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Add You - RX Interviewing an Insiders View of the Hiring Process
When you enter the copy department of a radio station you see stress and creativity intersecting to form a radio commercial. This is an art form that is developed over time. When I was nineteen, there was an opening in the copy department of the regions number one station. The commercial load was heavy. It goes without saying, the station with the most ads is typically the favorite station. Advertisers need to reach the perspective consumers, and the best value for your advertising dollar is always with the most popular stations. The real test of the stations excellence is the copy department.Handing copy to your radio personalities and then saying a prayer that it “turns out” acceptable to the advertiser is sadly a common occurrence in many stations.Here are a few tips to help your write an effective radio commercial. The bottom-line fact still remains, the more talented the copywriter, the better quality of the commercial.First, know your voice talent. Writing a script for a “Italian accent” without having someone on your staff who can effectively perform such an accent, renders the commercial a failure. Second, keep it simple. Too many commercials lose the intent with long explanations. You need to give the listener credit that after hearing the commercial, they will catch on. Third, never look back. Keep the commercial forward thinking. Positive. Finally, the object of the commercial is to sell. Ask for the sale. The commercial was sold to an advertiser by a sales representative who had to ask for the sale. Most copy writers spend all their time being creative with ideas. The exceptional radio copywriters spend the bulk of their time being creative on how to ask for the sale.
• Examples and/or stories a candidate can provide from their work or educational history which demonstrates he or she has shown the key competencies which are going to be required of him/her as a pharmaceutical representative.
• Clues that would indicate that there will be a good "fit" with the candidate and the organization. These clues would include the likes and dislikes and interests and goals of an individual.
Because it is not uncommon for a single interviewer to miss important information, or interpret information differently depending on their own background and/or internal biases, it is not uncommon for a candidate to be interviewed several times and by different people. These separate interviewers may cover the same questions or they may divide the three categories into sections and each interviewer will cover that section in detail. Either way, in the end they will gather together and review their information in order to make the final decision. This helps the company ensure that they are gathering all pertinent information related to the candidate as well as helping to eliminate biases they may have and to ensure they are focusing on candidates who demonstrate strengths with all key capabilities and behaviors.
If realizing that each pharmaceutical company is receiving 500 resumes a day has you discouraged, think for a moment of the monumental task each of these companies have in selecting the proper candidate from the thousands of resumes they receive yearly. Understanding the
Businesses are everywhere. They are the units that perform most of the economic activity in our economy. Most businesses exist to generate a profit. There are some businesses that exist to perform a function other than profit, such as cooperatives and non-profit organisations. The traditional definition of a business is an entity that brings together time, effort and capital in order to produce a profit.There are many different ways of classifying businesses but here are the main types: Manufacturer. These take raw materials and make finished products, which they then sell. They make a physical good such as a car or a sofa. Service businesses do not produce a physical product but offer a service to consumers. They make a profit by charging for their skills and labour. Retailers and distributors. These businesses facilitate the chain of supply. They buy goods from the producers or wholesalers and sell them on to consumers at a higher price. Agriculture and mining. These businesses are also known as extraction industries as they make their profit by taking raw materials out of the ground. Forestry, fishing and coal mining would be in this group. Financial businesses include banks, insurance companies and investment funds. They offer financial services to consumers and other businesses and generate a profit by managing capital for others. Utilities are companies that provide vital public services like heat, electricity, gas, water and sewage treatment. Real estate is the business of buying, selling and developing land and buildings. These can range from homes to commercial properties to factories. Transportation businesses move
Most managers agree that hiring the best person for the job is perhaps the most important step they will take in ensuring their team's long term success. In the pharmaceutical industry each company receives 500 resumes a day from those seeking an opportunity to be hired on within the industry. In fact looking at these numbers from a percentage point of few, you have a far better chance of being accepted to one of the nations most prestigious advanced degree programs that to be hired as a pharmaceutical sales representative.
If your resume has been one of the hundreds reviewed and you are now preparing for a series of interviews, we are here to help. Most pharmaceutical companies either interview candidates right out of college, or are looking for candidates who have sales experience with another company. Which ever group you fit into, if you are like most people, you don't go through interviews every day. Whatever your background, you will benefit from the coaching and training we can provide you regarding what pharmaceutical managers are looking for and how they go about the interview and hiring process. This advantage will greatly enhance the likelihood that you will land one of the most coveted sales positions in the country.
Understanding the Process of the Interview Hiring the wrong person can a costly mistake for an organization. It is estimated that it costs a company up to $200,000 to replace a representative that leaves the company after only 6 months of being on the job. These costs include the cost of advertising, time interviewing, salary, bonus, training, travel, etc…. Obviously, a company wants to do everything they can to avoid making such costly mistakes. They can reduce mistakes and improve the chances of hiring the right person by clearly identifying what the key capabilities are for a sales representative and hire candidates who can demonstrate they have those capabilities.
By capabilities we mean what are the key skills, knowledge, behaviors and motivators of successful pharmaceutical representatives. Later in the program we will review in depth what most pharmaceutical companies have identified as the key capabilities associated with success as a pharmaceutical representative. Although each company has different names for these capabilities, the generally are something similar to these:
Work Ethic or a Drive for Results
Planning and Organizing
Initiative and Perseverance
Decision Making
Communication or Influencing Skills
Technical Knowledge
Customer Service Orientation
Problem Solving
Impact or "Presence"
Market Knowledge
Teamwork
Motivation
Values
Because these key capabilities have been identified as vital to sales success in the Pharmaceutical Industry, they will be an important focus during the entire hiring process, from reviewing resumes, telephone screening, interviews and making the final decision. Because of this your whole focus during the process should be to demonstrate that you have these essential capabilities that will lead to success in Pharmaceutical Sales. All throughout the process if you focus your energies in finding ways to demonstrate strengths in each of the key capabilities you will increase your chances of being hired. This includes writing a resume, preparing for an interview, your performance during the interviews and in follow-up to the interviews. Think of it as if your job during each phase is to be able to demonstrate to the company that you have the capabilities that will make you successful as a representative and will show the company that you can eliminate the inherent risk the company takes when hiring a new representative. Your success will be enhanced greatly if you know and understand what the key competencies are before you go into the interview and have coaching in how to demonstrate these competencies in the interview. That is the purpose of this program.
This requires thought and preparation in advance. It means you can't rely on your charm or whit to guarantee success. Nor can you rely too much on one strength such as a solid scholastic record, or good communication skills. It takes preparation in each of the major capabilities.
Obstacles to a Successful Interview
Many candidates never fully realize the reason why they were not successful in the interviewing process. After receiving notice that you have not gotten the job, have you ever looked back at the process and found that you failed because of one of the following most common and critical obstacles to success in an interview?
• You answered too much in a way you thought the interviewer wanted to hear
• You focused or relied too much on a few critical areas that you felt were important to the job, but not on a wide range of capabilities
• There were too many varied questions. You were not prepared to provide solid examples of past performance in a variety of key capabilities
• You answered all the questions but only provided theoretical statements of what you think applied to pharmaceutical sales.
• You could not provide enough concrete examples of your strengths in key capabilities
• You tried to steer the interviewer to focus on a set of key facts and capabilities which highlights what you perceive as your best qualities.
• You spent too much time discussing your beliefs without providing concrete evidence that you have particular capability strengths
Overcoming Obstacles to a Successful Interview
If you are lucky you can learn from your mistakes and interview better the next time around. However, you may not have many chances to land that coveted position. Remember, you are in an extremely competitive market and companies will only hire the best. So, how can you increase the likelihood of success the first try?
In order to increase your chances for success it is first helpful to understand the overall selection process that companies often use to select their representatives. Typically a company and interviewers will try to gather three types of information before and during an interview including:
• General background information including work history, education and accomplishments. This is the general type of information included in a typical resume.
• Examples and/or stories a candidate can provide from their work or educational history which demonstrates he or she has shown the key competencies which are going to be required of him/her as a pharmaceutical representative.
• Clues that would indicate that there will be a good "fit" with the candidate and the organization. These clues would include the likes and dislikes and interests and goals of an individual.
Because it is not uncommon for a single interviewer to miss important information, or interpret information differently depending on their own background and/or internal biases, it is not uncommon for a candidate to be interviewed several times and by different people. These separate interviewers may cover the same questions or they may divide the three categories into sections and each interviewer will cover that section in detail. Either way, in the end they will gather together and review their information in order to make the final decision. This helps the company ensure that they are gathering all pertinent information related to the candidate as well as helping to eliminate biases they may have and to ensure they are focusing on candidates who demonstrate strengths with all key capabilities and behaviors.
If realizing that each pharmaceutical company is receiving 500 resumes a day has you discouraged, think for a moment of the monumental task each of these companies have in selecting the proper candidate from the thousands of resumes they receive yearly. Understanding the c
The Delaware Division of Corporations is the state government arm that takes care of matters pertaining to the incorporation of businesses in the state of Delaware. The Division of Corporations also assists in filing corporate, Delaware uniform commercial code, and tax documents. The Division has a list of prominent government officials, starting with the Secretary of State, who are available to answer questions and hear comments.The Division of Corporations serves as the first stop for businesses intending to do business in Delaware. The Division has a well-functioning website which details the information, forms, and links needed for corporations to learn more about the regulatory practices and business culture in Delaware. The Delaware General Corporation Law is supposed to be the most advanced and flexible business statute in the U.S. An important institution emphasized by the Division of Corporations is the Delaware Court of Chancery, which is a court that is more than two centuries old and handles corporate cases. The court has been credited with writing important modern U.S. corporate case laws.The Division of Corporations is staffed with trained personnel who are adept at working in tandem with modern state-of-the-art business techniques. This has helped Delaware attract business investments from around the nation and across the world. More than half of the publicly traded corporations in the U.S. and 60% of Fortune 500 companies are registered in Delaware.The Division of Corporations takes the lead role in coordinating the efforts among the various government agencies in the state of Delaware to ensure that a business-friendly atmosphere with minimal bureaucratic hassles exist for companies inte
By capabilities we mean what are the key skills, knowledge, behaviors and motivators of successful pharmaceutical representatives. Later in the program we will review in depth what most pharmaceutical companies have identified as the key capabilities associated with success as a pharmaceutical representative. Although each company has different names for these capabilities, the generally are something similar to these:
Work Ethic or a Drive for Results
Planning and Organizing
Initiative and Perseverance
Decision Making
Communication or Influencing Skills
Technical Knowledge
Customer Service Orientation
Problem Solving
Impact or "Presence"
Market Knowledge
Teamwork
Motivation
Values
Because these key capabilities have been identified as vital to sales success in the Pharmaceutical Industry, they will be an important focus during the entire hiring process, from reviewing resumes, telephone screening, interviews and making the final decision. Because of this your whole focus during the process should be to demonstrate that you have these essential capabilities that will lead to success in Pharmaceutical Sales. All throughout the process if you focus your energies in finding ways to demonstrate strengths in each of the key capabilities you will increase your chances of being hired. This includes writing a resume, preparing for an interview, your performance during the interviews and in follow-up to the interviews. Think of it as if your job during each phase is to be able to demonstrate to the company that you have the capabilities that will make you successful as a representative and will show the company that you can eliminate the inherent risk the company takes when hiring a new representative. Your success will be enhanced greatly if you know and understand what the key competencies are before you go into the interview and have coaching in how to demonstrate these competencies in the interview. That is the purpose of this program.
This requires thought and preparation in advance. It means you can't rely on your charm or whit to guarantee success. Nor can you rely too much on one strength such as a solid scholastic record, or good communication skills. It takes preparation in each of the major capabilities.
Obstacles to a Successful Interview
Many candidates never fully realize the reason why they were not successful in the interviewing process. After receiving notice that you have not gotten the job, have you ever looked back at the process and found that you failed because of one of the following most common and critical obstacles to success in an interview?
• You answered too much in a way you thought the interviewer wanted to hear
• You focused or relied too much on a few critical areas that you felt were important to the job, but not on a wide range of capabilities
• There were too many varied questions. You were not prepared to provide solid examples of past performance in a variety of key capabilities
• You answered all the questions but only provided theoretical statements of what you think applied to pharmaceutical sales.
• You could not provide enough concrete examples of your strengths in key capabilities
• You tried to steer the interviewer to focus on a set of key facts and capabilities which highlights what you perceive as your best qualities.
• You spent too much time discussing your beliefs without providing concrete evidence that you have particular capability strengths
Overcoming Obstacles to a Successful Interview
If you are lucky you can learn from your mistakes and interview better the next time around. However, you may not have many chances to land that coveted position. Remember, you are in an extremely competitive market and companies will only hire the best. So, how can you increase the likelihood of success the first try?
In order to increase your chances for success it is first helpful to understand the overall selection process that companies often use to select their representatives. Typically a company and interviewers will try to gather three types of information before and during an interview including:
• General background information including work history, education and accomplishments. This is the general type of information included in a typical resume.
• Examples and/or stories a candidate can provide from their work or educational history which demonstrates he or she has shown the key competencies which are going to be required of him/her as a pharmaceutical representative.
• Clues that would indicate that there will be a good "fit" with the candidate and the organization. These clues would include the likes and dislikes and interests and goals of an individual.
Because it is not uncommon for a single interviewer to miss important information, or interpret information differently depending on their own background and/or internal biases, it is not uncommon for a candidate to be interviewed several times and by different people. These separate interviewers may cover the same questions or they may divide the three categories into sections and each interviewer will cover that section in detail. Either way, in the end they will gather together and review their information in order to make the final decision. This helps the company ensure that they are gathering all pertinent information related to the candidate as well as helping to eliminate biases they may have and to ensure they are focusing on candidates who demonstrate strengths with all key capabilities and behaviors.
If realizing that each pharmaceutical company is receiving 500 resumes a day has you discouraged, think for a moment of the monumental task each of these companies have in selecting the proper candidate from the thousands of resumes they receive yearly. Understanding the
We don’t mean to burst anyone’s bubble here, but there are some excellent ways to get business card deals on the web! You will find a number of options to consider in a wide range of choice. If you are just starting out in a business, you likely do not have the money to spend on expensive business cards but because they are so important to your business, you feel that you need to. No way! There are some excellent ways that you can save money on these items.And, you don’t need to be just starting out either. Many companies offer business card deals to new customers. Pay for some and get more free or simply just discounts all together. The trick is that there are a number of great companies out there that you can be ‘first time customers’ with and save money each step of the way. Here are some things to look for in business card deals.• Always shop around. Just because one company is heavily advertised doesn’t mean there aren’t other companies out there that can save you money as well. Shop any of them.• Look for those new customer deals. Sometimes you can even find that your first order may be free! You can still design your own business cards, choosing your own logos and message. Many even allow you to choose the color and quality of paper as well.• Look for sales that offer you to purchase larger quantities for less money. Same thing here, shopping around will open many doors including these!• Don’t forget about the little guys. There are small businesses out there that are doing great at manufacturing the business cards that you want at low prices. You can often have them work with you one on one to get the results you are after as well. This personal touch can be amazing.
This requires thought and preparation in advance. It means you can't rely on your charm or whit to guarantee success. Nor can you rely too much on one strength such as a solid scholastic record, or good communication skills. It takes preparation in each of the major capabilities.
Obstacles to a Successful Interview
Many candidates never fully realize the reason why they were not successful in the interviewing process. After receiving notice that you have not gotten the job, have you ever looked back at the process and found that you failed because of one of the following most common and critical obstacles to success in an interview?
• You answered too much in a way you thought the interviewer wanted to hear
• You focused or relied too much on a few critical areas that you felt were important to the job, but not on a wide range of capabilities
• There were too many varied questions. You were not prepared to provide solid examples of past performance in a variety of key capabilities
• You answered all the questions but only provided theoretical statements of what you think applied to pharmaceutical sales.
• You could not provide enough concrete examples of your strengths in key capabilities
• You tried to steer the interviewer to focus on a set of key facts and capabilities which highlights what you perceive as your best qualities.
• You spent too much time discussing your beliefs without providing concrete evidence that you have particular capability strengths
Overcoming Obstacles to a Successful Interview
If you are lucky you can learn from your mistakes and interview better the next time around. However, you may not have many chances to land that coveted position. Remember, you are in an extremely competitive market and companies will only hire the best. So, how can you increase the likelihood of success the first try?
In order to increase your chances for success it is first helpful to understand the overall selection process that companies often use to select their representatives. Typically a company and interviewers will try to gather three types of information before and during an interview including:
• General background information including work history, education and accomplishments. This is the general type of information included in a typical resume.
• Examples and/or stories a candidate can provide from their work or educational history which demonstrates he or she has shown the key competencies which are going to be required of him/her as a pharmaceutical representative.
• Clues that would indicate that there will be a good "fit" with the candidate and the organization. These clues would include the likes and dislikes and interests and goals of an individual.
Because it is not uncommon for a single interviewer to miss important information, or interpret information differently depending on their own background and/or internal biases, it is not uncommon for a candidate to be interviewed several times and by different people. These separate interviewers may cover the same questions or they may divide the three categories into sections and each interviewer will cover that section in detail. Either way, in the end they will gather together and review their information in order to make the final decision. This helps the company ensure that they are gathering all pertinent information related to the candidate as well as helping to eliminate biases they may have and to ensure they are focusing on candidates who demonstrate strengths with all key capabilities and behaviors.
If realizing that each pharmaceutical company is receiving 500 resumes a day has you discouraged, think for a moment of the monumental task each of these companies have in selecting the proper candidate from the thousands of resumes they receive yearly. Understanding the
If you build it, they will come. Unfortunately, this axiom does not necessarily work in the event venue world. Not all conference spaces are created equal, nor are they branded equally – or effectively, in many cases.A successful event venue has a defined “personality” and ably addresses a need or void within its space. A branding process is vital, especially when establishing new conference space. This article addresses five steps to creating an identity and securing an audience for an event venue.• Create a visually appealing brandWhat a conference center communicates through its outbound materials helps define the experience attendees’ will have. For instance, is the space better for interactive meetings or educational symposia? Does the facility have more appeal to corporate executives or to customer service staff? Will attendees be treated to a plush experience?Don’t forget the power of the Web to communicate a venue’s “vibe” as well. A custom-built website allows event planners to learn about the facility and its configuration options. A great website is a key marketing tool, with the ability to provide updated facility news, including floor plans and photographs, and interactive tours of the facility.• Identify the audienceThe best meeting space matches its attendees’ needs perfectly. To get to that point, a venue must identify primary users of the space. If the key audience is IT professionals, the venue should have the latest technology: wireless hot spots, great A/V and more. If the audience leans toward scientific groups, ensure the conference center has breakout rooms, poster presentation areas and lecture-style auditorium.• Illustrate value to prospective audience
• You answered too much in a way you thought the interviewer wanted to hear
• You focused or relied too much on a few critical areas that you felt were important to the job, but not on a wide range of capabilities
• There were too many varied questions. You were not prepared to provide solid examples of past performance in a variety of key capabilities
• You answered all the questions but only provided theoretical statements of what you think applied to pharmaceutical sales.
• You could not provide enough concrete examples of your strengths in key capabilities
• You tried to steer the interviewer to focus on a set of key facts and capabilities which highlights what you perceive as your best qualities.
• You spent too much time discussing your beliefs without providing concrete evidence that you have particular capability strengths
Overcoming Obstacles to a Successful Interview
If you are lucky you can learn from your mistakes and interview better the next time around. However, you may not have many chances to land that coveted position. Remember, you are in an extremely competitive market and companies will only hire the best. So, how can you increase the likelihood of success the first try?
In order to increase your chances for success it is first helpful to understand the overall selection process that companies often use to select their representatives. Typically a company and interviewers will try to gather three types of information before and during an interview including:
• General background information including work history, education and accomplishments. This is the general type of information included in a typical resume.
• Examples and/or stories a candidate can provide from their work or educational history which demonstrates he or she has shown the key competencies which are going to be required of him/her as a pharmaceutical representative.
• Clues that would indicate that there will be a good "fit" with the candidate and the organization. These clues would include the likes and dislikes and interests and goals of an individual.
Because it is not uncommon for a single interviewer to miss important information, or interpret information differently depending on their own background and/or internal biases, it is not uncommon for a candidate to be interviewed several times and by different people. These separate interviewers may cover the same questions or they may divide the three categories into sections and each interviewer will cover that section in detail. Either way, in the end they will gather together and review their information in order to make the final decision. This helps the company ensure that they are gathering all pertinent information related to the candidate as well as helping to eliminate biases they may have and to ensure they are focusing on candidates who demonstrate strengths with all key capabilities and behaviors.
If realizing that each pharmaceutical company is receiving 500 resumes a day has you discouraged, think for a moment of the monumental task each of these companies have in selecting the proper candidate from the thousands of resumes they receive yearly. Understanding the
Often College students complain that their counselors gave them bad advice. Sometimes these students complain that they were put into the wrong classroom, major or the career guidance counselor gave them bad information. Most major colleges and universities have a job placement program and they do a pretty good job of placing between 60 and 90% of all their students in Fortune 500 companies.But merely being placed in a good job to which you are not suited can be very problematic to your future, not to mention your mental health and stress level. It does not just happen in schools either, it happens with SCORE Business counselors telling small business people they cannot do it or that the business will not work. This also happens with Business professors, telling the students they are not suited for a business of their own.Is my contention that we need better mentoring and career advisers than this. Nothing is impossible, only limits one accepts onto themselves, and we do not need counselors telling students they cannot do something. We need encouragement to drive commitment so they can. If we push students into jobs they are not suited for or tell them they cannot be what they wish to be that can be a crushing blow.Likewise telling a small-business owner with business plan in hand that their plan cannot work and that their business will fail can be heartbreaking. Actually this happen to me and I was told my business couldn't work. 15 years later I had franchised my business in 450 cities, 110 markets, 23 states and four countries.I feel that this SCORE counselor misrepresented his knowledge of business and I wonder how many people quit or didn't go after their dream due to such advice. I cert
• Examples and/or stories a candidate can provide from their work or educational history which demonstrates he or she has shown the key competencies which are going to be required of him/her as a pharmaceutical representative.
• Clues that would indicate that there will be a good "fit" with the candidate and the organization. These clues would include the likes and dislikes and interests and goals of an individual.
Because it is not uncommon for a single interviewer to miss important information, or interpret information differently depending on their own background and/or internal biases, it is not uncommon for a candidate to be interviewed several times and by different people. These separate interviewers may cover the same questions or they may divide the three categories into sections and each interviewer will cover that section in detail. Either way, in the end they will gather together and review their information in order to make the final decision. This helps the company ensure that they are gathering all pertinent information related to the candidate as well as helping to eliminate biases they may have and to ensure they are focusing on candidates who demonstrate strengths with all key capabilities and behaviors.
If realizing that each pharmaceutical company is receiving 500 resumes a day has you discouraged, think for a moment of the monumental task each of these companies have in selecting the proper candidate from the thousands of resumes they receive yearly. Understanding the companies selection process may help you to best take advantage of the interview when it get it, whether it is a phone screen, a phone interview or a series of face to face interviews. A companies selection process is like a filter or funnel.. As we discussed earlier the selection process can be an expensive process for a company. Therefore, they do not want to waste time interviewing candidates who are not qualified. Therefore they filter out non qualified candidates. One way of filtering out unqualified candidates is to have someone review resumes for basic qualifications which vary by companies but could, but not necessarily always, include the following:
• Bachelor Degree
• A specific types of degrees
• Minimum GPA
• Prior Sales experience
• Prior Pharmaceutical sales experience
This first pass may eliminate 80% of all resumes received. The next step is a usually a phone interview which will eliminate another 60% of those who were originally passed on by the resume review.
A phone interview will be followed up by one or a series of in-depth face to face interviews. Since interviews are the most expensive part of the process these are reserved for those who have already demonstrated in their resume and phone interview that they potentially have demonstrated the key capabilities necessary for success as a pharmaceutical sales representative. The point being that you must right the resume and be prepared for the phone interview in a way to demonstrate that you have the proven capabilities. You must also go into the final face to face interviews fully prepared to demonstrate the key capabilities and not "wing it". If you are serious about getting the job, you need to seriously prepare. Individual coaching by industry professionals can greatly enhance your ability to move through this process successfully.
Another way to get through this screening phase is to rely on a recruiter to qualify candidates. When a company works through a recruiter, they are relying on the recruiter to narrow down the list of candidates to a list of specifications provided by the pharmaceutical company. While a recruiter will provide an "in" to the interview they may not be able to provide the in-depth coaching to help you to prepare to successfully match what the company is looking for.
Pharmaceutical Sales Representatives Capabilities and Behaviors
In order to help you prepare for the interview process we defined each of the key capabilities used by most pharmaceutical companies.
Work Ethic or Drive for Results - Exceeds expectations; maintains a high sense of urgency; consistently completes objectives and proactively follows up on commitments
Planning and Organizing - Efficiently organizes and prioritizes time and resources in order to accomplish goals.
Initiative and Perseverance - Starts and pursues an activity or goal until it is accomplished despite having to overcome obstacles, disappointment, adversity, complications and / or rejection.
Decision Making - Considers all available alternatives and evaluates all options when making a decision.
Communication or Influencing Skills - Listens, observes and adapts to the needs and profile of a customer and is able to understand them and respond to them in an articulate, coherent and logical manner in order to gain agreement or acceptance of an idea or plan.
Technical Knowledge - Learns and remembers and is able to apply complicated and complex technical concepts, terminology and information.
Customer Service Orientation - Builds and maintains long term relationships and customer loyalty by determining and meeting customer's needs and providing customer service.
Problem Solving - Gathers, interprets and uses a variety of information in order to solve problems and maximize opportunities.
Impact or Presence - Reflects a professional impression through appearance, speech, demeanor and actions at all times.
Market Knowledge - Maintains current information and knowledge about the current state of the industry and local market such as competitors, physicians, hospitals, practices, etc…
Teamwork - Collaborates with others in order to maximize effectiveness of personal results as well as the results and effectiveness of other members of the sales team, division, company, etc…
Motivation - Gains personal satisfaction from the day to day activities and responsibilities common to a pharmaceutical representative and are satisfied with the geographic location of the position.
Values - Holds and defends values which are consistent with the culture of the company.
Pharmaceutical Sales Representatives Capability Response Exercise
We will now move on to an interviewing exercise. We would like you to approach this exercise as if you were in an interview. Like all interviews, the first step you will need to do before we go forward with the interview is to send us your resume by fax or email.
The next step would be a phone or face to face interview. I have several potential (and actual questions) which have been used in interviews by pharmaceutical firms in the past. They are organized much as a real interviewer may approach an interview. Respond to each question as you think may be appropriate to do so in an interview. Do not try to "out think" this exercise. Remember, if you were in an interview you would not have time to review, edit and rethink your response. Therefore, try to answer each of these questions with your natural response without rewriting or reediting your responses. Write or type your answers after each questions and either email or fax your response back.
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