Pharmaceuticals - ANSWER Medicines and vaccines for human and animal use. Products may
have a trademark (brand) name or be generic; and they may be prescription or over-the
counter.
Diagnostic - ANSWER Equipment and supplies used in screening, detecting, and monitoring
disease. Can range from simple home testing kits to sophisticated diagnostic imaging
technologies.
Medical Devices - ANSWER Advanced instrumentation and appliances used for medical therapy,
such as joint replacements, implantable defibrillators, and pacemakers. Also includes drug
delivery devices such as syringes, infusion pumps, metered-dose inhalers, and transdermal
patches.
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.
What countries are pharmaceutical sales the highest? - ANSWER United States, Western
Europe, and Japan.
The U.S. accounts for roughly __________ of the world's pharmaceutical revenues. - ANSWER
50%
,Two factors have significantly contributed to recent growth in the pharmaceutical industry are?
- ANSWER Population growth and increasing life expectancies.
What is the predicted relationship between pharmaceutical companies and genomic research
facilities? - ANSWER Partnerships between pharmaceutical companies and genomic research
facilities will not prove immediately profitable.
Prescription drug therapy is cost effective for insurance companies and health care providers.
True or False? - ANSWER True
The high price of health care is explained by the high price of medicines. True or False? -
ANSWER False
One of the oldest and least effective pharmaceutical marketing techniques is DTC (direct-to-
consumer) advertising. True or False? - ANSWER False
What influences the number of districts in a region? - ANSWER The region's population.
What is an example of the regionalization of healthcare delivery systems? - ANSWER California
and Florida have different prescription reimbursement policies.
What is the heart of a pharmaceutical sales team? - ANSWER District Manager.
How many territories are in a typical district? - ANSWER 8-12
What is the most effective method for grabbing market share? - ANSWER Comparative selling.
, The average review time for a new drug is 18 months, down from almost 3 years in 1996. True
or False? - ANSWER True
What are some questions reps should ask a physician? - ANSWER 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? - ANSWER 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? - ANSWER 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? - ANSWER 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 - ANSWER (a) employers
Some third party payers include the insurance company, the employer, managed care
organization, or the U.S. government (Medicare/Medicaid).
have a trademark (brand) name or be generic; and they may be prescription or over-the
counter.
Diagnostic - ANSWER Equipment and supplies used in screening, detecting, and monitoring
disease. Can range from simple home testing kits to sophisticated diagnostic imaging
technologies.
Medical Devices - ANSWER Advanced instrumentation and appliances used for medical therapy,
such as joint replacements, implantable defibrillators, and pacemakers. Also includes drug
delivery devices such as syringes, infusion pumps, metered-dose inhalers, and transdermal
patches.
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.
What countries are pharmaceutical sales the highest? - ANSWER United States, Western
Europe, and Japan.
The U.S. accounts for roughly __________ of the world's pharmaceutical revenues. - ANSWER
50%
,Two factors have significantly contributed to recent growth in the pharmaceutical industry are?
- ANSWER Population growth and increasing life expectancies.
What is the predicted relationship between pharmaceutical companies and genomic research
facilities? - ANSWER Partnerships between pharmaceutical companies and genomic research
facilities will not prove immediately profitable.
Prescription drug therapy is cost effective for insurance companies and health care providers.
True or False? - ANSWER True
The high price of health care is explained by the high price of medicines. True or False? -
ANSWER False
One of the oldest and least effective pharmaceutical marketing techniques is DTC (direct-to-
consumer) advertising. True or False? - ANSWER False
What influences the number of districts in a region? - ANSWER The region's population.
What is an example of the regionalization of healthcare delivery systems? - ANSWER California
and Florida have different prescription reimbursement policies.
What is the heart of a pharmaceutical sales team? - ANSWER District Manager.
How many territories are in a typical district? - ANSWER 8-12
What is the most effective method for grabbing market share? - ANSWER Comparative selling.
, The average review time for a new drug is 18 months, down from almost 3 years in 1996. True
or False? - ANSWER True
What are some questions reps should ask a physician? - ANSWER 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? - ANSWER 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? - ANSWER 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? - ANSWER 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 - ANSWER (a) employers
Some third party payers include the insurance company, the employer, managed care
organization, or the U.S. government (Medicare/Medicaid).
