Chapter 19 - Making The Most Out of Your Sales Calls

Question 1

How can a sales rep set themselves apart from the rest?

Answer 1

Pre-call planning, their agenda not yours, no data dumping, know your stuff, work the office, it’s not a party, close the call, provide fair balance, know the disease, counterpart coordination, and read the environment.

Question 2

What are the three distinctions of target customers for pharmaceutical companies?

Answer 2

Primary care vs. specialty care, acute vs. chronic care, and office-based vs. hospital-based.

Question 3

Branded generics

Answer 3

The name generic drug companies give their products in order to distinguish themselves in the marketplace.

Question 4

What is the greatest challenge for a generics manufacturer?

Answer 4

To replicate the formulation factors that affect the pharmacodynamic and pharmacokinetic characteristics of the original drug.

Question 5

Orphan drug

Answer 5

Treat rare diseases and have a much lower sales potential.

Question 6

Blockbuster drug

Answer 6

Treat diseases that are relatively widespread and generate revenue in excess of $1 billion in sales annually.

Question 7

Behind-the-counter drugs

Answer 7

Do not require a prescription, but are monitored closely by the pharmacist.