Role: Pharmaceutical sales manager
Description and guiding questions
You are a sales manager at a major pharmaceutical company. You are always looking for extraordinary people—the ones who really stand out. You judge people by your first impression of them. Even if you are not hiring, you usually take the time to meet with people who impress you, or at the very least, you refer her to someone you think may be hiring. If you are not impressed, you are courteous to the person, but leave it at that.
1. What would impress you if a potential candidate called to network with you?
2. What information would you expect him to know about you?
3. How would you respond to the networking phone call?
Reference: Richmond, Kimberly K. (2010) The Power of Selling derived from Creative Commons licensed edition published by Flat World Knowledge, ca. 2010
