CNPR CHAPTER 1 EXAM QUESTIONS
WITH VERIFIED ANSWERS
Hard-sell Method - Answer-- Hard-sell the features and soften the approach with the
benefits
ex. The rep might dramatically compare the features of the 2 drugs (side effects,
dosage, etc.) and immediately position their product in terms of how that difference
benefits the patient.
- This approach is more effective than "bad mouthing" the competition because if the
doctor is satisfied with the competition and the rep argues that it is ineffective, they
may be seen as questioning the doctors judgement.
When bonus structures are based on volume, how can reps expand the market even
if a physician already writes the rep's product? - Answer-- By focusing on patient
materials, refills, and compliance issues, or by expanding the diagnosis by identifying
new patient types
**Illustrate another patient type for whom the product could be beneficial**
Frequent & complex incentive changes are not designed to leave the rep out of
control, dizzy, and disoriented. Rather, they...? - Answer-- Reflect the dynamic
pharmaceutical marketplace, specific company objectives, and the desire to ensure
that the pharmaceutical sales professionals are well-compensated for reaching &
surpassing challenging goals
Pharmaceuticals - Answer-Medicines and vaccines for human and animal use.
Products may have a trademark name or be generic, and they may be prescriptive or
over-the counter.
Diagnostic - Answer-Equipment and supplies used in screening, detecting, and
monitoring disease.
Medical Devices - Answer-Advanced instrumentation and appliances used for
medical therapy, such as joint replacements, implantable defibrillators, and
pacemakers. Also drug delivery devices
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.
Home-Based Care - Answer-- Patients/consumers & their family & friends
- Home health nurses & aides
WITH VERIFIED ANSWERS
Hard-sell Method - Answer-- Hard-sell the features and soften the approach with the
benefits
ex. The rep might dramatically compare the features of the 2 drugs (side effects,
dosage, etc.) and immediately position their product in terms of how that difference
benefits the patient.
- This approach is more effective than "bad mouthing" the competition because if the
doctor is satisfied with the competition and the rep argues that it is ineffective, they
may be seen as questioning the doctors judgement.
When bonus structures are based on volume, how can reps expand the market even
if a physician already writes the rep's product? - Answer-- By focusing on patient
materials, refills, and compliance issues, or by expanding the diagnosis by identifying
new patient types
**Illustrate another patient type for whom the product could be beneficial**
Frequent & complex incentive changes are not designed to leave the rep out of
control, dizzy, and disoriented. Rather, they...? - Answer-- Reflect the dynamic
pharmaceutical marketplace, specific company objectives, and the desire to ensure
that the pharmaceutical sales professionals are well-compensated for reaching &
surpassing challenging goals
Pharmaceuticals - Answer-Medicines and vaccines for human and animal use.
Products may have a trademark name or be generic, and they may be prescriptive or
over-the counter.
Diagnostic - Answer-Equipment and supplies used in screening, detecting, and
monitoring disease.
Medical Devices - Answer-Advanced instrumentation and appliances used for
medical therapy, such as joint replacements, implantable defibrillators, and
pacemakers. Also drug delivery devices
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.
Home-Based Care - Answer-- Patients/consumers & their family & friends
- Home health nurses & aides
