Does anyone know what kind of questions they ask in a Medical Sales Interview? I have one next week.?

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Yes I recruited for DME sales for years, about 7 years of sales and three of recruiting.

1. Do you have any experience with B2B sales involving physician’s office?
Most companies are looking for someone who knows how to talk, not to sell. In other words medical sales (DME Durable Medical Equipment) is not selling, it’s a matter of informing people what you have to offer, how it can help, and if Insurance will pay for it.

2. Do you know what hipaa regulations consist of?
Hipaa is very tricky, it involves a lot of reading but the basic is
*never allow patients to see another patients name or information
*never say "Jill ramp needs a power wheel chair" its "patient 1123648 needs a power chair"
*never discuss someone’s medical history or needs with anyone other than the patient or someone who has permission to discuss this with you in writing!

3. Do you have any experience with medical coding?

You don't need to know medical coding; you need to know what can be paid for and what can't be paid for. For instance

Medicare will not pay for bathroom equipment in the bathroom; they will however pay for a commode outside of the bathroom.
Most Medicare claims under 50.00 are filed "none assigned"
Medicare requires CMN's (certificate of medical necessity) on more expensive items like wheel chairs, power chairs, hospital beds, and several others.

Medicare fraud is death for a company. Read over what can be considered fraud and what isn't.

As a for instance lets say a patient comes in and says "john, I need a wheel chair but I need to know what diagnosis will get me covered by insurance" if you tell her, its fraud. Same goes if a doctor asks the same thing "john, I really want to get Betty’s insurance to pay for this, what is a good diagnosis" if you tell the doctor its call coaching, and can cost your company huge money and bar you from ever working for a company that bill Medicare again.

Know what region you're in for Medicare, you can find that on line. Find out who runs that region for Medicare. Region C's guy is a total prick, and tries to not pay for everything. Same with region A.

Understand that 80% of all of your money will come from insurance if not more.

Now, with all that in place you know about half of what you need to know for an interview and 5% of what you need to know to be successful. But, know this. if you're working for a large company you will always!!!Always!!!Always!!! Need to build contacts. If you run into your competitor, be his best friend without giving him any information. Not just their sales rep, but their delivery guy too. I have gotten many high paying jobs from the good word of a delivery guy. DME is unique in the fact that most all DME people are a different breed and will help you as much as possible.

Lastly, if you take a job with a company that provides mostly power chairs, the bottom is going to fall out in the next two-three years. Medicare pays about 70% of all power chair sales in the U.S. if you're planning on working for the scooter store know that they're in serious hot water right now. Also, they will fire instead of laying people off to save their rep.

I have experience with 5 major DME companies. If you need more help, drop me a line in my real email. I 100% serious about the world of DME being "clannish" we all stick together.

You're not very prepared, are you?

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Does anyone know what kind of questions they ask in a Medical Sales Interview? I have one next week.?

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