Territory Management Flashcards

A rep has 50 physicians on their target list but only enough time to visit 30 per month. How should they decide which physicians to prioritize?

Answer: Prioritize physicians based on prescribing potential, current market share, and strategic opportunity

Prioritization based on prescribing potential and market share opportunity ensures the rep's limited time generates the greatest possible return.

Which of the following is an example of a 'reach and frequency' strategy in pharmaceutical sales territory management?

Answer: Defining how many unique physicians to contact (reach) and how often (frequency) based on their prescribing tier

Reach and frequency planning ensures optimal coverage by specifying which physicians to contact and at what intervals based on their value to the territory.

When a managed care formulary change removes a rep's product from preferred status, what should the rep do?

Answer: Inform physicians of the formulary change and provide patient assistance or prior authorization support tools

Providing physicians with tools to navigate formulary barriers—such as prior authorization forms and patient assistance programs—preserves access and demonstrates value.

A new pharmaceutical rep receives a territory that has been vacant for six months. What should be their FIRST priority?

Answer: Conduct a territory audit by reviewing historical Rx data, CRM records, and physician profiles before any visits

A territory audit provides the context needed to develop a strategic plan and avoid repeating past mistakes before investing time in physician calls.

Which approach BEST supports long-term relationship building with key opinion leaders (KOLs) in a pharmaceutical territory?

Answer: Engaging KOLs as scientific partners through educational programs, advisory boards, and research discussions

KOLs value scientific engagement and peer-level interactions, making advisory and educational partnerships more effective than transactional approaches.

In territory management, what is the significance of tracking 'days in the field' (DIF)?

Answer: It quantifies the actual time spent on customer-facing activities, which directly correlates with call goal achievement

Days in the field is a key productivity metric because more face-to-face time with physicians is directly linked to stronger relationships and higher prescription rates.

A rep's sales data shows strong performance in Q1 but a significant drop in Q2. Which factor would be LEAST likely to explain this pattern?

Answer: The rep's territory boundaries being unchanged between Q1 and Q2

Unchanged territory boundaries are a constant factor and do not explain performance variation between quarters; the other options represent actual changes that could cause a decline.