PHARMACEUTICAL SALES TRAINING
QUESTIONS AND CORRECT DETAILED
ANSWERS
m Anatomy - the study of the basic structure of the body.
Physiology - the study of how those body structures function.
Clinical Pharmacology - the study of the effects and movement of drugs in the human body.
Drug - any substance intended for us in the diagnosis, cure, relief, treatment, or prevention of a disease
intended to affect the structure or function of the body.
Chemical name - describes the atomic or molecular structure of the drug.
Trade name - chosen by the pharmaceutical company that manufactures or distributes the drug.
True/False: Pharmaceuticals are arguably the most socially important healthcare product. - True
True/False: Pharmaceutical development is a high risk undertaking, in which many promising leads prove
disappointing. - True
True/False: Prescription drug therapy is not cost-effective for the insurance companies and health
providers. - False; it is cost effective
True/False: One of the oldest and least effective pharmaceutical marketing techniques is the Direct-to-
Consumer advertising. - False; it is the most effective
True/False: Typically it only takes 1-2 calls to an individual physician before you can successfully get a
physician to commit to prescribing your drug or product. - False
True/False: One of the most disappointing results of the pharmaceutical industry's continued investment
in R&D is the few number of new drugs being approved and in development. - False; Avg. review is 18
months. old avg. review was 3 years. There are new drugs coming out all the time.
The extent , quality, or degree to which a substance is poisonous or harmful to the body. - Toxicity
The term "swelling" is also referred to as what? - Edema
The U.S accounts for about ____ of all the World's pharmaceutical revenues. - 50% or 1/2
The most effective method for grabbing market share is ____________? - Comparative Selling
True/False: Most visits by pharmaceutical sales reps are to pharmacies. - False; they are to physicians
offices
Among the biotechnology medications under development, about ________ target cancer? - 50%
A _______ is an inactive medication with no treatment value, used in experimental studies. - Placebo
,True/False: The heart of a pharmaceutical sales team is the Regional Manager. - False; Territory
Representative or Sales Rep.
True/False: A drug is any substance that produces a physical or psychological change in the body. - True
True/False: "Large Molecule" products are developed and manufactured by a chemical process. - False; a
biologic process
The study of the effects and movement of drugs in the human body: - Clinical Pharmacology
The active and inert components of tablets that cement together to maintain cohesive portions are
what? - Binders
True/False: ADME testing measures the rate at which the body absorbs the drug, distributes it to the
organs necessary to produce the desired effect, metabolizes it into waste material and then excretes it
from the body. - True
True/False: Water is a nutrient. - False
What are the 3 main concepts in basic clinical pharmacology? - Drug Distribution and Elimination
Pharmacodynamics
Pharmacokinetics
BID stands for: - Twice a day
The description section of labeling must contain: - The proprietary name and established name
Qualitative and or quantitative ingredient information
The study of how body structures function is: - Physiology
Any chemical substance that affects the body and its processes is called what? - a drug
True/False: Nutraceuticals and medicinal herbs are always tested by the FDA. - False
The ________ name describes the atomic or molecular structure of a drug. - Chemical
True/False: When newly developed drugs are tested in a laboratory setting, that process is called "pre-
clinical testing" - True
The process of gaining FDA approval for a new drug usually takes about ___ years. - 10
For subcutaneous injections, a needle is inserted into _________ under the skin. - fatty tissue
True/False: Prodrugs are administered in an active form which is metabolized into an inactive form. -
False
True/False: Smoking decreases the effectiveness of some drugs. - True
Patents grant the drug company exclusive rights to a drug for ____ years. - 20
True/False: The inert ingredients in a drug formulation are called excipients. - True
, The FDA defines API as the _________________ ingredient in a drug which produces the desired change
in the body. - Active Pharmaceutical
True/False: The dosage range of a drug that is both safe and beneficial is known as the therapeutic
window. - True
In the gastrointestinal tract, __________ help break up tablets to ensure full release of all the
pharmaceutical active ingredient. - disentigrents
True/False: mPatents mare mapplied mfor mwith mand mgranted mby mthe mFDA. m- mFalse; mthey mare mgranted
mby mthe mU.S. mPatent mand mTrademark mOffice.
Patents mexpire mafter mhow mmany myears mfrom mthe mdate mof mfiling? m- m20 myears
True/False: mGeneric mdrugs mare mnot mregulated mby mthe mFDA. m- mFalse; mthey mare
The mmost mreliable msource mof minformation mfor mdetermining mtherapeutically mequivalent mdrug
mproducts mare: m- mThe mOrange mBook
True/False: mPharmaceutical mReps mwill mtypically mstore mand msecure mtheir mown mdrug msamples. m- mTrue
True/False: mPharmaceutical mReps mmust malways mrecord mthe mamount mof mdrug msamples mleft mand
mobtain msignature mfor mthat mamount. m- mTrue
True/False: mThe mFederal mgovernment mdoes mnot mregulate mthe mdrug msampling mfor ma mpharmaceutical
mrep. m- mFalse; mthey mdo
True/False: mStorage mconditions mfor mdrug mproducts mare mbased mon mdata mand minformation msupplied
mby mthe mmanufacturer. m- mTrue
True/False: mDrug mrecalls mare malmost malways mnegotiated mwith mthe mFDA mbeforehand. m- mTrue
True/False: mThe mPDMA mis mthe mPrescription mDrug mManufacturers mAssociation. m- mFalse; mPrescription
mDrug mMarketing mAct
Primary mwholesale mdistributors mbuy mmost mof mtheir mdrugs mdirectly mfrom m_________. m-
mManufacturers
The mAWP mis ma mpublished m__________ mprice, msuggested mby mdrug mmanufacturers. m- mwholesale
True/False: mRebated mare mreferred mto mas mafter mmarket marrangements. m- mTrue
True/False: mDrug mlabels mmust minclude mindications mand musage minformation, mas mwell mas
mcontraindications. m- mTrue
A mpatent mowner mhas mthe mright mto mexclude mothers mfrom mmaking, musing, mselling, mor mimporting minto
mthe mU.S. mthe m___________ mit mdescribes. m- minvention
Exclusivity mgives mexclusive m__________________ mwhich mis mgranted mby mthe mFDA, mand mcan mrun
mconcurrently mwith ma mpatent mor mnot. m- mmarketing mrights
QUESTIONS AND CORRECT DETAILED
ANSWERS
m Anatomy - the study of the basic structure of the body.
Physiology - the study of how those body structures function.
Clinical Pharmacology - the study of the effects and movement of drugs in the human body.
Drug - any substance intended for us in the diagnosis, cure, relief, treatment, or prevention of a disease
intended to affect the structure or function of the body.
Chemical name - describes the atomic or molecular structure of the drug.
Trade name - chosen by the pharmaceutical company that manufactures or distributes the drug.
True/False: Pharmaceuticals are arguably the most socially important healthcare product. - True
True/False: Pharmaceutical development is a high risk undertaking, in which many promising leads prove
disappointing. - True
True/False: Prescription drug therapy is not cost-effective for the insurance companies and health
providers. - False; it is cost effective
True/False: One of the oldest and least effective pharmaceutical marketing techniques is the Direct-to-
Consumer advertising. - False; it is the most effective
True/False: Typically it only takes 1-2 calls to an individual physician before you can successfully get a
physician to commit to prescribing your drug or product. - False
True/False: One of the most disappointing results of the pharmaceutical industry's continued investment
in R&D is the few number of new drugs being approved and in development. - False; Avg. review is 18
months. old avg. review was 3 years. There are new drugs coming out all the time.
The extent , quality, or degree to which a substance is poisonous or harmful to the body. - Toxicity
The term "swelling" is also referred to as what? - Edema
The U.S accounts for about ____ of all the World's pharmaceutical revenues. - 50% or 1/2
The most effective method for grabbing market share is ____________? - Comparative Selling
True/False: Most visits by pharmaceutical sales reps are to pharmacies. - False; they are to physicians
offices
Among the biotechnology medications under development, about ________ target cancer? - 50%
A _______ is an inactive medication with no treatment value, used in experimental studies. - Placebo
,True/False: The heart of a pharmaceutical sales team is the Regional Manager. - False; Territory
Representative or Sales Rep.
True/False: A drug is any substance that produces a physical or psychological change in the body. - True
True/False: "Large Molecule" products are developed and manufactured by a chemical process. - False; a
biologic process
The study of the effects and movement of drugs in the human body: - Clinical Pharmacology
The active and inert components of tablets that cement together to maintain cohesive portions are
what? - Binders
True/False: ADME testing measures the rate at which the body absorbs the drug, distributes it to the
organs necessary to produce the desired effect, metabolizes it into waste material and then excretes it
from the body. - True
True/False: Water is a nutrient. - False
What are the 3 main concepts in basic clinical pharmacology? - Drug Distribution and Elimination
Pharmacodynamics
Pharmacokinetics
BID stands for: - Twice a day
The description section of labeling must contain: - The proprietary name and established name
Qualitative and or quantitative ingredient information
The study of how body structures function is: - Physiology
Any chemical substance that affects the body and its processes is called what? - a drug
True/False: Nutraceuticals and medicinal herbs are always tested by the FDA. - False
The ________ name describes the atomic or molecular structure of a drug. - Chemical
True/False: When newly developed drugs are tested in a laboratory setting, that process is called "pre-
clinical testing" - True
The process of gaining FDA approval for a new drug usually takes about ___ years. - 10
For subcutaneous injections, a needle is inserted into _________ under the skin. - fatty tissue
True/False: Prodrugs are administered in an active form which is metabolized into an inactive form. -
False
True/False: Smoking decreases the effectiveness of some drugs. - True
Patents grant the drug company exclusive rights to a drug for ____ years. - 20
True/False: The inert ingredients in a drug formulation are called excipients. - True
, The FDA defines API as the _________________ ingredient in a drug which produces the desired change
in the body. - Active Pharmaceutical
True/False: The dosage range of a drug that is both safe and beneficial is known as the therapeutic
window. - True
In the gastrointestinal tract, __________ help break up tablets to ensure full release of all the
pharmaceutical active ingredient. - disentigrents
True/False: mPatents mare mapplied mfor mwith mand mgranted mby mthe mFDA. m- mFalse; mthey mare mgranted
mby mthe mU.S. mPatent mand mTrademark mOffice.
Patents mexpire mafter mhow mmany myears mfrom mthe mdate mof mfiling? m- m20 myears
True/False: mGeneric mdrugs mare mnot mregulated mby mthe mFDA. m- mFalse; mthey mare
The mmost mreliable msource mof minformation mfor mdetermining mtherapeutically mequivalent mdrug
mproducts mare: m- mThe mOrange mBook
True/False: mPharmaceutical mReps mwill mtypically mstore mand msecure mtheir mown mdrug msamples. m- mTrue
True/False: mPharmaceutical mReps mmust malways mrecord mthe mamount mof mdrug msamples mleft mand
mobtain msignature mfor mthat mamount. m- mTrue
True/False: mThe mFederal mgovernment mdoes mnot mregulate mthe mdrug msampling mfor ma mpharmaceutical
mrep. m- mFalse; mthey mdo
True/False: mStorage mconditions mfor mdrug mproducts mare mbased mon mdata mand minformation msupplied
mby mthe mmanufacturer. m- mTrue
True/False: mDrug mrecalls mare malmost malways mnegotiated mwith mthe mFDA mbeforehand. m- mTrue
True/False: mThe mPDMA mis mthe mPrescription mDrug mManufacturers mAssociation. m- mFalse; mPrescription
mDrug mMarketing mAct
Primary mwholesale mdistributors mbuy mmost mof mtheir mdrugs mdirectly mfrom m_________. m-
mManufacturers
The mAWP mis ma mpublished m__________ mprice, msuggested mby mdrug mmanufacturers. m- mwholesale
True/False: mRebated mare mreferred mto mas mafter mmarket marrangements. m- mTrue
True/False: mDrug mlabels mmust minclude mindications mand musage minformation, mas mwell mas
mcontraindications. m- mTrue
A mpatent mowner mhas mthe mright mto mexclude mothers mfrom mmaking, musing, mselling, mor mimporting minto
mthe mU.S. mthe m___________ mit mdescribes. m- minvention
Exclusivity mgives mexclusive m__________________ mwhich mis mgranted mby mthe mFDA, mand mcan mrun
mconcurrently mwith ma mpatent mor mnot. m- mmarketing mrights
