Have you found your reason for being a pharmaceutical sales rep? We've looked into this question in the previous article, and we've found that some ideas are known to you and some are not. One thing for sure: this job is not for everyone.
And now we move to a more specific type of pharma sales job ...
In general, Pharmaceutical customers can be divided into 2 broad categories: Government and Private.
Private sectors are typically made of Private Hospitals, retail pharmacy, and General Practitioners (GP).
In this article, we're going to explore what a potential pharma sales rep who will be selling to GP goes through during his/her interview process. The process might vary according to particular Pharmaceutical Companies. You can use the tips shared in this article as a general guideline.
Read more: The most significant loophole for pharma sales rep job interview.
And as of this moment, there are only 2 pretty everyday situations: First and Second interview. The latter is just an extension of the former. If you're wondering which one is more important, then, my answer would be BOTH are equally important. How you prepare yourself to ace in both might call for different tactics but the essence, the strategy is basically the same.
There are two situations for the first interview, and lucky for you. I had experience in both. Before I proceed, you probably need to know that there are companies that require you to cover both sectors -- the retails and Government or Institutions, so it's smart to clarify your situation from the outset. If you're just started out, concentrating on a single channel is ideal but that doesn't mean covering both areas is terrible. I'm looking from the angle of concentration of effort here so focusing on one channel has more benefit for beginners.
That said, let's move on...
My very first job with the GP sector requires me to attend 2 interviews. The first one was done locally at the company's branch office by the person in charge. In my case last time, it was a person with the title Area Business Manager. It doesn't matter what their job title is but realize the fact that such an interview session is done locally by the local people.
During this session, you probably would not be alone. I remember sitting next to 2 nervous-looking, new job seekers during my first interview. I went for the meeting after my application through a colleague of mine, who happens to work for the company was accepted. I'm not saying that you need friends in a company to work it out, but it surely doesn't hurt.
Of course, your friend recommendation is not the pre-requisite for success, and that's good news! The playing field for GP reps (and other reps) for that matter is pretty much level. How you carry yourself during interviews is more critical because you'll be evaluated based on that. Which brings me to an important side note...
Last time, not many companies do a background check. Some companies just wing it and call a massive amount of candidates, hoping they'll end up with a bunch of quality ones. It's the same as throwing enough cow dunks to the wall and see if some would sticks. Of course, some would! But if they throw cow dunks, then dunks are all they get.
This probably is good news to you because you can butter up your resume and got the chance to make it through. I knew of a friend who went for a post of National Sales Manager, and by putting his last position as an Area Manager, which he was not, he got the job. That's a different story altogether, but that used to work...
Heck! I got a feeling it still works. Not long ago, I was applying for a GP rep post covering product related to postmenopausal osteoporosis for a European-based company. I was interviewed by the Regional Sales Manager for that area (he covers 3 regions) and the interview lasts for 3 hours!
Imagine that...three long hours of interview whereby I had to do a few things including disease presentation, simple product presentation, and mock detailing; based on the brochure given to me a week before. Perhaps you want to pay close attention to this story because this might be the kind of interview process you had to go through when applying for the job.
So, I was given a brochure before the first meeting, and I had to present on certain parts of it. In this particular case, it was in a proper meeting room with marker and dashboard to do the presentation (pay close attention to this because I'm going to compare it to the second interview with the same company later). And there was only one audience -- the manager.
Now, making a presentation is not a typical process of an interview before hiring a GP rep. In the previous case whereby I sat next to the nervous candidates, it was a simple 'Question and Answer' session; nothing more nothing less. From there, you'll be evaluated whether you'll pass through to the next round or not.
Honestly speaking; I prefer this kind of interview where they already substantial preset questions to uncover your motivation and ultimately your job fit; compared to a session where you had to do a presentation or whatever.
But the best of them all is a session where the first interview you get to see everyone, and by everyone, I mean the person who can decide whether to take or kick you! I encounter that with one big nutrition company where the position was for rep covering general practitioners to promote infant formula.
It goes without saying that I succeed in the interview (ahem!), but the critical point is this: You want to be in such interview where you'll get the answer right there and then. Imagine not having to wait days or weeks for an answer, particularly the one that sounds like this,' We appreciate you coming to the session the other day, but as for now, you are in our waiting list' which simply means 'start looking elsewhere, dude!'...
Let me recap everything for you after such a long rant...
The first interview typically takes place locally, runs by local people (area manager, etc.), and might or might not require you to do certain things like answering questions, presentation, and others.
And if you get through that, congratulations! You are on to the next level...
For companies that would like to see you, perhaps they're willing to pay to get you in front of them.
The company which I told you earlier, where I had to present a brochure during the first interview, did just that.
When I first arrive at their HQ, and the National Sales Manager was reimbursing me for what I had to pay to get there said,'The first time, you paid to see if you are interested in us. This time, we paid to see if we're interested in you...' That was his exact words and let me warned you that this scenario is not typical.
Some companies do not reimburse you for anything. One example is the company that hires me after the first interview.
But here are some more stark comparison...
My second interview with the European company still requires me to do a presentation, and even in front of a single audience. Let me point out that these are not ideal. It's downright bias, and the chances for not getting a fair chance is relatively high. In my case, for the second interview, I was given a piece of A4 paper as my presentation aid! Paper?!
They've got to be kidding me...
And for the audience; the company that runs the interview just by questions had 3 people as panels. One from Sales and Marketing, one from HR and the other was Market Research. Can you see the diverse opinions and angles that each person will approach? Combining them will result in less bias. Perhaps it's the closest thing to being fair, don't you think?
I did not make it into the GP sector rep for the European company, but it sure taught me couples of proper lessons. I can tell you that the process for recruiting reps is diverse, but the outline is more or less the same.
My recommendation is:
Find the ones that give you the highest chance to excel. It probably takes you a few trials before you land on a good one but persist, persist, and persist.
It's the action that matters.
Looking forward to your next interview success...
And now we move to a more specific type of pharma sales job ...
In general, Pharmaceutical customers can be divided into 2 broad categories: Government and Private.
Private sectors are typically made of Private Hospitals, retail pharmacy, and General Practitioners (GP).
In this article, we're going to explore what a potential pharma sales rep who will be selling to GP goes through during his/her interview process. The process might vary according to particular Pharmaceutical Companies. You can use the tips shared in this article as a general guideline.
Read more: The most significant loophole for pharma sales rep job interview.
And as of this moment, there are only 2 pretty everyday situations: First and Second interview. The latter is just an extension of the former. If you're wondering which one is more important, then, my answer would be BOTH are equally important. How you prepare yourself to ace in both might call for different tactics but the essence, the strategy is basically the same.
Let me walk you through the process of interviewing a General Practitioner (GP) rep:
The First Interview
There are two situations for the first interview, and lucky for you. I had experience in both. Before I proceed, you probably need to know that there are companies that require you to cover both sectors -- the retails and Government or Institutions, so it's smart to clarify your situation from the outset. If you're just started out, concentrating on a single channel is ideal but that doesn't mean covering both areas is terrible. I'm looking from the angle of concentration of effort here so focusing on one channel has more benefit for beginners.
That said, let's move on...
My very first job with the GP sector requires me to attend 2 interviews. The first one was done locally at the company's branch office by the person in charge. In my case last time, it was a person with the title Area Business Manager. It doesn't matter what their job title is but realize the fact that such an interview session is done locally by the local people.
During this session, you probably would not be alone. I remember sitting next to 2 nervous-looking, new job seekers during my first interview. I went for the meeting after my application through a colleague of mine, who happens to work for the company was accepted. I'm not saying that you need friends in a company to work it out, but it surely doesn't hurt.
Of course, your friend recommendation is not the pre-requisite for success, and that's good news! The playing field for GP reps (and other reps) for that matter is pretty much level. How you carry yourself during interviews is more critical because you'll be evaluated based on that. Which brings me to an important side note...
- Background Check
Last time, not many companies do a background check. Some companies just wing it and call a massive amount of candidates, hoping they'll end up with a bunch of quality ones. It's the same as throwing enough cow dunks to the wall and see if some would sticks. Of course, some would! But if they throw cow dunks, then dunks are all they get.
This probably is good news to you because you can butter up your resume and got the chance to make it through. I knew of a friend who went for a post of National Sales Manager, and by putting his last position as an Area Manager, which he was not, he got the job. That's a different story altogether, but that used to work...
Heck! I got a feeling it still works. Not long ago, I was applying for a GP rep post covering product related to postmenopausal osteoporosis for a European-based company. I was interviewed by the Regional Sales Manager for that area (he covers 3 regions) and the interview lasts for 3 hours!
Imagine that...three long hours of interview whereby I had to do a few things including disease presentation, simple product presentation, and mock detailing; based on the brochure given to me a week before. Perhaps you want to pay close attention to this story because this might be the kind of interview process you had to go through when applying for the job.
So, I was given a brochure before the first meeting, and I had to present on certain parts of it. In this particular case, it was in a proper meeting room with marker and dashboard to do the presentation (pay close attention to this because I'm going to compare it to the second interview with the same company later). And there was only one audience -- the manager.
Now, making a presentation is not a typical process of an interview before hiring a GP rep. In the previous case whereby I sat next to the nervous candidates, it was a simple 'Question and Answer' session; nothing more nothing less. From there, you'll be evaluated whether you'll pass through to the next round or not.
Honestly speaking; I prefer this kind of interview where they already substantial preset questions to uncover your motivation and ultimately your job fit; compared to a session where you had to do a presentation or whatever.
But the best of them all is a session where the first interview you get to see everyone, and by everyone, I mean the person who can decide whether to take or kick you! I encounter that with one big nutrition company where the position was for rep covering general practitioners to promote infant formula.
It goes without saying that I succeed in the interview (ahem!), but the critical point is this: You want to be in such interview where you'll get the answer right there and then. Imagine not having to wait days or weeks for an answer, particularly the one that sounds like this,' We appreciate you coming to the session the other day, but as for now, you are in our waiting list' which simply means 'start looking elsewhere, dude!'...
Let me recap everything for you after such a long rant...
The first interview typically takes place locally, runs by local people (area manager, etc.), and might or might not require you to do certain things like answering questions, presentation, and others.
And if you get through that, congratulations! You are on to the next level...
The Second Interview
For companies that would like to see you, perhaps they're willing to pay to get you in front of them.
The company which I told you earlier, where I had to present a brochure during the first interview, did just that.
When I first arrive at their HQ, and the National Sales Manager was reimbursing me for what I had to pay to get there said,'The first time, you paid to see if you are interested in us. This time, we paid to see if we're interested in you...' That was his exact words and let me warned you that this scenario is not typical.
Some companies do not reimburse you for anything. One example is the company that hires me after the first interview.
But here are some more stark comparison...
My second interview with the European company still requires me to do a presentation, and even in front of a single audience. Let me point out that these are not ideal. It's downright bias, and the chances for not getting a fair chance is relatively high. In my case, for the second interview, I was given a piece of A4 paper as my presentation aid! Paper?!
They've got to be kidding me...
And for the audience; the company that runs the interview just by questions had 3 people as panels. One from Sales and Marketing, one from HR and the other was Market Research. Can you see the diverse opinions and angles that each person will approach? Combining them will result in less bias. Perhaps it's the closest thing to being fair, don't you think?
I did not make it into the GP sector rep for the European company, but it sure taught me couples of proper lessons. I can tell you that the process for recruiting reps is diverse, but the outline is more or less the same.
My recommendation is:
Find the ones that give you the highest chance to excel. It probably takes you a few trials before you land on a good one but persist, persist, and persist.
It's the action that matters.
Looking forward to your next interview success...
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