NAPSRx Study Guide 2023
Pharmaceuticals - Medicines/ vaccines /human and animal use.
/ trademark (brand) name or generic/and prescription or over-the counter.
Diagnostic - All Equipment /supplies- screening/detecting, and monitoring disease./
Medical Devices - Advanced instrument /medical therapy, / joint replacements, defibrillators,
and pacemakers./includes drug delivery devices such as syringes, infusion pumps, metered-
dose inhalers, and transdermal patches.
Medical Supplies - Commodity, supplies such /surgical gowns and gloves.
Durable Medical Equipment - Reusable products/ walkers, wheelchairs, oxygen equipment,
prosthetics and hospital beds.
What countries are pharmaceutical sales the highest? - United States, Western Europe, and Japan.
The U.S. accounts for roughly __________ of the world's pharmaceutical revenues. - 50%
Two factors have significantly contributed to recent growth in the pharmaceutical industry are?
- Population growth/ increasing life expectancies.
What is the predicted relationship between pharmaceutical companies and genomic
research facilities? - Partnership will not prove immediately profitable.
,Prescription drug therapy is cost effective for insurance companies and health care providers.
True or False? - True
The high price of health care is explained by the high price of medicines. True or False? - False
One of the oldest and least effective pharmaceutical marketing techniques is DTC (direct-
to-consumer) advertising. True or False? - False
What influences the number of districts in a region? - The region's population.
What is an example of the regionalization of healthcare delivery systems? - California and
Florida have different prescription reimbursement policies.
What is the heart of a pharmaceutical sales team? - District Manager.
How many territories are in a typical district? - 8-12
What is the most effective method for grabbing market share? - Comparative selling.
The average review time for a new drug is 18 months, down from almost 3 years in 1996.
True or False? - True
What are some questions reps should ask a physician? - Why do you prefer the competitor's
drug to ours? What do they like and dislike about it? Which patient types is the drug being
used for? What are the results and side effects, if any?
Note: Careful questioning and listening enables reps to craft effective messages based on
each physician's specific needs.
, Pharmaceutical reps mainly visit pharmacies. True or False? - False. Pharmaceutical reps
mainly visit/target physicians.
It usually takes only 1-2 calls on a physician before he or she prescribes your product. True or False? - False.
Your success ultimately depends on your relationship with the physician. This takes time. Persistence is key.
The pharmacist may dispense a product other than what the physician prescribed. True or
False? - True. The pharmacist can either (1) dispense a generic; (2) The pharmacist calls the
doctor and requests permission to dispense a different medication.
According to chapter 2 of your manual which of the following classifies as payers?
(a)employers
(b)patients
(c) pharmacists
(d)physicians - (a) employers
Some third party payers include the insurance company, the employer, managed care
organization, or the U.S. government (Medicare/Medicaid).
What defines ethical pharmaceutical companies? - Pharmaceutical companies that research
and develop novel drugs.
Thanks to modern medicine how long are people newly diagnosed with HIV expected to
live? - Another 50 years.
How much has the average American lifespan increased since 1890? - 30 years
Pharmaceuticals - Medicines/ vaccines /human and animal use.
/ trademark (brand) name or generic/and prescription or over-the counter.
Diagnostic - All Equipment /supplies- screening/detecting, and monitoring disease./
Medical Devices - Advanced instrument /medical therapy, / joint replacements, defibrillators,
and pacemakers./includes drug delivery devices such as syringes, infusion pumps, metered-
dose inhalers, and transdermal patches.
Medical Supplies - Commodity, supplies such /surgical gowns and gloves.
Durable Medical Equipment - Reusable products/ walkers, wheelchairs, oxygen equipment,
prosthetics and hospital beds.
What countries are pharmaceutical sales the highest? - United States, Western Europe, and Japan.
The U.S. accounts for roughly __________ of the world's pharmaceutical revenues. - 50%
Two factors have significantly contributed to recent growth in the pharmaceutical industry are?
- Population growth/ increasing life expectancies.
What is the predicted relationship between pharmaceutical companies and genomic
research facilities? - Partnership will not prove immediately profitable.
,Prescription drug therapy is cost effective for insurance companies and health care providers.
True or False? - True
The high price of health care is explained by the high price of medicines. True or False? - False
One of the oldest and least effective pharmaceutical marketing techniques is DTC (direct-
to-consumer) advertising. True or False? - False
What influences the number of districts in a region? - The region's population.
What is an example of the regionalization of healthcare delivery systems? - California and
Florida have different prescription reimbursement policies.
What is the heart of a pharmaceutical sales team? - District Manager.
How many territories are in a typical district? - 8-12
What is the most effective method for grabbing market share? - Comparative selling.
The average review time for a new drug is 18 months, down from almost 3 years in 1996.
True or False? - True
What are some questions reps should ask a physician? - Why do you prefer the competitor's
drug to ours? What do they like and dislike about it? Which patient types is the drug being
used for? What are the results and side effects, if any?
Note: Careful questioning and listening enables reps to craft effective messages based on
each physician's specific needs.
, Pharmaceutical reps mainly visit pharmacies. True or False? - False. Pharmaceutical reps
mainly visit/target physicians.
It usually takes only 1-2 calls on a physician before he or she prescribes your product. True or False? - False.
Your success ultimately depends on your relationship with the physician. This takes time. Persistence is key.
The pharmacist may dispense a product other than what the physician prescribed. True or
False? - True. The pharmacist can either (1) dispense a generic; (2) The pharmacist calls the
doctor and requests permission to dispense a different medication.
According to chapter 2 of your manual which of the following classifies as payers?
(a)employers
(b)patients
(c) pharmacists
(d)physicians - (a) employers
Some third party payers include the insurance company, the employer, managed care
organization, or the U.S. government (Medicare/Medicaid).
What defines ethical pharmaceutical companies? - Pharmaceutical companies that research
and develop novel drugs.
Thanks to modern medicine how long are people newly diagnosed with HIV expected to
live? - Another 50 years.
How much has the average American lifespan increased since 1890? - 30 years
