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 isIncrease SalesIncrease awareness of the brandIncrease market shareMeet and exceed targets6-7 calls per day and fixing appointmentsManage the territory like a small businessBuild a relationship and convey product information3) How can you become a successful pharmaceutical representative? Pharmaceutical sales is a high turnover business and to get its foot into it requiresPositive ApproachGood Network and Focussing on Sales callGood communication skillsGood product knowledgeUnderstanding market value of your productGood research on competitors and their sales target4) Explain why pharma sales is different than other sales?Pharmaceutical sales is an indirect sales rolePharmaceutical sales have no order to close or contract to signIt serves for an expert physician promoting product through education and awareness5) 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 toMake your presence by setting small sales initially let say targeting 1 or 2 patient and target bigger later onGain complete knowledge about the drug and observe the prescribing behaviour of physicianUse your product knowledge and other tools to make physician understand your product.Once the physician show his confidence in the product, push him to prescribe your product for more patients7) What is your expectation from your sales manager?Provide you with all amenities and tools required for jobKnowledge and tips to increase salesOne who can assess your potential and set realistic goalsOne who supports and use his knowledge and yours to bring synergetic result8) 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 beAnalyse and see the customers and their potentialGather all the data’s of sales particularly in the area you are givenTarget those physician or customers who have bigger sales potentialLater, you can start calling for appointments9) What is the training aspect, if one is selected for the sales representative position?The training can includeUniversity or school studying all the aspect of the productTraining on field with an experienced representativeLearning anatomy and physiology to competitor’s products10) 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?Pros:It is easier to shine and advance at small pharmaceutical companiesSmall scale industries become big pharmaceutical companies very rapidlySmall companies offer stock options as incentive to stay with them long-termOften smaller companies are sell out to larger companies, and the original stockholders get wealthyCons:For entertaining clients, small pharmaceutical companies do not provide significant expensesTerritories are bigger, and you have to drive more instead of working in a limited territory13) How would you reach a physician who does not see a representative?Try to communicate with their staff (receptionists, medical secretaries, practice nurses, etc.)Send him product information and literature through e-mailDrop literature regarding product to their clinicsInvite him to speaker meetings and see him at CME meetings14) 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?Be clear and precise about your productUse Pictures, Illustrations and Drawing and if possible use PowerPoint Presentation to show productSupport your argument with evidence like case studies or clinical trial resultsEvery drug has advantages and disadvantages- do not hide any information about productMaintain constant communication with the physicianBuild relationship with physician and staff16) Explain what is your pre-call planning to a chemist?When did the distributor deliver the last order to the chemistWhat is the distributor frequency of visitWhat category of your drugs is the prime focus of his purchase and in what quantitiesWould you like to inform the pharmacy staff about a new drug launchDo you have any question about generic substitutions17) 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 likeTrial usageRepeat prescriptionContinued usageExtended usageExpanded usageOnce 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 isMarket AnalysisSegment AnalysisCompetitor AnalysisQualitative and Quantitative researchPlanning and Preparing the marketing mixDelivering the marketing mix20) 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.