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, as many promising leads prove
disappointing.
3. What does pharmaceuticals include?
Answer: Medicines and vaccines for human and animal use (brand name or generic, prescription
or OTC).
4. What are diagnostic products?
Answer: Diagnostic equipment and supplies used in screening, detecting, and monitoring
diseases, ranging from home testing kits to sophisticated diagnostic imaging technologies.
5. What are medical devices?
Answer: Advanced instrumentation and appliances used for medical therapy, including joint
replacements, pacemakers, and implantable defibrillators, as well as drug delivery devices like
syringes, infusion pumps, metered-dose inhalers, and transdermal patches.
6. What are medical supplies?
Answer: Commodity, high-volume supplies such as surgical gowns and gloves.
7. What is durable medical equipment?
Answer: Reusable products for health-related use in the home, such as walkers, wheelchairs,
oxygen equipment, prosthetics, and hospital beds.
,8. What is home-based care?
Answer: Care provided by patients/consumers and their friends/family, including home health
nurses and aides.
9. What is primary care?
Answer: Primary care includes checkups and general health issues provided by OBGYNs,
family/general practitioners, and internists.
10. What is secondary care?
Answer: Secondary care involves specialized outpatient consultations provided by specialists.
11. What is tertiary care?
Answer: Tertiary care is inpatient care provided in community hospitals, academic medical
centers, and skilled nursing facilities.
12. What is end-stage care?
Answer: End-stage care is provided in skilled nursing facilities, hospitals, and hospices.
13. In which geographical regions are pharmaceutical sales highest?
Answer: The U.S., Western Europe, and Japan.
14. What percentage of the world’s pharmaceutical revenues does the U.S. account for?
Answer: 50%.
15. What has fueled recent growth in the pharmaceutical industry?
Answer: Population growth and increased life expectancies.
,16. According to your manual, what accurately describes the predicted relationship between
pharmaceutical companies and genomic research facilities?
Answer: Partnerships between pharmaceutical companies and genomic companies will not
prove immediately profitable.
17. What is cost-effective for insurance companies and healthcare providers?
Answer: Prescription drug therapy.
18. Is the high price of healthcare explained by the high price of medicines? (True/False)
Answer: False.
19. How does prescription drug spending compare to total healthcare costs?
Answer: Prescription drug spending is a smaller fraction of the total healthcare costs than ever
before.
20. What are the two main advertising categories for prescription drugs?
Answer:
1. Professional physician promotions.
2. Direct-to-consumer advertising.
21. What is involved in professional physician promotions?
Answer: Sales reps in physicians' offices, advertising in medical journals, conferences, email,
etc.
22. What is direct-to-consumer advertising?
Answer: Patient-directed messages in TV, radio, magazines, etc.
23. What is the newest effective marketing technique?
Answer: Direct-to-consumer advertising.
, 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 their decisions and being more receptive.
3. The public's increasing health/medical literacy.
4. Physicians' increasing willingness to prescribe patient requests for specific drugs.
25. What is the role of headquarters in pharmaceutical sales?
Answer: Headquarters consists of executive-level sales managers and support staff, including
house product managers who are part of the company's marketing department.
26. What do regions in pharmaceutical sales refer to?
Answer: The country is divided into 4-10 geographic regions, such as Northwest, Midwest, etc.
27. What are districts in pharmaceutical sales?
Answer: Each region has several districts that are supervised by a district manager.
28. What is the role of a district in pharmaceutical sales?
Answer: A district includes 8-12 territories and is staffed by territory representatives.
29. What influences the number of districts in a region?
Answer: The region's population.
30. What is an example of the regionalization of healthcare delivery systems?
Answer: California and Florida have different prescription reimbursement policies.
31. What is the role of a territory representative?
Answer: The territory representative, or professional sales rep, is the heart of the pharmaceutical
sales team, interacting with customers daily.
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, as many promising leads prove
disappointing.
3. What does pharmaceuticals include?
Answer: Medicines and vaccines for human and animal use (brand name or generic, prescription
or OTC).
4. What are diagnostic products?
Answer: Diagnostic equipment and supplies used in screening, detecting, and monitoring
diseases, ranging from home testing kits to sophisticated diagnostic imaging technologies.
5. What are medical devices?
Answer: Advanced instrumentation and appliances used for medical therapy, including joint
replacements, pacemakers, and implantable defibrillators, as well as drug delivery devices like
syringes, infusion pumps, metered-dose inhalers, and transdermal patches.
6. What are medical supplies?
Answer: Commodity, high-volume supplies such as surgical gowns and gloves.
7. What is durable medical equipment?
Answer: Reusable products for health-related use in the home, such as walkers, wheelchairs,
oxygen equipment, prosthetics, and hospital beds.
,8. What is home-based care?
Answer: Care provided by patients/consumers and their friends/family, including home health
nurses and aides.
9. What is primary care?
Answer: Primary care includes checkups and general health issues provided by OBGYNs,
family/general practitioners, and internists.
10. What is secondary care?
Answer: Secondary care involves specialized outpatient consultations provided by specialists.
11. What is tertiary care?
Answer: Tertiary care is inpatient care provided in community hospitals, academic medical
centers, and skilled nursing facilities.
12. What is end-stage care?
Answer: End-stage care is provided in skilled nursing facilities, hospitals, and hospices.
13. In which geographical regions are pharmaceutical sales highest?
Answer: The U.S., Western Europe, and Japan.
14. What percentage of the world’s pharmaceutical revenues does the U.S. account for?
Answer: 50%.
15. What has fueled recent growth in the pharmaceutical industry?
Answer: Population growth and increased life expectancies.
,16. According to your manual, what accurately describes the predicted relationship between
pharmaceutical companies and genomic research facilities?
Answer: Partnerships between pharmaceutical companies and genomic companies will not
prove immediately profitable.
17. What is cost-effective for insurance companies and healthcare providers?
Answer: Prescription drug therapy.
18. Is the high price of healthcare explained by the high price of medicines? (True/False)
Answer: False.
19. How does prescription drug spending compare to total healthcare costs?
Answer: Prescription drug spending is a smaller fraction of the total healthcare costs than ever
before.
20. What are the two main advertising categories for prescription drugs?
Answer:
1. Professional physician promotions.
2. Direct-to-consumer advertising.
21. What is involved in professional physician promotions?
Answer: Sales reps in physicians' offices, advertising in medical journals, conferences, email,
etc.
22. What is direct-to-consumer advertising?
Answer: Patient-directed messages in TV, radio, magazines, etc.
23. What is the newest effective marketing technique?
Answer: Direct-to-consumer advertising.
, 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 their decisions and being more receptive.
3. The public's increasing health/medical literacy.
4. Physicians' increasing willingness to prescribe patient requests for specific drugs.
25. What is the role of headquarters in pharmaceutical sales?
Answer: Headquarters consists of executive-level sales managers and support staff, including
house product managers who are part of the company's marketing department.
26. What do regions in pharmaceutical sales refer to?
Answer: The country is divided into 4-10 geographic regions, such as Northwest, Midwest, etc.
27. What are districts in pharmaceutical sales?
Answer: Each region has several districts that are supervised by a district manager.
28. What is the role of a district in pharmaceutical sales?
Answer: A district includes 8-12 territories and is staffed by territory representatives.
29. What influences the number of districts in a region?
Answer: The region's population.
30. What is an example of the regionalization of healthcare delivery systems?
Answer: California and Florida have different prescription reimbursement policies.
31. What is the role of a territory representative?
Answer: The territory representative, or professional sales rep, is the heart of the pharmaceutical
sales team, interacting with customers daily.
