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NAPSR Pharmaceutical Sales Training > Practice Exam Questions_Ch. 1-3 > Flashcards

Practice Exam Questions_Ch. 1-3 Flashcards

1
Q

Whose job is it to provide valid, proven, R&D based info about the company’s medication?

A

Pharmaceutical Sales Rep

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2
Q

How is the selling process in Pharma sales completely different than other fields?

A

In many fields, once the sale is closed, the relationship between the Rep and the Client ends. Pharma Reps must initiate, establish and maintain a relationship with a physician, often for many years.

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3
Q

The Pharma Rep will try to sell on every visit. True or False?

A

True.

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4
Q

Verifying that the physician understands and believes in the scientific rationale for using the medicine is called the _______ in the pharmaceutical selling process.

A

The “close.”

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5
Q

Pharmaceuticals are arguably the most socially important healthcare products. True or False?

A

True.

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6
Q

In what ways have pharmaceuticals played a role in every facet of the healthcare system in the 20th century?
(4 ways).

A

Eradicated diseases, reduced deaths from pandemics, increased life-expectancy, and promote wellness and prevention.

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7
Q

In recent years, what has been the primary goal of patients, healthcare providers and the pharmaceutical industry?

A

Quality of life/lifestyle enhancement.

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8
Q

Historically, what has been the goal for drug development and usage?

A

Freedom from pain and debility.

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9
Q

In the United States, who dominates the pharmaceutical industry?

A

Private, for-profit companies.

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10
Q

The pharmaceutical industry reflects a complex amalgam of _________ and _________.

A

Science and business.

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11
Q

What is the resulting social contribution from pharmaceutical innovation?

A

Allows individuals to live longer, healthier lives with fewer restrictions.

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12
Q

What is the common belief about innovation by those working within the pharmaceutical industry?

A

“Do well by doing good.”

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13
Q

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, are known as what healthcare product?

A

Pharmaceuticals

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14
Q

Equipment and supplies used in screening, detecting and monitoring disease. Can range from simple home testing kits to sophisticated imaging technologies, are known as what healthcare product?

A

Diagnostic Equipment

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15
Q

Advanced instrumentation and appliances used for medical therapy, such as joint replacements, implantable defibrillators and pacemakers. Also includes syringes, infusion pumps, metered-dose inhalers, and transdermal patches are known as what healthcare product?

A

Medical Devices

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16
Q

Commodity, high-volume supplies such as surgical gowns and gloves are known as what healthcare product?

A

Medical Supplies

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17
Q

Reusable products for health-related use in the home, such as walkers, wheelchairs, oxygen equipment, prosthetics and hospital beds are known as what healthcare product?

A

Durable Medical Equipment

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18
Q

Name 5 general healthcare settings.

A

Home-Based Care, Primary Care, Secondary Care, Tertiary Care, End-Stage Care

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19
Q

OBGYN, Family/GP and internists are examples of what healthcare setting?

A

Primary Care

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20
Q

Patients/consumers and their families/friends are examples of what healthcare setting?

A

Home-Based Care

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21
Q

Specialists are part of which healthcare setting?

A

Secondary Care

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22
Q

Hospitals and hospice is part of which healthcare setting?

A

End-Stage Care

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23
Q

Which countries/regions are pharmaceutical sales the highest?

A

U.S, Western Europe, Japan

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24
Q

The global pharmaceutical industry represents a market that generates over $_____ billion in annual revenue and employs over ____ million people.

A

950; 1.7

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25
Q

The U.S. accounts for _____ of the world’s pharmaceutical revenues?

A

Half

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26
Q

What two factors have significantly contributed to recent growth in the pharmaceutical industry?

A

Population growth and increased life expectancy

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27
Q

In the U.S., senior citizens consume over ____ times as many medications as people under 65.

A

3

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28
Q

The number of senior citizens in the U.S. is expected to increase by ____% from 2000 to 2018.

A

35%

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29
Q

Which industry is considered the newest and most advanced industry in pharmaceuticals?

A

Biotechnology

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30
Q

What does this industry specialize in?

A

Gene research, genetically-altered drugs and molecular biology

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31
Q

In 2012, the FDA approved _____ new drugs, the highest number since 1996.

A

39

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32
Q

Which branch of Managed Care act as intermediaries between pharmaceutical companies and large drug purchasers, allowing them to manage the pharmaceutical benefits of large employers, nursing homes, hospitals, and other clients at a lower cost?

A

Pharmacy Benefits Manager (PBM)

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33
Q

The large coverage of PBMs enables them what?

A

Negotiate discounts for large purchasers, which lowers premiums and copays.

34
Q

PBMs can sell drugs by mail at a lower price than retail pharmacies? True or False.

A

True.

35
Q

Expenditures for both prescription and nonprescription pharmaceuticals are estimated to be less than _____% of the total healthcare costs in the U.S.

A

8%

36
Q

What organization regulates the introduction of new drugs and enforces the U.S. drug laws?

A

FDA

37
Q

What is the average FDA review time for a new drug?

A

18 months

38
Q

What are the 2 categories of Pharmaceutical Marketing?

A

Professional Physician Promotion and Direct-to-Consumer

39
Q

What are the 4 reasons that Direct-to-Consumer advertising has doubled in growth every year?

A
  1. FDA easing regulations on advertising.
  2. Patients wanting to be more involved in their healthcare plan.
  3. Public increase in medical literacy.
  4. Physician’s willingness to grant patient request for a specific drug they see advertised.
40
Q

How are the pharmaceutical sales territories organized? (Name the 4 branches)

A

Headquarters, Regions, Districts, Territories

41
Q

Which role on the Sales Team negotiates product purchasing contracts with major MCOs and giant Pharmacy Benefits Managers (PBMs)?

A

National Account Managers

42
Q

List the roles and hierarchy of the Sales Team? (5)

A
  1. Territory Reps
  2. Specialty/Hospital/Niche Reps
  3. DMs
  4. RMs
  5. NAMs
43
Q

Most companies pay base salaries between $_____,000 and $_____ ,000.

A

$45,000; $70,000

44
Q

Many pharmaceutical companies try to make the base salary ____% of compensation, with incentive pay accounting for the balance.

A

75%

45
Q

Between 2011 and 2012, the average bonus/commission rose from $____,000 to $____,000 and the average total compensation rose ____%.

A

$27,000; $29,000; 4%

46
Q

Using the “comparative selling” technique or the “hard sell on features and then soften the benefits of a drug” technique are use in what type of selling strategy?

A

Selling for Market Share

47
Q

Even if a physician already prescribes a product, but you explain how that product can help other types of patients in other therapeutic areas, you are using what selling strategy?

A

Selling for Volume

48
Q

Pharmaceutical development is a high-risk undertaking, in which many promising leads prove disappointing. True or False?

A

True.

49
Q

Which statement accurately describes the predicted relationship between pharmaceutical companies and genomic research facilities?

a. “genomic research company” is another term for “ethical research company.”
b. Partnerships between pharmaceutical companies and genomic companies will not prove immediately profitable.
c. Pharmaceutical companies have little to no interest in partnerships with genomic research companies.
d. Pharmaceutical companies will be genomic research companies’ biggest competitors in the coming years.

A

B.

50
Q

Prescription drug therapy is not cost-effective for insurance companies and healthcare providers. True or False?

A

False.

51
Q

Several pharmaceutical companies are joining with genomic companies to establish genomic research facilities in order to use the research data to gain significant advantage. True or False?

A

True.

52
Q

The high price of healthcare is explained by the high price of medicines. True or False?

A

False.

53
Q

What influences the number of districts in a region?

a. The number of qualified reps to apply to represent that region.
b. The region’s population.
c. Both the district’s population and the number of qualified reps to apply to represent that region.
d. None of these.

A

B.

54
Q

What is an example of the regionalization of healthcare delivery systems?

a. California and Florida have different demographics.
b. California and Florida have different drug companies.
c. California and Florida have different DTC advertisements.
d. California and Florida have different prescription reimbursement policies.

A

D.

55
Q

The heart of a pharmaceutical sales team is the Regional Manager. True or False?

A

False.

56
Q

Most DMs did not start as Representatives. True or False?

A

False.

57
Q

How many territories are in a typical district?

A

8-12

58
Q

What is the most effective sales method for grabbing market share?

A

Comparative Selling

59
Q

In Western Europe, drug utilization is largely government controlled and access to certain drugs may be limited. True or False?

A

True.

60
Q

What is meant by the regionalization of the healthcare delivery system?

A

Healthcare payment systems (policies relating to physician prescribing and prescription reimbursement) are different in the Western states than they are in the Midwest.

61
Q

Who on the sales team is responsible for understanding the healthcare payment systems and the needs of their area?

A

Regional Managers

62
Q

Who is the “decision maker” in a pharmaceutical sale?

A

The prescriber (most always the physician). The Pharma Rep does not sell directly to the end-user of the product (the patient).

63
Q

In some cases, a pharmacist will make the decision to dispense a product other than what the physician has prescribed. When can this happen?

A

The pharmacist substitutes a generic. The pharmacist calls the doctor and requests to dispense a different medication.

64
Q

As an entry-level Pharma Rep, your primary target is the physician. True or False?

A

True.

65
Q

It only takes 1-2 calls to a physician before they prescribe your product. True or False?

A

False.

66
Q

Who qualifies as “payers?”

A

The insurance company, the employer, managed care organization or the US Government (Medicare, Medicaid).

67
Q

How do third-party “payer” organizations influence what medications a patient receives?

A

By offering reimbursement for only certain medications and by enforcing a list of approved drugs that are paid for by the insurance company and then sending that list to doctors and pharmacists to guide them on which drugs should be prescribed for patients enrolled in that particular plan.

68
Q

Whose responsibility is it to influence the list of approved drugs that are paid for by insurance companies?

A

Senior-level Account Managers

69
Q

What defines “ethical pharmaceutical companies?”

A

Research and development of novel drugs to be protected by patent from imitators.

70
Q

Pharmaceutical companies are generally either (belong to which two categories) _________ or _________.

A

Research-based or focused on manufacturing generic drugs.

71
Q

One of the most disappointing results of the pharmaceutical industry’s continued investment in R&D is the few new drugs being approved and in development. True or False?

A

False.

72
Q

In 2012, FDA approved _____ new drugs for use in the U.S., the highest number of approvals since 1996.

A

39

73
Q

Two treatments have been approved for Hepatitis C, a virus estimated to affect 180 million people. True or False?

A

True.

74
Q

How long are people newly diagnosed with HIV expected to live?

A

50 additional years

75
Q

How much has the average lifespan increased since 1890?

A

30 years

76
Q

What is a treatment group?

A

A group of patients assigned to receive a specified treatment.

77
Q

What is the main difference between a blinded and double-blinded study?

A

In a double-blinded study, neither the study staff nor the study participants know which subjects are in the experimental group and which are in the control group.

78
Q

What does asymptomatic mean?

A

Without signs or symptoms of a disease.

79
Q

How many drugs are in development for cancer?

A

3070

80
Q

How many new meds are in development for diabetes?

A

281

81
Q

How many new treatments have been approved for Hepatitis C?

A

2

NAPSR Pharmaceutical Sales Training (42 decks)

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