Pharmaceutical Sales Training Exam
Questions with Verified Answers
The cost for all phases of R&D for drug companies are rising, with the increase
particullry acute for ____________. - Answer-Clinical trials
The best way to deliver healthcare is through a ______________ system. - Answer-
Market-based
Monoclonal antibodies are created in laboratories to target the ___________ of
patients to kill cancer - Answer-cancer cells
True/False: Pharmacological studies using animals are regulated under the Good
Laboratory Practice.(GLP) - Answer-True
Fist pass metabolism occurs when a drug administered orally is metabolized in the
_________. - Answer-liver
True/False: Because Pharmaceutical sales reps work mostly from their home, it is
not important for a rep to work well in a team environment. - Answer-False; it is
important
True/False: Specialty Care products are often prescribed by generalist physicians. -
Answer-False
True/False: In some medical cases, a therapy may be initiated by a specialist and
monitored and maintained by a primary care physician. - Answer-True
True/False: Acute medications, such as antibiotics are used to address short term
illnesses or symptoms. - Answer-True
True/False: Side effects that might be considered merely minor annoyances in acute
treatment can be a powerful adoption in chronic therapies. - Answer-True
True/False: The greatest challenge for a generics manufacturer is to replicate drug
formulation factors that affect the pharmacokinetic and pharmacodynamics
characteristics of the original drug. - Answer-True
What is one of the biggest time wasters for a pharmaceutical sales rep? - Answer-
Travel time
"Pull-Through" refers to: - Answer-generating demand for your companies product
Which of the following is not a part of the seven step cascade of Emotion? - Answer-
Be a consultant, not a rep.
Which is not a rule in making the most out of your sales call? - Answer-Your agenda,
not theirs
,What do retail pharmacists do? - Answer-dispensing prescriptions
Which is a step to becoming an indispensable pharmaceutical sales rep? - Answer-
Asking for feedback
Which is not a step to plan for rumors? - Answer-Counter attack
Customers purchase products from people they like, trust, and respect. This is the
what: - Answer-Likability Factor
According to the test, which of the following is considered "going to the next level?" -
Answer-Staying focused
What is the Job description of a Pharmaceutical Sales Rep? - Answer-To provide
valid, proven, R&D based information about the company's medications
What must a Pharmaceutical Sales Rep do that is different from most selling
techniques? - Answer-they must initiate, establish, and then maintain a relationship
with a physician.
What is Pharmaceuticals? - Answer-Medicines and vaccines for human and animal
use; products may have a trademark (brand) name or be generic, and they may be
prescription or over-the-counter.
What are Diagnostics? - Answer-Equipment and supplies used in screening,
detecting, and monitoring disease.
What are Medical Devices? - Answer-Advanced instrumentation and appliances
used for medical therapy.
What are medical supplies? - Answer-Commodity, high-volume supplies used such
as surgical gowns and gloves.
What is Durable medical equipment? - Answer-Reusable products for health-related
use in the home. such as walkers, wheelchairs, oxygen equipment, etc.
What is he second largest World Market in Pharmaceuticals? - Answer-Western
Europe
True/False: Drug utilization is government controlled. - Answer-True
What is the 3rd largest Pharmaceutical market? - Answer-Japan
What are the 2 trends creating growth? - Answer-1. The aging population
2. increasing life expectancies
What is the generation that will provide an opportunity for growth in the
pharmaceutical industry for years to come? - Answer-Baby Boomers
, What is the strongest impact on medicine currently? - Answer-The biotechnology
industry
HMO - Answer-Health Maintenance Organization
PBM - Answer-Pharmacy Benefit Management
What do PBM's do? - Answer-they act as an intermediary between pharmaceutical
companies and large drug purchases
Can PBM's sell drugs at a higher or lower price than retail pharmacies? - Answer-
lower
What does the FDA do? - Answer-they regulate the introduction of new drugs and
enforces the United States drug laws.
GMP - Answer-"good manufacturing practices"
What is the average drug review? - Answer-18 months; down from almost 3 years in
1996
The marketing of prescription drugs fall into what 2 main categories? - Answer-1.
professional physician promotions
2. direct to consumer advertising
What is the newest effective marketing technique? - Answer-Direct to Consumer
Advertising
Each district includes how many territories? - Answer-8-12
What is the Territory representative? - Answer--the heart of the team
-group that interacts with customers on a daily basis
What are specialty, hospital, and niche representatives? - Answer-they are reps that
sell exclusively to niche markets
and are trained to sell to specific physician specialists
What is a District Manager? - Answer-Their responsibility is to coach and mentor
territory reps and to make sure each individual is on track to make goals.
What is a regional manager? - Answer-Sets the strategy for a region and monitors
sales activity in each district under their supervision.
must tailor to different areas of the world in their sales and marketing strategy.
What is a national account manager? (NAM) - Answer-their primary role is to
negotiate product purchasing contracts with major MCO's and giant PBM's
What is a Pharmaceutical Sales reps commissions based off of? - Answer-Market
share
Actual Sales
Questions with Verified Answers
The cost for all phases of R&D for drug companies are rising, with the increase
particullry acute for ____________. - Answer-Clinical trials
The best way to deliver healthcare is through a ______________ system. - Answer-
Market-based
Monoclonal antibodies are created in laboratories to target the ___________ of
patients to kill cancer - Answer-cancer cells
True/False: Pharmacological studies using animals are regulated under the Good
Laboratory Practice.(GLP) - Answer-True
Fist pass metabolism occurs when a drug administered orally is metabolized in the
_________. - Answer-liver
True/False: Because Pharmaceutical sales reps work mostly from their home, it is
not important for a rep to work well in a team environment. - Answer-False; it is
important
True/False: Specialty Care products are often prescribed by generalist physicians. -
Answer-False
True/False: In some medical cases, a therapy may be initiated by a specialist and
monitored and maintained by a primary care physician. - Answer-True
True/False: Acute medications, such as antibiotics are used to address short term
illnesses or symptoms. - Answer-True
True/False: Side effects that might be considered merely minor annoyances in acute
treatment can be a powerful adoption in chronic therapies. - Answer-True
True/False: The greatest challenge for a generics manufacturer is to replicate drug
formulation factors that affect the pharmacokinetic and pharmacodynamics
characteristics of the original drug. - Answer-True
What is one of the biggest time wasters for a pharmaceutical sales rep? - Answer-
Travel time
"Pull-Through" refers to: - Answer-generating demand for your companies product
Which of the following is not a part of the seven step cascade of Emotion? - Answer-
Be a consultant, not a rep.
Which is not a rule in making the most out of your sales call? - Answer-Your agenda,
not theirs
,What do retail pharmacists do? - Answer-dispensing prescriptions
Which is a step to becoming an indispensable pharmaceutical sales rep? - Answer-
Asking for feedback
Which is not a step to plan for rumors? - Answer-Counter attack
Customers purchase products from people they like, trust, and respect. This is the
what: - Answer-Likability Factor
According to the test, which of the following is considered "going to the next level?" -
Answer-Staying focused
What is the Job description of a Pharmaceutical Sales Rep? - Answer-To provide
valid, proven, R&D based information about the company's medications
What must a Pharmaceutical Sales Rep do that is different from most selling
techniques? - Answer-they must initiate, establish, and then maintain a relationship
with a physician.
What is Pharmaceuticals? - Answer-Medicines and vaccines for human and animal
use; products may have a trademark (brand) name or be generic, and they may be
prescription or over-the-counter.
What are Diagnostics? - Answer-Equipment and supplies used in screening,
detecting, and monitoring disease.
What are Medical Devices? - Answer-Advanced instrumentation and appliances
used for medical therapy.
What are medical supplies? - Answer-Commodity, high-volume supplies used such
as surgical gowns and gloves.
What is Durable medical equipment? - Answer-Reusable products for health-related
use in the home. such as walkers, wheelchairs, oxygen equipment, etc.
What is he second largest World Market in Pharmaceuticals? - Answer-Western
Europe
True/False: Drug utilization is government controlled. - Answer-True
What is the 3rd largest Pharmaceutical market? - Answer-Japan
What are the 2 trends creating growth? - Answer-1. The aging population
2. increasing life expectancies
What is the generation that will provide an opportunity for growth in the
pharmaceutical industry for years to come? - Answer-Baby Boomers
, What is the strongest impact on medicine currently? - Answer-The biotechnology
industry
HMO - Answer-Health Maintenance Organization
PBM - Answer-Pharmacy Benefit Management
What do PBM's do? - Answer-they act as an intermediary between pharmaceutical
companies and large drug purchases
Can PBM's sell drugs at a higher or lower price than retail pharmacies? - Answer-
lower
What does the FDA do? - Answer-they regulate the introduction of new drugs and
enforces the United States drug laws.
GMP - Answer-"good manufacturing practices"
What is the average drug review? - Answer-18 months; down from almost 3 years in
1996
The marketing of prescription drugs fall into what 2 main categories? - Answer-1.
professional physician promotions
2. direct to consumer advertising
What is the newest effective marketing technique? - Answer-Direct to Consumer
Advertising
Each district includes how many territories? - Answer-8-12
What is the Territory representative? - Answer--the heart of the team
-group that interacts with customers on a daily basis
What are specialty, hospital, and niche representatives? - Answer-they are reps that
sell exclusively to niche markets
and are trained to sell to specific physician specialists
What is a District Manager? - Answer-Their responsibility is to coach and mentor
territory reps and to make sure each individual is on track to make goals.
What is a regional manager? - Answer-Sets the strategy for a region and monitors
sales activity in each district under their supervision.
must tailor to different areas of the world in their sales and marketing strategy.
What is a national account manager? (NAM) - Answer-their primary role is to
negotiate product purchasing contracts with major MCO's and giant PBM's
What is a Pharmaceutical Sales reps commissions based off of? - Answer-Market
share
Actual Sales
