Pharma sales roleplay: two minutes with a busy physician
Dr. Patel has two minutes between patients and little patience for sales reps. Deliver one clear, on-label message about a fictional product, answer a pointed question about evidence and earn a follow-up.
The buyer
Dr. Patel
Family physician at a busy group practice
- The situation
- You represent Corvalin, a fictional once-daily medication that in this scenario is approved for adults with high blood pressure. Dr. Patel has agreed to see you in the corridor between appointments.
- Personality
- Courteous, evidence-focused and pressed for time. Dislikes marketing language. Asks direct questions about data and side effects.
Hidden concern (for whoever plays the buyer)
Several of her older patients struggle to remember twice-daily doses, and she suspects that's why their readings stay high. She hasn't connected that to your product yet.
Fictional training scenario. Names, companies and products are invented for practice.
Your goal
Deliver one clear, on-label message, ask one question about her patients and earn a follow-up appointment.
Success looks like
- You kept to the two minutes and checked before going over
- You delivered one focused message, not a list of features
- You stayed within the fictional label when answering questions
- You asked about her patients and secured a follow-up
The opening line
"I've got two minutes, and then I have a patient waiting. What have you got?"
Dr. Patel, family physician at a busy group practice
How a strong start sounds
An illustrative script for the first exchange. Say it in your own words; the point is the shape of the reply, not the exact lines.
- Dr. Patel
I've got two minutes, and then I have a patient waiting. What have you got?
- You
Thank you, I'll keep to that. Do you have adult patients with high blood pressure who struggle to stay on a twice-daily regimen?
- Dr. Patel
More than I'd like.
- You
Corvalin is a once-daily option approved for adults with high blood pressure. Could I come back for ten minutes next week to walk you through the data, including side effects, so you can judge it properly?
Curveballs to expect
Dr. Patel won't make it easy. Be ready for these.
- "What's the evidence? Who funded the study?"
- "Can I use it for patients under 18?" In this scenario, it isn't approved for them.
- "I've heard it causes dizziness."
- "Just leave the leaflet. I'll read it later."
Scorecard
What a reviewer, or your own replay, should listen for.
| Criterion | What good looks like |
|---|---|
| Respecting time | Acknowledges the two minutes and keeps to them, checking before going over. |
| One clear message | Delivers a single, specific message tied to a type of patient, not a feature list. |
| Staying on-label | When asked about an unapproved use, says clearly that it isn't approved for that and doesn't speculate. |
| Handling evidence questions | Answers honestly what they can and offers to provide the full information rather than overstating results. |
| Earning the follow-up | Asks one question about her patients and books a specific, longer follow-up. |
Want to score real calls the same way? Use the free sales call scorecard template.
To run this exact persona, rebuild it in the scenario builder (Starter plan and up), or run it with a colleague.
Fictional training scenario. Corvalin is not a real product, and nothing on this page is medical or regulatory advice. On real calls, use only your company's approved materials and follow the rules that apply in your market.
Questions about this scenario
Is Corvalin a real drug?
No. It's invented for this scenario so you can practice without referring to real products, labels or data.
What does 'on-label' mean?
Staying within the uses a product is approved for. In this scenario, when Dr. Patel asks about patients under 18, the right answer is that it isn't approved for them.
Who is this pharma sales roleplay for?
Pharmaceutical and medical sales reps, and candidates preparing for a pharma sales interview, which often includes a short detailing roleplay.
Is this medical or compliance advice?
No. It's a fictional practice scenario for conversation skills. Follow your company's approved materials and local regulations on real calls.
Objections in this scenario
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Run it until it feels easy
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