CNPR Physician Relations 4

Question 1

A physician says they are satisfied with the current standard of care and sees no reason to change. This is an example of which type of objection?

Accepted Answer

Status quo objection

Answer

A status quo objection reflects the physician's comfort with current therapy rather than a specific concern about your product.

Question 2

What does 'share of voice' mean in pharmaceutical marketing?

Accepted Answer

The percentage of total promotional activity in a market that belongs to a specific company or product

Answer

Share of voice measures a company's promotional presence relative to competitors and correlates with market share outcomes.

Question 3

According to PhRMA guidelines, pharmaceutical representatives may provide physicians with educational items only if:

Accepted Answer

The items are of minimal value, primarily benefit patients, and are related to the physician's medical practice

Answer

PhRMA guidelines restrict gifts to items of modest value that serve a legitimate educational purpose related to patient care.

Question 4

Which technique is most effective for closing a physician call with a commitment to prescribe?

Accepted Answer

Summarizing key clinical benefits and asking a trial-close question tied to a specific appropriate patient type

Answer

A trial close that links the product to a specific patient scenario makes the commitment concrete and clinically relevant.

Question 5

A physician in your territory is a high-volume prescriber of a competing drug but has never tried your product. This physician is best classified as:

Accepted Answer

A prospect requiring conversion strategy

Answer

A non-prescribing high-volume physician represents a significant conversion opportunity that requires a targeted strategy.

(CNPR) Certified National Pharmaceutical Representative Practice Test