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CNPR Certification
Chapter 1
| Term/Fact/Abbreviation/Statist | Answer/Definition |
|---|---|
| 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. |
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