonuses? How many products does a rep carry and how do you get paid bonus on them?- If I'm hired, what kind of training can I expect?
Pharmaceutical Sales Interview
Why did you decide pharmaceutical sales would be the right career for you?
This is the most basic of questions, but you are almost certain to be asked this question. While people interviewing for other types of positions are asked why they decided on their career choice, it is very important that you answer this question correctly for a pharmaceutical sales interview.
First tell them that you love selling and site examples where you have done this even if you haven’t been employed as a salesperson. Mention instances where you persuaded someone to "buy in" to your ideas, etc. That is selling! Mention that you have always been highly motivated, energetic, and enthusiastic. Successful sales people have all of these qualities as well as being creative and resourceful. Be prepared to cite examples where you displayed these behavioral characteristics.
Next, expound upon why pharmaceutical sales would be right for you. This is a good time to pull out the information that you have collected during your research. You can explain how stable the industry is, how exciting it would be to be part of such a dynamic field, and one where the opportunity to help thousands of people is a reality. State that this would give you tremendous job satisfaction. Also let them know that you realize the opportunities for personal and professional growth are tremendous with pharmaceutical sales companies. You will thrive on the daily challenges of performing a pharmaceutical sales representatives job. (This would be a great time to mention the "field preceptorship" and how much you enjoyed your day in the representative’s territory!) The research you have done on their company and the industry, and the extra effort you have put forth to spend a day in the field to see for yourself what a pharmaceutical sales representative does will give you tremendous credibility. You will be viewed as a serious candidate!
What is your current occupation?
Give an honest answer, but highlight any area of responsibility that you may have which would be seen as a benefit for someone in pharmaceutical sales. This would be a good time to show the "Career Comparison" information that you have placed in your Personal Presentation Binder. You will have already compared your job responsibilities to that of a pharmaceutical sales representative. Were you responsible for marketing a product or idea to others? Have you analyzed a "buyer" to determine that buyer’s potential? Do you have daily contact with physicians or other medical personnel in your day-to-day activities? These are excellent job responsibility areas to compare with pharmaceutical sales job responsibilities. Be careful not to make a negative statement. Always expect to be asked to prove any statement that you make!
I see you have held several different positions over the last five years? Can you explain why?
The obvious objective in this question is to determine whether you are a "job-hopper." Training and educating pharmaceutical sales representatives is very time-consuming and expensive. A bad choice would yield an ineffective pharmaceutical sales representative and one that would potentially leave the job "undone" because that person has again decided to do something else. The district manager will attempt to ascertain whether you are a dependable person and whether you do indeed really want a career that offers upward mobility. He must be convinced that you will stay and work smart. If you have changed positions in order to increase the challenge of your job and allow upward mobility, then that is an excellent reason for changing jobs. Career transitions or job transitions made to increase compensation for your work is another good reason.
When did you decide to pursue a pharmaceutical sales career position?
You might reply that after your extensive research into this career field including actually going on a field preceptorship, that you believe this a perfect career for you. Then you must explain why it is perfect for you. It is perfect because you thrive on the type of challenges faced by pharmaceutical sales representatives! You want to make a difference at a job you are certain you will love. Pharmaceutical sales is a perfect match for your personality and work experience. Then supply proof for your statement.
How long having you been seeking employment in the pharmaceutical sales industry?
Your answer here will be important. You have the opportunity to make yourself look good with the right answer. If you have been looking for a position for a long time, six months or more, then you need to present yourself as a tenacious person who never gives up because you are absolutely certain that you are the right person for the job. Whether you have been granted interviews will matter, because the district manager will wonder why you didn’t gain the position if you interviewed. On the other hand, if you didn’t gain an interview that means you failed the first sales test. Perhaps you turned a position down because of location. That’s a good reason to decline. If you’ve just started looking for a pharmaceutical sales position and you’ve already gained interviews, it’s because you are impressive, on paper and in person.
How does your current or former job experience compare to pharmaceutical sales?
What was your rating on your last Performance Management Review?
How would you describe "selling?"
Name five reasons why you believe you would be a good pharmaceutical sales representative.
Have you interviewed with other companies?
How do you feel about working on your own most of the time?
Why should we hire you over other candidates?
This is the most basic of questions, but you are almost certain to be asked this question. While people interviewing for other types of positions are asked why they decided on their career choice, it is very important that you answer this question correctly for a pharmaceutical sales interview.
First tell them that you love selling and site examples where you have done this even if you haven’t been employed as a salesperson. Mention instances where you persuaded someone to "buy in" to your ideas, etc. That is selling! Mention that you have always been highly motivated, energetic, and enthusiastic. Successful sales people have all of these qualities as well as being creative and resourceful. Be prepared to cite examples where you displayed these behavioral characteristics.
Next, expound upon why pharmaceutical sales would be right for you. This is a good time to pull out the information that you have collected during your research. You can explain how stable the industry is, how exciting it would be to be part of such a dynamic field, and one where the opportunity to help thousands of people is a reality. State that this would give you tremendous job satisfaction. Also let them know that you realize the opportunities for personal and professional growth are tremendous with pharmaceutical sales companies. You will thrive on the daily challenges of performing a pharmaceutical sales representatives job. (This would be a great time to mention the "field preceptorship" and how much you enjoyed your day in the representative’s territory!) The research you have done on their company and the industry, and the extra effort you have put forth to spend a day in the field to see for yourself what a pharmaceutical sales representative does will give you tremendous credibility. You will be viewed as a serious candidate!
What is your current occupation?
Give an honest answer, but highlight any area of responsibility that you may have which would be seen as a benefit for someone in pharmaceutical sales. This would be a good time to show the "Career Comparison" information that you have placed in your Personal Presentation Binder. You will have already compared your job responsibilities to that of a pharmaceutical sales representative. Were you responsible for marketing a product or idea to others? Have you analyzed a "buyer" to determine that buyer’s potential? Do you have daily contact with physicians or other medical personnel in your day-to-day activities? These are excellent job responsibility areas to compare with pharmaceutical sales job responsibilities. Be careful not to make a negative statement. Always expect to be asked to prove any statement that you make!
I see you have held several different positions over the last five years? Can you explain why?
The obvious objective in this question is to determine whether you are a "job-hopper." Training and educating pharmaceutical sales representatives is very time-consuming and expensive. A bad choice would yield an ineffective pharmaceutical sales representative and one that would potentially leave the job "undone" because that person has again decided to do something else. The district manager will attempt to ascertain whether you are a dependable person and whether you do indeed really want a career that offers upward mobility. He must be convinced that you will stay and work smart. If you have changed positions in order to increase the challenge of your job and allow upward mobility, then that is an excellent reason for changing jobs. Career transitions or job transitions made to increase compensation for your work is another good reason.
When did you decide to pursue a pharmaceutical sales career position?
You might reply that after your extensive research into this career field including actually going on a field preceptorship, that you believe this a perfect career for you. Then you must explain why it is perfect for you. It is perfect because you thrive on the type of challenges faced by pharmaceutical sales representatives! You want to make a difference at a job you are certain you will love. Pharmaceutical sales is a perfect match for your personality and work experience. Then supply proof for your statement.
How long having you been seeking employment in the pharmaceutical sales industry?
Your answer here will be important. You have the opportunity to make yourself look good with the right answer. If you have been looking for a position for a long time, six months or more, then you need to present yourself as a tenacious person who never gives up because you are absolutely certain that you are the right person for the job. Whether you have been granted interviews will matter, because the district manager will wonder why you didn’t gain the position if you interviewed. On the other hand, if you didn’t gain an interview that means you failed the first sales test. Perhaps you turned a position down because of location. That’s a good reason to decline. If you’ve just started looking for a pharmaceutical sales position and you’ve already gained interviews, it’s because you are impressive, on paper and in person.
How does your current or former job experience compare to pharmaceutical sales?
What was your rating on your last Performance Management Review?
How would you describe "selling?"
Name five reasons why you believe you would be a good pharmaceutical sales representative.
Have you interviewed with other companies?
How do you feel about working on your own most of the time?
Why should we hire you over other candidates?
What is Pharmaceutical Sales
Pharmaceutical sales is a fast-paced, high-turnover business that rewards assertiveness, persistence, and knowledge. Pharmaceutical sales representatives spend most of their business time on the road, talking with pharmacists, hospital personnel, physicians, patient advocacy groups, and even retirement homes, increasing the visibility of their company’s products and the volume of their sales. “Sell sell sell learn learn learn sell sell sell,” wrote one sales rep, who included his business card with his survey, in case we wanted to purchase any pharmaceutical supplies. Many other sales reps agreed that the best reps follow any lead, making every possible effort to sell their product. A number attend meetings where contact with purchasing professionals is rich, such as an association of pharmacists or a convention of hospital administrators. This territory-oriented business can be a hard life, particularly for those trying to maintain their family life as well. The need to sell extends to social functions and free time, and the already precious family moments can erode further to the point where many reps are forced to reevaluate their commitment to their profession. This difficult balancing act is complicated by the additional pressure of being in a commission-based occupation. For many, a significant portion of their income is riding on their ability to get the product into the hands of the consumer. So, why is this job so addictive? Perhaps because the excessive profit margins of many brand-name pharmaceutical products can mean enormous commissions. In addition, products are generally consumed fairly quickly and not stored, so old markets rarely disappear; they need regular servicing. The second most attractive job feature that the sales reps mentioned was the intellectual challenge the job imposed. Education is the norm in this field; learning about a company’s product line is like taking an advanced course in pharmacology (which many do take during their initial years in the industry). They have to be familiar with data, statistics, and issues in the health community to be able to communicate successfully with businesspeople and doctors. Although this job has some aspects that are unquestionably grueling-one sales rep said he put in 184 days on the road in 1994-many love it, and “love” is the only term that accurately describes their zeal, dedication, and willingness to make sacrifices for their job.
Paying Your Dues
Pharmaceutical sales representatives with a science background have an advantage in this profession, in terms of both their credibility and their ability to educate themselves about product lines. A college degree is standard for this job, with many employers looking favorably on graduate work. Useful courses include biology, chemistry, biochemistry, biophysics, organic chemistry, English, public speaking, finance, and negotiation techniques. Professional education is the norm for all sales representatives, both on their own products and on other companies’ product lines. The ability to read a scientific study and examine its assumptions is critical to a PSR’s success. Licensing is available through professional organizations, but it is not required to advance to managerial positions.
Associated Careers
Pharmaceutical sales representatives go into sales positions in other professions-as systems marketers or service sales representatives, for example-where their selling skills are valued, but where scientific knowledge is less important. Some PSRs are willing to give up the scientific element of their job in order to go into a profession where it is easier to advance and easier to maintain a satisfying family life.
Paying Your Dues
Pharmaceutical sales representatives with a science background have an advantage in this profession, in terms of both their credibility and their ability to educate themselves about product lines. A college degree is standard for this job, with many employers looking favorably on graduate work. Useful courses include biology, chemistry, biochemistry, biophysics, organic chemistry, English, public speaking, finance, and negotiation techniques. Professional education is the norm for all sales representatives, both on their own products and on other companies’ product lines. The ability to read a scientific study and examine its assumptions is critical to a PSR’s success. Licensing is available through professional organizations, but it is not required to advance to managerial positions.
Associated Careers
Pharmaceutical sales representatives go into sales positions in other professions-as systems marketers or service sales representatives, for example-where their selling skills are valued, but where scientific knowledge is less important. Some PSRs are willing to give up the scientific element of their job in order to go into a profession where it is easier to advance and easier to maintain a satisfying family life.
Thursday, 26 February 2009
Animal Pharmaceutical Sales
Instructions
Step 1:Graduate college with a bachelor's degree. One of the best fields to study in order to prepare for an animal pharmaceutical sales job is animal science. Most universities that offer animal science as a major also offer specialized interests in areas such as business and marketing, which would be particularly helpful for getting into animal pharmaceutical sales.
Step 2:Gain some sales experience in other areas. Although certainly not necessary, especially if you have a degree in animal science, some practical sales experience will give you an extra edge over other applicants.
Step 3:Study the administrative side of sales. Most animal pharmaceutical sales representatives have the responsibility of preparing a budget, analyzing market statistics and preparing reports.
Step 4:Sharpen your people skills. Although you wish to go into an animal-related field, most of your work will be with people. It is important to develop a pleasant personality and appearance, patience and good communication skills.
Step 5:Attend seminars and conferences related to sales and veterinary pharmaceuticals. They are great places to gain more information related to your field, as well as making contacts with potential employers. Be sure to have businesses cards on hand.
Step 6:Search job listings on various career search engines. You can easily keep an eye on what animal pharmaceutical sales jobs are available by looking in several online sources.
Step 7:Contact colleges that offer studies in animal sciences. They will likely post job openings within their department. Animal pharmaceutical companies look for recent graduates to hire through this venue as well.
Step 1:Graduate college with a bachelor's degree. One of the best fields to study in order to prepare for an animal pharmaceutical sales job is animal science. Most universities that offer animal science as a major also offer specialized interests in areas such as business and marketing, which would be particularly helpful for getting into animal pharmaceutical sales.
Step 2:Gain some sales experience in other areas. Although certainly not necessary, especially if you have a degree in animal science, some practical sales experience will give you an extra edge over other applicants.
Step 3:Study the administrative side of sales. Most animal pharmaceutical sales representatives have the responsibility of preparing a budget, analyzing market statistics and preparing reports.
Step 4:Sharpen your people skills. Although you wish to go into an animal-related field, most of your work will be with people. It is important to develop a pleasant personality and appearance, patience and good communication skills.
Step 5:Attend seminars and conferences related to sales and veterinary pharmaceuticals. They are great places to gain more information related to your field, as well as making contacts with potential employers. Be sure to have businesses cards on hand.
Step 6:Search job listings on various career search engines. You can easily keep an eye on what animal pharmaceutical sales jobs are available by looking in several online sources.
Step 7:Contact colleges that offer studies in animal sciences. They will likely post job openings within their department. Animal pharmaceutical companies look for recent graduates to hire through this venue as well.
Pharmaceutical Sales Jobs in the Recession
Sometimes I'm asked whether it is worth trying to get a pharmaceutical sales job during a tough economy or recession when some drug companies are in fact laying off sales forces. My answer is, it depends. It depends on how you are trying to apply for pharmaceutical sales jobs in the first place.
If all you do in terms of trying to land your first pharmaceutical sales job is to send in your resume to human resources departments, recruiters or through a resume 'blasting' service, then your efforts may not become fruitful during tough times of a recession. Even in good times, blindly sending in your resume is not the most effective way of getting a pharmaceutical sales position. Ironically, this is probably the most often used method among job seekers out there.
If you are one of the more savvy job seekers taking the time to network with industry people like current pharmaceutical sales representatives, sales managers and other folks who are connected with the industry in your local area, then these efforts will have a higher chance of getting you results.
First of all, you could have less competition during a tough economy since many people out there will simply wait for a better times before restarting their job search efforts again, at least in pharmaceutical sales. Second, if you do your networking properly and if the industry people you network with like you as a high potential sales rep, then they will remember you. If you take the time to develop some sort of business relationship with these people, you will keep your name at the top of their minds.
Even if there are no openings during tougher times, there will be again eventually since economic slumps are usually part of business cycles. When companies are in a position to hire again due to better economic conditions, your name will be at the top of their candidate list. Your competition, who just apply during healthy economic periods, will be at a major disadvantage to you since they are unknown entities to the companies but you are already known as a serious candidate for a pharmaceutical sales position. Companies may not even bother to advertise for openings if they already know that you are available to fill in a spot in their sales force.
The other factor is that for many companies in pharmaceuticals and health care, there could be some business units that seem to be recession proof. No matter how the economy is doing, sales of some pharmaceutical and health care products are pretty stable since people still need health care as well as medications all the time. In fact, it is said that we could see even more people in need of health care during tough times because of increased stress levels for individuals trying to make ends meet. So some companies in the health care sector may be doing just fine during recessions.
The bottom line, is that if you choose to network wisely with pharmaceutical industry people and not expect that sales positions will be open right at the moment, then doing so during a recession is as good as any other times. In fact, being active in networking during recessions may give you a definite edge over your competition in the job market for pharmaceutical sales.
If all you do in terms of trying to land your first pharmaceutical sales job is to send in your resume to human resources departments, recruiters or through a resume 'blasting' service, then your efforts may not become fruitful during tough times of a recession. Even in good times, blindly sending in your resume is not the most effective way of getting a pharmaceutical sales position. Ironically, this is probably the most often used method among job seekers out there.
If you are one of the more savvy job seekers taking the time to network with industry people like current pharmaceutical sales representatives, sales managers and other folks who are connected with the industry in your local area, then these efforts will have a higher chance of getting you results.
First of all, you could have less competition during a tough economy since many people out there will simply wait for a better times before restarting their job search efforts again, at least in pharmaceutical sales. Second, if you do your networking properly and if the industry people you network with like you as a high potential sales rep, then they will remember you. If you take the time to develop some sort of business relationship with these people, you will keep your name at the top of their minds.
Even if there are no openings during tougher times, there will be again eventually since economic slumps are usually part of business cycles. When companies are in a position to hire again due to better economic conditions, your name will be at the top of their candidate list. Your competition, who just apply during healthy economic periods, will be at a major disadvantage to you since they are unknown entities to the companies but you are already known as a serious candidate for a pharmaceutical sales position. Companies may not even bother to advertise for openings if they already know that you are available to fill in a spot in their sales force.
The other factor is that for many companies in pharmaceuticals and health care, there could be some business units that seem to be recession proof. No matter how the economy is doing, sales of some pharmaceutical and health care products are pretty stable since people still need health care as well as medications all the time. In fact, it is said that we could see even more people in need of health care during tough times because of increased stress levels for individuals trying to make ends meet. So some companies in the health care sector may be doing just fine during recessions.
The bottom line, is that if you choose to network wisely with pharmaceutical industry people and not expect that sales positions will be open right at the moment, then doing so during a recession is as good as any other times. In fact, being active in networking during recessions may give you a definite edge over your competition in the job market for pharmaceutical sales.
The Interview
It can be stressful to apply for jobs and prepare for interviews if you're striving to become a pharmaceutical representative. Fortunately, you don't have to pursue your career alone. There are experienced people in the pharmaceutical industry willing to share their knowledge with you and give you the edge you need. Here are some challenges you might face and how a career consultant can help. Create an Effective Resume Your first goal is to create an outstanding resume that pharmaceutical employers and hiring managers will notice. Pharmaceutical resumes should be professional and unique, and should clearly state your work history, pharmaceutical training and/or experience, skills, and special talents. The resume should reflect your clear desire to be a pharmaceutical sales representative and how you feel you can benefit the company. A consultant can help you prepare an effective resume and will usually provide a number of sample resumes to fit your needs. Prepare for the Interview Advice and products from a consultant can not only help you prepare a great resume, they can also help you prepare for interviews. Landing an interview doesn't mean you've got the job just yet. What it does mean is that your resume has captured the hiring manager's attention and made them want to know more about you. How you perform and present yourself during the interview will determine if you get the job or not. A pharmaceutical career consultant can help you learn to dress appropriately for an interview and how to answer any questions that may come up. In the pharmaceutical sales industry, a hiring manager will often ask trick questions, and your response will reveal to them how you will likely handle situations that come up with clients in the future. Prepare for behavioral questions as well. These are questions about certain situations you've handled in the past and how you responded to those situations. Be totally honest in your story because the interviewer will likely probe deeper for more details after you've finished describing the situation. You should be able to provide concrete answers to all their questions. A consultant can also help you build a brag book highlighting your past experiences and accomplishments. A brag book will help you share accomplishments with the hiring manager in a visual manner. You'll learn how to build an attractive brag book, what to include and what not to include, and how to present your past achievements in an impressive way. Pharmaceutical sales job consultants are available online and provide the tools you need to put your best foot forward. They can provide helpful examples of pharmaceutical sales interview questions and sample resumes to help build confidence. Some even offer wisdom gathered from doctors, hiring managers, and other successful sales reps. With valuable insight from experienced professionals, you can get ready for a lucrative and fulfilling career in the pharmaceutical sales industry. Your dream career is only a few steps away!
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