CNPR Market Analysis 5

Question 1

What is the significance of 'Wholesale Acquisition Cost' (WAC) in pharmaceutical market analysis?

Accepted Answer

The published list price at which manufacturers sell to wholesalers, used as a benchmark

Answer

WAC is the manufacturer's published list price to wholesalers, serving as a reference starting point before rebates and discounts are applied.

Question 2

A pharmaceutical company observes that its drug has high awareness among physicians but low prescribing rates. The most likely explanation is:

Accepted Answer

There are market access, formulary, or clinical barriers preventing prescribing

Answer

High awareness combined with low prescribing suggests barriers between intent and action, such as formulary restrictions, cost, or clinical hesitancy.

Question 3

In analyzing pharmaceutical market trends, 'genericization' refers to:

Accepted Answer

The market impact when branded drugs face generic competition after patent expiry

Answer

Genericization describes the market shift when generic versions enter after patent expiration, typically causing rapid brand revenue and share erosion.

Question 4

Which business concept helps explain why a pharmaceutical company might continue selling a loss-leading product in a therapeutic category?

Accepted Answer

Portfolio strategy — maintaining market presence to protect other profitable products in the category

Answer

Portfolio strategy justifies maintaining a loss-leading product when its presence protects or enhances the commercial performance of more profitable products in the same area.

Question 5

What does a 'market development' strategy involve in pharmaceutical marketing?

Accepted Answer

Expanding the treated patient population by identifying undiagnosed or undertreated patients

Answer

Market development focuses on growing the overall market size by identifying and bringing untreated or undiagnosed patients into therapy.

(CNPR) Certified National Pharmaceutical Representative Practice Test

(CNPR) Certified National Pharmaceutical Representative Practice Test

CNPR Market Analysis 5