The Interview-Pharmaceutical or Medical Sales

An interview offers you and the employer an opportunity to exchange information, meet one another and come to a conclusion about whether the job is right for you and you are right for the company.

The Evaluation Process:

Most interviewers make up their mind about a candidate based on the first 5-10 minutes of meeting the candidate. In those first few minutes, you have to make a good first impression. Give a firm handshake, smile, display lots of energy and confidence, make eye contact with interviewer and be friendly. Making a good first impression and listening skills are very important in the interview process. Interviewers evaluate you on your appearance, communications skills, attitude, enthusiasm, technical knowledge, knowledge about their company as well as your ability to do the job.
You should know the size of the organization, product line or service, types of clients, present price of stock, who the competition is and any recent items in the news about the company. Go on-line and visit the company's web site to gain information about their current needs. Tell the interviewer what skills and education you have that relate to the company's current needs.

Develop a rapport with the interviewer. Offer a firm handshake at the beginning and at the end of the interview. Jobs are not always won by having the right skills. Often they are won because one candidate has established a rapport with the interviewer.

What Do I Bring to The Interview?

Bring a portfolio with at least two copies of your resume, including a reference page, along with documentation of your performance, awards and achievements, often called a "brag book." You should also bring a professional looking pen and notepad to write down information the interviewer is discussing with you. Be careful not to write down too much during the interview process, as this will decrease the amount of eye contact you have with the interviewer.

Ask about the job duties, company and its product or services.

Ask about the importance of the job, your responsibility, authority and the career potential.

Avoid questions about salary and benefits until the job is offered.

What Should I Wear To The Interview?

The first impression is a lasting one. When you walk in the room the interviewer will form an opinion of you through non-verbal visual cues. Therefore, wardrobe is very important.

Men and women should wear a conservative two-piece business suit, preferably dark blue or gray. In addition to this, a conservative white or pastel colored long-sleeve shirt or blouse and clean, well-polished dark dress shoes are best. Men's neckties should be with a conservative pattern. When in doubt, be professional and conservative. You are selling yourself. Dress for success. Be conservative with your hairstyle, makeup and jewelry.

Close the Interview :

This is the most important step especially for a sales professional. Always ask at the end of the interview when the hiring decision will be made. Ask what the next step is and if you will have a second or third interview. Tell the interviewer you are very interested in the job.

Things to Avoid:

Try to avoid giving out too much personal information (i.e., financial problems, marital status, children etc.)
Avoid questions about salary and benefits until the job is offered.
Don't talk too much. Bring a few pointed, well thought out questions regarding the position (i.e., duties, responsibilities, territory size, commission structure, potential for advancement.)
Don't be late. If at all possible, be early at least 5-10 minutes prior to the interview.
Don't brag. It is fine to bring a "brag book" with you to the interview that lists your accomplishments. However, try not to rely on it. Use it as a guide to show the interviewer what you can do for their company.

Most Important Tip!

Show enthusiasm and excitement about the position! Research shows that interviewers often make decisions based on who they "feel" will do the best job. Decisions are not always based on qualifications or past performance. Use good eye contact, ask for the position and let the interviewer know you will work hard if given the position.

Hiring decisions are not always based on someone's qualifications or education. Most decisions are made on a "gut" level instinct, these decisions are opinions based on your ability to communicate your past accomplishments. They are also based on the interviewer's perception of what they feel you will be able to accomplish in the future if given the opportunity with their company.

Many times an interviewer will make a decision about your abilities based on the first 5- 10 minutes of the interview. Preparation is essential!

Follow-up

Send the interviewer a handwritten thank you note the next day. It has also become acceptable to email a thank you message to the interviewer. If the interviewer has given you a business card, you may also leave them one follow-up message indicating your interest level and enthusiasm about the position.