NAPSR- PHARMACEUTICAL SALES
TRAINING QUESTIONS AND 100%
CORRECT SOLUTIONS.
1. What are arguably the most socially important healthcare products?
Answer: Pharmaceuticals
2. What is pharmaceutical development?
Answer: Pharmaceutical development is a high-risk undertaking where many promising
leads prove disappointing.
3. What are pharmaceuticals?
Answer: Pharmaceuticals are medicines and vaccines for human and animal use (brand
name or generic, prescription or OTC).
4. What are diagnostic products?
Answer: Diagnostic products are equipment and supplies used in screening, detecting,
and monitoring disease, ranging from home testing kits to sophisticated diagnostic
imaging technologies.
5. What are medical devices?
Answer: Medical devices are advanced instrumentation and appliances used for medical
therapy (e.g., joint replacements, pacemakers, implantable defibrillators).
6. What do medical devices include?
Answer: Medical devices include drug delivery devices such as syringes, infusion pumps,
metered-dose inhalers, and transdermal patches.
,7. What are medical supplies?
Answer: Medical supplies are commodity, high-volume supplies such as surgical gowns
and gloves.
8. What are durable medical equipment?
Answer: Durable medical equipment refers to reusable products for health-related use in
the home (e.g., walkers, wheelchairs, oxygen equipment, prosthetics, hospital beds).
9. What is home-based care?
Answer: Home-based care involves patients/consumers and their friends/family, as well
as home health nurses and aides.
10. What is primary care?
Answer: Primary care involves checkups and general health issues, provided by
OBGYNs, family/general practitioners, and internists.
11. What is secondary care?
Answer: Secondary care refers to specialized outpatient consultations provided by
specialists.
12. What is tertiary care?
Answer: Tertiary care involves inpatient services provided by community hospitals,
academic medical centers, and skilled nursing facilities.
13. What is end-stage care?
Answer: End-stage care includes skilled nursing facilities, hospitals, and hospices.
14. Where are pharmaceutical sales highest?
Answer: Pharmaceutical sales are highest in the U.S., Western Europe, and Japan.
,15. What percentage of the world's pharmaceutical revenues does the U.S. account for?
Answer: The U.S. accounts for about 50% of the world's pharmaceutical revenues.
16. What has fueled recent growth in the pharmaceutical industry?
Answer: Population growth and increased life expectancies have fueled recent growth.
17. What is the predicted relationship between pharmaceutical companies and genomic
research facilities?
Answer: Partnerships between pharmaceutical companies and genomic companies will
not prove immediately profitable.
18. What is cost-effective for insurance companies and healthcare providers?
Answer: Prescription drug therapy is cost-effective for insurance companies and
healthcare providers.
19. Is the high price of healthcare explained solely by the high price of medicines?
(True/False)
Answer: False.
20. Is prescription drug spending a smaller fraction of total healthcare costs than ever
before?
Answer: Yes.
21. What are the two main advertising categories of prescription drugs?
Answer: 1. Professional physician promotions
2. Direct-to-consumer advertising
22. What is professional physician promotion?
Answer: Professional physician promotion involves sales reps in physician offices,
medical journal advertising, conferences, and email.
, 23. What is direct-to-consumer advertising?
Answer: Direct-to-consumer advertising refers to patient-directed messages in TV, radio,
magazines, etc.
24. What are the reasons for the growth in direct-to-consumer advertising?
Answer: 1. FDA eased regulations
2. Patients wanting to be more involved in decisions, thus being more receptive
3. Public's increasing health/medical literacy
4. Physicians’ increased willingness to prescribe requested drugs
25. What are company headquarters responsible for?
Answer: Executive-level sales managers and support staff.
26. What is the role of product managers in a pharmaceutical company?
Answer: Product managers are part of the marketing department and manage products.
27. What defines regions in the pharmaceutical sales structure?
Answer: Regions divide the country into 4-10 geographic areas (e.g., Northwest,
Midwest).
28. What is a district in pharmaceutical sales?
Answer: A district is a subdivision within a region, supervised by a district manager.
29. What are territories in pharmaceutical sales?
Answer: A territory is a specific area within a district, staffed by territory reps.
30. What influences the number of districts in a region?
Answer: The population of the region.
TRAINING QUESTIONS AND 100%
CORRECT SOLUTIONS.
1. What are arguably the most socially important healthcare products?
Answer: Pharmaceuticals
2. What is pharmaceutical development?
Answer: Pharmaceutical development is a high-risk undertaking where many promising
leads prove disappointing.
3. What are pharmaceuticals?
Answer: Pharmaceuticals are medicines and vaccines for human and animal use (brand
name or generic, prescription or OTC).
4. What are diagnostic products?
Answer: Diagnostic products are equipment and supplies used in screening, detecting,
and monitoring disease, ranging from home testing kits to sophisticated diagnostic
imaging technologies.
5. What are medical devices?
Answer: Medical devices are advanced instrumentation and appliances used for medical
therapy (e.g., joint replacements, pacemakers, implantable defibrillators).
6. What do medical devices include?
Answer: Medical devices include drug delivery devices such as syringes, infusion pumps,
metered-dose inhalers, and transdermal patches.
,7. What are medical supplies?
Answer: Medical supplies are commodity, high-volume supplies such as surgical gowns
and gloves.
8. What are durable medical equipment?
Answer: Durable medical equipment refers to reusable products for health-related use in
the home (e.g., walkers, wheelchairs, oxygen equipment, prosthetics, hospital beds).
9. What is home-based care?
Answer: Home-based care involves patients/consumers and their friends/family, as well
as home health nurses and aides.
10. What is primary care?
Answer: Primary care involves checkups and general health issues, provided by
OBGYNs, family/general practitioners, and internists.
11. What is secondary care?
Answer: Secondary care refers to specialized outpatient consultations provided by
specialists.
12. What is tertiary care?
Answer: Tertiary care involves inpatient services provided by community hospitals,
academic medical centers, and skilled nursing facilities.
13. What is end-stage care?
Answer: End-stage care includes skilled nursing facilities, hospitals, and hospices.
14. Where are pharmaceutical sales highest?
Answer: Pharmaceutical sales are highest in the U.S., Western Europe, and Japan.
,15. What percentage of the world's pharmaceutical revenues does the U.S. account for?
Answer: The U.S. accounts for about 50% of the world's pharmaceutical revenues.
16. What has fueled recent growth in the pharmaceutical industry?
Answer: Population growth and increased life expectancies have fueled recent growth.
17. What is the predicted relationship between pharmaceutical companies and genomic
research facilities?
Answer: Partnerships between pharmaceutical companies and genomic companies will
not prove immediately profitable.
18. What is cost-effective for insurance companies and healthcare providers?
Answer: Prescription drug therapy is cost-effective for insurance companies and
healthcare providers.
19. Is the high price of healthcare explained solely by the high price of medicines?
(True/False)
Answer: False.
20. Is prescription drug spending a smaller fraction of total healthcare costs than ever
before?
Answer: Yes.
21. What are the two main advertising categories of prescription drugs?
Answer: 1. Professional physician promotions
2. Direct-to-consumer advertising
22. What is professional physician promotion?
Answer: Professional physician promotion involves sales reps in physician offices,
medical journal advertising, conferences, and email.
, 23. What is direct-to-consumer advertising?
Answer: Direct-to-consumer advertising refers to patient-directed messages in TV, radio,
magazines, etc.
24. What are the reasons for the growth in direct-to-consumer advertising?
Answer: 1. FDA eased regulations
2. Patients wanting to be more involved in decisions, thus being more receptive
3. Public's increasing health/medical literacy
4. Physicians’ increased willingness to prescribe requested drugs
25. What are company headquarters responsible for?
Answer: Executive-level sales managers and support staff.
26. What is the role of product managers in a pharmaceutical company?
Answer: Product managers are part of the marketing department and manage products.
27. What defines regions in the pharmaceutical sales structure?
Answer: Regions divide the country into 4-10 geographic areas (e.g., Northwest,
Midwest).
28. What is a district in pharmaceutical sales?
Answer: A district is a subdivision within a region, supervised by a district manager.
29. What are territories in pharmaceutical sales?
Answer: A territory is a specific area within a district, staffed by territory reps.
30. What influences the number of districts in a region?
Answer: The population of the region.
