be determined by the urgency and the number of sales representatives that need to be hired. Based on my recent experience, I know that some of the larger companies are expanding their national sales force and have dramatically shortened the interview process. I wish I could give you a short answer, but each company is different.

For your information, here is the basic interview process:

· Initial phone screen. The phone screen is typically a short, 20-to-30 minute phone call with either a recruiter or human resources individual.

· First interview. The first interview is usually with the hiring manager or the district manager (your future boss) and lasts 60 minutes.

· Second interview. The second interview will be with the hiring manager, and possibly an immediate peer and will typically last between 60 and 90 minutes.

· Final interview. The final interview will be with the hiring manager's immediate boss and other senior managers. In some instances, you will travel to the corporate headquarters to meet with several senior-level managers.

· Offer stage. The offer should be in writing and should indicate your base salary, vacation, and commission plan.

What do pharmaceutical companies look for in the ideal candidate?

What does the ideal pharmaceutical sales candidate look like? This is a good question. Pharmaceutical companies look at a multitude of qualities and traits in the ideal candidate, but I can honestly say there is not one specific trait that you must have in order to become a pharmaceutical sales representative. Yes, some companies emphasize one quality more than the other but, generally speaking, all companies look for the same traits in an individual.

From my perspective, the ideal candidate's important traits fall into two categories: the basic, quantifiable traits and the subjective, more-difficult-to-measure traits.

Basic Quantifiable Traits: These are the qualities that can be documented and verified:

· Four-year degree. A four-year degree from an accredited university or college is required to become a pharmaceutical sales representative. Pharmaceutical companies prefer candidates with degrees in life science (such as biology) but, generally speaking, all four-year degrees are considered. Your receipt of a four-year degree represents your ability to learn and master new information and shows that you have the discipline to complete a goal.

· Clean driving record. You must have a clean driving record to drive a company car for a pharmaceutical company. If you have trouble getting driving insurance or are considered a high-risk driver by your current insurance company, working for a pharmaceutical company might be difficult. A clean driving record is important because pharmaceutical companies lease company cars from a third party. In most cases the leasing company has the liability for the car; therefore, they want safe drivers.

· Excellent track record of success. An excellent track record of success in your professional career shown through accomplishments is an extremely important quality that hiring managers look for in you and your resume. Your success (accomplishments) must be documentable and articulated on your resume. Your accomplishments should clearly illustrate initiative, creativity, and drive to get the job done. You must show that you have achieved or surpassed your objectives, goals, and quotas.

Subjective Traits: These are equally important:

· Professional image. Professional image is important for a pharmaceutical sales representative because you are representing a respected multi-million dollar company. Expectations have been set over the years that pharmaceutical sales representatives have a professional image, so you must meet or exceed existing expectations.