NAPSR CERTIFICATION EXAM
QUESTIONS AND ANSWERS
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)
QUESTIONS AND ANSWERS
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)
