1. How are drugs sorted into therapeutic group and classes?
A. First by the conditions that they are used to treat, and then by their mechanisms of action
B. First by their mechanisms of action, and then by their therapeutic effects
C. First by their side effects, and then by their therapeutic effects
D. First by their toxicity, and then by their effectiveness
2. What section of a drug’s package insert describes situations in which the drug should not be used because the risks outweigh the therapeutic benefits?
A. Adverse reactions
3. Which of the following is NOT one of the stages in the classic approach to band development strategy covered in your manual?
A. Band personality
B. Band positioning
C. Band quality
D. Band values
4. What is the name of the condition that occurs after a specific dose of a drug is given at such regular intervals that absorption and elimination (and therefore drug plasma concentration) have become fairly constant?
B. steady state
5. Which entity/entities invest/s the most money in pharmaceutical R&D?
A. Canadian pharmaceutical companies
B. The NIH
C. The U.S Government
D. U.S pharmaceutical companies
6. Over the last few decades, what has happened to legal limitations sales’ reps discussions about off label uses?
A. Limitations have decreased.
B. Limitations have increased significantly.
C. Limitations have increased slightly.
D. Limitations have remained about the same.
7. Why are novice sales representatives often placed in charge of negotiating MCO formularies?
A. to become more familiar with the healthcare industry
B. to be more familiar with their territories
C. P&T committees are more receptive to new experienced reps.
D. They are not. This job is usually reserved for more experienced reps.
8. Which of the following is an example of a central value?
A. I buy Advil to show that I’m modern consumer.
B. I like Advil because we were both born in the 80s.
C. I prefer Advil because I like the flavor.
D. I prefer Advil because it’s easier to swallow.
9. Which of the following specialties likely has the MOST emergency calls?
D. All specialists have the same number of emergency calls
10. What affects the rate of active transport?
A. The availability of carriers, but not energy
B. The availability of energy, but not carriers
C. The availability of carriers and energy
D. Neither the availability of carriers nor the availability of energy
11. Over the last few decades, what has happened to the FDA approval time for new drugs?
A. It has been lengthened to ensure safer drug products.
B. It has been lengthened to limit DTC marketing.
C. It has been shortened to improve drug quality.
D. It has been shortened to reduce the cost of new drug development.
12. Which of the following would NOT help improve compliance?
A. Patients liking their providers
B. Patients using only one pharmacist
C. Pharmacists understanding how generics differ from brand name drugs
D. Support groups
13. As the price a patient pays for prescription increases, what happens to the likelihood that the patient will fill it?
A. It decreases
B. It increases
C. It remains unaffected because the prescription is needed
D. It remains unaffected because the prescription’s increased cost is offset by its perceived value
14. Which of the following is NOT one of the body’s major organ systems?
A. The cardiovascular system
B. The cellular system
C. The gastrointestinal system
D. The musculoskeletal system
15. How do most drugs exert their primary physiological effects?
A. By activating synapses between different types of tissues
B. By binding to cell receptors that are sensitive to their presence
C. By inhibiting synapses between different types of tissues
D. Through genetic mutation
16. What should a sale representative do if all of the prime spaces in a drug cabinet are occupied?
A. Ask staff for permission to move some of the other products in the cabinet
B. Ask staff for permission to throw away expired product in the cabinet
C. Ask the doctor if he still needs some of the other products in the cabinet
D. Surreptitiously move your largest competitor’s products out of the way
17. It is inappropriate for physicians’ prescribing behaviors to be educated by their personal tastes and idiosyncrasies
18. The FDA defines API as the active———-ingredient in a drug, which produces the desired change in the body.
19. What term describes the usage of a medication for purposes other than the FDA-approved indications on the labeling?
A. Contraindicative indication
B. Off-indication usage
C. Off label use
D. Off usage
20. What is typically NOT a characteristic of a pharmaceutical rep?
A. Pharmaceutical sales reps are authentic and real.
B. Pharmaceutical sales reps are creative.
C. Pharmaceutical sale reps are focused.
D. Pharmaceutical sale reps are not concerned about competitors.
21. Which of the following refers to all active and inert pharmaceutical ingredients in a drug, including fillers and colors?
22. Senior citizens consume over——–times as many pharmaceutical as people under 65.
23. What is passive diffusion?
A. A type of pinocytosis
B. Membrane transport via vesicles
C. The use of energy to help a substance pass from a low concentration gradient to a high one
D. When a substance freely moves through a membrane from a high concentration gradient to a low one
24. What are all metabolites?
A. Type of pinocytosis
B. Membrane transport via vesicles
C. The use of energy to help a substance pass a low concentration gradient to a high one
D. When a substance freely moves through a membrane from a high concentration gradient to allow one
25. When a drug is administered orally, where does first-pass metabolism occur?
26. Which of the following is NOT part of the Seven Step Cascade of Emotion?
A. Be a consultant, not a rep
B. Identify what your product does
D. Visualize the power 10
27. If a sales representative’s product is placed on the second tier of a standard three-tier formulary, which of the following is most likely true?
A. It has not been reviewed by the P&T committee.
B. It is in a neutral position unless it is at parity with other drugs
C. It probably has exclusive preferred status if it is not at parity with any other drugs.
D. It will essentially sell itself if it is granted exclusive preferred status.
28. According to your manual, what is a common complaint that physicians have about traditional sampling methods?
A. That drug sample supply is too unpredictable
B. That patients are less likely to take free samples because they think they are lower quality
C. That patients do not like seeing drug representatives in their offices
D. That they receive too many drug samples
29. Which of the following would help you build trust with a physician?
A. Asking if he or she is having any problems with the managed care coverage of your products
B. Repeating a question you already asked
C. Surprising the office staff with a new poster in the break room
D. None of these would help you build trust with a physician
30. As of November 2013, which of these countries has legalized DTC advertising of prescription drugs?
D. None of these
31. Which phase of clinical trial is also known as the pivotal phase?
A. Phase I
B. Phase III
C. Phase IV
D. Phase IX
32. During which phase of clinical trials is also known as the pivotal phase?
B. Phase I
C. Phase II
D. Phase III
33. What is one of the biggest time wasters for a pharmaceutical sales rep?
34. What is the percentage fee that the dispenser pays the wholesaler for distribution?
A. Margin fee
C. Standard fee
35. Which of the following is an example of noncompliance?
A. A patient forgetting to take a drug at a specified time of day
B. A patient taking a drug, but only because it has been court-mandated
C. A pharmacist dispensing a generic equivalent of a drug instead of the brand name
D. A physician refusing to prescribe a drug because he or she does not trust the clinical studies on it
36. What is one way in which pharmaceutical selling is different from selling in most other industries?
A. In pharmaceutical sales, the decision-makers consumers, and payers are usually the same entity
B. Pharmaceutical selling takes less time because doctors are so busy.
C. Representatives do NOT sell to the user of the product.
D. Representatives DO sell to the end user of the product
37. Drugs can be used—– days beyond their expiration date.
A. 2-7 days, depending on the most current monograph.
B. 2-90 days, depending on the state laws
C. 7-90 days, depending on the type of drug and its therapeutic class.
D. None of these
38. What issue has MOST encouraged consumers’ desire to see more OTC medications?
A. A weaker patients ‘right movement
B. Lack of insurance coverage
C. Less reliance on the internet
D. Proliferation of herbal remedies
39. Which phase of trials largely determines the clinical dose?
A. Preclinical trials
B. Phase II trials
C. Phase III trials
D. Phase IV trials
40. What must be contained in the Description section of a pharmaceutical package insert?
A. Adverse effects
B. Mechanism of action
D. The proprietary name and the established name
41. Customers purchase products from people they like, trust, and respect. This is called the———-
A. Closing of the sale
B. First time advantage
C. Likeability factor
D. Power of knowledge
42. According to your manual, how has the U.S. healthcare marketplace changed in the last few decades?
A. Fewer and fewer prescription drugs have been made available as OTCs.
B. Managed care has been increasingly replaced by more patient- centered approaches.
C. The aging Baby Boomer generation has begun demanding more personalized attention.
D. There has been decreased emphasis on preventive health.
43. How does pharmaceutical marketing help narrow the treatment gap?
A. It encourages patients to take more active roles in their healthcare.
B. It makes doctors more skeptical of the pharmaceutical industry.
C. It makes patients more skeptical of their doctors’ opinions.
D. All of these
44. The FDA requirements for nutraceuticals and medicinal herbs are just as stringent as for pharmaceuticals.
45. After a trade-name drug’s patent expires, how may generic versions of it be sold?
A. Only under the branded generic name
B. Only under the generic name
C. Only under the original trade name
D. Under the original trade name or a generic name
46. What is required for a new pharmaceutical to be considered a viable therapy?
A. It causes no serious adverse effects.
B. It causes no side effects.
C. It has an active placebo.
D. It is more effective and/or causes fewer serious adverse effects than other drugs on the market.
47. A generic version is likely to have some inactive ingredients that are different from those of the original drug.
48. Where are most drugs metabolized?
A. Interstitial spaces
D. The bloodstream
49. What is essential to the ethical requirement that subjects be selected fairly?
A. Selection criteria should be well-supported by documented evidence.
B. Studies should make every attempt to conduct research on subjects who are underprivileged and in need of medical attention
C. Subject should be selected based on scientific objectives.
D. All of these
50. Which of the following is NOT typically included in the indications and usage section of the package insert information?
A. Diseases or conditions that the drug is approved to treat
B. The drug’s active metabolites
C. The drug’s recommended usual dosage
D. The drug’s usual dosage range
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