2 Interview Types Second Interviews You passed the first interview with flying colors and you just got a call to schedule a second interview. Here are suggestions on how to use your second job interview to help secure an offer.Exit InterviewAn exit interview is a meeting between an employee who has resigned or been terminated and the company's Human Resources department.Lunch and Dinner InterviewsInterviewing can be even more stressful when you are expected to eat and talk at the same time. One of the reasons employers take job candidates out to lunch or dinner is to evaluate their social skills and to see if they can handle themselves gracefully under pressure
3 Group InterviewsThere are two types of group interviews. One is being interviewed by a group (or panel) of interviewers, the other is being interviewed with a group of other applicants.Interviewing in a Public PlaceEmployers sometimes schedule job interviews in a public place, like a coffee shop or restaurant. Here are tips on how to interview in public.Telephone Interviews While you're actively job searching, it's important to be prepared for a phone interview on a moment's notice.Video Interviews Tips and suggestions for successfully interviewing via videopanel interviewalso called committee interview, you will meet with several individuals at one time
4 Character of successful Med. Rep. 1- Basic medical background..2- Presentable appearance.3- Able to plan & work in an organized manner.4- Able to report & transmit feed back .5- Have appositive attitude .6- Able to communicate effectively.7- Have a clear voice with good conversation habit.8- Enthusiastic with self confidence..
5 Duties and responsibilities of P.S.R. 1- Acquire and maintain knowledge.2-Reflect company image.3- Sell to physicians, hospitals, pharmacies4- Report & record.5- Plan his area.6- Co-operate in a team work.7-keep treat in competitors.8- Show loyalty to his company.9- Show loyalty to his manager.
6 Job Description For Med.Reps 1- To perform regular visits to the following prospects in your territory " Doctors- pharmacist-Decision makers" in both morning and p.m. activity.2- To perform the average number of visits per day/week/month as it will be specified to you by your supervisor in charge.3- To plan your field/sales actions in coordination with the field force supervisor on daily /weekly/monthly basis and then to action your field /sales plan accordingly.4- To promote and sell own products according to the guidelines and strategies stated in the quarterly issued field plan.5- You are expected to perform up to the best of your knowledge,selling skills and abilities in order to make Dr s prescribe our products as per the agreed- upon detailing approach, and making good usage of promotional materials and samples as stated in the field plan.
7 6- To Establish and develop excellent business and personal relationship with prospects within the frame work of dignity, ethics and excellent way of dealing standards curtsey,7- To establish, maintain and update records including Dr sname, address,p.o. Box, tel. No. of your prospects.8- To gather the appropriate information or how can we sell our products via direct purchase order or via the hospital tender and to under take all the necessary steps in coordination of your supervisor that will ensure making products available in the Hospital pharmacy.9- To perform pharmacy detailing briefing the pharmacist of the benefits, safety and indications of our products for O.T.C. Business.10- Being aware that "Time is money" you will be expected to show high level of ability for time and territory management.
8 11- To suggest, plan and conduct in co-ordination with the field force supervisor a group promotional activates (A/Vacation) in the institutional materials available company.12- To preserve and product the company secrets, interests and properties from damage, miss use or loss. You will also be expected to protect company plans, promotional materials from hands of competitors.13- to show enthusiasm, dedication and determination to make successful career with your company.14- You will be reporting with honesty and accuracy on your field activities to your field force supervisor using the reporting system of your copmany.15- You will be responsible and requested to Achieve the sales Targets/units of your territory as agreed upon with your supervisor.
9 Sections of Interviews PreparationThe Big DayFollow-up
10 Interview Preparation Detailed Research on the CompanyConduct some online and offline research about the company. Find out about the type of pharmaceutical products they sell, their assigned territories, last years sales revenues, etc. In a nutshell, find out everything that you possibly can about the company before you go on the interview.Update & Correct Resume: Last ChanceThere is nothing worse than having an outdated resume with spelling errors. Bring extra copies of your resume and be prepared to explain everything that is listed. Get a resume that gets you hiredWear Appropriate ClothingThis is always the most professional, even if the office attire is casual. You always want to dress one step above what is expected. Dress to impress! Make sure your outfit is clean and pressed and you shoes are clean and polished and match the outfit. Boots with a suit are NOT appropriate. Nothing breaks a business outfit like a dirty, dusty pair of shoes.
11 Do a trial run to see how much time it takes to arrive. Where Is the Interview?Imagine that today is the interview day. See yourself driving to the location, parking and entering the building. Make sure that you arrive in plenty of time to give yourself a last minute head to be check. Smile and proceed to the reception desk. Greet the receptionist with all respect as this is the first person you will have contact with and they know EVERYONE and EVERYTHING in that office.Do a trial run to see how much time it takes to arrive.Arrive on time. It shows you are inconsiderate of the interviewers time or that you did not care enough to find out ahead of time.If unusual circumstances occur on your way to the interview (accident, unforeseeable road construction…) CALL
12 What do you wear ?“You only get once chance to make a first impression!”Many factors will determine how you dress for success.HygienePersonal grooming is very important. Make sure you shower and wash your hair. Use a deodorant and take it easy on the perfume While a little scent is nice, an overpowering fog of fragrance is not good!AVOIDeating strong foods before the interview.DO NOT CHEW GUMTrim your nails: Clean under your nails and trim your cuticles. If you bite your nails, STOP for a week to let them healHOLD YOUR SHOULDERS BACK, walk straight and hold your head high.
13 Menshould pick a suit blue or blackMake sure your suit is clean and pressed; you don’t want to show up looking all wrinkled.Dark socks and dress shoes are the last two things to consider in pulling your outfit together. Make sure you have your shoes cleaned and polishedWear BLACK shoes with a dark suit, Brown shoes with Light colored suits
14 WomenShould wear a business suit or skirt and jacket. Make sure the pants are not too tight fitting.Skirts: when you sit down in a chair, you aren’t showing too much skin. This is business NOT a nightclub.Blouse: should not be tight.stylish shoes will complete your outfit.Jewelry: Don’t wear lots of jewelry that dangle and make noise. This would be very distracting and could cause an irritation to the interviewer.
15 Tips for Interview Success First impressions countGreet your interviewer with a smile and firm handshake. Give eye contact .You have to sell yourself before you can sell anything else and the first 30 seconds are when the interviewer subconsciously makes decisions about whether you will fit into the team."2. Be preparedRe-read your CV just before the interview.3. Don’t waffleAnswer questions properly - even if you need a few moments’ silence to collect your thoughts.4. Why should they hire you?Be ready to talk about your knowledge, experience, abilities and skills. Have at least three strong points about yourself that you can relate to the company and job on offer.
16 5. Be positive Interviewers like to see someone who enjoys a challenge and is enthusiastic. 6. Remember your body language It is not what you say, but how you say it. During the interview, do not fold your arms .Sit upright and try to maintain good eye contact. Use your hands and lean forward when making a point.7. Expect the unexpected Your interviewer may try to catch you with a' killer' questions in interviews. try to appear relaxed and in control. Ask the interviewer to repeat the question if necessary .8. Develop rapport Show energy, a sense of humour and smile, being positive and enthusiastic9. Clarify anything you are unsure of If you are not certain what are meant by a particular question, ask for clarification. At the end, ask the interviewer if there is anything else he or she needs to know about.10. Remember your manners Tell the interviewer why you are interested in the company and job opportunity. Ask them for a business card and follow it up by sending a "thank-you" or letter, saying how much you enjoyed meeting them and how interested you are.
17 16. Don't talk too much! 18-Do not smoke. 11-Don’t arrive too early or too lateA person who arrives hours before their assigned interview time will be perceived as someone who has nothing else to do. Arriving too late will make you seem unreliable.12. Be Prepared!Re-read your CV and the job advert just before the interview. Do your research thoroughly: Look at the company Web site or obtain literature.13. Write down and practice possible questions!Writing them down and practicing them with someone will make it easier to remember when you get to the interview14. Be honest!15. Talk about specific achievementsInterviewers like to know how you felt about a particular success. Some will ask for specific examples of things you've done that you're particularly proud of; how you solved problems; how you learned - and improved - from difficult situations16. Don't talk too much!Communication is a two-way thing so give them a chance17. Take a spare photo & CV with you!18-Do not smoke.
18 19-Greet the receptionist with respect Often this is one of the deciding factors to be considered if the company is making a decision about two candidates. The interviewer may ask the receptionist after you leave how you treated them20-Give a firm and quick handshakeWait for the interviewer to initiate the handshakeDon’t shake their arm up and down or make them pull away because it lasts too long. Smile and look the interviewer in the eyes and introduce yourself with all the confidence in the world.21-DO NOT ASK ABOUT SALARYYou do not even have the job yet! That part comes with the job offer interview.22-SHUT UP and LISTEN!This is not a social event; it is about business. Let the interviewer set the tone and pace of the interview now. Many interviewers dislike chatty applicants. You will know if you are talking too much because your interviewer will look bored. You are there to sell yourself to the interviewer.
19 Eye Contact The Most Important Interview Nonverbals What you say is not nearly as important as how you say it.Many interviews fail because of lack of proper communication. But communication is more than just what you say. Often it is the nonverbal communication .the top five nonverbal, ranked in order of importance when it comes to interviewing:Eye ContactIf you look away while listening, it can indicate a lack of interest.If you fail to maintain eye contact while speaking, at a minimum it can indicate a lack of confidence in what you are sayingDo not just assume you have good eye contact. Ask. Watch. Then practice. Ask others if you ever lack proper eye contact.
20 Facial Expressions Posture Take a good, long, hard look at yourself in the mirror. Look at yourself as others would. Then modify your facial expressions first eliminate any negative overall characteristics that might exist, then add a simple feature that nearly every interviewee forgets to include a true and genuine smile that tells me you are a happy person and delighted to be interviewing with our company today.You do not need to keep the smile plastered on for the full interview, but remember to keep coming back to it.Nod slowly. Rapid nodding sends a message that you are impatientPostureposture sends out a signal of your confidence and power potential.When standing, stand up straight. When you are seated, make sure you sit toward the front of the chair, leaning slightly forward, intent on the subject at hand.
21 Hands:Avoid negative hand messages like running fingers through hair, biting fingernails, wringing hands, adjusting tie (nervous), and touching nose or face, clasping hands behind behind head, rubbing back of neck (untrustworthy or defensive).Seating:Wait for the interviewer to direct you to a seat. If you feel uncomfortable, you may ask the interviewer:" Where would you like me to sit?"Keep a personal space of inches.Sit to the back of the chair with your back straight. Lean slight forward to show your interest in the conversation.Women should avoid crossed legs and instead. Men should avoid sitting with their legs too wide apart or with one ankle over the other knee
23 In a panel interview (also called committee interview), you will meet with several individuals at one timethe committee interview is less time-consuming, and can give you an opportunity to see how the staff works together. However, it can be more stressful since several interviewer are involved and the interview questions may be more rapidlyThe following are some tips for panel/committee interviews:Be prepared. Get familiar with the organization and the industry. Bring a list of highlights that you'd like to mention during the interview. If possible, call the organization or do your own research to get basic bio information on each of the panel members.Relax and focus on your responses. Don't be afraid to use interviewers' name throughout the process, people love to hear their names during a conversation.Keep eye contact with each person, with special attention to the individual who asked the question.Take note during the interview, it can help you memorize each panel member's name, his/her specific concern, and the facts mentioned in each questions.Send a separate thank you note to each panel member after the interview.
25 Questions to Avoid Salary Vacations Benefits Sick leave Research other companies, give a rangeVacationsBenefitsSick leave
26 What Interviewers Care About Your goal it to sell yourself in the interview, while interviewers want to get answers for the following four questions before they can pass you:1-Do you want the job? Your interests directly affect your productivity in your work. You need to convince the interviewers that you're interested in the position, the company, the field and the location.2-Can you do the job? Although you resume may have already answer this question for you. But now it's the time for you to elaborate on your qualifications, use examples and numbers.3-Will you fit in the organization? The fact that you have the interests and skills needed to do a job doesn't always means that you'll get the offer. Every company has its own corporate culture, you need to demonstrate that you can get along well with other coworkers and can adapt yourself in this culture.4-Do you have the motivation? Most employers want you to take care of yourself and be self-motivated. You can show your motivation through your enthusiasm, your knowledge about the job, company and industry.
27 4-a team player who meshes well with interviewer's team. 10 most desirable traits that all employers love to see in their employees are:1-A proven track record as an achiever...especially if your achievements match up with the employer's greatest wants and needs.2-Intelligence.3-Honesty...integrity.4-a team player who meshes well with interviewer's team.5-positive attitude...sense of humor.6-Good communication skills.7-willingness to walk the extra mile to achieve excellence.8-clear goals.9-Enthusiasm...high level of motivation.10-Confident...healthy...a leader
28 Most Common Interview Questions 1-Tell me about yourself.This is probably the most common of all the interview questions because it’s an easy icebreaker. Whenever I asked someone this question, I just wanted to hear them talk, see what their personality was like, and just get to know them a little more. As an interviewee, my approach to answering this question is to let it be my opportunity to direct the conversation. If I know there’s a bullet on my resume that matches the job very well, I’d highlight it Start with the present and tell why you are well qualified for the position. Remember that the key to all successful interviewing is to match your qualifications to what the interviewer is looking for.
29 2-What would you consider your greatest strengths? This is an opportunity for you to mention a strength that may not be reflected on your resume.just stay positive. A few good examples: Your ability to prioritize, Your problem-solving skills, Your ability to work under pressure, Your ability to focus on projects, Your professional expertise, Your leadership skills, Your positive attitude
30 3-What would you consider your greatest weakness? TRAPS: Beware - this is an eliminator question, designed to shorten the candidate list. Any admission of a weakness or fault will earn you an “A” for honesty, but an “F” for the interview.ANSWER: Disguise a strength as a weakness.Example: “I sometimes push my people too hard. I like to work with a sense of urgency and everyone is not always on the same wavelength
31 4- Sell me this stapler…(this pencil…this clock…or some other object on interviewer’s desk). If your interviewer picks up his stapler and asks, “sell this to me,” you are going to demonstrate this proven master principle. Here’s how: “Well, a good salesman must know both his product and his prospect before he sells anything. If I were selling this, I’d first get to know everything I could about it, all its features and benefits.”“Then, if my goal were to sell it you, I would do some research on how you might use a fine stapler like this. The best way to do that is by asking some questions. May I ask you a few questions?”Then ask a few questions such as, “Just out of curiosity, if you didn’t already have a stapler like this, why would you want one? And in addition to that? Any other reason? Anything else?”“And would you want such a stapler to be reliable?...Hold a good supply of staples?” (Ask more questions that point to the features this stapler has.)Once you’ve asked these questions, make your presentation citing all the features and benefits of this stapler and why it’s exactly what the interviewer just told you he’s looking for.Then close with, “Just out of curiosity, what would you consider a reasonable price for a quality stapler like this…a stapler you could have right now and would (then repeat all the problems the stapler would solve for him)? Whatever he says, (unless it’s zero), say, “Okay, we’ve got a deal.”
32 5-How did you prepare for this interview? Concernare you interested enough to do some researchWhen I found this position posted on the internet (monster.com) I was immediately interested. I checked out the company websiteAlso I ask some friends in the same field
33 6- Why should I hire you?TRAPS: Believe it or not, this is a killer question because so many candidates are unprepared for itBEST ANSWER: If you know the employer’s greatest needs and desires, this question will give you a big leg up over other candidates because you will give him better reasons for hiring you than anyone else is likely to…reasons tied directly to his needs.
34 7- “The Salary Question” – How much money do you want? For maximum salary negotiating power, remember these five guidelines:Never bring up salary. Let the interviewer do it first. Good salespeople sell their products thoroughly before talking price. So should you. Make the interviewer want you first, and your bargaining position will be much stronger.If your interviewer raises the salary question too early, before you’ve had a chance to create desire for your qualifications, postpone the question, saying something like, “Money is important to me, but is not my main concern. Opportunity and growth are far more important. What I’d rather do, if you don’t mind, is explore if I’m right for the position, and then talk about money. Would that be okay?”The #1 rule of any negotiation is: the side with more information wins. After you’ve done a thorough job of selling the interviewer and it’s time to talk salary, the secret is to get the employer talking about what he’s willing to pay before you reveal what you’re willing to accept. So, when asked about salary, respond by asking, “I’m sure the company has already established a salary range for this position. Could you tell me what that is?” Or, “I want an income commensurate with my ability and qualifications. I trust you’ll be fair with me. What does the position pay?” Or, more simply, “What does this position pay?”Know beforehand what you’d accept. To know what’s reasonable, research the job market and this position for any relevant salary information. Remember that most executives look for a 20-25%$ pay boost when they switch jobs. If you’re grossly underpaid, you may want more.Never lie about what you currently make, but feel free to include the estimated cost of all your fringes, which could well tack on 25-50% more to your present “cash-only” salary.
35 8-How do you perceive a pharmaceutical representatives typical workday? As a sales representative you know very well that your job is to sell to the physicians. Whatever it takes you have to increase the sales figures. To do that you must make a favorable impression on the doctors. Discuss how you plan for each doctor differently based on their work schedules and preferences, likes and dislikes.9-What is the most challenging aspect of a pharmaceutical representative?As a pharmaceutical representative your biggest challenge is influencing the physicians among many others representatives who are doing the same thing. Tell the interviewer on how you find your way to sell yourself to physicians creatively and to make it count in numbers.10-If given a territory and a list of physicians to call on, how would you go about it?Know your territory first. Know your customers and their sales potential. Analyze the data and figure out where your biggest potential is in terms of the 80:20 principle (80% of your business comes from 20% of the people). After the A list is covered, then make your own B list and C list within a time frame that fits with the organizations sales closing
37 2-Why do you want this job? 1-We expect to work more than 8 hours a day. Do you have a problem with that?I have no problem working long hours. I have worked 12 or 14 hour days. What I have found works for me is to work smarter, not necessarily longer. My goal is to get the job done, whatever that takes, in the most efficient manner2-Why do you want this job?I see some challenges ahead of me here, and that’s what I thrive on. I have what you need, and you have what I want.”It’s an opportunity to learn and grow in your field.3-We are ready to make an offer. Are you ready to accept today?Based on my research and the information I have gathered during the interview process, I feel I am in a position to consider an offer. I do, however, have a personal policy that I give myself at least 24 hours to make major life decisions. I could let you know by tomorrow.”
38 5-How do you think you would get a Physician to switch to your drug? 4-How would you like your ideal sales manager to be - to get the best out of you?You need One who can drive you, who supports and believes in you, who is open, honest and who can use his knowledge and yours to bring about a synergistic result. One who can add value to both your personal and career goals.5-How do you think you would get a Physician to switch to your drug?The biggest challenge comes with a physician who is happy with his current drug. In such a case, your first step is to make your presence felt by setting small goals and making small in roads. As you gain more knowledge about the drugsand the physician’s prescribing behavior you would use your product knowledge and other tools to make the physician view your drug favorably. Then your next step is to get the physician to prescribe to one patient type, and you have a foot in the door. Follow up with the doctor to see the results on the patient type and then you can push for other patient types
39 6-How do you keep current and informed about your job and the industries that you have worked in? Concern – Once you get the job do you continue to learn and grow – stay challenged and motivated?)“I pride myself on my ability to stay on top of what is happening in my industry. I do a lot of reading – the business section of the newspapers and magazines. I belong to a couple of professional organizations and network with colleagues at the meetings. I take classes and seminars whenever they are of interest, or offer new information or technology
40 7- The “Silent Treatment” It’s normally used by those determined to see how you respond under stress. When you get this silent treatment after answering a particularly difficult question , such as “tell me about your weaknessesMost unprepared candidates rush in to fill the void of silence, viewing prolonged, uncomfortable silences as an invitation to clear up the previous answer which has obviously caused some problem. he just keeps talking, showing how flustered and confused he is by the interviewer’s unmovable silence.BEST ANSWER: keep quiet yourself for a while and then ask,“Is there anything else I can fill in on that point?” That’s all there is to it.Whatever you do, don’t let the Silent Treatment intimidate you into talking a blue streak, because you could easily talk yourself out of the position
41 8- Can you work under pressure? TRAPS: An easy question, but you want to make your answer believable.BEST ANSWER: Absolutely…(then prove it with a vivid example or two of a goal or project accomplished under severe pressure9- Where do you see yourself five years from now?: One reason interviewers ask this question is to see if you’re settling for this position, using it merely as a stopover until something better comes along.
42 10- Why do you want to work at our company? TRAPS: This question tests whether you’ve done any homework about the firm. If you haven’t, you lose. If you have, you win big.BEST ANSWER: This question is your opportunity to hit the ball out of the park, thanks to the in-depth research you should do before any interview.Best sources for researching your target company: annual reports, the corporate newsletter, contacts you know at the company or its suppliers, advertisements, articles about the company in the trade press.
43 12. How do you feel about working long hours and weekends? 11- Tell me honestly about the strong points and weak points of your boss (company, management team, etc.)…TRAPS: Skillful interviewers sometimes make it almost irresistible to open up and air a little dirty laundry from your previous position. DON’TBEST ANSWER: Remember the rule: Never be negative. Stress only the good points, no matter how charmingly you’re invited to be critical.Your interviewer doesn’t care about your previous boss. He wants to find out how loyal and positive you are, and whether you’ll criticize him behind his back if pressed to do so by someone in this own company. This question is your opportunity to demonstrate your loyalty to those you work with.12. How do you feel about working long hours and weekends?say that you would be open to working longer hours to achieve a specific goal or important project. Occasional weekends could be arranged if the need should arise. Stress that you strive to get your work done during regular business hours, but understand the occasional need to sacrifice some of your personal time for the betterment of the company.
44 14- Who has inspired you in your life and why? 13- What makes you angry?You know what makes me angry? People who are negative, people who lie…etc.”14- Who has inspired you in your life and why?TRAPS: The two traps here are unpreparedness and irrelevance.BEST ANSWER: Have a few heroes in mind, from your mental “Board of Directors” – Leaders in your industry, from history or anyone else who has been your mentor.Be prepared to give examples of how their words, actions or teachings have helped inspire your achievements. As always, prepare an answer which highlights qualities that would be highly valuable in the position you are seeking
45 16. Why did you apply for this job? 15- You’ve been with your firm a long time. Won’t it be hard switching to a new company? describe the similarities between the new position and your prior one. Explain that you should be quite comfortable working there, since their needs and your skills make a perfect match.16. Why did you apply for this job?You state that you are looking to advance in this industry and with this organization you feel that can be easily accomplished. Your goals match well with the company. It’s an opportunity to learn and grow in your field.
46 17- May I contact your present employer for a reference? BEST ANSWER: Express your concern that you’d like to keep your job search private, but that in time, it will be perfectly okay. Of course, when we both agree the time is right, then by all means you should contact them. I’m very proud of my record there18- What do you worry about?I wouldn’t call it worry, but I am a strongly goal-oriented person. So I keep turning over in my mind anything that seems to be keeping me from achieving those goals, until I find a solution.
47 19- What’s the most difficult part of being a (job title)? “When I see the first sign that sales may slip or that sales force motivation is flagging because of a downturn in the economy, here’s the plan I put into action immediately…” (followed by a description of each step in the process…and most importantly, the exceptional results you’ve achieved.).20. Do you prefer to work alone or as a team?This is to see how well you can work together in the workplace with existing employees. You should say that you definitely are confident enough to take on assignments alone but would fit right in working as a team member. Hearing and considering points of views from others, to make a proper decision, is something that you have enjoyed in previous jobs
48 21- If you won $10 million lottery, would you still work? This type of question is aimed at getting your attitude about work and how you feel about what you do. Your best answer will focus on your positive feelings.Example: my basic belief that achievement and purposeful work are essential to a happy, productive life. After all, if money alone bought happiness, then all rich people would be all happy, and that’s not true.“I love the work I do, and I think I’d always want to be involved in my career in some fashion. Winning the lottery would make it more fun because it would mean having more flexibility, more options...who knows
49 22- Tell me something negative you’ve heard about our company… Just remember the rule – never be negative – and you’ll handle this one just fine.23-On a scale of one to ten, rate me as an interviewer.Once again, never be negative. The interviewer will only resent criticism coming from you. This is the time to show your positivism.However, don’t give a numerical rating. Simply praise whatever interview style he’s been using.If he’s been methodical, say, “You have been very methodical and analytical, and I’m sure that approach results in excellent hires for your firm.”In other words, pay him a sincere compliment that he can believe because it’s anchored in the behavior you’ve just seen.
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