NAPSR- PHARMACEUTICAL SALES TRAINING EXAM
QUESTIONS AND CORRECT ANSWERS
____ are arguably the most socially important healthcare products - ANSWER
pharmaceuticals
pharmaceutical development - ANSWER is a high risk undertaking, many promising
leads prove dissapointing
pharmaceuticals - ANSWER medicines and vaccines for human and animal use - brand
name or generic, prescription or OTC
diagnostic - ANSWER equipment and supplies used in screening, detecting, and
monitoring disease. Ranges from home testing kits to sophisticated diagnostic imaging
technologies.
medical devices - ANSWER -advanced instrumentation and appliances used for medical
therapy (joint replacements, pacemakers, implantable defibrillators)
-include drug delivery devices (syringes, infusion pumps, metered-dose inhalers,
transdermal patches)
medical supplies - ANSWER commodity, high volume supples such as surgical gowns
and gloves
durable medical equipment - ANSWER reusable products for health related use in the
home
(walkers, wheelchairs, oxygen equipment, prosthetics, hospital beds)
home-based care - ANSWER -patients/consumers and their friends/family
,-home health nurses and aides
primary care [checkups and general health issues] - ANSWER -OBGYN
-family/general practitioners
-internists
secondary care [specialized outpatient consults] - ANSWER specialists
tertiary care [inpatient] - ANSWER -community hospitals
-academic medical centers
-skilled nursing facilities
end-stage care - ANSWER -skilled nursing facilities
-hospitals
-hospices
Pharmaceutical sales are highest in which geographical regions? - ANSWER US
Western Europe
Japan
The U.S. accounts for about _____ of the worlds pharmaceutical revenues? - ANSWER
50%
what has fueled recent growth in the pharmaceutical industry? - ANSWER population
growth and increased life expectancies
What, according to your text, correctly described the foreseen relationship between
pharmaceutical companies and genomic research facilities? - ANSWER partnerships
between pharmaceutical companies and genomic companies will not prove immediately
profitable
___________ is cost effective for insurance companies and healthcare providers -
ANSWER prescription drug therapy
It is due to the higher cost of drugs which again makes health care extremely costly.
[T/F] - ANSWER FALSE
,Prescription drug spending represents a smaller fraction of total health care costs than
ever before.
Two major advertising categories of prescription drugs: - ANSWER 1. professional
physician promotions
2. direct-to-consumer advertising
Professional physician promotions - ANSWER sales reps in physicians offices, etc.
Advertising in medical journals, conferences, email, etc.
direct-to-consumer advertising - ANSWER patient directed messages in tv, radio,
magazines, etc.
newest effective marketing technique
reasons for growth in direct-to-consumer advertising - ANSWER 1. FDA eased
regulations
2. patients wanting to be more involved in their decisions thus being more receptive
3. publics increasing health/medical literacy
4. physicians inc in willingness to prescribe patients requests for specific drugs
headquarters - ANSWER executive level sales managers & support staff
house product managers who are part of companies marketing dept
regions - ANSWER divide country into 4-10 geographic regions
, northwest, midwest, etc
districts - ANSWER each region has several districts that are supervised by district
manager
territories - ANSWER each district includes 8-12 territories
staffed by territory reps
what influences the number of districts in a region? - ANSWER regions population
What is an example of regionalization of Healthcare delivery systems? - ANSWER
California and Florida have different prescription reimbursement policies
territory representative (professional sales rep) - ANSWER the heart of pharmaceutical
sales team
group of reps who interact with customers on a day to day basis
specialty, hospital, and niche representatives - ANSWER sells exclusively to niche
markets
district manager - ANSWER territory reps report to them and ensure they are making
their sales goals
sales reps primary form of contact
most DMs start off as reps
regional manager - ANSWER district managers report to them.
sets strategy for a region and monitors sales activity in each district
national account manager - ANSWER negotiate product purchasing contracts with
major MCOs and giant pharmacy benefit managers
QUESTIONS AND CORRECT ANSWERS
____ are arguably the most socially important healthcare products - ANSWER
pharmaceuticals
pharmaceutical development - ANSWER is a high risk undertaking, many promising
leads prove dissapointing
pharmaceuticals - ANSWER medicines and vaccines for human and animal use - brand
name or generic, prescription or OTC
diagnostic - ANSWER equipment and supplies used in screening, detecting, and
monitoring disease. Ranges from home testing kits to sophisticated diagnostic imaging
technologies.
medical devices - ANSWER -advanced instrumentation and appliances used for medical
therapy (joint replacements, pacemakers, implantable defibrillators)
-include drug delivery devices (syringes, infusion pumps, metered-dose inhalers,
transdermal patches)
medical supplies - ANSWER commodity, high volume supples such as surgical gowns
and gloves
durable medical equipment - ANSWER reusable products for health related use in the
home
(walkers, wheelchairs, oxygen equipment, prosthetics, hospital beds)
home-based care - ANSWER -patients/consumers and their friends/family
,-home health nurses and aides
primary care [checkups and general health issues] - ANSWER -OBGYN
-family/general practitioners
-internists
secondary care [specialized outpatient consults] - ANSWER specialists
tertiary care [inpatient] - ANSWER -community hospitals
-academic medical centers
-skilled nursing facilities
end-stage care - ANSWER -skilled nursing facilities
-hospitals
-hospices
Pharmaceutical sales are highest in which geographical regions? - ANSWER US
Western Europe
Japan
The U.S. accounts for about _____ of the worlds pharmaceutical revenues? - ANSWER
50%
what has fueled recent growth in the pharmaceutical industry? - ANSWER population
growth and increased life expectancies
What, according to your text, correctly described the foreseen relationship between
pharmaceutical companies and genomic research facilities? - ANSWER partnerships
between pharmaceutical companies and genomic companies will not prove immediately
profitable
___________ is cost effective for insurance companies and healthcare providers -
ANSWER prescription drug therapy
It is due to the higher cost of drugs which again makes health care extremely costly.
[T/F] - ANSWER FALSE
,Prescription drug spending represents a smaller fraction of total health care costs than
ever before.
Two major advertising categories of prescription drugs: - ANSWER 1. professional
physician promotions
2. direct-to-consumer advertising
Professional physician promotions - ANSWER sales reps in physicians offices, etc.
Advertising in medical journals, conferences, email, etc.
direct-to-consumer advertising - ANSWER patient directed messages in tv, radio,
magazines, etc.
newest effective marketing technique
reasons for growth in direct-to-consumer advertising - ANSWER 1. FDA eased
regulations
2. patients wanting to be more involved in their decisions thus being more receptive
3. publics increasing health/medical literacy
4. physicians inc in willingness to prescribe patients requests for specific drugs
headquarters - ANSWER executive level sales managers & support staff
house product managers who are part of companies marketing dept
regions - ANSWER divide country into 4-10 geographic regions
, northwest, midwest, etc
districts - ANSWER each region has several districts that are supervised by district
manager
territories - ANSWER each district includes 8-12 territories
staffed by territory reps
what influences the number of districts in a region? - ANSWER regions population
What is an example of regionalization of Healthcare delivery systems? - ANSWER
California and Florida have different prescription reimbursement policies
territory representative (professional sales rep) - ANSWER the heart of pharmaceutical
sales team
group of reps who interact with customers on a day to day basis
specialty, hospital, and niche representatives - ANSWER sells exclusively to niche
markets
district manager - ANSWER territory reps report to them and ensure they are making
their sales goals
sales reps primary form of contact
most DMs start off as reps
regional manager - ANSWER district managers report to them.
sets strategy for a region and monitors sales activity in each district
national account manager - ANSWER negotiate product purchasing contracts with
major MCOs and giant pharmacy benefit managers
