Certified National Pharmaceutical Representative

Certified National Pharmaceutical Representative

This nationally recognized Pharmaceutical Sales Representative online training course (CNPR) and program was developed in response to a rising need for entry-level certified pharmaceutical sales representatives. The program is designed for individuals who want to gain entry into the pharmaceutical industry but who lack the required pharmacology and medical education. This online certificate program is only offered in partnership with major accredited colleges and universities.

The National Association of Pharmaceutical Sales Representatives understands the technicality involved in the pharmaceutical selling process. Our Advisory Board of pharmaceutical industry experts recognizes the challenges encountered in the day-to-day activity of selling to physicians and the clinical and pharmacology knowledge of your product and your competitors’ product expected by physicians. The CNPR Training Program is designed not only to prepare you for a career in pharmaceutical sales but to make you a more attractive candidate to pharmaceutical companies.

Course Objectives:

Upon successful completion of the NAPSR course, students will:
Understand all pharmaceutical terms, definitions, and abbreviations needed to sell pharmaceuticals.
Have the necessary medical terminology required to sell to physicians and pharmacists.
Know the pharmaceutical industry, major product lines, and therapeutic categories.
Understand the FDA’s role in the industry, laws enforced by the FDA, Hatch-Waxman Act, and regulatory compliance in drug labeling and promotion
Comprehend Medicare/Medicaid issues and how they affect the selling process.
Understand research & development of new drugs, stages and timelines of new drug development, and clinical trials.
Know patent/patent extensions, generic drugs, US drug distribution channels, manufacture/distributor relationships, and distributor/retail relationships.
Gain knowledge of government reimbursement programs, drug discount cards, major concepts and components managed care, main stakeholders in the managed-care marketplace, drug marketing and group purchasing organizations.
Grasp the concept of pharmaceutical sales territory planning and information gathering, importance of call planning and record keeping, appointment calls/impromptu calls, strategies for no see offices, and downtime strategies.
Have the knowledge to effectively use sales brochures and support literature, how to sell new products versus established products, prepare for hospital calls, security concerns of a hospital, and sampling rules in hospitals.
Be prepared to properly comment on competing pharmaceutical products, effective drug sample positioning, citing clinical studies and trials, closing sales, exhibit preparation and to communicate with a district manager.
Be prepared to take the CNPR certification exam.

This nationally recognized Pharmaceutical Sales Representative online training course (CNPR) and program was developed in response to a rising need for entry-level certified pharmaceutical sales representatives. The program is designed for individuals who want to gain entry into the pharmaceutical industry but who lack the required pharmacology and medical education. This online certificate program is only offered in partnership with major accredited colleges and universities.

Course Outline

So You Want to Be in Pharmaceutical Sales
A Rewarding Career
Enormous Impact
The Industry
Healthcare Demand
Food and Drug Administration
Compensation
Bonus Commission
Market Share
Selling for Volume
A Day in the Life of a Pharmaceutical Sales Representative
Marketing Products
The District Sales Manager
What makes a Successful Rep
Setting Objectives
Sales Process
Staying Current
Winning Confidence
Product Samples
Organization
The Physician
Physician Attitude
Challenges
New Medicines Mean Strength for U.S. Economy
Terminology
Research-Based
Major Activities
Large Number of New Drugs
New Medicines in Development
R&D Boost the U.S. Economy
Policy Implications
The Anatomy and Clinical Pharmacology
Terms and Abbreviations
The Foundation
What is a Drug?
The Active Pharmaceutical Ingredient
Mechanism of Action
Formulation
Excipient Classes
Pharmacokinetics & Pharmacodynamics
The Cell
Classes of Nutrients
Basic Clinical Pharmacology
Drug Administration and Delivery
Drug Distribution - Supply Chain
Terminology
Licensing
Wholesalers
Distributors
Package Insert Information
The Purpose
Sections
Drug Patents
Terms and Abbreviations
Patent: Definition - Duration
Marketing Exclusivity
Generic Drugs
FDA’s Criteria for Equivalence
FDA’s Orange Book
Single and Multi Source Drug Products
Hatch-Waxman Act
Drug Sampling
Drug sample storage techniques
Federal regulations
Storage of pharmaceutical products
Recalls on drug products
The Research and Development Process
Regulations
Higher R & D Costs
Policy Implications
Dynamic Growth
Research Spending
Government Partnerships
Scientific Opportunities
Drug Development and Preclinical Studies
Pharmacodynamics
Administering a Drug
Transport Mechanisms
Passive Diffusion
Facilitative Diffusion
Active Transport
Pinocytosis
Absorption
Buccal and Sublingual
Subcutaneous and Intermuscular Administration
Blood-Brain Barrier
Toxicology
Carcinogenicity
Animal Tests
Clinical Trials
Ethical Considerations
Regulatory Requirements
Clinical Papers
Enhance Your Presentation
Anticipate Questions
Handle Objections
Sell What is Meaningful
Drug Discovery - Large Molecule Drugs
Vaccines
Toxoids
Adjuvants
Human Immune System
Gene Therapy
Stem Cells
Bone Marrow Transplant
Managed care
Formulary Basics
Restrictive Strategies
Understanding Cost
Pharmacy Department
Medical Education
Brand Medicine
Pharmaceutical Branding
Brand Medicine
Building Brands
Brand Positioning
DTC Advertising
The Language Barrier
Role of Research
Types of Names
Clinical Development and Pharmaceutical Marketing
Environment & Trends
DTC Branding
OTC Availability
AIDS Epidemic
New Millenium
Patient Communication
Ethical Regulatory Guidelines
AMA Guidelines
PhRMA Code
Pharmaceutical Sales Skills
Relationships
Sales Superstars
Seeing the Physician
Drug Formulary
Sales Force

This nationally recognized Pharmaceutical Sales Representative online certification and CNPR sales training program was developed in response to a rising need for entry-level certified pharmaceutical sales representatives. The course is designed for individuals who want to gain entry into the pharmaceutical industry but who lack the required pharmacology and medical education. This online certificate program is only offered in partnership with major colleges and universities.

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