Pharmaceutical Sales Techniques & Strategies Flashcards

A physician tells you they are concerned about a patient population that includes many elderly patients who take multiple medications. Which product attribute should you emphasize?

Answer: The drug's drug-drug interaction profile and renal dosing considerations

For elderly polypharmacy patients, the drug-drug interaction profile and renal dosing adjustments are the most clinically relevant considerations.

Which of the following is an example of an 'off-label' promotion that a rep must avoid?

Answer: Discussing a use, dose, or patient population not approved by the FDA

Promoting a drug for uses, doses, or populations not included in FDA-approved labeling constitutes illegal off-label promotion.

When a physician is in the 'awareness' stage of the prescribing adoption curve, the rep's primary goal should be to:

Answer: Build knowledge of the drug's key efficacy and safety profile

Physicians in the awareness stage need foundational education on the drug's profile before they can consider prescribing it.

What is the main purpose of patient assistance programs (PAPs) in a pharmaceutical sales strategy?

Answer: To remove financial barriers for uninsured or underinsured patients so they can access the drug

PAPs provide free or reduced-cost medication to eligible patients who cannot afford their prescriptions, supporting both patient outcomes and prescribing confidence.

A rep is told by their manager to focus on 'share of voice' in a competitive territory. This means the rep should:

Answer: Increase their promotional presence and contact frequency relative to competitors in that territory

Share of voice measures how much of the total promotional activity in a market comes from your company, and increasing it means more frequent and impactful customer contacts.

Which of the following best illustrates the 'feature-advantage-benefit' (FAB) selling approach?

Answer: 'Our drug has a long half-life — so it can be taken once daily — meaning better patient adherence for your busy patients.'

FAB links a product feature (long half-life) to its advantage (once-daily dosing) to the physician-relevant benefit (improved patient adherence).

After a successful sales call where a physician agreed to try your product, what should the rep do at the next visit?

Answer: Follow up on the physician's experience with any patients who received the product

Following up on initial trial experiences reinforces commitment, addresses any concerns, and strengthens the physician-rep relationship.