CNPR Pharmaceutical Sales Techniques & Strategies 3

Question 1

What is the primary purpose of a pre-call plan in pharmaceutical sales?

Accepted Answer

To set a clear objective and strategy for maximizing each physician interaction

Answer

A pre-call plan ensures the rep enters each visit with specific goals, relevant data, and a tailored message to make the visit productive.

Question 2

A rep discovers that a physician's patients frequently use a competing product. The best approach is to:

Accepted Answer

Ask open-ended questions to understand the physician's prescribing rationale

Answer

Open-ended questions uncover the physician's reasoning and create an opportunity to address gaps with your product's differentiators.

Question 3

Under the PhRMA Code on Interactions with Healthcare Professionals, which gift to a physician is permitted?

Accepted Answer

Educational materials of modest value directly relevant to patient care

Answer

The PhRMA Code permits educational items of modest value that benefit patients, but prohibits gifts of entertainment or cash value.

Question 4

Which sales call structure element comes immediately after the opening in a standard detail call?

Accepted Answer

Probing questions to identify needs

Answer

After opening the call, effective reps ask probing questions to identify the physician's specific patient needs before presenting solutions.

Question 5

What does 'pull-through' refer to in pharmaceutical managed care sales?

Accepted Answer

Activities that encourage physicians to prescribe a formulary-listed drug to eligible patients

Answer

Pull-through consists of sales activities that convert formulary wins into actual prescriptions by educating physicians on coverage advantages.

(CNPR) Certified National Pharmaceutical Representative Practice Test