What is the difference between a generic drug and a branded drug?

Explain that generics have the same active ingredient but are sold under chemical name, while branded drugs have a proprietary name and may be patented. Mention cost and marketing differences.

Explain the concept of 'detailing' in pharmaceutical sales.

Detailing is a face-to-face presentation to a physician about a drug's benefits, side effects, and dosage. Highlight that it must be accurate, compliant, and tailored to the doctor's specialty.

What are the key elements of a doctor's prescription?

Include patient name, drug name, strength, dosage form, frequency, duration, and prescriber's signature. Mention that MRs must understand this to discuss products effectively.

What is the role of a Medical Representative in a hospital setting versus a retail pharmacy?

In hospitals, focus on institutional sales, formulary inclusion, and working with multiple stakeholders. In retail, focus on chemists for stock and reminder, and doctors for prescriptions.

Back to library

Healthcare and pharma

Pfizer India Medical Representative Interview: Rounds, Questions and Preparation

For Medical Representative roles at companies like Pfizer India

Share with friends

Preparing together? Send them this role's questions.

https://www.cynchrony.in/library/pfizer-india-medical-representative

What the job involves

A Medical Representative (MR) promotes a company's pharmaceutical products to doctors, pharmacists, and hospitals to generate prescriptions and sales. The role involves daily field visits, product detailing, building relationships with healthcare professionals, and achieving sales targets in a assigned territory. MRs also gather market intelligence and report on competitor activities.

Role and Technical Knowledge

1
What is the difference between a generic drug and a branded drug?
Explain that generics have the same active ingredient but are sold under chemical name, while branded drugs have a proprietary name and may be patented. Mention cost and marketing differences.
2
Explain the concept of 'detailing' in pharmaceutical sales.
Detailing is a face-to-face presentation to a physician about a drug's benefits, side effects, and dosage. Highlight that it must be accurate, compliant, and tailored to the doctor's specialty.
3
What are the key elements of a doctor's prescription?
Include patient name, drug name, strength, dosage form, frequency, duration, and prescriber's signature. Mention that MRs must understand this to discuss products effectively.
4
What is the role of a Medical Representative in a hospital setting versus a retail pharmacy?
In hospitals, focus on institutional sales, formulary inclusion, and working with multiple stakeholders. In retail, focus on chemists for stock and reminder, and doctors for prescriptions.

Practical Scenarios

5
A doctor says your competitor's drug is more effective. How do you respond?
Acknowledge the doctor's opinion, then present clinical data or unique benefits of your product without criticizing the competitor. Offer samples or a trial to build confidence.
6
You have to cover 20 doctors in a day but only manage 10. How do you prioritize?
Classify doctors based on prescription potential (A, B, C categories). Focus on high-prescribers first, and use efficient routing. Mention using CRM to plan and track.
7
You notice a chemist is not stocking your product. What steps do you take?
Discuss with the chemist to understand reasons (e.g., low demand, competitor push). Offer promotional support, ensure timely delivery, and educate on product benefits.
8
How would you handle a doctor who is consistently unavailable?
Try different timings, build rapport with the doctor's staff, leave informative literature, and persist politely. Use a mix of visits and phone calls.

Behavioural and HR

9
Why do you want to be a Medical Representative?
Show passion for healthcare and sales, mention the opportunity to learn about diseases and treatments, and the satisfaction of contributing to patient care through doctors.
10
How do you handle rejection from a doctor?
Stay positive, learn from the feedback, and use it to improve your approach. Emphasize resilience and long-term relationship building.
11
Describe a time you convinced someone to do something.
Use STAR method: Situation, Task, Action, Result. Highlight listening, empathy, and presenting benefits tailored to the person's needs.
12
Are you willing to travel extensively and relocate?
Be honest but show flexibility. Mention that you understand the role requires field work and are open to relocation for career growth.

Company and Industry Awareness

13
What do you know about our company's product portfolio?
Research key therapeutic areas and flagship products. Mention a few and show how they align with your interest in healthcare.
14
What is the current regulatory environment for pharmaceutical marketing in India?
Mention UCPMP (Uniform Code for Pharmaceutical Marketing Practices) and the need for ethical promotion. Avoid discussing inducements.
15
Who are our main competitors in the Indian market?
Identify major multinational and Indian pharma companies. Show awareness of their strengths and how your company differentiates.
16
How has COVID-19 impacted the pharma sales model?
Discuss increased use of digital tools, virtual doctor interactions, and focus on hygiene and essential medicines. Mention adaptability and hybrid models.

Practise the conversation

Much of a Medical Representative's job is conversation. Practise a sales call, an upset customer or a negotiation with an AI persona, and get a scored report.

Practise in Role Play

Ready to try it for real?

Take a timed test or talk through a mock interview for this role, then see your scores.

This is practice material for Medical Representative roles, written with AI. It is not a list of questions Pfizer India or any other company has asked.