This article was originally published on May 30th, 2013. It was most recently updated on April 25th, 2022.
There are three to six months that pass between starting to look for a job, sending out applications, and going on interviews. Finally hearing back that you got the job is during that time. Thatâs a long stretch between looking for a new employment opportunity and successfully being hired!.
Luckily, if you’re a dentist who wants to change jobs in the next 12 months, you’ll eventually get that job interview that puts you on the path to finding your dream job. Â.
To most people, a pending interview might sound somewhat intimidating or nerve-wracking, but it doesnât have to be. It’s important to be ready for your next interview if you want to get that dream job, so it’s a good idea to review your interview skills. Â.
Landing a job as a dental sales representative can be competitive. To stand out from other applicants, you’ll need to talk about your skills and experience in the interview.
Coming prepared with answers to common dental sales interview questions is key to putting your best foot forward. In this article, we’ll cover some of the most frequently asked questions for dental sales reps and provide sample responses to help you ace the interview.
Why Do You Want to Be a Dental Sales Rep?
This question tests your motivation for pursuing this career path. The interviewer wants to know what draws you to dental sales specifically.
Highlight your interest in sales, passion for oral healthcare, and desire to help improve patients’ lives. For example:
“I’ve always excelled at sales roles, but I wanted to use my skills for more than just profits. When a friend told me how dental sales reps get to educate patients and improve oral health, I knew it would be a fulfilling career path for me.”
What Experience Do You Have in Dental Sales?
Your interviewer will want to gauge your level of industry knowledge and background, Share specifics about any dental sales experience you have,
If you’re new to the field, talk about transferable skills from past sales roles or your familiarity with dental products and procedures. For example:
“While I don’t have direct dental sales experience yet, I spent the past three years as a pharmaceutical sales rep In that role, I cultivated relationships with healthcare professionals to promote drug products I also educated myself on medical conditions those drugs treated. Though I’m new to dentistry, I learn fast and know my sales abilities will translate well.”
How Would You Build Relationships with Dentists?
Dental sales heavily relies on building partnerships with dentists to promote products. Share your ideas for establishing strong dentist relationships.
You could emphasize listening skills, educational content, or customer service. Here’s an example:
“I would focus on being a trusted resource to dentists and their teams. I’d ask thoughtful questions to understand their unique needs and preferences. Then I’d provide valuable educational materials, samples, and training opportunities related to our products. Building rapport through helpful service is key.”
How Do You Stay Up-To-Date on Dental Products and Procedures?
Your interviewer wants to make sure you’ll be knowledgeable and able to convey updates to dentists. Talk about any dental blogs, magazines, classes, or other resources you use to stay current. For example:
“I regularly read industry publications like Dental Products Report to learn about new devices and technology trends. I also attend dental conventions when possible. These allow me to see innovations firsthand and talk shop with manufacturers and dentists. Their insights help me stay informed so I can pass along the most up-to-date info.”
How Would You Handle a Dentist With Objections About a Product?
Dentists may sometimes raise issues or objections about certain products. Demonstrate how you would listen, address concerns, and find solutions. An example:
“First, I’d make sure I fully understand their objection – is it the cost, features, research results, or something else? I’d address it directly, highlighting our product’s value and providing helpful materials. If they need something we don’t offer, I’d consult with my team to explore options. My goal is finding solutions that work for dentists’ needs.”
How Do You Prioritize Your Work and Manage Your Territory?
Time management and organization are essential skills in dental sales. Give specific examples of techniques you use for territory planning, scheduling, follow-ups, and keeping organized on the road. For instance:
“I like to start each week by outlining my priorities and scheduling meetings and follow-ups. Things can shift day-to-day of course, so I stay flexible. I block time for preparing presentations, submitting orders, and other key tasks as well. Tracking everything in my CRM keeps me on top of next steps so I can maximize my time in the field.”
How Do You Go About Making a Sale? Walk Me Through Your Steps.
Your interviewer wants to understand your sales process from start to finish. Share how you identify prospects, prepare for meetings, present your pitch, handle objections, close deals, and follow up after.
You could use an example like: “First, I research the prospect’s practice and needs. Before meetings, I tailor presentations addressing their concerns. During our sit-down, I establish rapport, ask questions, and focus my pitch on their practice goals. If there are hesitations, I listen and suggest solutions. To close, I summarize the value proposition and next steps. Afterwards, I follow-up with resources and to answer any other questions.”
How Do You Promote New Products to Existing Customers?
The ability to upsell existing dentists is an important part of the job. Discuss your approach to introducing new offerings or features without coming across as pushy. For example:
“When we release something new, I’m very thoughtful about matching it to dentists’ needs. I’ll send an email highlighting how the product can help their practice, then call to see if they have any questions. My goal is providing education rather than giving a hard sales pitch. Thismakes dentists more receptive to trying new products that benefit their work.”
How Would You Deal with an Unhappy Customer?
Even stellar dental sales reps sometimes encounter unhappy dentists. Share how you would turn the situation around through active listening and problem-solving. For example:
“First, I’d apologize for their dissatisfaction and hear them out fully. I’d ask questions to get to the root of the issue and let them know I’m here to help. If there was a mistake or problem on our end, I’d take accountability and offer reasonable solutions. Or, if it’s a misunderstanding, I’d gently provide clarification. My aim is resolving their complaint quickly and preserving the relationship.”
Why Should We Hire You as Our Next Dental Sales Rep?
This gives you a prime opportunity to summarize your fit. Concisely pitch your dental sales abilities, passion for dentistry, and alignment with the role.
You could say: “With my track record in sales and dedication to outstanding customer service, I know I’ll build strong relationships with dentists and their teams. Combined with my product knowledge and drive to educate patients, I’m confident I’ll excel in this role and contribute to your company’s success.”
How Do You Handle Rejection?
Prospecting is part of sales, and rejection comes with the territory. Be positive in your response – share how you keep an optimistic mindset through wins and losses. For example:
“I don’t take rejection personally. I know it’s just part of the process on the road to success. When a dentist declines a meeting or passes on a product, I politely follow up to see if they need any additional information from me. I also focus on positive interactions so I can keep pitching with confidence.”
What Salary Are You Seeking?
Don’t get caught off guard by the salary question – prepare a pay range based on research of dental sales representative salaries. Consider saying:
“Based on my experience and qualifications, I’m targeting a salary in the range of $60,000 to $75,000 annually. However, I’m open to understanding your full compensation package including commissions, benefits, and growth opportunities. Compensation that matches my contributions is most important to me.”
Do You Have Any Questions for Me?
This is your chance to ask about anything you want to know about the role, company, or culture. Prioritize questions that show your interest and fit like:
- How will my performance be measured and reviewed?
- What are the biggest challenges facing your sales team right now?
- How much travel is required for this territory?
- What opportunities are there for advancement long-term?
Highlighting your dental industry expertise, passion for sales, and commitment to customers will help you make an outstanding impression. With these dental sales interview tips, you’ll showcase your ability to excel in the role. Now get out there and start practicing your answers!
Preparing For Your Interview: Are You the Right Fit?
Prepping for a job interview is more than just rehearsing and memorizing lines. During this time, you should also think about whether the job and the company are a good fit for you. Find out as much as you can about the job to decide if it’s worth your time or if you should look elsewhere. Â Â.
Youâll Have to List One or Two Weaknesses As Well
Donât be afraid about being honest here, but constructively frame your shortfalls. For instance, you might have trouble managing your time sometimes, so you want to find better ways to plan and use your time. Â.
The free online Skills Assessment and DISC Assessment from DentalPost can help you figure out your strengths and weaknesses to get ready for this question.
You may feel uncomfortable honestly answering this question. Itâs natural to feel awkward discussing salary expectations, but be careful not to undersell yourself and your skills. Think about your qualifications, your work experience, and your previous salary. Â.
It’s also important to check the job’s benefits. Does it come with paid time off, insurance, and health care? If not, you’ll need to make sure you’re making enough to cover these and other costs. Â.
Have a specific salary range in mind, where the minimum comfortably covers your monthly expenses. You donât want to end up in a situation where youâre not earning enough to support yourself. Â.
You can use the salary information in our 2022 Salary Survey Report to find out what the average salary is for each dental job in each state and compare it to the salary you want. Â.
SALES REPRESENTATIVE Interview Questions & Answers! (How to PASS a Sales Rep Job Interview!)
FAQ
What is the basic question for a dental interview?
What are the duties of dental sales?
What does a dental sales representative do?
A Dental Sales Representative can progress to higher roles such as Regional Sales Manager or National Sales Director by demonstrating exceptional sales performance and leadership skills. Success in this field often hinges on deepening relationships with dental professionals and understanding the latest dental products and technologies.
How can a sales representative help you prepare for an interview?
Leveraging decades of experience, they deliver valuable advice to help you feel confident and prepared for your interview. Common Sales Representative interview questions, how to answer them, and example answers from a certified career coach.
How do I become a dental sales representative?
Experience: Dental Sales Representatives often enter the field without prior experience, with many companies offering comprehensive on-the-job training programs. These programs are designed to equip new hires with knowledge about dental products, sales techniques, and industry-specific information.
What skills do you need to become a dental salesman?
Prospective candidates benefit from classes in communication, sales techniques, anatomy, and dental science to understand the products they’ll be selling and effectively communicate with dental professionals. This educational background equips them with the necessary knowledge and skills for success in the dental sales industry.
