Model Question Bank Aligned to Medical Sales ...lsssdc.in/Document/MSR_Model Question...

Model Question Bank Aligned to Medical Sales Representative (LFS/Q0401 Ver 1.0)

Life Sciences Sector Skill Development Council LFS/MQB/MSR/01082016 1

©2016 LSSSDC. All Rights Reserved

Question Bank Mapped with NOS Mapped with PC

1 What is the information which cannot be sourced from your company meetings and technical presentations/ CMEs

N0401 PC1 a. Sales Trend of a specific formulation

b. Clinical Research Data for the product

c. Dosage and side effects of the Product

d. information of a communicable disease in a locality in last 15 days

2 Painkillers are classified under following Drug Class

N0401 PC1

a. Analgesics

b. Anti- parasitic

c. Antipyretic

d. Anticoagulant

3 …… is not the core responsibility of Stockist

N0401 PC2

a. Shares market information to MSR

b. Supplies samples to doctors

c. Supplies stock to retailers/ chemist/ hospital pharmacies as required

d. Settles Breakage/ expiry of retailers and pharmacies and then claims it from pharmaceutical/ bio pharmaceutical companies

4 In a Hospital, who is the stakeholder you need to interact with to share the schemes

N0401 PC2

a. Retail executive at counter

b. Pharmacist

c. Purchase Head

d. Both B & C





5 What are the steps in Drug Transport Mechanism

N0401 PC3

a Absorption, Distribution, Metabolisation, Removal

b. Testing, Packaging, Stacking, Tranporting, Receiving, Storing

c. Absorption, Distribution, Metabolisation, Removal, Revival

d. Packaging, Stacking, Tranporting, Receiving, Storing

6 Polio drops are

N0401 PC3

a. Immunological Agents

b. Anti Viral

c. Anti Bacterial

d. Anti-microbial

7 Cancer is

N0401 PC4

a. caused by problems with cell proliferation

b. casued by hypertension in blood

c. caused by problems with tissues rupture

d. caused by scarring in lungs

8 What is Drug Formulary

N0401 PC4

a. A hospital pharmacy

b. A unit in manufacturing plant where the formula of drug is fixed

c. A list of prescription drugs both generic and brand name, used by practitioners to identify drugs that offer the greatest overall value

d. None of above





9 India currently faces dual burden of

N0401 PC5

a. Acute and chronic non communicable diseases

b. Non-Chronic Non communicable diseases

c. Communicable diseases and chronic non communicable diseases

d. Non communicable diseases

10 Medical Sales Representative must follow following Law

N0401 PC5

a. Drug and Cosmetic Act

b. Drug Distribution Act

c. 21 CFR Part 11

d. Law of Motion

11 What is the correct source for gathering market information for Medical Sales Representative

N0401 PC6 a. Information provided by Chemist/ stockist

b. Annual Report of Company

c. Sales market trend data of APIs

d. Export market trend data of Generic Formulations





12

You have visited a Stockist who used to stock your product in past but since long has not given any order. He has shared that he has started stocking the product of XYS Pharma which has same ingredient and same weight and even the MRP is same but they provide big margin for stockist and are having the approved tenders with all ESI empanelled hospitals. What are the key information he has given you about the competitor N0401 PC6

a. Pricing, Products, Promotion Techniques

b. Pricing, Products,

c. Pricing, Products, Promotion Techniques, Annual Turnover of company

d. Pricing, type of Gifts given to stockist

13 Under Free Drug Distribution Policy of Govt the health ministry has stated providing

N0401 PC7

a. Free Essential Medicines at all govt. clinics

b. Delivery of Medicines to home of person below poverty line

c. Tax waivers to manufacturing compnies while transporting medicines to distribution chains

d. Free Essential Medicines at all Hospitals and Clinic whether Public or private

14 What is disease Management

N0401 PC7

a. A system of coordinated healthcare interventions and communications for populations with conditions in which patient self care efforts are significant

b. A system of coordinated healthcare interventions to cure a disease from the identified area by significant healthcare practitioner efforts

c. Managing a disease with a patient with long term medication

d. None of above





15 Medical Sales Representative uses following IT skills to Capture Information

N0401 PC8

a. Ms. Excel, Online database, Social Listening, Whatsapp

b. Online database, Social Listening, Whatsapp

c. Ms. Excel, Online database, Social Listening, Whatsapp, Ms. Visual Basic

d. Ms. Excel, Online database, Whatsapp, Ms. Visio

16 In the market, a new company has launched a product which has same composition as your companies product. What kind of competitor the new company is?

N0401 PC8 a. Replacement Competitor

b. Indirect Competitor

c. Direct Competitor

d. Substitution Competitor

17 In Phase 2 of RCPA, Medical Sales Representative

N0401 PC9

a. identifies doctors and products (both own company's and competitor's) prescribed by them

b. conducts intensive doctor wise audit

c. compiles target customer wise data

d. Both B & C

18 Prescription Audit data is the most sensitive indicator of

N0401 PC9

a. prescription product stock at retailer

b. prescription product performance in exports

c. prescription product performance in the market place

d. prescription product order from manufacturing plant





19 Your company has launched a medicine to remove the kidney stones without any operation. Which doctor you need to promote this product with

N0402 PC1 a. Nephrologist

b. Urologist

c. Both A & B

d. None of above

20 Osteoporosis is a disease related to which Speciality

N0402 PC1

a. Musculosketetal system

b. Spinal Cord

c. Orthopedic

d. Neurology

21 It is important for a Medical Sale Representative to know about Doctor's requirements and their practicing environment. Why?

N0402 PC2

a. It helps you to know his family's requirement

b. It helps you to plan interaction and presentation with doctor according to the schedule and set up of the doctor

c. It helps you to plan the right place to give gifts to doctor

d. It helps you to plan interaction and presentation with chemist according to the schedule and set up of the chemist





22 As Medical Sales Representative, for you what are the sources of information for Pharmacovigilence Cases

N0402 PC2 a. Patients, Hospital Staff, Doctors, Retailer

b. Patients, Hospital Staff, Retailer, Competitor's MSR

c. Hospital Staff, Doctors

d. Google

23 Prescription audit helps Medical Sales Representative to

N0402 PC3

a. Select doctor for the Product

b. Select Product for the Doctor

c. Both A & B

d. None of above

24 A Good Physician and Patient relationship can lead to

N0402 PC3

a. Informed Consent, Shared Decision Making, Physician Superiority

b. Informed Consent, Physician Superiority

c. Shared Decision Making

d. Shared Decision Making, Physician Superiority

25 You have visited a doctor to promote your product. You have been told by your Manager that this doctor is a transactional prescriber. What strategy you will follow?

N0402 PC4 a. Give more samples

b. Focus on differentaiting your product with repect to cost, ease of administration, formulary availability, patient education material, efficacy and safety

c. invite to educational program/ medical conference





d. act as a resource representative and not sales representative

26 As per UCPMP guidelines a Medical Sales Representaive can

N0402 PC4

a. Use any inducement to gain an interview with Doctor

b. Pay doctor for the time spent in meeting with MSR

c. provide free Samples of medicines (except- antidepressant, hypnotic, sedative or tranquillizer)related to his/ her specialization

d. Extend hospitality for attending a CME/ Medical conference

27 What is the correct set of information a Medical Sale Representative should know about a Product

N0402 PC5

a. Ingredient, Dosage, Side Effects, Prescription trend

b. Ingredient, Weight, Dosage, Effects, Side Effects, Prescription trend

c. Ingredient, Weight, Dosage, Effects, Side Effects, Prescription trend, APIs used in Manufacturing, Excipients used in Manufacturing

d. Correct Spelling, Dosage, Effects

28 The purpose of an impactful opening statement is to gain

N0402 PC5

a. Doctor's Interest

b. respect for you

c. higher prescription rate

d. patient's attention

29 What are the main benefits which attract doctor's interest to your product

N0402 PC6 a. Product Efficacy, Patient Compliance, Product Safety, Tolerability, Cost Effective

b. Product Efficacy, Product Safety, Cost Effective, Invitation to Conferences





c. Product Efficacy, Product Safety, Cost Effective, Invitation to Conferences, Free Samples

d. Product Safety, Cost Effective, Invitation to Conferences, Free Samples, Gifts from Company

30 Medical Sales Representative uses following tools to validate the claim

N0402 PC6

a. Using Visual Aids, Clinical Reprints

b. Using Visual Aids, Scientific Journals

c. Clinical Studies showing Efficacy of product

d. All of above

31 In the Proving stage of Objection handling when your product is compared with competitors product, what is the correct strategy

N0402 PC7

a. Repeatedly show the difference where your product is superior and check

b. Show similatrities between products, then show the difference where your product is superior and check

c. If there is time, show similatrities between products, else directly show the difference where your product is superior

d. None of above

32 In a value conscious environment what should be the tool to get high prescriptions

N0402 PC7

a. Benefits of the product

b. Low Cost of the product

c. Invitaion to Conferences

d. Free Samples





33 Pharmacist practising environment and set up affects

N0402 PC8

a. pharmacist decision to meet MSR or not

b. pharmacist order preferences for types of medicine and cost of medicines

c. pharmacist decision for closing day of shop

d. doctors recommendation to that pharmacist

34 What do you mean by Q*Q in selling process

N0402 PC8

a. Questioning the doctor and retailer and responding to query of both of them

b. Maintaining the balance between Quality of sales call and Quantity of sales calls to meet the target revenue

c. Maintaining the balance between Questions asked and Queries responses during sales pitch

d. None of above

35 You are responsible for selling a product which is in Maturity Phase, what challenges are you facing

N0402 PC9

a. Sale of the product does not increase even after maximum efforts

b. Product is not recognized by the doctors and difficulty in getting prescriptions

c. Easiest product to sell in market and no competition

d. Sale of the product does not increase with high rate and new competitors are slowly capturing the market

36 As Medical Sales Representative you are responsible for following documentation and reporting

N0402 PC9 a.

Call Reports, Productivity Report, Sales Target Tracking, Performance Evaluation Matrix, Prescription Audits, Client Lists

b. Call Reports, Sales Target Tracking, Performance Evaluation Matrix, Prescription Audits, Client Lists





c. Call Reports, Sales Target Tracking, Prescription Audits, Client Lists, Attendance Report

d. Call Reports, Sales Target Tracking, Performance Evaluation Matrix, Prescription Audits, Product List

37 Which of these are not responsibility of Medical Sales Representative in Stockist Management

N0402 PC10 a. Guide Stockist for Product handling (as per supply chain instructions) to minimize breakage

b. Ensure liquidating near expiry products in time

c. Check stock and sales statement and collect cheques along with order

d. Provide gifts and discounts to Stockist

38 Medical Sales Representative is responsible for performing the stock and sales closing with stockist

N0402 PC10 a. Monthly

b. Quarterly

c. Annualy

d. All of above

39 Medical Sales Representive has a role to play in

N0402 PC11

a. Shipping medicines from Manufacturing Plant to ware house

b. Storing medicines at ware house at manufacturing plant

c. Reporting of defects in medicines during manufacturing

d. Reporting of pharmacoviligence cases





40

If a Medical Sales Representative shares the company’s data about sale/ product launch/ target revenue with competitor's Medical Sales Representative. He/she is violation which company policy ?

N0402 PC11 a. Protection and Proper Use of Corporate Assets Policy

b. Electronic Media Usage Policy

c. Financial Reporting Policy

d. None of above

41 A Continous Medical Education Event is

N0403 PC1 a.

Conferences conducted by doctors/ medical institution, but sponsored by Pharmaceutical Companies

b. Conferences Conducted by Pharmaceutical Companies

c. Short term courses for Medical Sales Representatives

d. Both A & B

42 What is right sequence of activities in organizing a Medical Event

N0403 PC1

a. Form a Planning Committee, Establish Goals, Finalize the Budget, Schedule the Event, Promotion and Publicity, Execute the Event, Thank the Attendees

b. Establish Goals, Finalize the Budget, Form a Planning Committee, Schedule the Event, Promotion and Publicity, Execute the Event, Thank the Attendees

c. Form a Planning Committee, Establish Goals, Finalize the Budget, Promotion and Publicity, Schedule the Event, Execute the Event, Thank the Attendees

d. Establish Goals, Form a Planning Committee, Finalize the Budget, Schedule the Event, Promotion and Publicity, Execute the Event, Thank the Attendees





43 How will you inform about a CME to 50 Doctors effectively and simultaneously

N0403 PC2

a Sending a letter by Post

b Meeting more doctors in a day

c Tele calling

d E mail

44 Who will you communicate with to collect the information about the required arrangements for a CME

N0403 PC2 a Administration Dept

b Finance Department

c Product Management Dept

d Your Reporting Manager

45 Who proposes the name of invitees for a CME

N0403 PC3

a Medical Sales Representative

b Medical Sales Representative and Area Sales Manager

c Product Management Dept

d Sales Head

46 Your company is launching a medicine to remove the kidney stones without any operation. Which specialists you will propose to be invited in Product Launch Event

N0403 PC3 a Nephrologist

b Urologist

c Both A & B

d Gastroenterologist





47 Role of Medical Sales Representative in organizing CME/ Conference Event is

N0403 PC4

a. Planning

b. Flawless Execution

c. Approval of Event

d. All of Above

48

You have arranged the cabs to pick up the invitees from Airport at INR 600/- per trip against the budgeted price at INR1000/- per trip; Suddenly due to congestion the last two Cab prices gone up to 1200/- per trip, what will you do in this case

N0403 PC4 a. Send the invitees via Auto which is cheaper than Cab

b. Drop the invitees in your own car

c. Talk to your Manager and send the invitees in cab at higher cost

d. Send invitees in cab at higher cost and pay from your pocket

49 As Medical Sales Representative when do you visit the venue and arrange an early access time for you and trade exhibitors to set up

N0403 PC5 a. On the Day

b. AfterWards

c. A Week Before

d. A Quarter Before





50 Medical Sales Representative need to collaborate with following cross functional departments for organizing CMEs/ promotional Event

N0403 PC5 a. Marketing Division, Finance & Accounts Division, Admin/ Logistics Division

b. Manufacturing Division, Finance & Accounts Division, Admin/ Logistics Division

c. Marketing Division, Finance & Accounts Division, Admin/ Logistics Division, Quality Division

d. Marketing Division, Finance & Accounts Division, Admin/ Logistics Division, Pharmacovigilance Division

51 What is the Benefit of CMEs/ Conferences to Pharmaceutical Companies

N0403 PC6

a. Ethical Way of associating with Doctor

b. Rapport Building

c. Effective Way of Product Launch and Promotion

d. All of Above

52 When do you follow up for the bussiness with the attendees of a Medical Conference

N0403 PC6

a. The Week Before

b. On The day during the lunch

c. On The day in the end of event

d. Afterward the event

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