NAPSR- PHARMACEUTICAL SALES
TRAINING QUESTIONS AND ANSWERS
WITH VERIFIED SOLUTIONS 100%
CORRECT (GRADED A+)
Q: ______ are arguably the most socially important healthcare products.
A: Pharmaceuticals
Q: Pharmaceutical development is a high-risk undertaking, many promising
leads prove disappointing.
A: True
Q: Pharmaceuticals are
A: Medicines and vaccines for human and animal use (brand name or generic,
prescription or OTC)
Q: Diagnostic is
A: Equipment and supplies used in screening, detecting, and monitoring disease.
(Ranges from home testing kits to sophisticated diagnostic imaging technologies)
Q: Medical devices are
A: Advanced instrumentation and appliances used for medical therapy (joint
replacements, pacemakers, implantable defibrillators). Includes drug delivery
devices (syringes, infusion pumps, metered-dose inhalers, transdermal patches)
Q: Medical supplies are
A: Commodity, high-volume supplies such as surgical gowns and gloves
Q: Durable medical equipment is
A: Reusable products for health-related use in the home (walkers, wheelchairs,
oxygen equipment, prosthetics, hospital beds)
Q: Home-based care is
A: Patients/consumers and their friends/family; home health nurses and aides
,Q: Primary care (checkups and general health issues) includes
A: OBGYN, family/general practitioners, internists
Q: Secondary care (specialized outpatient consults) includes
A: Specialists
Q: Tertiary care (inpatient) includes
A: Community hospitals, academic medical centers, skilled nursing facilities
Q: End-stage care includes
A: Skilled nursing facilities, hospitals, hospices
Q: Pharmaceutical sales are highest in which geographical regions?
A: US, Western Europe, Japan
Q: The U.S. accounts for about _____ of the world's pharmaceutical revenues.
A: 50%
Q: What has fueled recent growth in the pharmaceutical industry?
A: Population growth and increased life expectancies
Q: According to your manual, what accurately described the predicted
relationship between pharmaceutical companies and genomic research
facilities?
A: Partnerships between pharmaceutical companies and genomic companies will
not prove immediately profitable
Q: _______ is cost-effective for insurance companies and healthcare providers.
A: Prescription drug therapy
Q: The high price of healthcare is explained by the high price of medicines
(T/F).
A: False
Q: Prescription drug spending is a smaller fraction of the total healthcare
costs than ever before.
A: True
,Q: The two main advertising categories of prescription drugs are:
A:
1. Professional physician promotions
2. Direct-to-consumer advertising
Q: Professional physician promotions include:
A: Sales reps in physicians' offices, advertising in medical journals, conferences,
email, etc.
Q: Direct-to-consumer advertising includes:
A: Patient-directed messages in TV, radio, magazines, etc.
Q: What are reasons for the growth in direct-to-consumer advertising?
A:
1. FDA eased regulations
2. Patients wanting to be more involved in their decisions, thus being more
receptive
3. Public's increasing health/medical literacy
4. Physicians' increased 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 the 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 daily basis
speciality, 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
what is the most effective method for grabbing market share? -
ANSWER✔✔comparative selling
where do pharmaceutical reps visit? - ANSWER✔✔physicians
clinics
TRAINING QUESTIONS AND ANSWERS
WITH VERIFIED SOLUTIONS 100%
CORRECT (GRADED A+)
Q: ______ are arguably the most socially important healthcare products.
A: Pharmaceuticals
Q: Pharmaceutical development is a high-risk undertaking, many promising
leads prove disappointing.
A: True
Q: Pharmaceuticals are
A: Medicines and vaccines for human and animal use (brand name or generic,
prescription or OTC)
Q: Diagnostic is
A: Equipment and supplies used in screening, detecting, and monitoring disease.
(Ranges from home testing kits to sophisticated diagnostic imaging technologies)
Q: Medical devices are
A: Advanced instrumentation and appliances used for medical therapy (joint
replacements, pacemakers, implantable defibrillators). Includes drug delivery
devices (syringes, infusion pumps, metered-dose inhalers, transdermal patches)
Q: Medical supplies are
A: Commodity, high-volume supplies such as surgical gowns and gloves
Q: Durable medical equipment is
A: Reusable products for health-related use in the home (walkers, wheelchairs,
oxygen equipment, prosthetics, hospital beds)
Q: Home-based care is
A: Patients/consumers and their friends/family; home health nurses and aides
,Q: Primary care (checkups and general health issues) includes
A: OBGYN, family/general practitioners, internists
Q: Secondary care (specialized outpatient consults) includes
A: Specialists
Q: Tertiary care (inpatient) includes
A: Community hospitals, academic medical centers, skilled nursing facilities
Q: End-stage care includes
A: Skilled nursing facilities, hospitals, hospices
Q: Pharmaceutical sales are highest in which geographical regions?
A: US, Western Europe, Japan
Q: The U.S. accounts for about _____ of the world's pharmaceutical revenues.
A: 50%
Q: What has fueled recent growth in the pharmaceutical industry?
A: Population growth and increased life expectancies
Q: According to your manual, what accurately described the predicted
relationship between pharmaceutical companies and genomic research
facilities?
A: Partnerships between pharmaceutical companies and genomic companies will
not prove immediately profitable
Q: _______ is cost-effective for insurance companies and healthcare providers.
A: Prescription drug therapy
Q: The high price of healthcare is explained by the high price of medicines
(T/F).
A: False
Q: Prescription drug spending is a smaller fraction of the total healthcare
costs than ever before.
A: True
,Q: The two main advertising categories of prescription drugs are:
A:
1. Professional physician promotions
2. Direct-to-consumer advertising
Q: Professional physician promotions include:
A: Sales reps in physicians' offices, advertising in medical journals, conferences,
email, etc.
Q: Direct-to-consumer advertising includes:
A: Patient-directed messages in TV, radio, magazines, etc.
Q: What are reasons for the growth in direct-to-consumer advertising?
A:
1. FDA eased regulations
2. Patients wanting to be more involved in their decisions, thus being more
receptive
3. Public's increasing health/medical literacy
4. Physicians' increased 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 the 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 daily basis
speciality, 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
what is the most effective method for grabbing market share? -
ANSWER✔✔comparative selling
where do pharmaceutical reps visit? - ANSWER✔✔physicians
clinics
