Feedback on Situational Interview Questions

Hello All!

I am looking to receive feedback on a couple of situational interview questions. I was asked one of them in an interview and felt pretty good about my response. It seemed to be received well but not coming from the industry, I know there's always room for improvement. I am super excited because on Monday I got an opportunity to shadow a Territory Manger within Interventional Cardiology with a major company and really got to see a day in the life. It was AWESOME and only got me more excited to break into the industry!

I'd love help with these situational questions because currently I have a sales background but not a medical/clinical background. Any advice for specific medical rep day in the life questions like these would be greatly appreciated! Thank you!

1. Handling a Difficult Physician: You are a new medical sales rep, and a physician refuses to meet with you, saying they already have a preferred vendor. How do you handle this?

My goal would be to find a way to connect with the physician that respects their time while still providing value. The most important place to start is by being present in the hospital. The more the doctor sees you, the more comfortable they become with your presence. I would make sure to organize my schedule to be present at the hospital on a consistent basis. Then I would introduce myself to office staff, lab techs, nurses, etc. Forming a trusted relationship with them could lead to a introduction. Whenever I saw that doctor, I would start with a simple “Hello, how was your weekend?” and start to nurture a connection that goes beyond medical devices. Once a wall was broken down, I would begin to introduce value by asking if there was anything they needed, or were struggling with, or were excited about to then be able to introduce options of how I could provide value with my portfolio of devices.

By being a friendly familiar face at the hospital, and forming a relationship that goes beyond just medical devices, that would make me a trusted source to open up to in order to see where I could provide the most value.

It’s about staying persistent and sometimes starting small and recognizing that some connections develop quicker than others. But the best reps know this and know how to adapt their approach to each physician they interact with.

2. Last-Minute Product Change Before a Demo: You are scheduled to present a product to a surgical team, but last-minute supply issues mean you must present a different product than expected. What do you do?

Sometimes we are at the mercy of logistical issues that are out of our control.

In this scenario, I would start with honesty. I would let the physicians and staff know that I would be presenting a different option for them today, but also with the promise that they would also receive the demo that they were expecting at another time.

Depending on the product, if it was similar, I’d point out those similarities and differences in a way that highlights both products and maintain my excitement for both options for the surgical team.

By being honest with physicians and staff, that would only show that I am a trusted resource. Acknowledging their disappointment and my own as well, would show that I am an empathetic partner. Maintaining excitement for the products would demonstrate my knowledge and show that I truly care about bringing valuable options to the team.

At the end of the day, things happen that are out of our control, but as a medical rep it is about being adaptable, quick on your feet, and maintaining a positive attitude to still create a desirable outcome.

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