Pharmaceutical Sales Techniques & Strategies Flashcards
7 cards from real CNPR practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Pharmaceutical Sales Techniques & Strategies flashcards as text
What is the primary purpose of a pre-call plan in pharmaceutical sales?
Answer: To set a clear objective and strategy for maximizing each physician interaction
A pre-call plan ensures the rep enters each visit with specific goals, relevant data, and a tailored message to make the visit productive.
A rep discovers that a physician's patients frequently use a competing product. The best approach is to:
Answer: Ask open-ended questions to understand the physician's prescribing rationale
Open-ended questions uncover the physician's reasoning and create an opportunity to address gaps with your product's differentiators.
Under the PhRMA Code on Interactions with Healthcare Professionals, which gift to a physician is permitted?
Answer: Educational materials of modest value directly relevant to patient care
The PhRMA Code permits educational items of modest value that benefit patients, but prohibits gifts of entertainment or cash value.
Which sales call structure element comes immediately after the opening in a standard detail call?
Answer: Probing questions to identify needs
After opening the call, effective reps ask probing questions to identify the physician's specific patient needs before presenting solutions.
What does 'pull-through' refer to in pharmaceutical managed care sales?
Answer: Activities that encourage physicians to prescribe a formulary-listed drug to eligible patients
Pull-through consists of sales activities that convert formulary wins into actual prescriptions by educating physicians on coverage advantages.
A rep presents clinical data showing a 30% relative risk reduction. A skeptical physician asks about absolute risk reduction. This question indicates:
Answer: The physician has strong clinical research literacy and wants complete context
Asking about absolute risk reduction shows the physician understands that relative figures can be misleading without baseline context.
Which of the following best describes the concept of 'selling to the segment of one'?
Answer: Tailoring messaging to each physician's individual patient mix, values, and preferences
Personalizing the sales message to each physician's unique practice profile and concerns is the essence of individualized selling.