1|Page
NAPSRx CNPR Exam: Key
Concepts and Questions
Pharmaceutical Sales Certification Study
Guide and Practice Questions
This Exam Contains:
➢ NASPSRx CNPR Exam Key Concepts and
Questions.
➢ 326 Correct Questions and Verified Answers.
➢ Pharmaceutical Sales Certification Study Guide
and Practice Questions.
1|Page
,2|Page
1. STAT order - Correct answer - a drug needed immediately and given only once
2. Overdosage section of labeling - Correct answer - signs, symptoms and treatment
of acute overdoses
3. Types of drug-drug interactions - Correct answer - duplication, opposition
(antagonism) and alteration
4. Tolerance vs Resistance - Correct answer - tolerance is the diminished response to
a drug; resistance is the cells ability to resist the effects of the drug on them.
5. Abbreviated New Drug Application (ANDA) - Correct answer - the process by
which applicants must scientifically demonstrate to the FDA that their generic
product is bioequivalent to or performs in the same way as the innovator drug, no
duplicate testing
6. Hatch-Waxman Act of 1984 - Correct answer - A.K.A. Drug Price Competition and
Patent Restoration Act; made it easier to bring generic drugs to the market by
requiring the FDA to only look at bioavailability studies in order to approve an ANDA;
gave protection to the research based manufacturers by providing a 30-month
automatic cooling off period once an ANDA is challenged for patent infringement.
7. Four basic transport mechanisms - Correct answer - passive diffusion, facilitated
diffusion, active transport, and pinocytosis
8. Potency vs Efficacy - Correct answer - potency: amount of drug necessary to
produce desired effect; efficacy: magnitude of maximal response that can be
received from a drug; efficacy is almost always more important than potency.
9. Four phases of clinical trials - Correct answer - phases I-IV
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,3|Page
10. Key Parts Of A Clinical Paper - Correct answer - Abstract, Introduction, methods,
results, discussion/conclusions
11. Reliability vs Validity - Correct answer - reliability = consistency and validity =
accuracy
12. Sampling error vs Selection bias - Correct answer - sampling error is unbiased and
is randomly chosen from the population; selection bias is when the sample was
specifically chosen based on particular characteristics.
13. Independent vs Dependent variable - Correct answer - An independent variable is
the one that influences the variation. A dependent variable is the variable being
tested and measured in a scientific experiment.
14. Drug Utilization Review (DUR) programs - Correct answer - involve retrospective
monitoring of physicians' prescribing patterns; more than 90% of HMOs require
DURs; nowadays mostly monitors cost savings.
15. Opportunity cost - Correct answer - based on the premise that all resources are
scarce, and therefore every time we choose to use a resource it reduces the
possibility of it being used in another way.
16. DTC advertising in Europe - Correct answer - Disease-state or unbranded ads
(provides public information on a disease, not a drug)
17. PhRMA code on meals - Correct answer - company reps can only offer occasional
meals as long as they are modest, and only offered in an office/hospital setting in
conjunction with an educational presentation.
18. FAQ about the PhRMA code - Correct answer - p. 268-274
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, 4|Page
19. Urology and selling to Urologists - Correct answer - p. 300-301
20. Medical Science Liaison (MLS) - Correct answer - they serve as educators and
field-based medical resources; they interface between their company and healthcare
leaders.
21. Push through vs Pull through sales strategies - Correct answer - push-through
refers to the company's overall efforts to demonstrate clinical efficiency and efficacy
and cost effectiveness of a product.
22. pull-through - Correct answer - generates demand for the product, usually in ways
consistent with the health plans goals and guidelines.
23. predictive validity - Correct answer - the ability of an indicator to correctly predict
an outcome.
24. criteria for mass advertising in pharmaceutical marketing - Correct answer - *the
size of the target patient population, the chronicity of the disease state, the
relevance of that disease state to its sufferers, the avg value of a patient taking
medication.
25. AMA guidelines on subsidies - Correct answer - conference sponsors should
accept subsidies for continuing medical education conferences.
26. decision maker in pharmaceutical sales - Correct answer - the physician.
27. fast track drugs - Correct answer - drugs approved for serious or life-threatening
conditions.
28. rebate - Correct answer - the amount that the manufacturer of a drug pays to an
insurer or health plan for each unit of drug dispensed.
4|Page
NAPSRx CNPR Exam: Key
Concepts and Questions
Pharmaceutical Sales Certification Study
Guide and Practice Questions
This Exam Contains:
➢ NASPSRx CNPR Exam Key Concepts and
Questions.
➢ 326 Correct Questions and Verified Answers.
➢ Pharmaceutical Sales Certification Study Guide
and Practice Questions.
1|Page
,2|Page
1. STAT order - Correct answer - a drug needed immediately and given only once
2. Overdosage section of labeling - Correct answer - signs, symptoms and treatment
of acute overdoses
3. Types of drug-drug interactions - Correct answer - duplication, opposition
(antagonism) and alteration
4. Tolerance vs Resistance - Correct answer - tolerance is the diminished response to
a drug; resistance is the cells ability to resist the effects of the drug on them.
5. Abbreviated New Drug Application (ANDA) - Correct answer - the process by
which applicants must scientifically demonstrate to the FDA that their generic
product is bioequivalent to or performs in the same way as the innovator drug, no
duplicate testing
6. Hatch-Waxman Act of 1984 - Correct answer - A.K.A. Drug Price Competition and
Patent Restoration Act; made it easier to bring generic drugs to the market by
requiring the FDA to only look at bioavailability studies in order to approve an ANDA;
gave protection to the research based manufacturers by providing a 30-month
automatic cooling off period once an ANDA is challenged for patent infringement.
7. Four basic transport mechanisms - Correct answer - passive diffusion, facilitated
diffusion, active transport, and pinocytosis
8. Potency vs Efficacy - Correct answer - potency: amount of drug necessary to
produce desired effect; efficacy: magnitude of maximal response that can be
received from a drug; efficacy is almost always more important than potency.
9. Four phases of clinical trials - Correct answer - phases I-IV
2|Page
,3|Page
10. Key Parts Of A Clinical Paper - Correct answer - Abstract, Introduction, methods,
results, discussion/conclusions
11. Reliability vs Validity - Correct answer - reliability = consistency and validity =
accuracy
12. Sampling error vs Selection bias - Correct answer - sampling error is unbiased and
is randomly chosen from the population; selection bias is when the sample was
specifically chosen based on particular characteristics.
13. Independent vs Dependent variable - Correct answer - An independent variable is
the one that influences the variation. A dependent variable is the variable being
tested and measured in a scientific experiment.
14. Drug Utilization Review (DUR) programs - Correct answer - involve retrospective
monitoring of physicians' prescribing patterns; more than 90% of HMOs require
DURs; nowadays mostly monitors cost savings.
15. Opportunity cost - Correct answer - based on the premise that all resources are
scarce, and therefore every time we choose to use a resource it reduces the
possibility of it being used in another way.
16. DTC advertising in Europe - Correct answer - Disease-state or unbranded ads
(provides public information on a disease, not a drug)
17. PhRMA code on meals - Correct answer - company reps can only offer occasional
meals as long as they are modest, and only offered in an office/hospital setting in
conjunction with an educational presentation.
18. FAQ about the PhRMA code - Correct answer - p. 268-274
3|Page
, 4|Page
19. Urology and selling to Urologists - Correct answer - p. 300-301
20. Medical Science Liaison (MLS) - Correct answer - they serve as educators and
field-based medical resources; they interface between their company and healthcare
leaders.
21. Push through vs Pull through sales strategies - Correct answer - push-through
refers to the company's overall efforts to demonstrate clinical efficiency and efficacy
and cost effectiveness of a product.
22. pull-through - Correct answer - generates demand for the product, usually in ways
consistent with the health plans goals and guidelines.
23. predictive validity - Correct answer - the ability of an indicator to correctly predict
an outcome.
24. criteria for mass advertising in pharmaceutical marketing - Correct answer - *the
size of the target patient population, the chronicity of the disease state, the
relevance of that disease state to its sufferers, the avg value of a patient taking
medication.
25. AMA guidelines on subsidies - Correct answer - conference sponsors should
accept subsidies for continuing medical education conferences.
26. decision maker in pharmaceutical sales - Correct answer - the physician.
27. fast track drugs - Correct answer - drugs approved for serious or life-threatening
conditions.
28. rebate - Correct answer - the amount that the manufacturer of a drug pays to an
insurer or health plan for each unit of drug dispensed.
4|Page
