What is the thing you dislike the least about your current position.-Tell me about your GPA.-Tell me about your driving record.-On a scale of 1-10 how competitive are you?-Tell me about your responsibilies at your current position.-Tell me about a time you were competitive.-Tell me about a time you persuaded someone perfessionally.-What was your toughest class, why, and what was your final grade.-In all of your work experience what accomplishment are you the most proud of, why.-Why do you want to work for X company, tell me what you know about X company.-Describe a day as a rep.-Why do you want to leave your current position.-Tell me about one of your weaknesses.-What did your boss list as your area of improvement on your last performance evaluation.-I was not asked if I had any other questions, however, I think it is very important to always have a list of possible questions for the interviewer.

Where you see yourself

Here's what the resume advice company Resume Edge recommends as a sample answer to the question, "Where do you see yourself in ten years?" In ten years, I endeavor to have refined my strategic and client relations skills. I intend to be a leading expert in estate planning. After having proven myself as a senior manager, I hope to help shape the strategic direction of estate planning services. I could do this in any number of official roles. The important thing is that I will continue contributing my abilities in a challenging and rewarding environment.  

More advice

While it is not usually a good idea to try to be a Jim Carey in an interview, depending on how things have gone and who you are dealing with, you might inject a little humour here and ask: "When do you expect to be promoted?" ....or "When are you moving on?... This could easily break the

ice. Seriously, you can easily respond that you have no idea as you have no idea what you are capable of so far, although you know it is a lot. Therefore, you want to make sure you are open and flexible to whatever opportunites present themselves. If you actually know what you want to be when you grow up, you could offer to conduct a seminar on how to actuate that.

You know when you come to that common situation where someone asks you "Where do you see yourself in five years?" Yea you should call a person on that because that question is silly! You have no idea where you'll be in five years nor should you worry. I mean how depressing can that question actually be? If someone asked me that question five years ago I wouldn't have predicted my life to be like this nor would I have wanted to say my life would be like this, I'm not saying I'm unhappy with my life necessarily its just that in a span of five years a persons likes and dislikes change, the people around them either disappear, reappear, or show up for the first time. The things you once loved could become something you hate or vice versa. Aspirations change and feelings lose their magic. Yes you can say what you'd like to see happen in five years but I'm pretty sure it won't and five years from now when you look back on yourself answering that question you'll probably no longer want the same things. There's always hope but no definite so all you can do is live life like you have those five years to look back on...

When an interviewer asks this question, they're asking where you see yourself within a company. They don't want to hear you say, "Well, in five years, I will be married to a handsome European man, touring the South Pacific in our yacht with a maitai in my hand." They want something like, "Well, that will depend on my individual performance and on the opportunities I'm presented with, but ideally, I will be..." Even if you're going, "Yeah, like I'll be here in 5 years..." act like you will be. They don't want to hear you saying you'll essentially use them to get where you want, and the minute the opportunity is presented jump ship.

Some might think that you should not tell the interviewer that you want to move up the ladder of success, because they will fear that you might replace them or move on to another job. However, most would recommend that you answer with just the opposite: that you do want to be successful. A good manager wants his employees to be successful and grow in their careers because that benefits the whole company. If they don't want this, you don't want to work for them. As for the actual standards of success and specific

career paths, they are very different for different people and different industries. It is most important to show that you do want to be successful.

Think educationally-- higher degree? certification? Think leadership-- at least one step up from where you are at now.

Think about what your goals in life are. Then think about what you are doing now. The answer will be somewhere in between, for example "I want to be the CEO of Microsoft and right now I'm studying towards a degree in computering engineering." In five years time the person would probably be "working with a decent computer company in a high position, looking to move on to greater things".

Be ambitious but realistic. If you are applying for a job in the mail room in a large corporation, don't say you are gong to be CEO in 5 years; but try to find out before your interview where a mail room clerk might be promoted to.

This is a tricky interview question and definitely something worth thinking about before hand. You should come across as being flexible with strong ideas of several directions you are interested in developing. You should be positive, confident and ambitious but not overly so. Don't say "I want to be doing your job"

 

Where will you be in five years?

This is a very common job interview question. Think carefully about your plans. Really answer it for yourself, Where do you see yourself in five years? Where do you hope to be?

The interviewer is looking to find out a few things with this question. First, are you the type of person who plans ahead and sets goals? You should be. Second, do your goals match those of the company and the position? Your goals need to fit the career path for the job. They don't want to lose you in a year or two.

Note: There are comments associated with this question. See the discussion page to add to the conversation.

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How do you answer 'Why do you want to leave your current job' in a job interview?In: Job Training and Career Qualifications [Edit categories]

Banking Jobs in Lebanon www.GulfTalent.com Job Opportunities in Retail and Corporate BankingAds

Interviews: Leaving your Current Job

Here are some tips for answering this questions:

Never speak poorly about your current (previous) employer. This question is an opportunity to sell yourself, not air your dirty laundry.

Put your reason for leaving in the best light possible. For example, if your company has looked over you for a promotion, or you don't think you make enough money, you might say "I seek to work in a meritocracy" or "I want to work in a more entrepreneurial environment."

Always consider what the job requires, and think about an answer that contrasts what your previous company didn't have but this current job does. If you are looking to move from a large company to a small company, you might say you've had a wonderful experience seeing how a large company does business, and you are looking to apply that knowledge you've gained in

a setting where you'd have greater responsibility and more accountability for your decisions.

If an interviewer asks you why you are wanting to leave your current position, you could tell them the real reason which is probably the pay or you really don't like your boss. or you could say something like "I don't feel like in my current position I am able to show my full potential. I am looking for a challenge in a company that will recognize my abilities as a ... (whatever position you are applying for)."

Example: "As I succeeded in financial analysis, I became increasingly interested in broader issues of managing money. I wanted to understand how legal regulations and individuals' goals affect decisions about how to manage money. When I gained entrance to my top choice in law school, I seized the opportunity to infuse my financial training with legal knowledge."

"No room to advance" or "I want to move up in my career"

Never talk negative about the current organization. Don't say you are unhappy with the systems and processes there. If the reason you are leaving for pay, say that. Talk about the challenges that you have faced and how you have been able to solve them. Talk to the prospective employer saying that you are looking for a more challenging and more responsible position. Talk about your accomplishments and tell him how you can contribute to the new employer.

Don't say you want to leave your current job because you're not earning enough. More $$$ is NOT THE ANSWER they want to hear. "Oh Look, someone who is leaving for more money! Welcome aboard!" There are really only 3 reasons: Location (commute way too long); Family Matter (new kid, etc.)' Opportunity. That's it.

"In my current job there are no more challenges to face or potential to show my talent."

Really the best practice is always be honest, such as, "This job really didn't have advancement opportunities that I was seeking."

It's not that they really care about this answer. It's more of a "will this person trip over themselves, badmouth his former employer, or give out too much information" to screen themselves out. So don't do any of that. Many

questions are meant to be handled and not answered in a job interview.

"I feel that I have reached a plateau at my current job so I am looking for alternatives and new challenges."

Don't mention the Glass Ceiling; that seems to have a negative conotation, it's been tried and receives mixed results.

Someone I hired once told me he was tired of working for criminals. This is not the answer you usually get, so I asked him to expand his remarks. He reeled off an astounding string of OSHA, labor, environmental and copyright law violations. His former employer was known in my community for his wonderful habit of giving employees paychecks that bounced, so I could believe the rest of the stuff the applicant named. Once I brought him in, he was a good employee.

I think there's a world of difference between "I want to leave my current job because my boss is an idiot" and "I am going to get killed if I don't get out of that place."

Sample:

I am really looking for a new challenge at an innovative company.

In my discussions with manager I get the impression that you are really looking to create a foundation for your {program} I also get the impression that you are willing to try out new technologies and methods like {name technologies or methods}.

While {My Current Company} does promote innovation, I think that {Your Company} really takes it seriously and that's the type of firm that I want to partner with.

Answer

Keep it positive and make the reason for a leaving a constructive one such as a new challenge, exciting opportunity, increased responsibility or learning possibility.

Note: There are comments associated with this question. See the discussion page to add to the conversation

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Ten Tough Interview Questions and Ten Great Answers

Mental fear of the unknown is often what produces the physical symptoms of nervousness. In addition to preparing yourself physically, you need to prepare yourself mentally. The best way to prepare mentally is to know what may be coming. Fear of the unknown can only exist when there is an unknown. Take the time to understand some of the standards when it comes to interviewing questions.

The following are some of the most difficult questions you will face in the course of your job interviews. Some questions may seem rather simple on the surfacesuch as Tell me about yourselfbut these questions can have a variety of answers. The more open ended the question, the wider the variation in the answers. Once you have become practiced in your interviewing skills, you will find that you can use almost any question as a launching pad for a particular topic or compelling story.

Others are classic interview questions, such as What is your greatest weakness? Questions most people answer improperly. In this case, the standard textbook answer for the greatest weakness question is to provide a veiled positive such as: I work too much. I just work and work and work. Wrong. Either you are lying or, worse yet, you are telling the truth, in which case you define working too much as a weakness and really do not want to work much at all.

The following answers are provided to give you a new perspective on how to answer tough interview questions. They are not there for you to lift from the page and insert into your next interview. They are provided for you to use as the basic structure for formulating your own answers. While the specifics of each reply may

not apply to you, try to follow the basic structure of the answer from the perspective of the interviewer. Answer the questions behaviorally, with specific examples that show that clear evidence backs up what you are saying about yourself. Always provide information that shows you want to become the very best _____ for the company and that you have specifically prepared yourself to become exactly that. They want to be sold. They are waiting to be sold. Dont disappoint them!

1. Tell me about yourself.

It seems like an easy interview question. Its open ended. I can talk about whatever I want from the birth canal forward. Right?

Wrong. What the hiring manager really wants is a quick, two- to three-minute snapshot of who you are and why youre the best candidate for this position.

So as you answer this question, talk about what youve done to prepare yourself to be the very best candidate for the position. Use an example or two to back it up. Then ask if they would like more details. If they do, keep giving them example after example of your background and experience. Always point back to an example when you have the opportunity.

2. Why should I hire you?

The easy answer is that you are the best person for the job. And dont be afraid to say so. But then back it up with what specifically differentiates you.

For example: You should hire me because Im the best person for the job. I realize that there are likely other candidates who also have the ability to do this job. Yet I bring an additional quality that makes me the best person for the job--my passion for excellence. I am passionately committed to producing truly world class results. For example . . .

Are you the best person for the job? Show it by your passionate examples.

3. What is your long-range objective?

Make my job easy for me. Make me want to hire you.

The key is to focus on your achievable objectives and what you are doing to reach those objectives.

For example: Within five years, I would like to become the very best accountant your company has on staff. I want to work toward becoming the expert that others rely upon. And in doing so, I feel Ill be fully prepared to take on any greater responsibilities which might be presented in the long term. For example, here is what Im presently doing to prepare myself . . .

Then go on to show by your examples what you are doing to reach your goals and objectives.

4. How has your education prepared you for your career?

This is a broad question and you need to focus on the behavioral examples in your educational background which specifically align to the required competencies for the career.

An example: My education has focused on not only the learning the fundamentals, but also on the practical application of the information learned within those classes. For example, I played a lead role in a class project where we gathered and analyzed best practice data from this industry. Let me tell you more about the results . . .

Focus on behavioral examples supporting the key competencies for the career. Then ask if they would like to hear more examples. Enhance your career opportunities by getting the training you need, find top degrees and schools near you!

5. Are you a team player?

Almost everyone says yes to this question. But it is not just a yes/no question. You need to provide behavioral examples to back up your answer.

A sample answer: Yes, Im very much a team player. In fact, Ive had opportunities in my work, school and athletics to develop my skills as a team player. For example, on a recent project . . .

Emphasize teamwork behavioral examples and focus on your openness to diversity of backgrounds. Talk about the strength of the team above the

individual. And note that this question may be used as a lead in to questions around how you handle conflict within a team, so be prepared.

6. Have you ever had a conflict with a boss or professor? How was it resolved?

Note that if you say no, most interviewers will keep drilling deeper to find a conflict. The key is how you behaviorally reacted to conflict and what you did to resolve it.

For example: Yes, I have had conflicts in the past. Never major ones, but there have been disagreements that needed to be resolved. I've found that when conflict occurs, it helps to fully understand the other persons perspective, so I take time to listen to their point of view, then I seek to work out a collaborative solution. For example . . .

Focus your answer on the behavioral process for resolving the conflict and working collaboratively.

7. What is your greatest weakness?

Most career books tell you to select a strength and present it as a weakness. Such as: I work too much. I just work and work and work. Wrong. First of all, using a strength and presenting it as a weakness is deceiving. Second, it misses the point of the question.

You should select a weakness that you have been actively working to overcome. For example: I have had trouble in the past with planning and prioritization. However, Im now taking steps to correct this. I just started using a pocket planner . . . then show them your planner and how you are using it.

Talk about a true weakness and show what you are doing to overcome it.

8. If I were to ask your professors to describe you, what would they say?

This is a threat of reference check question. Do not wait for the interview to know the answer. Ask any prior bosses or professors in advance. And if theyre willing to provide a positive reference, ask them for a letter of recommendation.

Then you can answer the question like this:

I believe she would say I'm a very energetic person, that Im results oriented and one of the best people she has ever worked with. Actually, I know she would say that, because those are her very words. May I show you her letter of recommendation?

So be prepared in advance with your letters of recommendation.

9. What qualities do you feel a successful manager should have?

Focus on two words: leadership and vision.

Here is a sample of how to respond: The key quality in a successful manager should be leadership--the ability to be the visionary for the people who are working under them. The person who can set the course and direction for subordinates. The highest calling of a true leader is inspiring others to reach the highest of their abilities. I'd like to tell you about a person whom I consider to be a true leader . . .

Then give an example of someone who has touched your life and how their impact has helped in your personal development.

10.If you had to live your life over again, what one thing would you change?

Focus on a key turning point in your life or missed opportunity. Yet also tie it forward to what you are doing to still seek to make that change.

For example: Although Im overall very happy with where Im at in my life, the one aspect I likely would have changed would be focusing earlier on my chosen career. I had a great internship this past year and look forward to more experience in the field. I simply wish I would have focused here earlier. For example, I learned on my recent internship… …then provide examples.

Stay focused on positive direction in your life and back it up with examples.

In reviewing these responses, please remember that they are only to be viewed samples. Please do not rehearse them verbatim or adopt them as your own. They are meant to

stir your creative juices and get you thinking about how to properly answer the broader range of questions that you will face.

Why Should We Hire You?

Carole Martin

>

We welcome you to JobBank USA and hope your job hunting experience is a pleasant one. We hope you find our resources useful.

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This is one of those broad questions that can take you down the wrong road unless you have done some thinking about what to say ahead of time. This question deals with your ability to sell yourself. Think of yourself as the product. Why should the customer buy?

Answers that WON'T WORK -

"Because I need a job." -- This answer is about YOU -- "they" want to know what you can do for "them."

"I am a hard worker." -- This is a really trite answer -- almost anyone can say he or she is a hard worker.

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"I saw your ad and could do the job." -- This answers lacks passion and purpose.

STRONGER ANSWERS that would get the interviewer's attention --

"Because I have three years experience working with customers in a very similar environment."

"Because I have what it takes to fill the requirements of this job - solve customer problems using my excellent customer service skills."

"Because I have the experience and expertise in the area of customer support that is required in this position."

This is a time to let the customer (the interviewer) know what your product (YOU) can do for them and why they should listen to what you have to offer. The more detail you give the stronger your answer will be. This is not a time to talk about what you want. It is a time to summarize your accomplishments and relate what makes you unique and therefore a viable fit for this position.

Product Inventory Exercise

Start by looking at the job description or posting. What is the employer emphasizing as requirements of the job? What will it take to get the job done? Make a list of those requirements on one side of a piece of paper.

Next, do an inventory to determine what you have to offer as a fit against those requirements. List your skills on the other side of the paper. Think of two or three key qualities you have to offer that match each requirement that the employer

is seeking. Don't underestimate personal traits that make you unique -- your energy, personality type, working style, and people skills.

The Sales Pitch -- You are the Solution

From the list of requirements and your matching list of what you have to offer, merge the two into a summary statement. This is your sales pitch. It should be no more than two minutes long and should stress the traits that make you unique and a good match for the job.

Example:

"With my seven years of experience working with financial databases, I have saved companies thousands of dollars by streamlining systems. My high energy, and quick learning style enable me to hit the ground running and rapidly size up problems. I have the ability to stay focused in stressful situations, and can be counted on when the going gets tough. I know I would be a great addition to your team."

Preparing this statement ahead of the interview will give you the edge when asked questions like, "Why should we hire you?" or "What can you bring to this position?" This will be your chance to let the interviewers know that you are the solution to their problem.

Carole Martin is a celebrated author, trainer, and an interview coach. Her books, "Interview Fitness Training Workbook" and "Boost Your Interview IQ" (McGraw Hill) have sold thousands of copies world-wide. Receive Carole's FREE 9-week job interview e-course by visiting her web site at: www.interviewcoach.com or

www.interviewfitnesstraining.com

Why Should We Hire You?By Carole Martin, Monster Contributing Writer

This is another broad interview question that can take you down the wrong road unless you've done some thinking ahead of time. This question is purely about selling yourself. Think of yourself as the product. Why should the customer buy?

The Wrong Track

Spencer answers by saying, "Because I need and want a job." That's nice, but the bottom line here is, "What can you do for us?"

Mariana says, "I'm a hard worker and really want to work for this company." The majority of people think of themselves as hard workers -- and why this company?

The Right Track

Tom's answer to this question is, "Because I'm a good fit for the position." Getting warmer, but more details, please.

Sharon answers, "I have what it takes to solve problems and do the job." This is the best answer so far. Expand on this, and you've got it.

Develop a Sales Statement

The more detail you give, the better your answer will be. This is not a time to talk about what you want. Rather, it is a time to summarize your accomplishments and relate what makes you unique.

Product Inventory Exercise

The bottom line of this question is, "What can you do for this company?"

Start by looking at the job description or posting. What is the employer stressing as requirements of the job? What will it take to get the job done? Make a list of those requirements.

Next, do an inventory to determine what you have to offer as a fit for those requirements. Think of two or three key qualities you have to offer that match those the employer is seeking. Don't underestimate personal traits that make you unique; your energy, personality type, working style and people skills are all very relevant to any job.

The Sales Pitch: You Are the Solution

From the list of requirements, match what you have to offer and merge the two into a summary statement. This is your sales pitch. It should be no more than two minutes long and should stress the traits that make you unique and a good match for the job.

Example: "From our conversations, it sounds as if you're looking for someone to come in and take charge immediately. It also sounds like you are experiencing problems with some of your database systems. With my seven years of experience working with financial databases, I have saved companies thousands of dollars by streamlining systems. My high energy and quick learning style enable me to hit the ground and size up problems rapidly. My colleagues would tell you I'm a team player who maintains a positive attitude and outlook. I have the ability to stay focused in stressful situations and can be counted on when the going gets tough. I'm confident I would be a great addition to your team."

What Makes You Unique?

Completing an exercise around this question will allow you to concentrate on your unique qualities. Like snowflakes, no two people are alike. Take some time to think about what sets you apart from others.

"Never miss deadlines." "Bring order to chaos."

"Good sense of humor."

"Great attention to detail."

Let the interviewer know that you have been listening to the problem and have what it takes to do the job -- that you are the solution to the problem.

Answers to the 7 Toughest Interview Questions Kate Lorenz, CareerBuilder.com Editor

There you sit, waiting to be ushered into your interview. Your suit is pressed, your shoes are shined and your resume is top notch. But, as the minutes tick past, you feel a mounting sense of doom as you anticipate the questions that will cause a

deafening silence during the interview. Want to avoid an interview disaster?

Check out these tough interview questions and their suggested responses:

Q: "What are your weaknesses?" "Don't take this literally and go into a detailed explanation of your weaknesses," says John Challenger, CEO of global

outplacement consultancy Challenger, Gray & Christmas, Inc. He advises taking a potential weakness and putting a positive spin on it.

A: "I am very detail-oriented and in some industries that may not be a good fit. But for this accounting position, I think this trait truly will help me excel."

Q: "How would you solve this problem?" Challenger says that these kinds of hypothetical questions can be risky. First of all, they may not like your answer; if

they do like it, there's a chance they will steal it. That's what happened to June Sullivan when she interviewed for an activity director's position at a long-term care facility. When asked about marketing ideas, June laid out her entire plan. Well, she

didn't get the job, but later recognized some of her strategies being used by the facility.

A: "I think you can increase product awareness by enacting some marketing strategies that could employ advertising, direct mail or media placements."

Q: "Why did you leave your last job?" Again, Challenger suggests presenting everything in a positive light. An interview is not the time to dish the dirt on your

previous employer.

A: "The company just wasn't a good fit for my innovative personality. But what I learned is that organizations have distinct personalities just like people do. Now I

know to concentrate my job search on companies who value independent thinking and alternative methods."

Q: "Why do you want to work here?" Questions like these require you to do your homework before the interview.

A: "I want to be a part of a global company that last year alone invested $1.4 million in research and development of eco-friendly industrial processes."

Q: "Tell me about yourself." This is a chance for you to shine -- but not to tell your life history. Begin by listing your traits and accomplishments you feel are

relevant for the position. Don't delve into personal information unless it relates to the position you're vying for.

A: "I am very creative and resourceful. I have been a sales manager for the past five years and used my creativity to devise unique incentives to keep the sales

representatives motivated. Because of this my sales team earned numerous company awards."

Q: "Tell me about the worst boss you ever had." Take the high road and don't give into the temptation to vent any past frustrations.

A: "While none of my past bosses were awful, there are some who taught me more than others did."

Q: "What are your goals?" This is best answered by reiterating your objective statement on your resume. Keep your aspirations to be a vice president of

marketing, own your own company or retire at 40 to yourself.

A: "I want to secure a civil engineering position with a national firm that concentrates on retail development. Ideally, I would like to work for a young

company, such as this one, so I can get in on the ground floor and take advantage of all the opportunities a growing firm has to offer."

Last Updated: 06/10/2009 - 12:12 AM

A Sales representative is the one of the initial link of the entire sales process. The person has to report the immediate manager along with the senior management. The overall revenue of a company depends upon the smartness and the skills of the representatives as they bring in business for the company. For any company which is engaged in manufacturing and selling products or services, these are the pivotal players.

The sales Representatives are accountable to generate business by qualifying the sales leads in the assigned territory or the regions. These people work as a link between the company and the consumer. Collecting their feedbacks, managing consistency in the service standards, direct selling, marketing, organizing and delivering presentations, client relationship management and customer database management are some of the important roles assigned to a sales representative.

1. Tell me something about yourself ?This is the first and the most important question that will break the ice. It is an opportunity to build your first impression. Thus ensure that you answer it in an influential manner. Give the precise and crisp detail about your academics, professional qualification, job experience, etc. Do not add any family detail until you are asked to do so.

2. Mention your three biggest selling strengths?You can say consistence, flair to achieve perfection, self motivation, ability to perform under pressure and commitment are some of the strengths you possess.

3. What according to you are the most required skills that a Sales Representative must have?The interviewer is much more interested in making you aware about the tough working conditions that you will encounter in your job. You can mention some of the key skills like persuasion, influential personality, presentation skills, excellent interpersonal as well as communication skills and general sales knowledge. This is apart from the experience and the professional qualification.

4. Which is your favorite book for sales?The sales and marketing books written by Philip Kotler is one that I read often.

5. How do you move ahead from a chain of negative responses?Try to convince your interviewer with your optimistic approach. You can say that you will note these as a point to improvise. You will take all of

these negative responses in a positive way and will learn from your mistakes.

The above are some of the important questions that you may come across to read them all. However your knowledge and confidence is the key to excel here.

Interview Questions: Job Interview Questions and Answers

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Pharmaceutical Sales Job Interview Questions and Answers

August 22, 2008 — sk

 Responsibilities:

Promote pharmaceutical drug sales by forging relationships with physicians,

hospitals and managed care organizations. Through one-on-one sales presentations,

group discussions and educational programs, a sales  representative presents the

latest in medical news and treatment programs. 

Candidates require strong interpersonal skills, a team orientation and a mature,

resilient outlook. Additional qualities include  strong analytical and

communications skills.  Experience in the pharmaceutical industry and in

advertising, marketing and sales, recent college graduates, and those with advanced

business degrees are encouraged to apply.

 Sample Interview Questions and Answers with Explanation and Tips

What is your perception of a typical day for a pharmaceutical representative?

THOUGHT PROCESS:

The Hiring Manager is looking for your perception of what the representative does

every day. They are also looking for work ethic (working early, late) and

commitment to getting the job done. The more you can parallel what you are

currently doing to the pharmaceutical representative’s day, the better off you are.

Show them you have done research and have spoken with someone in the industry.

*Note: If you can ride with a representative do that. This is a selling position-DO

NOT SAY THIS IS A PUBLIC RELATIONS POSITION. Do NOT answer, “Drop

samples and have dialogue with physicians.” Your interview is dead with that

answer

SAMPLE ANSWER:

I have an idea of what the day is like for a pharmaceutical representative and I

think it parallels some of what my normal day is like. As a representative I would

see as many of my assigned physicians as possible and sell them on why they

should use my drug over the competition. I know some physicians are difficult to

reach, so I would try to catch them early (6-7AM) in the hospital or after hours,

like I have to do with some of my customers.

Some days I would utilize a lunch to better impact difficult to see physicians. After

5:00 PM I would enter my calls in the computer (or after each call) and pick up e-

mails. At night I would look over pre-call planning for my next day. I don’t know

if you entertain physicians like I do with my customers currently but I would do

some entertaining at night (restaurant) or on the weekends, (golf, hunting, fishing)-

whatever it takes to beat my numbers.

What do you think is the most challenging aspect of a pharmaceutical

representative?

THOUGHT PROCESS:

Again, The Hiring Manager is really trying to determine if you know the true

challenges a representative faces daily. They are also trying to determine if you

have the skills to meet these challenges.

SAMPLE ANSWER:

Well number one, I think its probably getting quality time with the physician to

impact prescribing behavior. Another challenge I think you would face is there are

physicians that don’t see representatives. You have to be creative in finding a way

to gain access to them. If you are currently in sales and face these obstacles in your

present job, be sure to add this to your answer.

You are given a territory and a list of physicians to call on. How would you

organize and prioritize your call schedule?

THOUGHT PROCESS:

The Hiring Manager wants to determine that you set your priorities based on the

greatest return on time invested. You should organize your territory based on

calling on the customers with the greatest sales potential. He is looking to see if

you know the “80/20″rule. Eighty percent of your business comes from 20 percent

of your customers. Your goal is to find the 20 percent as quickly as you can. After

the 20 percent has been contacted you move down the list and work on developing

new clients.

SAMPLE ANSWER:

I would analyze my territory, and determine the accounts that have the greatest

sales potential. I would quickly work to determine my most profitable 20 percent

of my clients. Once they have been contacted and I feel comfortable with my

relationship with these clients, I would then work the rest of my customers and

develop new clients.

Tell me about your last manager. Did you like him/her? If I was your manager,

what is the best way to coach/mentor you to success? What qualities should a

successful manager possess? Describe the relationship that should exist between

the supervisor and those reporting to him or her?

THOUGHT PROCESS:

The Hiring Manger is looking to see if he can work with you. The Hiring Manager

is also looking at your perception of authority, your willingness to learn, how you

handle criticism, and how you like to be managed. The Hiring Manager needs to

know how to manage each of his/her sales representatives and provide the support

and or tools to help the sales representative meet the goals. The relationship that

should exist between the manager and sales representative should be open, honest,

encouraging, and accountable on both sides. Be careful on how you answer this

question. Again, no former manager bashing allowed!

SAMPLE ANSWER:

I liked my manager and we had a positive working relationship. We had similar

thought processes on how to run my territory and how to best manage me. The best

way to manage me is to give me all the tools (training, funding) necessary to be

successful. Then let me run my territory in a way to exceed expectations. I would

like a manager who periodically rides with me so he/she can understand my

account and provide open constructive criticism. I view my territory as my own

business and take accountability for its performance. I feel the successful qualities

in a manager are as follows: high expectations, openness, honesty, excellent

communication skills and the ability to assist me in my career development and

goal attainment. I want an open and candid relationship with my manager.

How do you think you would get a Physician to switch to your drug?

THOUGHT PROCESS:

The Hiring Manger is looking for sales skills and your strategic process in dealing

with physicians.

SAMPLE ANSWER:

First, I would NOT expect the physician to make a sudden change to my drug if he

is happy with the drug he is currently prescribing. I am going to have to start small

and expand his usage (nibble away market share). I would determine what

influences his behavior: reprints, speaker programs, peers, and formularies. I

would use a combination of the appropriate tools to gain physician agreement on

my drug’s effectiveness. After this, I would gain commitment from him to use the

drug on a specific patient type. After the physician has tried my drug on this

patient type, I would get him to notice the success on this patient when the patient

comes back in for a follow up visit. When the physician admitted efficacy, I would

then gain commitment for use in other patient types. This is comparable with my

current business.

 Some Additional Questions:

1. 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!

1. 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!

1. 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.

1. 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.

1. 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.

1. How does your current or former job experience compare to pharmaceutical

sales?

2. What was your rating on your last Performance Management Review?

3. How would you describe “selling?”

4. Name five reasons why you believe you would be a good pharmaceutical

sales representative.

5. Have you interviewed with other companies?

6. How do you feel about working on your own most of the time?

7. Why should we hire you over other candidates?

Sales

A Guide to a Successful Sales Representative Interview

To ensure that all candidates have the best opportunity of success we have written some guidelines from preparation through to the close.

Basics Turn up on time - aim to get there with 10 minutes to spare Firm handshake

Maintain good eye contact THROUGHOUT interview with all interviewers

Be immaculately presented

A conservative business suit is preferable

Avoid wearing loud jewellery, keep long hair tied back and be aware that heavy scent or the smell of cigarette smoke may be off putting

Research the Company

Show in-depth knowledge and show an interest

Include:

Products; both present and pipeline Sales Successes

Range of Customers

Competitors and selling points against them

Core Values and Company Objectives

Ensure your brag file is well presented

Include:

Copy of CV Educational certificates

Favourable sales figures

Favourable appraisal reports

Letters of recognition

Examples of business plans

References

Smile and be enthusiastic

The Interview Listen to questions carefully before answering Take time to think about your response before answering

Keep replies concise, clear and relevant – be careful not to waffle

During your preparation time before the interview, think of good examples to competency questions you may be asked at the interview so you are prepared

When answering competency based questions set the scene and be specific using the STAR technique:

o S = situation

o T = task

o A = action

o R = result

The main competencies that interviewers will look for are

Team Work Sales Ability

Planning & Organisational Skills

Customer Focus

Initiative

Drive

Make sure you show ability in all these areas

Once you have given the example ask the interviewer if you have answered their question

Competency based answers must be in-depth and with impressive examples that demonstrate the skills being tested

Pull answers from all areas of your life

Trainees

Convince the interviewer why medical sales is right for you Research into the role makes you more appealing to the

interviewer For example, shadowing a Medical Representative is a must

Understand the highs and the lows of the job

Be honest and realistic

Ensure you focus on the selling aspect of the job

Remember: medical sales is 85% selling and only 15% technical knowledge

Key areas to emphasise during the interview:

Experienced Rep

Business & Customer focus Responsibility

Performance results (brag file)

Planning & implementation ability

Logical decision making

Times when you have gone above and beyond the call of duty

Trainee Rep

Achievements in life to date. For example, sales figures and University degree

Relate work experience to medical sales – what skills have you developed and how you can transfer them

Give demonstrable examples of initiative

Business and customer focus for example, understand the need to business plan

Maintain your energy levels throughout the interview

Keep composure in difficult situations.

Be positive

Do not be negative about your employers at all. This may make you look like a pessimist or trouble maker even if you were not responsible for any problems

Closing

Avoid personal issues such as salary and type of car unless they ask the question

Prepare some business focused questions to ask.

For example:

Type of management style Team dynamics

How performance will be measured

What does the interviewer like about the company

At the end of the interview make a close

For example:

“Is there anything I have or haven’t said that would prevent me from entering the next stage in the interview process?  If so, could we please discuss them now?”

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