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Useful Advices - Top Ten Sales Interview Questions (and Expected Responses)
- What image do you have of our company and this industry?
- Should have done a thorough job of resea
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
rch or your industry and company
What types of products/services have you sold and how did you sell t
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
hem?
- - See if they understand how to sell “solutions” as opposed to “products” or “services”
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
i>What kind of goals motivate you the best? What total compensation are you seeking?
- Should be enthusiastic
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
about setting goals
Should be comfortable with a large share of compensation at risk (at least 50%)
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
>What were your goals for the past three years and did you meet them? What was the reason for your success? Why didn’t you me
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
et the goals?
What was your most signif
- Should have had concrete goals with metrics
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
icant professional accomplishment? Tell me about it in detail.
- Keep asking for more and more detail to get insight
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
into work ethic
Tell me about a sales experience that demonstrates your work ethic.
- H
- ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would ag>What is your sales process, given a qualified lead? How many contacts do you make on a qualified lead?- Look for l
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prodogical steps including building a relationship and asking about the prospect’s needs as the first two steps- Average number
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combinof contacts should be 12- Ask for the different types of contacts they make to qualified prospects
- <
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmenstrong>How do you overcome buyer objections? How do you handle price objections?- Ask for examples
- Can the
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devely describe selling on value, not on price?- How do you expect to close sales? How do you know when a b
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care industyer is ready to buy? What closing principles do you follow? What closing techniques work best for you?- Does the can
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination productsdidate mention of the importance of body language?- Some answers to “what closing principles do you follow” include:
<.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the deli>Do not attempt to close until the buyer is ready- When you propose a close, be silent until the buyer responds
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through participAfter the sale is made, quit selling- Should be able to describe three different closing techniques
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
>If they give a positive one, ask for a negative one. i.e. a time they failed and what they learned
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
w do you generate leads? - Asking for referrals from current customers should be a large part of the answer
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