NAPSRx Study Guide
Pharmaceuticals - answerMedicines 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.
Diagnostic - answerEquipment and supplies used in screening, detecting, and monitoring disease. ...
Pharmaceuticals - answer✔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.
Diagnostic - answer✔Equipment and supplies used in screening, detecting, and monitoring disease. Can
range from simple home testing kits to sophisticated diagnostic imaging technologies.
Medical Devices - answer✔Advanced instrumentation and appliances used for medical therapy, such as
joint replacements, implantable defibrillators, and pacemakers. Also includes drug delivery devices such
as syringes, infusion pumps, metered-dose inhalers, and transdermal patches.
Medical Supplies - answer✔Commodity, high-volume supplies such as surgical gowns and gloves.
Durable Medical Equipment - answer✔Reusable products for health-related use in the home, such as
walkers, wheelchairs, oxygen equipment, prosthetics and hospital beds.
What countries are pharmaceutical sales the highest? - answer✔United States, Western Europe, and
Japan.
The U.S. accounts for roughly __________ of the world's pharmaceutical revenues. - answer✔50%
Two factors have significantly contributed to recent growth in the pharmaceutical industry are? -
answer✔Population growth and increasing life expectancies.
What is the predicted relationship between pharmaceutical companies and genomic research facilities?
- answer✔Partnerships between pharmaceutical companies and genomic research facilities will not
prove immediately profitable.
Prescription drug therapy is cost effective for insurance companies and health care providers. True or
False? - answer✔True
The high price of health care is explained by the high price of medicines. True or False? - answer✔False
One of the oldest and least effective pharmaceutical marketing techniques is DTC (direct-to-consumer)
advertising. True or False? - answer✔False
What influences the number of districts in a region? - answer✔The region's population.
What is an example of the regionalization of healthcare delivery systems? - answer✔California and
Florida have different prescription reimbursement policies.
What is the heart of a pharmaceutical sales team? - answer✔District Manager.
How many territories are in a typical district? - answer✔8-12
What is the most effective method for grabbing market share? - answer✔Comparative selling.
The average review time for a new drug is 18 months, down from almost 3 years in 1996. True or False?
- answer✔True
What are some questions reps should ask a physician? - answer✔Why do you prefer the competitor's
drug to ours? What do they like and dislike about it? Which patient types is the drug being used for?
What are the results and side effects, if any?
Note: Careful questioning and listening enables reps to craft effective messages based on each
physician's specific needs.
It usually takes only 1-2 calls on a physician before he or she prescribes your product. True or False? -
answer✔False. Your success ultimately depends on your relationship with the physician. This takes time.
Persistence is key.
The pharmacist may dispense a product other than what the physician prescribed. True or False? -
answer✔True. The pharmacist can either (1) dispense a generic; (2) The pharmacist calls the doctor and
requests permission to dispense a different medication.
According to chapter 2 of your manual which of the following classifies as payers?
(a) employers
(b) patients
(c) pharmacists
(d) physicians - answer✔(a) employers
Some third party payers include the insurance company, the employer, managed care organization, or
the U.S. government (Medicare/Medicaid).
What defines ethical pharmaceutical companies? - answer✔Pharmaceutical companies that research
and develop novel drugs.
Thanks to modern medicine how long are people newly diagnosed with HIV expected to live? -
answer✔Another 50 years.
How much has the average American lifespan increased since 1890? - answer✔30 years
What is a treatment group? - answer✔A group of patients assigned to receive specific treatment.
What is the main difference between a blinded and double-blinded study? - answer✔In a double blinded
study, neither the staff nor the study participants know which subjects are in the experimental group
and which subjects are in the control group.
What does asymptomatic mean? - answer✔Without signs or symptoms of disease.
What is an approvable letter? - answer✔Letters sent by the FDA to the applicant indicating whether the
new drug application (NDA) or abbreviated new drug application (ANDA) for a product meets the
necessary requirements and whether or not the agency believes that it can approve the application or
abbreviated application if specific additional information or material is submitted or specific conditions
(e.g., certain changes in labeling) are agreed to by the applicant.
What is a blinded or masked study? - answer✔A study in which participants do not know whether they
are in the experimental or control group of a research study. Those in the experimental group get the
medications or treatments being tested, while those in the control group get standard treatment or no
treatment.
What is a control or control group? - answer✔The standard by which experimental observations are
evaluated. In many clinical trials, one group of patients will be given an experimental drug or treatment,
while the control group is given either a standard treatment for the illness or a placebo.
What is a double-blind or double-masked study? - answer✔A study in which neither the participants nor
the study staff know which participants are receiving the experimental treatment and which patients are
in the control group. These studies are performed so neither the patient nor doctor expectations about
the experimental drug can influence the outcome.
What is edema? - answer✔Swelling.
What are fast-track drugs? - answer✔Fast-track drug approval is provided for drugs that meet medical
needs for patients with serious or life-threatening conditions.
What is indication in terms of drug approval? - answer✔The exact cause or purpose for which the FDA
has approved that a new drug can be prescribed.
What is the institutional review board (IRB)? - answer✔A committee of physicians, statisticians,
community advocates, and others which ensures that a clinical trial is ethical and that the rights of the
study participants are protected. All clinical trials in the U.S. must be approved by the IRB before they
begin.
What does the term "off label" mean? - answer✔Usage of a medication for purposes other than the
specific ones appearing in the labeling.
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