Chapter 2 | A Day in the Life of a Pharmaceutical Rep Flashcards
Most days, a typical pharmaceutical rep will present the product to:
8-12 clinics
A rep’s typical day consists of presenting products to:
physicians
clinics
hospitals
pharmacists
To successfully overcome the first hurdle of a physician’s objections, reps must acquire knowledge of physician’s:
preferences and schedules, and establish relationships with office staffs
The pharmaceutical representative does not sell directly to the end user of the product (patient).
True
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.
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
Product samples are a good way for a pharmaceutical rep to build a relationship with a physician.
True
Sources of additional educational materials:
Medical library
Medical journals
Specialists
How long do you have to communicate your marketing presentation and gain the physician’s commitment to prescribe your drug?
Only a few minutes
