April 2008

Monthly Archive

Pharmaceutical Sales Case Presentation

Hunter 24 Apr 2008 | : Pharmaceutical Outside Sales

The other day I received a fantastic email from a man who is trying to get involved with the industry. I believe that his question was very pertinent to many others out there who are pursuing this type of sales career. He asked me to change his name and location, so I have done that.

First the letter:

Dear Hunter,

I appreciate your response. I will be ordering your book in a few minutes.

I have been interested in Pharmaceutical Sales and applying for jobs for eighteen months. I did land a phone interview with a large pharmaceutical company last year and I was so unprepared, I did not hear from them again. Last November, a head hunter called and asked if I was interested in a career with this large pharmaceutical company. Needless to say, I said I was. I forwarded my resume and was once again given a phone interview, which landed me my first personal interview.

I was interviewed by the regional manager from the U.S.A region. The regional manager for the SW region never arrived. Two days later, I received an e-mail from the SW region that I was being moved up on the interview schedule timing was unknown for the next interview and this is the region I am interested in. I received an e-mail from the U.S.A region, several days later, saying they were not interested. This was very confusing at first.

Several years ago, I applied for a job with MASTER Technology out of Las Vegas. My first interview did not go well, but I kept in contact anyway. At first I faxed information to them once a month, then once a week, and then every day. Just as I was about to give up, they called and asked if I could be in New York for training in two days. I was with MASTER for a number of years before they had to file for reorganization I left once month before the sales staff was let go.

I wanted to get back to selling capital equipment or pharmaceuticals, working with the medical profession, but no luck. I limited the number of times I sent out my resume or applied for jobs listed in the newspaper or on Monster I just never got a response doing this.

My question to you is this should I be persistent in keeping contact with this large pharmaceutical company ? I know that a local representative for this large pharmaceutical company will be at our medical clinic this coming 12th day of January.

I plan to be there. I also requested the to clinic forward my name and phone number to the representative so that I might be able to meet with them at an earlier date.

If in fact I land a job with a pharmaceutical company, with your assistance, it will be worth far more than $45.00. Wish I had you as a mentor or coach much earlier.

Regards,
John

There is so much in this letter that it makes a fantastic Case presentation. First I want to say thank you for John to give me the opportunity to use his letter and situation for my newsletter and also for purchasing my book.

What all of this is really trying to do is give you all the best chance to succeed in this career. Reading and researching about the industry is just going to increase the strength of your knowledge with in the industry. I know that my step-by-step method is an excellent but most importantly a fast way to gain inside information that will tip you over the edge and into a career. That way you wont feel unprepared.

Next, you mention that SW regional manager never arrived. This is totally normal. These people are not only very high up in the company but they are also extremely busy.

How about a phone call to him or her to tell them that you missed them at the interview and to reschedule. I cannot stress how important someone like this is to your chance at the job. All of this puts your name to the top of the list.

So now is the time to get out and get yourself known within the industry. This and more is all outlined in my easy step-by-step method found at:
www.pharmacareerguide.com

Committed to giving you the best chance to succeed in this exciting industry,

Hunter Davis

P.S John you can for sure get this one. Be persistent. As ever, you have nothing to lose.

An Industry Tip about a Pen?

Hunter 24 Apr 2008 | : Sales techniques and training

Sell me a pen!Personally I been asked to do this in a number of interviews. In the first company I was hired by this was one of the key interview questions. I have also had this question when going for promotions or when changing divisions with in the company.

If the company or manager that is doing the hiring is looking for a person that will be able to sell the product, then why not see how well you can sell them a fictional pen. In my book found at www.pharmacareerguide.com there is an easy step-by-step sales method that you can follow.

Doing so easily will guarantee your spot in the organization. In fact my book will quickly and easily explain how to sell anything from a pen to a pharmaceutical product but most importantly, yourself in an interview.

To learn about how to really answer this interview question and ensure that your career gets put directly on track to make you a lot more money and more importantly an excellent lifestyle.

Pharmaceutical Sales Job Interview Tips

Hunter 23 Apr 2008 | : Pharmaceutical Outside Sales

The following is an excellent letter that I received from a fellow that is trying to get into the industry. I believe that these letters are essential to understand what it takes to enter this industry and pursue this career.

The letter

Hunter,

Here are the questions I have to ask: What can I do to get into this industry? For your company what are the requirements, or daily tasks associated with what you do? What type of person is fit for this industry? (then I would tell him how I am fit for this)

Hunter is this good or what? Are these good questions I really wanted to make this meeting as beneficial as possible. The meeting has been moved to Thursday. I know this informal talk is big because in your book you say informal talks are like an interview although they are not labeled as that.

TME

From this I have to congratulate him on landing this contact and interview within the industry. He also has what really is the second interview with this company so he has already been successful with the techniques that he has learned and utilized to peak the interest of the company.

The advice that I would offer is that he really needs to follow the sales section in the book. He may be concerned with the content of the questions that he is asking. The content of the question is extremely important but the type of question.

Keep the questions open. An OPEN question is one that will require the person that is asked to really speak a lot and elaborate on the answer. I would not tell someone how you are fit for the company with out first being very clear on what that persons perception of what makes a person fit for this position. Keep them talking for the most part and they will tell you exactly what the answers are that they are looking for.

Reviewing the sales section and question types in the book will really help to give some ideas to become an expert on this technique.

Dont rush ahead. It is such common things that people do. They are always trying to speak and let people know how great they are. Find out what others think a person would have to have that makes them great.

One of my great mentors has always said. Selling is a simple matter of uncovering an unmet need and then filling that need.

What is it that the current business unit is missing currently? What is it that is
holding them back, or if not holding them back, slowing the growth down?

What is it that you will bring that will get the business unit past that hurdle?

Pharmaceutical Sales Experience

Hunter 18 Apr 2008 | : Pharmaceutical Outside Sales

A pharmaceutical sales job is also known as an Outside Sales Position.

People hired for an outside sales position must find customers and meet them in their own offices or places of business. You are not going to be waiting for the business to be coming to you.

So how can you make your interviewer feel comfortable that you are enough of a self-starter to get out there and hunt down business on your own?

My eBook covers many strategies to ensure that you are not only comfortable answering this question, but also prepared to focus your efforts on ensuring your responses achieve two goals:

1. Get you onto the interviewers “short list”
2. Land you a paying position in one of the most profitable industries in the world!

Outside sales is halfway between cold calling and a retail sales position. Cold calling can be defined as starting out from the very beginning. People who sell with cold calls have next to no sales leads. A door-to-door Encyclopedia sales person would be cold calling. It is difficult at first, but when you get good at it, this skill can take you anywhere in the world.

Pharmaceutical sales can be similar to this in many ways. For example, when you are just starting out, you will not know your clients and they will not know you. It is going to take a while to build up a relationship.

So the first time you knock on that doctors door, it is similar to a cold call, although you DO know that the doctors patients are using pharmaceuticals, and it is a pretty good bet that the doctor is prescribing one or more drugs produced by your company.

Now that we know what outside sales experience is, how can we tailor our personal experience to get maximum results?

It is up to YOU to make sure that the interviewer sitting in front of you believes that the experience you have gathered over your working life gives you the ability to go out and be successful as an outside sales person.

In other words, your first big outside sales call is the interviewer!

Sell the interviewer on your strengths, land the position, and move into a well-paid career. The first step really is that simple!

You can have the lifestyle you want, with the income you desire. All of this comes with some well-focused work. I always say: Work smarter not harder.”

How do you ace this critical first sales call with your interviewer? If you’re looking for an exact step-by-step guide, you’ll find it right here:

Happy job hunting!
-Hunter Davis