Q: What are some of the mistakes you see entry level representatives making in seeking a position?

A: Well to tell you the truth, I see them make many different mistakes. The number one mistake is that individuals are not familiar with the pharmaceutical industry. I have heard of applicants going into interviews and not even being familiar with the pharmaceutical company’s product lines and the therapeutic areas they are treating. They are also not familiar with pharmaceutical terms, medical terminology and the Research and Development process put forth by the pharmaceutical companies as well as their clinical trials. The applicants need to spend a little more time getting prepared for their interviews and also get a better understanding of the pharmaceutical industry.

Q: Is it important for me to obtain CNPR training before entering a pharmaceutical sales job?

A: Yes! A Pharmaceutical sales rep requires the combination of technical science skills and sales ability. If you want to use your scientific background in a fast paced sales environment pharmaceutical sales is the career for you. If you are lacking a medical/scientific education you can still acquire it by taking the CNPR training program. The most qualified pharmaceutical sales candidates will have some education in pharmacology, physiology, anatomy, and medical terminology. Sales experience or having sales ability such as good interpersonal skills and rapport building are essential in the interview process.

Q: How is the NAPSRx® helping these applicants?

A: We do an excellent job of giving the entry level applicant a thorough overview of the pharmaceutical industry and information they should know when talking to a Pharmaceutical Sales Manager or pharmaceutical recruiter. We present the information in a manner that is easy to understand and try not to overwhelm the individual with details that they do not need to know in the interview stage. We have been complimented many times over on our Entry Level Sales Training Manual. I am proud of our association being able to provide these needed services.

A: The association has a 14 day return policy and guarantee to anyone who purchases our product. Our association has a clean record with the BBB and we are proud of that. If someone is not completely happy with the CNPR training packet they have 14 days from the time of order to return it for a refund.

Q: Why should I get trained before I am hired since there will be additional training provided by the company?

A: All pharmaceutical companies will provide training to their new hires. However, company training programs are intense with lots of information to be absorbed in a short period of time. New hires must pass exams at the training programs to advance into a pharmaceutical sales job. New hires who do not score well on the exam will be sent home and not asked to come back. This is quite a risk to many individuals. For CNPR graduates these training programs become nothing more than review. Also, when interviewing for positions candidates with CNPR training are more attractive to pharmaceutical employers because they already have been trained.

Q: Companies prefer to hire candidates with no experience or previous training as they may have to break bad habits?

A: Are you kidding. We have been asked this question a few times and they answer is obviously NO!!!!!!!!! Pharmaceutical companies will always prefer someone with experience or at least pharmaceutical sales training. The CNPR training is mostly on product knowledge, medical terminology, rules-regulations, effective drug sampling and some physician selling techniques that almost all reps utilize. There are no bad habits that formulate because of this training and an educated candidate is always better than one who is not. Actually, there are not any good careers in America that you can obtain without having industry or vocational training.

Q: What are some other mistakes you see that entry level applicants make when applying for pharmaceutical sales rep positions?

A: Too many times I see the applicants go after Big Pharma. What I mean is that they pursue the jobs with Merck, Pfizer, J & J, etc. and they ignore the medium or smaller companies such as Forest Pharmaceutical, Dey Pharma, Tap Pharmaceuticals to name a few. Do not get me wrong all these companies are great to work for and have excellent reputations as well as provide excellent products but sometimes it is easier for an entry level rep to break into the industry with a smaller to medium sized company.

Q: How do you help them with this?

A: The NAPSRx® Career Center lists over 168 pharmaceutical companies and contact information for them. The applicant can research and contact the ones they are interested in.

Q: Where do you see the pharmaceutical industry going?

A: Over the past 25 years, prescription drug use has grown significantly as the increased availability of better and cost-effective new medicines has changed health care practice to focus more on prevention and treatment of a growing range of illnesses with pharmaceuticals. Pharmaceutical innovation has been central to creating a fundamental shift in healthcare—patients spend less time in the hospital and more time at the prescription counter.