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CNPR Certification

Chapter 1

Pharmaceuticals Medicines and vaccines for human and animal use. Generic or brand name. Prescription or over the counter.
Diagnostic Equipment and supplies used to screen, detect, and monitor disease. Home kits to diagnostic imaging technologies.
Medical Devices Advanced instruments and appliances used for medical therapy. (joint replacements, implantable defribrillators, and pacemakers. Also includes delivery devices such as syringes, infusion pumps, dosed inhalers, and trans-dermal patch.
Medical Supplies Commodity, high-volume supplies such as surgical gowns and gloves.
Durable Medical Equipment Reusable health-care product for home use. Walkers, wheelchairs, prosthetics, oxygen equipment, and hospital beds.
General Spectrum of Healthcare Settings Home-Based Care- 1)Patients/consumers and their families and friends 2)Home Health Nurses and aides
General Spectrum of Healthcare Settings Primary Care (Checkups and General Health Functions) 1)OB/GYN 2)Family/General Practice 3)Internists
General Spectrum of Healthcare Settings Secondary Care (Specialized Outpatient Consults) 1)Specialists
General Spectrum of Healthcare Settings Tertiary Care (Inpatient) 1)Community Hospitals 2)Academic Medical Centers 3)Skilled Nursing facilities
General Spectrum of Healthcare Settings End-Stage Care 1)Skilled Nursing Facilities 2)Hospitals 3)Hospices
Fact* The global pharmaceutical industry represents a market that generates over $___ billion in annual revenue and employs over ___ million people. $950 , 1.7
The US accounts for roughly _______ of the world's pharmaceutical revenues. Half
____________ is the second largest world market and is largely government-controlled. Western Europe
Two factors contributing to growth of pharmaceuticals industry. 1)Population growth 2)Increasing life expectancies
The number of senior citizens in the US is expected to increase by _____ percent from 2000 to 2018 due to babyboomers. 35
In the late 1800's, life expectancy was ____. Today a person can expect to live to be over ___. 48, 80
Senior Citizens consume over _____ times as many medications as people under the age of 65. 3
HMO - Abbreviation Health Maintenance Organizations
PBM - Abbreviation Pharmacy Benefit Managers
What does a PBM do? Intermediary between pharmaceuticals companies and large drug purchasers
Expenditures for both prescription and nonprescription pharmaceuticals are estimated to be less than _____ percent of the total healthcare costs in this country 8
FDA - Abbreviation Food and Drug Administration
What does the FDA do? Regulates the introduction of new drugs and enforces the United States drug laws. Safety & Effectiveness
What is the average FDA review time for a new drug today? 18 months
What was the average FDA review time for a new drug in 1996? 3 years
Marketing of drugs fall into two main categories: Professional Physician Promotions Direct-To-Consumer Advertising
Reasons for increased Direct-To-Consumer Advertising 1)Eased advertising regulations by FDA 2)Patients wanting to be more involved in decisions 3)The publics increasing medical and health literacy 4)Physicians increasing willingness to grant request for advertised drugs.
NAM - Abbreviation National Account Manager
MCO - Abbreviation Managed Care Organization
Who typically works at pharmaceutical Headquarters? NAMs, MCO's, PBM's.
The country is typically split into how many regions? 5 to 10
RM - Abbreviation Regional Manager
DM - Abbreviation District Manager
The Sales Team consists of: 1)Territory Representative 2)Specialty, Hospital, and Institutional Representatives 3)District Manager 4)Regional Manager 5)National Account Manager
What do Specialty reps do? Sell exclusively to niche markets such as physician specialist like cardiologists, endocrinologists, or oncologists.
What do Hospitals reps do? Call exclusively on hospitals.
What do Institutional reps do? Call on VA hospitals, nursing homes, home healthcare agencies, and rehab centers.
What does a NAM do? Negotiate product purchasing contracts with major MCO's and giant PBM's.
What are the three most common measures to pay pharm reps? 1)Market Share 2)Actual Sales 3)Actual vs forecast sales
Many pharmaceutical companies try to make base salary __ percent of compensation 75
Between 2011 and 2012, the average bonus commission rose from $27,000 to _____. $29,000
2 Methods for Market Share change. 1) Identify big writers. Probe for why they write the current drug. Explain that new drug matches the current drug adding a plus and even a double plus. 2)Hard Sell with Features and Soft Sell with Benefits
How do you sell for volume? Find the specific niche that the physician is writing it, and create awareness of additional patient types it could benefit.
Created by: dgvoss