Professional Pharmaceutical Interview Preparation Guide

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As a 3rd line manager he will speak to 2nd line manager who is physically present will advice to him to speak to both 1st line as well as MR to understand what is the matter. During the discussion he will also appreciate the achievements of MR. If he attend will certainly help full to his team mates in there achievements and ultimately it will be benefited to organisation. He will convince MR to attend briefing meeting which will further help him to in continuation of his success story, earning incentives

Study hard and get good grades. There are many more applicants than open positions and the drug companies can afford to be picky. If you have an outstanding GPA, it tells the drug company that you are a hard worker and a disciplined student - two valuable traits.

Also, get involved in campus activities such as student-government or intramural sports -- these activities show that you are a team player and that you can get along with people.

Also, I strongly suggest that you take a life-science course or two to demonstrate that you enjoy learning scientific subject matter.

It is also a good idea to get some sales experience during the summer vacation or during the academic year. Sales experience is not an absolute prerequisite, but it can only help you land that job.

There are a lot of advantages to working for a small pharmaceutical company. First of all, a small company may be more willing to take a chance on somebody with less experience.

It is easier for you to shine and advance at small pharmaceutical companies. Also, small pharmaceutical companies can become big pharmaceutical companies very rapidly. Small companies offer stock options as incentive to stay with them long-term. Often, small companies get acquired by larger companies, and the original stockholders get wealthy.

However, working for a small pharmaceutical company is riskier than working for a big one. If your company has a small stable of products, that means you have all your eggs in one basket.

Small pharmaceutical companies don't provide big expense accounts for entertaining clients, and you don't have as much marketing support. Also, the territories are bigger so you have to drive more. Instead of working a territory that's 3 hours end-to-end, your territory may be an entire state.

It's a matter of opinion, but I wouldn't focus too heavily on a "brag book" full of your accomplishments. You should certainly bring a pen and something to write on, as well as additional copies of your resume. Also, bring your PMA ( pharmaceutical industry jargon for Positive Mental Attitude).

Make sure that you are on time, etc. There are many interview books and articles out there that go into detail regarding interview etiquette.

Go over your resume because the interviewer should have a copy in front oh him as he interviews you. Make sure you know the timelines of your employment or schooling.

You should look professional and well groomed.

A ride along is where you ride with an experienced sales representative for an entire day. You are the representative's shadow.

You two go into each doctor's office together. On ride-alongs you get a good idea of what your day will look like if you get hired.

In the eight hours together, the two of you will talk, have lunch together, etc.

Did you ever hear the phrase " there is no such thing as a stupid question?" This does not apply to ride-alongs. Don't ask stupid questions that may give your host the wrong impression of yourself.

If I knew the answer to this question, I would just wave my magic wand and give everyone who wanted one a job in pharmaceutical sales. I can't diagnose your problem, but I do recommend you take a good look at yourself.

This is a really tough question. There may be something that you are doing or saying that you are not aware of that leads the interviewer(s) to believe that you are not a good match.

I have heard that statement a couple of times. My answer is that you need to be more resourceful. You have to use your imagination. I can think of 10 different ways of getting your hands on pharmaceutical sales reps' business cards and telephone numbers.

Networking is a skill that pharmaceutical sales representatives have to be good at after they are hired as well.

In a way, being able to obtain contact information of pharmaceutical reps is a test of the same skills you will use if you are fortunate enough to land a position as a rep.

The problem with job-fairs is that they can be very crowded and have really long lines, so be patient even if the line is out the door. You are the gem, the job fair is the setting.

Job fairs are very useful. A company will usually not hold or participate a job-fair unless they have an acute need for candidates.

A job-fair is probably the 2nd best way of landing a job, after personal recommendation based upon networking.

Don't try to squeeze in a job fair into your lunch hour. Block off at least three or four hours minimum.

That's a matter of personal choice. Contract reps are highly regarded, although the pay and prestige level may not be as high at first. Working as a contract rep could be a great transition into your job of choice.

Contract reps that are good workers have the perfect opportunity to network their way into their dream-job. They can wait and choose the perfect territory rather than grab the first opening that comes up like you and me.

The contract companies are an integral part of the industry. Most new product launches employ contract reps for added share of voice. The biggest are PDI and Ventiv.

A contract sales company, such as Ventiv (formerly known as Snyder Healthcare) or Innovex is an organization that hires and then leases employees to a drug company. The drug companies "lease" the sales representatives for a contracted period of time, usually 2 years. They work along-side the sales reps of the drug company that has them under contract.

Drug companies contract pharmaceutical sales representatives to provide extra noise level for their products at a reasonable cost. Sometimes, the contracted sales-force is paid an hourly wage rather than a salary. Their benefit and bonus structure can differ from their associates who work for the drug company.

As many as possible. In this business
, the more time you spend in front of the customer, the more successful you will be. The successful reps I know make a minimum of 10 calls per day. Some make considerably more.

There is a direct correlation between the number of doctors you see and your effectiveness, so it behooves you to learn your territory well and make lots of calls.

Some companies want you to make a minimum of twelve calls per day. Some companies want a minimum of eight calls per day. Your manager will articulate her minimum call-activity expectations in a very clear manner.

The longer you are in the territory, the easier it becomes to make lots of calls. If the receptionists and other gate-keepers like you, they get you in to see the doctor quickly.

You can count on your company to give you lots of goodies such as pens, hand lotion and other door-openers to fortify your relationship with the gate-keepers.

As a pharmaceutical sales rep, you will never enjoy the same level of job security as a teacher or civil servant. It's a cyclical business that ebbs and flows. If a company loses a major product and doesn't have a replacement, things might get dicey and there may be layoffs. Or if your company gets taken over and there are too many people in the operation some people may have to find new jobs.

Talented people are in short supply. If you're lucky enough to be born with God-given talent and you have this dilemma, you should think about a few things.

The most important factor you should consider is the chemistry between you and your potential manager. You will live and die by your manager. If the manager acts like a schmuck during interview process, she will probably be a real headache when you're working for her as well.

You should also ask yourself what your goals and aspirations are. For example, if you are in a hurry to get into management, you might want to go with a smaller company.

Maybe you want to go to work for a company that offers stock options. If you're a risk-taker who is willing to sacrifice job security for stock options, you may want to work for a biotech company.

Maybe you want to go with a company that starts you off with four weeks vacation from day one (like Sanofi-Aventis).

I like to emphasize that you shouldn't just limit your wish list to one or two companies that are household names. Other companies that don't have the same level of name recognition are al

Yes and no. They will give you a year or two. If your sales suck for two years in a row, you are skating on thin ice. If you are a veteran making good money (compared to the other reps) you will be held to a higher standard and you will likely be out on your ass if you do not have good numbers.

But don't worry so much my pharmaceutical brother. If you are smart and you work hard, your sales will be good (unless you inherit a very high quota or the insurance companies take your drug off their recommended list).

It's almost a guarantee - the harder you work, the better your sales will be. If your sales are weak, it's more likely that management will come to you and say "What's the problem here?, How can we help you be better at what you do?" Maybe you need more training, or your heart is not in the job.

You have to be a real schmuck to get fired. You can be fired for dishonesty such as embezzling company funds, falsifying reports, or violating company policies like playing golf when you are supposed to be working.

Most of the time people get fired for doing stupid things such as putting company gas into their boat or off-roader, taking competitor's pills out of the sample bins and throwing them in the trash, getting drunk at meetings, posting back stabbing comments on message boards, etc.

One idiot I knew got fired for telling his manager to go " F" herself.

Getting a DWI is also a very good way of getting canned. Cruising porn sites on your company computer is a slam dunk "you're fired" strategy.

Give your company an honest day's work for an honest day's pay, don't use your expense account as a way to supplement your income, treat your customers and associates with courtesy and respect and you will be in good shape.

The hardest thing for me is remaining psyched up and enthusiastic. Selling the same product for 1, 2, 5 or 10 years can get boring. When I am bored or unexcited, my presentations are boring and unexciting. This translates into uninspired and mediocre sales.

I keep my creative juices flowing by speaking to the patients who use my products and thinking about how my stuff has changed their lives for the better. Thinking about the many people who are living better lives because of me getting the doctors to use my products recharges my selling batteries.

You have to have lots of patience. You spend a lot of time in waiting rooms, waiting for hours and hours. Sometimes I feel like I'm going to jump out of my skin with anxiety when I have to wait a long period of time to see a doctor.

Also, every once-in-a-while, you run into a secretary, receptionist, or some other gate-keeper that is less than polite. Sometimes, the gate-keepers can be downright nasty. However, the positive aspects of the job far outweigh its negative aspects.

Usually, a rep carries two or three products. Sometimes a rep will be responsible for four products. Each product contributes to a portion of the rep's sales bonus.

Example: Mike is responsible for three products - a blood-pressure medicine, a headache medicine, and an anti-fungal medicine. In the beginning of the year, his manager will tell him what the target bonus is, if he reaches 100% of quota on each product. His manager will also tell him what the weighting of each product is with regard to his bonus.

Let's say that the company has a target bonus of $20,000 (if you attain 100% of quota on each product you will make $20,000).

You can expect training that is a combination of charm school and university studying. It's very vigorous and intense. You'll be learning every aspect of the product you'll be selling, from the underlying anatomy and physiology to competitor products. You will be bonding with your associates and hopefully form life-long friendships (or at least career-long friendships).

You'll also be taking a course in sales. You will likely be sent to another city for your training, but don't count on having any extra time for sightseeing or meeting with friends.

One of the nice things about being a rep is that each day is different.

Here's what a typical Friday is like for me:

I start about 7:45 AM and get home about 6:00 PM. Fridays are always the busiest and most productive in my territory because on Fridays there is a weekly medical meeting, called a "Grand Rounds" at a large institution in my area.

Daily Planner

7:45 Attend a grand rounds at the hospital early in the morning to meet my customers for a coffee and bagel and catch up on the latest in medical education. Removed from their busy hectic private offices, the doctors are in their own environment in and they are mostly friendly and cordial.

Some of the doctors ask me to stop by their offices because they need drug samples or clinical information on my products. I might work the room, making pseudo-appointments for later in the day

You have to look at it from the drug company's perspective.
They are taking a big risk - they offer a great job that has little direct supervision, an expensive company car and a large training investment. Also, their hard-earned reputation will rest on your shoulders.

There are many interviews because they want to get to know you before they offer you a job. The long interview process also gives a candidate a chance to get to know the company she is interviewing with.

It also takes time to conduct reference checks, do motor vehicle checks, and receive the results of drug screens.

Without question the best way to find a job in pharmaceutical sales is to network your way into it.

If you read the page that has become known as "Corey's Famous Advice," I describe how important word-of -mouth is when you want to land a good job in detail.

Your cover letter should be brief and concise. Personalize the letter as much as appropriate and include the name of the person who referred you.

A nice cover letter should state that . . . " Dear manager: I have been referred to you by such and such, a friend of mine (or a colleague of mine or a classmate of mine, etc.) who I have known for bla bla bla years.

He mentioned that you have an opening in bla bla bla, an area that I am familiar with . . .

I wouldn't obsess over the cover letter. A good cover letter is important but it's not like a manager will say, " I am going to hire this person because she has a real groovy cover letter."

I wouldn't include self-serving documents like letters of recommendation at this early point. Visit my pharmaceutical resume page for more tips.

Try to think out of box. Don't use a chronological resume that is just a laundry list of where your body was at a certain point in time. Instead, try to create a more biographical resume that reflects what you are, what you do, and your accomplishments.

You should worry more about the content of the resume than what kind of paper or font you're using. Obviously, there shouldn't be any typos. And skip the cute e-mail addresses: the company you're trying to impress doesn't want to hire "HotNurse" or "Studly_Cakes_3"

Your resume should be easy to read and you should always have it ready to pass around. Remember, your resume is your advertising. Over a 30-year career, you'll (hopefully) earn $5 million dollars.

You're marketing a $5 million dollar product, and a good resume is an important part of your marketing plan.

If you don't want to write your own resume, use someone you trust or someone that comes recommended with a good track record. This is not the time for amateur hour.

The resume is a very important tool. Every interview process begins with a resume, whether it's direct company contact, Job-Fair, networking, recruiter, etc. Any time someone is interested in you the first thing they say is, "Send me your resume." So you need a good one.

You want your resume to give the resume reader a good idea of who you are, what you've done, and how you could be an asset to the company you are applying for. A resume is your personal advertisement. It should be easy to read, yet detailed.

You have to keep in mind that management people may have to read one hundred or two hundred resumes per week when they are actively recruiting.

This means that your resume will probably get at best, a quick glance. If you have a well-written resume you have a better chance of getting an interview. Writing a resume is an art.

I have been recommending someone here in New York for years and I have never, ever had any unresolved complaints about him or his work.

You need to be very careful when choosing a resume writer. There are many people in the resume writing business
. Many are skillful and professional but some of them are scam-artists looking to make a quick dollar. It is up to you to screen out the wannabees from the true professionals.

The best way to find a resume writer is by personal referral from a friend or colleague.

I recommend that you choose a minimum of three resume-writing services and interview them before you plunk down any money.

Here are some questions to ask your potential resume writer:

- How long have you been in business?

- Can you provide me with references from clients that have used your services within the past 4 - 6 weeks?

- How many resumes have you done within the past 12 months for people like me trying to break into a particular industry?

- Do you write the resumes yourself or do you farm them out to someone else.

- Do you have a guarantee whereby if my resume does not attract interviews, it is updated for free?