Pharmaceutical Sales Training Study Guide 2023 with
complete solution
Anatomy
the study of the basic structure of the body.
Physiology
the study of how those body structures function.
Clinical Pharmacology
the study of the effects and movement of drugs in the human body.
Drug
any substance intended for us in the diagnosis, cure, relief, treatment, or prevention of a
disease intended to affect the structure or function of the body.
Chemical name
describes the atomic or molecular structure of the drug.
Trade name
chosen by the pharmaceutical company that manufactures or distributes the drug.
True/False: Pharmaceuticals are arguably the most socially important healthcare
product.
True
True/False: Pharmaceutical development is a high risk undertaking, in which
many promising leads prove disappointing.
True
True/False: Prescription drug therapy is not cost-effective for the insurance
companies and health providers.
False; it is cost effective
True/False: One of the oldest and least effective pharmaceutical marketing
techniques is the Direct-to-Consumer advertising.
False; it is the most effective
True/False: Typically it only takes 1-2 calls to an individual physician before you
can successfully get a physician to commit to prescribing your drug or product.
False
True/False: One of the most disappointing results of the pharmaceutical
industry's continued investment in R&D is the few number of new drugs being
approved and in development.
False; Avg. review is 18 months. old avg. review was 3 years. There are new drugs
coming out all the time.
The extent , quality, or degree to which a substance is poisonous or harmful to
the body.
Toxicity
The term "swelling" is also referred to as what?
Edema
The U.S accounts for about ____ of all the World's pharmaceutical revenues.
50% or 1/2
The most effective method for grabbing market share is ____________?
Comparative Selling
,True/False: Most visits by pharmaceutical sales reps are to pharmacies.
False; they are to physicians offices
Among the biotechnology medications under development, about ________
target cancer?
50%
A _______ is an inactive medication with no treatment value, used in experimental
studies.
Placebo
True/False: The heart of a pharmaceutical sales team is the Regional Manager.
False; Territory Representative or Sales Rep.
True/False: A drug is any substance that produces a physical or psychological
change in the body.
True
True/False: "Large Molecule" products are developed and manufactured by a
chemical process.
False; a biologic process
The study of the effects and movement of drugs in the human body:
Clinical Pharmacology
The active and inert components of tablets that cement together to maintain
cohesive portions are what?
Binders
True/False: ADME testing measures the rate at which the body absorbs the drug,
distributes it to the organs necessary to produce the desired effect, metabolizes it
into waste material and then excretes it from the body.
True
True/False: Water is a nutrient.
False
What are the 3 main concepts in basic clinical pharmacology?
Drug Distribution and Elimination
Pharmacodynamics
Pharmacokinetics
BID stands for:
Twice a day
The description section of labeling must contain:
The proprietary name and established name
Qualitative and or quantitative ingredient information
The study of how body structures function is:
Physiology
Any chemical substance that affects the body and its processes is called what?
a drug
True/False: Nutraceuticals and medicinal herbs are always tested by the FDA.
False
The ________ name describes the atomic or molecular structure of a drug.
Chemical
True/False: When newly developed drugs are tested in a laboratory setting, that
process is called "pre-clinical testing"
, True
The process of gaining FDA approval for a new drug usually takes about ___
years.
10
For subcutaneous injections, a needle is inserted into _________ under the skin.
fatty tissue
True/False: Prodrugs are administered in an active form which is metabolized into
an inactive form.
False
True/False: Smoking decreases the effectiveness of some drugs.
True
Patents grant the drug company exclusive rights to a drug for ____ years.
20
True/False: The inert ingredients in a drug formulation are called excipients.
True
The FDA defines API as the _________________ ingredient in a drug which
produces the desired change in the body.
Active Pharmaceutical
True/False: The dosage range of a drug that is both safe and beneficial is known
as the therapeutic window.
True
In the gastrointestinal tract, __________ help break up tablets to ensure full
release of all the pharmaceutical active ingredient.
disentigrents
True/False: Patents are applied for with and granted by the FDA.
False; they are granted by the U.S. Patent and Trademark Office.
Patents expire after how many years from the date of filing?
20 years
True/False: Generic drugs are not regulated by the FDA.
False; they are
The most reliable source of information for determining therapeutically equivalent
drug products are:
The Orange Book
True/False: Pharmaceutical Reps will typically store and secure their own drug
samples.
True
True/False: Pharmaceutical Reps must always record the amount of drug
samples left and obtain signature for that amount.
True
True/False: The Federal government does not regulate the drug sampling for a
pharmaceutical rep.
False; they do
True/False: Storage conditions for drug products are based on data and
information supplied by the manufacturer.
True
True/False: Drug recalls are almost always negotiated with the FDA beforehand.
complete solution
Anatomy
the study of the basic structure of the body.
Physiology
the study of how those body structures function.
Clinical Pharmacology
the study of the effects and movement of drugs in the human body.
Drug
any substance intended for us in the diagnosis, cure, relief, treatment, or prevention of a
disease intended to affect the structure or function of the body.
Chemical name
describes the atomic or molecular structure of the drug.
Trade name
chosen by the pharmaceutical company that manufactures or distributes the drug.
True/False: Pharmaceuticals are arguably the most socially important healthcare
product.
True
True/False: Pharmaceutical development is a high risk undertaking, in which
many promising leads prove disappointing.
True
True/False: Prescription drug therapy is not cost-effective for the insurance
companies and health providers.
False; it is cost effective
True/False: One of the oldest and least effective pharmaceutical marketing
techniques is the Direct-to-Consumer advertising.
False; it is the most effective
True/False: Typically it only takes 1-2 calls to an individual physician before you
can successfully get a physician to commit to prescribing your drug or product.
False
True/False: One of the most disappointing results of the pharmaceutical
industry's continued investment in R&D is the few number of new drugs being
approved and in development.
False; Avg. review is 18 months. old avg. review was 3 years. There are new drugs
coming out all the time.
The extent , quality, or degree to which a substance is poisonous or harmful to
the body.
Toxicity
The term "swelling" is also referred to as what?
Edema
The U.S accounts for about ____ of all the World's pharmaceutical revenues.
50% or 1/2
The most effective method for grabbing market share is ____________?
Comparative Selling
,True/False: Most visits by pharmaceutical sales reps are to pharmacies.
False; they are to physicians offices
Among the biotechnology medications under development, about ________
target cancer?
50%
A _______ is an inactive medication with no treatment value, used in experimental
studies.
Placebo
True/False: The heart of a pharmaceutical sales team is the Regional Manager.
False; Territory Representative or Sales Rep.
True/False: A drug is any substance that produces a physical or psychological
change in the body.
True
True/False: "Large Molecule" products are developed and manufactured by a
chemical process.
False; a biologic process
The study of the effects and movement of drugs in the human body:
Clinical Pharmacology
The active and inert components of tablets that cement together to maintain
cohesive portions are what?
Binders
True/False: ADME testing measures the rate at which the body absorbs the drug,
distributes it to the organs necessary to produce the desired effect, metabolizes it
into waste material and then excretes it from the body.
True
True/False: Water is a nutrient.
False
What are the 3 main concepts in basic clinical pharmacology?
Drug Distribution and Elimination
Pharmacodynamics
Pharmacokinetics
BID stands for:
Twice a day
The description section of labeling must contain:
The proprietary name and established name
Qualitative and or quantitative ingredient information
The study of how body structures function is:
Physiology
Any chemical substance that affects the body and its processes is called what?
a drug
True/False: Nutraceuticals and medicinal herbs are always tested by the FDA.
False
The ________ name describes the atomic or molecular structure of a drug.
Chemical
True/False: When newly developed drugs are tested in a laboratory setting, that
process is called "pre-clinical testing"
, True
The process of gaining FDA approval for a new drug usually takes about ___
years.
10
For subcutaneous injections, a needle is inserted into _________ under the skin.
fatty tissue
True/False: Prodrugs are administered in an active form which is metabolized into
an inactive form.
False
True/False: Smoking decreases the effectiveness of some drugs.
True
Patents grant the drug company exclusive rights to a drug for ____ years.
20
True/False: The inert ingredients in a drug formulation are called excipients.
True
The FDA defines API as the _________________ ingredient in a drug which
produces the desired change in the body.
Active Pharmaceutical
True/False: The dosage range of a drug that is both safe and beneficial is known
as the therapeutic window.
True
In the gastrointestinal tract, __________ help break up tablets to ensure full
release of all the pharmaceutical active ingredient.
disentigrents
True/False: Patents are applied for with and granted by the FDA.
False; they are granted by the U.S. Patent and Trademark Office.
Patents expire after how many years from the date of filing?
20 years
True/False: Generic drugs are not regulated by the FDA.
False; they are
The most reliable source of information for determining therapeutically equivalent
drug products are:
The Orange Book
True/False: Pharmaceutical Reps will typically store and secure their own drug
samples.
True
True/False: Pharmaceutical Reps must always record the amount of drug
samples left and obtain signature for that amount.
True
True/False: The Federal government does not regulate the drug sampling for a
pharmaceutical rep.
False; they do
True/False: Storage conditions for drug products are based on data and
information supplied by the manufacturer.
True
True/False: Drug recalls are almost always negotiated with the FDA beforehand.
