General behavioral interviewing techniques are customized for the particular industry utilizing them.  Medical device companies and pharmaceutical companies might have different criteria for placing value on certain behavioral characteristics.  Thus, each company develops a list of charter traits which they feel are important to help assure success in selling their products.  Some of the traits which may be of importance are:

-    Critical thinking
-    Being a self-starter
-    Willingness to learn medical anatomy/terminology
-    Willingness to travel
-    Self-confidence
-    Teamwork
-    Ability to sell consultatively
-    Confidence in selling in the operating room environment

The employer then structures very pointed questions during the interview to elicit detailed responses aimed at determining if the candidate possesses these character traits.  These questions may not always be framed as a question.  The interviewer may say “Tell me about a time….”, or, “Describe a situation……”.  Many medical sales companies will actually use a grading system to evaluate selected criteria during the interview.

NEXT:   “Candidate’s Guide to Answering Behavioral Interview Questions”

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