How are drugs sorted into therapeutic group and classes?
First by the conditions that they are used to treat, and then by their mechanisms of action
First by their mechanisms of action, and then by their therapeutic effects
First by their side effects, and then by their therapeutic effects
First by their toxicity, and then by their effectiveness
What section of a drug’s package insert describes situations in which the drug should not be used because the risks outweigh the therapeutic benefits?
Adverse reactions
Which of the following is NOT one of the stages in the classic approach to band development strategy covered in your manual?
Band personality
Band positioning
Band quality
Band values
What is the name of the condition that occurs after a specific dose of a drug is given at such regular intervals that absorption and elimination (and therefore drug plasma concentration) have become fairly constant?
steady state
Which entity/entities invest/s the most money in pharmaceutical R&D?
Canadian pharmaceutical companies
The U.S Government
U.S pharmaceutical companies
Over the last few decades, what has happened to legal limitations sales’ reps discussions about off label uses?
Limitations have decreased.
Limitations have increased significantly.
Limitations have increased slightly.
Limitations have remained about the same.

      7. Why are novice sales representatives often placed in charge of negotiating MCO formularies?

A. to become more familiar with the healthcare industry

B. to be more familiar with their territories

C. P&T committees are more receptive to new experienced reps.

D. They are not. This job is usually reserved for more experienced reps.

Which of the following is an example of a central value?
I buy Advil to show that I’m modern consumer.
I like Advil because we were both born in the 80s.
I prefer Advil because I like the flavor.
I prefer Advil because it’s easier to swallow.
Which of the following specialties likely has the MOST emergency calls?
All specialists have the same number of emergency calls
What affects the rate of active transport?
The availability of carriers, but not energy
The availability of energy, but not carriers
The availability of carriers and energy
Neither the availability of carriers nor the availability of energy
Over the last few decades, what has happened to the FDA approval time for new drugs?
It has been lengthened to ensure safer drug products.
It has been lengthened to limit DTC marketing.
It has been shortened to improve drug quality.
It has been shortened to reduce the cost of new drug development.
Which of the following would NOT help improve compliance?
Patients liking their providers
Patients using only one pharmacist
Pharmacists understanding how generics differ from brand name drugs
Support groups
 As the price a patient pays for prescription increases, what happens to the likelihood that the patient will fill it?
It decreases
It increases
It remains unaffected because the prescription is needed
It remains unaffected because the prescription’s increased cost is offset by its perceived value
Which of the following is NOT one of the body’s major organ systems?
The cardiovascular system
The cellular system
The gastrointestinal system
The musculoskeletal system
 How do most drugs exert their primary physiological effects?
By activating synapses between different types of tissues
By binding to cell receptors that are sensitive to their presence
By inhibiting synapses between different types of tissues
Through genetic mutation
 What should a sale representative do if all of the prime spaces in a drug cabinet are occupied?
Ask staff for permission to move some of the other products in the cabinet
Ask staff for permission to throw away expired product in the cabinet
Ask the doctor if he still needs some of the other products in the cabinet
Surreptitiously move your largest competitor’s products out of the way
It is inappropriate for physicians’ prescribing behaviors to be educated by their personal tastes and idiosyncrasies
The FDA defines API as the active———-ingredient in a drug, which produces the desired change in the body.
What term describes the usage of a medication for purposes other than the FDA-approved indications on the labeling?
Contraindicative indication
Off-indication usage
Off label use
Off usage
What is typically NOT a characteristic of a pharmaceutical rep?
Pharmaceutical sales reps are authentic and real.
Pharmaceutical sales reps are creative.
Pharmaceutical sale reps are focused.
Pharmaceutical sale reps are not concerned about competitors.
Which of the following refers to all active and inert pharmaceutical ingredients in a drug, including fillers and colors?
Senior citizens consume over——–times as many pharmaceutical as people under 65.
What is passive diffusion?
A type of pinocytosis
Membrane transport via vesicles
The use of energy to help a substance pass from a low concentration gradient to a high one
When a substance freely moves through a membrane from a high concentration gradient to a low one
What are all metabolites?
Type of pinocytosis
Membrane transport via vesicles
The use of energy to help a substance pass a low concentration gradient to a high one
When a substance freely moves through a membrane from a high concentration gradient to allow one
When a drug is administered orally, where does first-pass metabolism occur?
Which of the following is NOT part of the Seven Step Cascade of Emotion?
Be a consultant, not a rep
Identify what your product does
Visualize the power 10
If a sales representative’s product is placed on the second tier of a standard three-tier formulary, which of the following is most likely true?
It has not been reviewed by the P&T committee.
It is in a neutral position unless it is at parity with other drugs
It probably has exclusive preferred status if it is not at parity with any other drugs.
It will essentially sell itself if it is granted exclusive preferred status.
According to your manual, what is a common complaint that physicians have about traditional sampling methods?
That drug sample supply is too unpredictable
That patients are less likely to take free samples because they think they are lower quality
That patients do not like seeing drug representatives in their offices
That they receive too many drug samples
Which of the following would help you build trust with a physician?
Asking if he or she is having any problems with the managed care coverage of your products
Repeating a question you already asked
Surprising the office staff with a new poster in the break room
None of these would help you build trust with a physician
 As of November 2013, which of these countries has legalized DTC advertising of prescription drugs?
None of these
Which phase of clinical trial is also known as the pivotal phase?
Phase I
Phase III
Phase IV
Phase IX
 During which phase of clinical trials is also known as the pivotal phase?
Phase I
Phase II
Phase III
What is one of the biggest time wasters for a pharmaceutical sales rep?
 What is the percentage fee that the dispenser pays the wholesaler for distribution?
Margin fee
Standard fee
Which of the following is an example of noncompliance?
A patient forgetting to take a drug at a specified time of day
A patient taking a drug, but only because it has been court-mandated
A pharmacist dispensing a generic equivalent of a drug instead of the brand name
A physician refusing to prescribe a drug because he or she does not trust the clinical studies on it
What is one way in which pharmaceutical selling is different from selling in most other industries?
In pharmaceutical sales, the decision-makers consumers, and payers are usually the same entity
Pharmaceutical selling takes less time because doctors are so busy.
Representatives do NOT sell to the user of the product.
Representatives DO sell to the end user of the product
Drugs can be used—– days beyond their expiration date.
2-7 days, depending on the most current monograph.
2-90 days, depending on the state laws
7-90 days, depending on the type of drug and its therapeutic class.
None of these
What issue has MOST encouraged consumers’ desire to see more OTC medications?
A weaker patients ‘right movement
Lack of insurance coverage
Less reliance on the internet
Proliferation of herbal remedies
Which phase of trials largely determines the clinical dose?
Preclinical trials
Phase II trials
Phase III trials
Phase IV trials
What must be contained in the Description section of a pharmaceutical package insert?
Adverse effects
Mechanism of action
The proprietary name and the established name
 Customers purchase products from people they like, trust, and respect. This is called the———-
Closing of the sale
First time advantage
Likeability factor
Power of knowledge
 According to your manual, how has the U.S. healthcare marketplace changed in the last few decades?
Fewer and fewer prescription drugs have been made available as OTCs.
Managed care has been increasingly replaced by more patient- centered approaches.
The aging Baby Boomer generation has begun demanding more personalized attention.
There has been decreased emphasis on preventive health.
How does pharmaceutical marketing help narrow the treatment gap?
It encourages patients to take more active roles in their healthcare.
It makes doctors more skeptical of the pharmaceutical industry.
It makes patients more skeptical of their doctors’ opinions.
All of these
The FDA requirements for nutraceuticals and medicinal herbs are just as stringent as for pharmaceuticals.
 After a trade-name drug’s patent expires, how may generic versions of it be sold?
Only under the branded generic name
Only under the generic name
Only under the original trade name
Under the original trade name or a generic name
What is required for a new pharmaceutical to be considered a viable therapy?
It causes no serious adverse effects.
It causes no side effects.
It has an active placebo.
It is more effective and/or causes fewer serious adverse effects than other drugs on the market.
 A generic version is likely to have some inactive ingredients that are different from those of the original drug.

Where are most drugs metabolized?
Interstitial spaces
The bloodstream

What is essential to the ethical requirement that subjects be selected fairly?
Selection criteria should be well-supported by documented evidence.
Studies should make every attempt to conduct research on subjects who are underprivileged and in need of medical attention
Subject should be selected based on scientific objectives.
All of these

Which of the following is NOT typically included in the indications and usage section of the package insert information?
Diseases or conditions that the drug is approved to treat
The drug’s active metabolites
The drug’s recommended usual dosage
The drug’s usual dosage range

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