NAPSR FINAL EXAM ANSWERS,
CORRECT ANSWERS 100%.
LATEST
Job Description of Pharmaceutical Sales Rep. - --ANSWER->>>>provide valid, proven, R&D-based
information about the company's medications so physicians can then utilize this information and apply it
in their medical practices.
Selling as a Pharmaceutical Sales Rep. - --ANSWER->>>>has to initiate, establish, and then maintain a
relationship with a physician.
Range of Health Products - --ANSWER->>>>1. PHARMACEUTICALS-medicines & vaccines for human &
animal use. Products may have a brand name or generic, and may be prescription or over-the-counter.
2. DIAGNOSTIC-equipment & supplies used in screening, detecting, & monitoring disease (ex: simple
home testing kits, sophisticated diagnostic imaging technologies)
3. MEDICAL DEVICES- advanced instrumentation and appliances used for medical therapy (ex: joint
replacements, implantable defibrillators, & pacemakers). Also includes drug delivery devices (ex:
syringes, infusion pumps, metered-dose inhalers, & trans-dermal patches)
4. MEDICAL SUPPLIES-commodity, high-volume supplies (ex: surgical gowns & gloves)
5. DURABLE MEDICAL EQUIPMENT-Reusable products for health-related use in the home (ex: walkers,
wheelchairs, oxygen equipment, prosthetics, & hospital beds)
General Spectrum of Healthcare Settings - --ANSWER->>>>1. HOME-BASED CARE-Patients/consumers,
their families & friends; home health nurses & aides
,2. PRIMARY CARE (Checkups & General Health Issues)-OB/GYN, Family/general practitioners, internists
3. SECONDARY CARE (Specialized Outpatient Consults)-specialists
4. TERTIARY CARE (Inpatient)-Community hospitals; Academic medical centers; Skilled nursing facilities
5. END-STAGE CARE-Skilled nursing facilities; Hospitals; Hospices
The Pharmaceutical Industry - --ANSWER->>>>Global Pharmaceutical Industry- $950 billion in annual
revenue
Pharmaceutical sales are highest- U.S., Western Europe, & Japan
U.S accounts for roughly- 1/2 of the world's pharmaceutical revenues
Because of lack of standardization at the international level, companies must overcome a range of
regulatory hurdles in order to obtain approval to market their products in each country/region.
Factors Influencing Growth - --ANSWER->>>>Two Factors:
1. POPULATION GROWTH
2. INCREASING LIFE EXPECTANCY
Both increase the number of elderly persons in the United States.
Senior citizens become candidates for drug therapies & increased prescription use.
,Senior citizens consumed over 3x as many medication as people under the age of 65 yrs old.
Technology - --ANSWER->>>>Joining with Genomic companies to specialize in gene research, genetically-
altered drugs, & molecular biology.
Healthcare Demand - --ANSWER->>>>Prescription drug therapy is cost-effective for insurance companies
& healthcare providers. Other interventions such (surgery, nursing care, clinical visits, hospitalization, &
home healthcare) are very expensive.
Prescription drug therapy often eliminates the need for these costly interventions.
People Commonly assume- the high costs of health care are due to the high costs of medicines and
patients spending more on prescription drugs than on other healthcare services...THESE ASSUMPTIONS
ARE INCORRECT!
PRESCRIPTION DRUG SPENDING IS LESS THAN 8% OF THE TOTAL HEALTHCARE COSTS
Food & Drug Administration (FDA) - --ANSWER->>>>FDA regulates the introduction of new drugs &
enforces the United States drug laws
Pharmaceutical companies must submit extensive data to the FDA, demonstrating both the safety &
effectiveness of new drugs before receiving approval for sale in the U.S.
The FDA requires that drugs be produced according to specific "good manufacturing practices" (GMP)
FDA streamlined the review process of drugs in 1992, which decreased the approval time (average
review time for a new drug is 18 months)- because of this drug approvals have almost doubled.
Pharmaceutical Marketing - --ANSWER->>>>Marketing of Prescription Drugs:
, 1. PROFESSIONAL PHYSICIAN PROMOTIONS-involves sales representatives activity in physicians' offices,
hospitals, clinics, & pharmacies; also advertising in medical journals, conferences, seminars, direct e-
mail, etc.
2. DIRECT-TO-CONSUMER ADVERTISING-patient-directed messages in television, radio, magazines,
newspapers, etc.
Reasons for growth in Direct-to-Consumer Advertising:
1. FDA easing regulations on this type of advertising
2. Patients wanting to be more involved in their healthcare decisions & thus more receptive to
advertising that includes educational messages
3. Public's increasing medical & health literacy
4. Physicians' increasing willingness to consider & grant their patients' requests for advertised drugs
Geography of Pharmaceutical Sales - --ANSWER->>>>Most Pharmaceutical Sales Territories are
Organized as Follows:
1. HEADQUARTERS-executive level sales managers (directors, the vice president of sales), National
account managers (NAMs) who sell to managed care organizations (MCO's) & pharmacy benefit
management companies (PBMs)
Orchestrate the overall strategy that representatives implement in the marketplace.
2. REGIONS- most sales organizations divide the country into 5-10 geographic regions, each supervised
by a regional manger (RM). Typical regions include Northwest, Midwest, Mid-Atlantic, etc.
CORRECT ANSWERS 100%.
LATEST
Job Description of Pharmaceutical Sales Rep. - --ANSWER->>>>provide valid, proven, R&D-based
information about the company's medications so physicians can then utilize this information and apply it
in their medical practices.
Selling as a Pharmaceutical Sales Rep. - --ANSWER->>>>has to initiate, establish, and then maintain a
relationship with a physician.
Range of Health Products - --ANSWER->>>>1. PHARMACEUTICALS-medicines & vaccines for human &
animal use. Products may have a brand name or generic, and may be prescription or over-the-counter.
2. DIAGNOSTIC-equipment & supplies used in screening, detecting, & monitoring disease (ex: simple
home testing kits, sophisticated diagnostic imaging technologies)
3. MEDICAL DEVICES- advanced instrumentation and appliances used for medical therapy (ex: joint
replacements, implantable defibrillators, & pacemakers). Also includes drug delivery devices (ex:
syringes, infusion pumps, metered-dose inhalers, & trans-dermal patches)
4. MEDICAL SUPPLIES-commodity, high-volume supplies (ex: surgical gowns & gloves)
5. DURABLE MEDICAL EQUIPMENT-Reusable products for health-related use in the home (ex: walkers,
wheelchairs, oxygen equipment, prosthetics, & hospital beds)
General Spectrum of Healthcare Settings - --ANSWER->>>>1. HOME-BASED CARE-Patients/consumers,
their families & friends; home health nurses & aides
,2. PRIMARY CARE (Checkups & General Health Issues)-OB/GYN, Family/general practitioners, internists
3. SECONDARY CARE (Specialized Outpatient Consults)-specialists
4. TERTIARY CARE (Inpatient)-Community hospitals; Academic medical centers; Skilled nursing facilities
5. END-STAGE CARE-Skilled nursing facilities; Hospitals; Hospices
The Pharmaceutical Industry - --ANSWER->>>>Global Pharmaceutical Industry- $950 billion in annual
revenue
Pharmaceutical sales are highest- U.S., Western Europe, & Japan
U.S accounts for roughly- 1/2 of the world's pharmaceutical revenues
Because of lack of standardization at the international level, companies must overcome a range of
regulatory hurdles in order to obtain approval to market their products in each country/region.
Factors Influencing Growth - --ANSWER->>>>Two Factors:
1. POPULATION GROWTH
2. INCREASING LIFE EXPECTANCY
Both increase the number of elderly persons in the United States.
Senior citizens become candidates for drug therapies & increased prescription use.
,Senior citizens consumed over 3x as many medication as people under the age of 65 yrs old.
Technology - --ANSWER->>>>Joining with Genomic companies to specialize in gene research, genetically-
altered drugs, & molecular biology.
Healthcare Demand - --ANSWER->>>>Prescription drug therapy is cost-effective for insurance companies
& healthcare providers. Other interventions such (surgery, nursing care, clinical visits, hospitalization, &
home healthcare) are very expensive.
Prescription drug therapy often eliminates the need for these costly interventions.
People Commonly assume- the high costs of health care are due to the high costs of medicines and
patients spending more on prescription drugs than on other healthcare services...THESE ASSUMPTIONS
ARE INCORRECT!
PRESCRIPTION DRUG SPENDING IS LESS THAN 8% OF THE TOTAL HEALTHCARE COSTS
Food & Drug Administration (FDA) - --ANSWER->>>>FDA regulates the introduction of new drugs &
enforces the United States drug laws
Pharmaceutical companies must submit extensive data to the FDA, demonstrating both the safety &
effectiveness of new drugs before receiving approval for sale in the U.S.
The FDA requires that drugs be produced according to specific "good manufacturing practices" (GMP)
FDA streamlined the review process of drugs in 1992, which decreased the approval time (average
review time for a new drug is 18 months)- because of this drug approvals have almost doubled.
Pharmaceutical Marketing - --ANSWER->>>>Marketing of Prescription Drugs:
, 1. PROFESSIONAL PHYSICIAN PROMOTIONS-involves sales representatives activity in physicians' offices,
hospitals, clinics, & pharmacies; also advertising in medical journals, conferences, seminars, direct e-
mail, etc.
2. DIRECT-TO-CONSUMER ADVERTISING-patient-directed messages in television, radio, magazines,
newspapers, etc.
Reasons for growth in Direct-to-Consumer Advertising:
1. FDA easing regulations on this type of advertising
2. Patients wanting to be more involved in their healthcare decisions & thus more receptive to
advertising that includes educational messages
3. Public's increasing medical & health literacy
4. Physicians' increasing willingness to consider & grant their patients' requests for advertised drugs
Geography of Pharmaceutical Sales - --ANSWER->>>>Most Pharmaceutical Sales Territories are
Organized as Follows:
1. HEADQUARTERS-executive level sales managers (directors, the vice president of sales), National
account managers (NAMs) who sell to managed care organizations (MCO's) & pharmacy benefit
management companies (PBMs)
Orchestrate the overall strategy that representatives implement in the marketplace.
2. REGIONS- most sales organizations divide the country into 5-10 geographic regions, each supervised
by a regional manger (RM). Typical regions include Northwest, Midwest, Mid-Atlantic, etc.
