| Pharmaceutical sales interview questions are typically | | | | After assessing their needs and goals, I constructed a |
| situational (behavioral) in nature. These techniques are | | | | business plan and negotiated a win-win situation for all |
| based on the premise that past behavior is a great | | | | of us. I agreed to take on many of the administrative |
| indicator of future behavior. Therefore, all behavioral | | | | tasks of yearly move-outs; they were thrilled at my |
| interview questions ask you to provide examples of | | | | offer. I then explained the features and benefits of our |
| real life occurrences that illustrate a particular skill or | | | | extensive cleaning services that related to their current |
| ability, as in organization, teamwork, persuasion, sales | | | | needs. The end-result of my negotiation? We now had |
| ability, tenaciousness, etc. | | | | a yearly contract - which meant a stable income, plus |
| These questions usually begin with any of the following: | | | | they agreed to pay $5/more per hour than they |
| Tell me about a time when... | | | | originally quoted. |
| Give me an example where... | | | | Result: As a result of that one commercial account, |
| Describe a situation where... | | | | my business earnings more that doubled and the |
| This is your alert to answer the question by providing a | | | | referrals I earned from my negotiations paid off for |
| real life example. | | | | several years down the road! |
| However, there's more to it than just telling your | | | | Notice the logical progression of this example? Is there |
| story...it needs to be logical, concise, and clearly illustrate | | | | any doubt that this candidate possesses negotiation |
| that you posses the skill/ability in question. Enter...the | | | | skills? No! In addition, organizing your answers in the |
| STAR format! What's that, you ask? Well my friend, | | | | STAR format shows exceptional communication skills |
| it's a format you can use to help answer the question | | | | as you clearly and effortlessly lead the interviewer |
| in a logical, sequential, understandable manner! | | | | through the situation, task, action and result. |
| The basic components of the STAR format: | | | | As I've mentioned time and time again in our |
| Situation: What was the situation you found yourself | | | | Pharmaceutical Sales Interview Coaching Blog, |
| in? Provide necessary background information. | | | | Preparation is the Key to Successful Pharma Sales |
| Task: What was the specific task you had to | | | | Interviews. With that being said, how should you |
| achieve? What was the goal? | | | | prepare for a behavioral interview? |
| Action: What action did you take? How did you create | | | | First, make a list of the essential skills and abilities |
| the solution and what did you do? | | | | required in pharmaceutical sales jobs. [These are listed |
| Result: What was the result of your action? What | | | | on my website] |
| happened? | | | | For every skill/quality listed in step 1, devise a STAR |
| Let's try an example, shall we? | | | | response - a real life example illustrating how you |
| Interviewer: "Tell me about a time where you used | | | | possess the skill/ability in the STAR format. Write |
| negotiation skills to affect your company's bottom | | | | down the best example for every skill/quality on your |
| line?" | | | | list. |
| Candidate's Response: | | | | Rehearse your answers until your delivery is smooth |
| Situation: "As a franchise owner and operator, I was | | | | and confident. |
| constantly looking for new ways in which to grow my | | | | Stage a "mock interview" with a friend or family |
| business. By my 2nd year in business, my referral | | | | member. Ask your "mock interviewer" to listen for |
| system was kicking in nicely, but I really wanted to | | | | clarity and watch your non-verbal communication. |
| double the year's previous earnings. | | | | EXTREMELY IMPORTANT TIP: It's best to utilize |
| Task: I knew in order to double company earnings, I'd | | | | many of the same powerful examples contained |
| have to contract with commercial businesses - where | | | | within your brag book, if at all possible. Providing a |
| the "big money" can be made. Living in a college town, I | | | | story (example) and proving the results with your brag |
| knew it would be wise to focus on the larger real | | | | book is a PROVEN technique for acing the interview! |
| estate companies in town - specifically those that | | | | Basically, you're providing concrete evidence that you |
| managed many large apartment complexes. | | | | possess the skill/ability in question. When you have the |
| Action: I utilized industry contacts and scheduled an | | | | proof (verbal explanation plus brag book), no one can |
| appointment with the largest realty company in town, | | | | question your abilities to do the job. Do it and you'll be |
| which also owned the most apartment complexes. | | | | amazed at the results! |