Chapter 2 - A Day In The Life of A Pharmaceutical Rep Flashcards
How many clinics, offices, or hospitals will a typical pharmaceutical rep present their product to per day?
8-12.
How long do you have to communicate your marketing presentation and gain the physician’s commitment to prescribe your drug?
Only a few minutes.
Third party payers include the insurance company, the employer, managed care organization, or ________________.
The U.S. government (Medicare and Medicaid).
Who is the primary target of the entry-level pharmaceutical rep?
The physician.
Typically, a physician starts to prescribe a drug after one sales call. True or false?
False.
Why are drug samples valuable to physicians and their patients?
Physicians can evaluate the product’s results without their patients incurring additional costs. They will also use samples for patients who cannot afford the costs of prescription drugs.
Who is the “decision maker” in a pharmaceutical sale?
The prescriber (most always the physician). The Pharma Rep does not sell directly to the end-user of the product (the patient).
In some cases, a pharmacist will make the decision to dispense a product other than what the physician has prescribed. When can this happen?
The pharmacist substitutes a generic. The pharmacist calls the doctor and requests to dispense a different medication.
As an entry-level Pharma Rep, your primary target is the physician. True or False?
True.
It only takes 1-2 calls to a physician before they prescribe your product. True or False?
False.
