NAPSRX Study Guide
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.
Diagnostic - Answer-Equipment and supplies used in screening, detecting, and monitoring disease. Can
range from simple home testing kits to sophisticated diagnostic imaging technologies.
Medical Devices - Answer-Advanced instrumentation and appliances used for medical therapy, such as
joint replacements, implantable defibrillators, and pacemakers. Also includes drug delivery devices such
as syringes, infusion pumps, metered-dose inhalers, and transdermal patches.
Medical Supplies - Answer-Commodity, high-volume supplies such as surgical gowns and gloves.
Durable Medical Equipment - Answer-Reusable products for health-related use in the home, such as
walkers, wheelchairs, oxygen equipment, prosthetics and hospital beds.
What countries are pharmaceutical sales the highest? - Answer-United States, Western Europe, and
Japan.
The U.S. accounts for roughly __________ of the world's pharmaceutical revenues. - Answer-50%
,Two factors have significantly contributed to recent growth in the pharmaceutical industry are? -
Answer-Population growth and increasing life expectancies.
What is the predicted relationship between pharmaceutical companies and genomic research facilities?
- Answer-Partnerships between pharmaceutical companies and genomic research facilities will not prove
immediately profitable.
Prescription drug therapy is cost effective for insurance companies and health care providers. True or
False? - Answer-True
The high price of health care is explained by the high price of medicines. True or False? - Answer-False
One of the oldest and least effective pharmaceutical marketing techniques is DTC (direct-to-consumer)
advertising. True or False? - Answer-False
What influences the number of districts in a region? - Answer-The region's population.
What is an example of the regionalization of healthcare delivery systems? - Answer-California and
Florida have different prescription reimbursement policies.
What is the heart of a pharmaceutical sales team? - Answer-District Manager.
How many territories are in a typical district? - Answer-8-12
What is the most effective method for grabbing market share? - Answer-Comparative selling.
The average review time for a new drug is 18 months, down from almost 3 years in 1996. True or False?
- Answer-True
, What are some questions reps should ask a physician? - Answer-Why do you prefer the competitor's
drug to ours? What do they like and dislike about it? Which patient types is the drug being used for?
What are the results and side effects, if any?
Note: Careful questioning and listening enables reps to craft effective messages based on each
physician's specific needs.
Pharmaceutical reps mainly visit pharmacies. True or False? - Answer-False. Pharmaceutical reps mainly
visit/target physicians.
It usually takes only 1-2 calls on a physician before he or she prescribes your product. True or False? -
Answer-False. Your success ultimately depends on your relationship with the physician. This takes time.
Persistence is key.
The pharmacist may dispense a product other than what the physician prescribed. True or False? -
Answer-True. The pharmacist can either (1) dispense a generic; (2) The pharmacist calls the doctor and
requests permission to dispense a different medication.
According to chapter 2 of your manual which of the following classifies as payers?
(a) employers
(b) patients
(c) pharmacists
(d) physicians - Answer-(a) employers
Some third party payers include the insurance company, the employer, managed care organization, or
the U.S. government (Medicare/Medicaid).
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.
Diagnostic - Answer-Equipment and supplies used in screening, detecting, and monitoring disease. Can
range from simple home testing kits to sophisticated diagnostic imaging technologies.
Medical Devices - Answer-Advanced instrumentation and appliances used for medical therapy, such as
joint replacements, implantable defibrillators, and pacemakers. Also includes drug delivery devices such
as syringes, infusion pumps, metered-dose inhalers, and transdermal patches.
Medical Supplies - Answer-Commodity, high-volume supplies such as surgical gowns and gloves.
Durable Medical Equipment - Answer-Reusable products for health-related use in the home, such as
walkers, wheelchairs, oxygen equipment, prosthetics and hospital beds.
What countries are pharmaceutical sales the highest? - Answer-United States, Western Europe, and
Japan.
The U.S. accounts for roughly __________ of the world's pharmaceutical revenues. - Answer-50%
,Two factors have significantly contributed to recent growth in the pharmaceutical industry are? -
Answer-Population growth and increasing life expectancies.
What is the predicted relationship between pharmaceutical companies and genomic research facilities?
- Answer-Partnerships between pharmaceutical companies and genomic research facilities will not prove
immediately profitable.
Prescription drug therapy is cost effective for insurance companies and health care providers. True or
False? - Answer-True
The high price of health care is explained by the high price of medicines. True or False? - Answer-False
One of the oldest and least effective pharmaceutical marketing techniques is DTC (direct-to-consumer)
advertising. True or False? - Answer-False
What influences the number of districts in a region? - Answer-The region's population.
What is an example of the regionalization of healthcare delivery systems? - Answer-California and
Florida have different prescription reimbursement policies.
What is the heart of a pharmaceutical sales team? - Answer-District Manager.
How many territories are in a typical district? - Answer-8-12
What is the most effective method for grabbing market share? - Answer-Comparative selling.
The average review time for a new drug is 18 months, down from almost 3 years in 1996. True or False?
- Answer-True
, What are some questions reps should ask a physician? - Answer-Why do you prefer the competitor's
drug to ours? What do they like and dislike about it? Which patient types is the drug being used for?
What are the results and side effects, if any?
Note: Careful questioning and listening enables reps to craft effective messages based on each
physician's specific needs.
Pharmaceutical reps mainly visit pharmacies. True or False? - Answer-False. Pharmaceutical reps mainly
visit/target physicians.
It usually takes only 1-2 calls on a physician before he or she prescribes your product. True or False? -
Answer-False. Your success ultimately depends on your relationship with the physician. This takes time.
Persistence is key.
The pharmacist may dispense a product other than what the physician prescribed. True or False? -
Answer-True. The pharmacist can either (1) dispense a generic; (2) The pharmacist calls the doctor and
requests permission to dispense a different medication.
According to chapter 2 of your manual which of the following classifies as payers?
(a) employers
(b) patients
(c) pharmacists
(d) physicians - Answer-(a) employers
Some third party payers include the insurance company, the employer, managed care organization, or
the U.S. government (Medicare/Medicaid).
