1) What are the challenges in being a Pharmaceutical Sales Person?
The true challenge for a Pharma salesperson, is to convince a doctor to switch from a drug that he or she is prescribing to their patient.
2) What are the key responsibilities of a Medical Representative (MR)?
The typical work activities that a medical representative has to do is
3) How can you become a successful pharmaceutical representative?
Pharmaceutical sales is a high turnover business and to get its foot into it requires
4) Explain why pharma sales is different than other sales?
5) Is there any software available in the market to help to track their sales and progress?
Pharmaceutical specific ERP software are available in the market which can be useful to track the total number of sales, exact customer location; profit made quarterly, sales management, stock information from stockiest and so on.
6) How you can convince a physician to switch to your drug?
To convince a physician to switch on to your drug is most challenging task especially when he is happy with its current drugs.
To switch on to your prescribed drug, your first step is to
7) What is your expectation from your sales manager?
8) What will be your approach if you are given a territory and a list of physician to call on?
80% of business comes from 20% of the people. For a given territory, your first approach should be
Later, you can start calling for appointments
9) What is the training aspect, if one is selected for the sales representative position?
The training can include
10) How many product does a med rep usually carry? How do you get bonuses paid on them?
Usually, a med rep carries 2-3 products and sometimes four if it is an experienced guy. Each product is responsible to a portion of the rep’s sales bonus. To get bonuses paid, they have to sell all the products and meet the decided quota.
11) How many sales calls are you supposed to make each day?
Your sales depend on how often you see your physicians and make contacts. To achieve maximum sales it is desirable to make maximum calls and fix the appointments. On average, any company demands around 10-12 calls a day.
12) Explain what are the pros and cons working for a small scale and large scale pharmaceutical company?
13) How would you reach a physician who does not see a representative?
14) What do you prefer a long or short sales cycles?
Depending on the situation I would prefer which cycle to opt for, usually a long sales cycle as it gives enough time to know the physician and can spend time educating him about the benefits and uses of the product. However, if the physician is well-informed about the product, then short sales cycles would be more preferable.
15) Explain as a medical representative what is your selling style to the physician?
16) Explain what is your pre-call planning to a chemist?
17) Explain how should a sales call of a representative should end?
A sales call of a med representative does not end like that or normal sales call. Instead it sounds like offering an option like
Once the client or physician identifies it requirement, it will choose one of this option.
18) Explain what is meaning of Marketing Mix?
Marketing mix refers to the set of actions, tactics which a company uses to promote its product or brand is referred as Marketing Mix.
19) Explain what is the role of a Product Manager?
The role of a Product Manager is
20) Explain what do you find most re-warding about being a med representative?
The most re-warding about being med sales representative is satisfaction of helping patients and becoming a medium of providing them a lifesaving medication. Apart from that you help physician to make the right decision about the product and nevertheless you get an opportunity to see many people throughout the day.