Top 20 Interview Questions & Answers for Medical Device Sales Representative – 2021

Preparing for a job interview as a medical device sales representative? Here are some essential questions and answers that will help you showcase your experience, skills, and competencies for the job. These questions cover a broad range of topics, from your previous sales experience to your knowledge of the industry and technical skills.

General Questions

• 1. Tell us about yourself and why you want to work as a medical device sales representative.
  Answer: My interest in medical device sales developed during my time in college, where I studied both business and healthcare. I have always been passionate about helping people and I saw medical device sales as a way to do that while utilizing my business skills. I am excited about the opportunity to work for a reputable company with innovative products that can improve the lives of patients.
• 2. What motivated you to apply for this position?
  Answer: I am motivated by challenges and the opportunity to constantly learn and grow. Medical device sales is a dynamic and competitive field, and I believe I have the drive and skills necessary to excel in this role. I am also drawn to the industry because I have seen how medical devices can significantly impact patient outcomes and I want to be a part of that impact as a sales representative.

Behavioral Questions

• 3. Tell us about a time when you had to overcome a difficult objection from a potential customer.
  Answer: In one case, a potential customer told me they were hesitant to use our product because they had a negative experience with a similar product from a different company. I took the time to listen to their concerns and addressed each one individually with data and evidence from our satisfied customers. By showing them that we had addressed the issues they were concerned about, I was able to convince them to give our product a chance.
• 4. Describe a time when you had to adapt your sales approach to meet the specific needs of a customer.
  Answer: I had a customer who was a pediatrician and was concerned about the safety of our product for young patients. To address their concerns, I changed my sales approach to focus on the safety features of our product, providing them with data and statistics that proved our product was safe for use in pediatric patients. This approach helped me secure the sale and also build a strong relationship with the customer.
• 5. Give an example of a sale you lost and how you handled the situation.
  Answer: I had a potential customer who was not convinced by our product's benefits and ended up choosing a competitor's product. I thanked them for their time and asked for feedback on why they chose the other product so I could learn from the experience. I also kept in touch and eventually, they came back to us because they were not satisfied with the other product. By keeping a positive attitude and maintaining a relationship with the customer, I was able to turn a potential loss into a successful sale.

Situational Questions

• 6. How would you handle a situation where a customer is unhappy with a product they purchased from your company?
  Answer: First, I would apologize for their dissatisfaction and listen to their concerns. I would then offer to replace the product or provide a refund, depending on the company's policies. I would also take the opportunity to gather feedback and address any issues to prevent similar situations in the future. My goal would be to turn the negative experience into a positive one and retain the customer's trust and loyalty.
• 7. What would you do if a customer was not interested in meeting with you to discuss our products?
  Answer: I would first try to understand their reason for not wanting to meet with me. If it is a time constraint, I would offer to schedule a shorter meeting or a phone call at a more convenient time. If they are simply not interested, I would thank them for considering our company and ask if I could follow up in the future. I would also continue to build a relationship with them through regular communication and updates on our products.

Technical Questions

• 8. What do you know about our products and how they differ from competitors?
  Answer: I have thoroughly researched your products, and I am impressed by their innovative design and capabilities. What sets your products apart is their advanced technology and the positive results they have shown in clinical trials. They also have a higher success rate and lower complication rates than similar products on the market.
• 9. How do you keep up-to-date on industry trends and advances in medical devices?
  Answer: I regularly attend industry conferences, read medical journals, and participate in webinars and online courses to stay current on industry developments. I also network with other sales representatives and healthcare professionals to discuss new products and share information.

Cultural Fit Questions

• 10. How do you prioritize your tasks and manage your time effectively?
  Answer: I use a variety of tools and techniques to prioritize my tasks and manage my time efficiently. I create a to-do list for each day and rank tasks based on urgency and importance. I also delegate tasks when necessary and use time-management techniques such as the Pomodoro method to stay focused and productive.
• 11. Describe a time when you had to work as part of a team to achieve a common goal.
  Answer: In my previous role, I worked with a team to launch a new product. We all had different responsibilities, but we communicated regularly and collaborated effectively to meet our deadlines and ensure the product's successful launch. It was a great learning experience and we were able to achieve our goal due to our strong teamwork and dedication.

Closing Questions

• 12. Why do you think you would be a good fit for our company?
  Answer: I believe I would be a good fit because I have a strong passion for the healthcare industry and a proven track record in sales. I also have strong communication and relationship-building skills, which are crucial for success in medical device sales. I am excited about the opportunity to contribute to your team and help drive the company's growth.
• 13. What are your long-term career goals and how do you see this role helping you achieve them?
  Answer: In the long term, I see myself taking on leadership roles in sales and possibly moving into a management position. This role will help me achieve those goals by providing me with hands-on experience, developing my sales and product knowledge, and expanding my network within the industry.

Performance & Problem-Solving Questions

• 14. How do you handle rejection and setbacks?
  Answer: Rejection and setbacks are a part of any sales role, and I understand that not every sale will be successful. I take these experiences as learning opportunities and use them to improve my sales approach and increase my success rate. I also have a positive attitude and persistence, which helps me bounce back from rejection and continue moving forward.
• 15. How would you handle a situation where a customer has a complaint about our product?
  Answer: I would first listen to their complaint and show empathy for their experience. I would then gather all the necessary information, document the complaint, and escalate it to the appropriate department for a resolution. I would also follow up with the customer to ensure their concerns have been addressed and offer any assistance in the future. It is important to handle complaints promptly and professionally to maintain the customer's trust and satisfaction.

Salary Expectation Questions

• 16. What are your salary expectations for this role?
  Answer: I am looking for a competitive salary that reflects my experience and the responsibilities of the role. I am also open to discussing any additional benefits or bonuses that may be offered.
• 17. Are you comfortable with a commission-based salary structure?
  Answer: Yes, I am comfortable with a commission-based salary structure. I understand that my performance will directly impact my income, and I am motivated to achieve and exceed my sales targets.

Professional Development Questions

• 18. How do you stay on top of product knowledge and updates?
  Answer: I regularly attend product training sessions and company meetings to stay up-to-date on new products and updates. I also do independent research and ask questions to my colleagues and managers to ensure I have a deep understanding of our products.
• 19. How do you handle conflicts or difficult situations with co-workers or supervisors?
  Answer: I understand that conflicts and difficult situations can arise in any workplace, and I always strive to approach them professionally and respectfully. When faced with a difficult situation, I listen to the other person's perspective, remain calm and try to find a mutually beneficial solution. I am also not afraid to bring in a mediator or seek guidance from a supervisor when necessary.
• 20. What are your long-term goals as a medical device sales representative?
  Answer: My long-term goal is to establish myself as a top-performing medical device sales representative and become a trusted and valued member of my team. I also want to continue learning and growing in my role and potentially take on leadership positions in the future.