Certified National Pharmaceutical Representative

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1 Certified National Pharmaceutical Representative 120 hours Course Overview/Description The Certified National Pharmaceutical Representative (CNPR) online training program was developed in partnership with the National Association of Pharmaceutical Sales Representatives (NAPSR). This unique training program will prepare students for a new career as a Pharmaceutical Sales Representative and for national certification through NAPSR. As a registered student of the CNPR program, you will automatically become a member of NAPSR and will be eligible to sit for the CNPR national certification exam at no additional cost. The CNPR is a federally trademarked certification which can be obtained by acquiring the necessary knowledge in pharmacology, medical terminology, physiology, and regulations for selling pharmaceuticals. This CNPR Training Program was developed in response to a rising need for entry-level pharmaceutical sales representatives. This course was designed for individuals who want to gain entry into the pharmaceutical industry but who lack the required pharmacology and medical education. The CNPR examination is dedicated to increasing the professional level of NAPSR members and to developing meaningful and ethical standards fully accepted by its members and members of the pharmaceutical community. The goal of the training program is to develop knowledge in clinical pharmacology, physiology and medical terminology. This knowledge will greatly enhance an individual s understanding of the pharmaceutical industry and its selling process as well as increase the applicants hiring potential. The goal of the CNPR Training Program is to prepare candidates for a career in pharmaceutical sales. All pharmaceutical sales representatives must be familiar with: o General Medical Terminology o Anatomy and Physiology o Clinical Pharmacology o Managed Care o Pharmaceutical Terms, Abbreviations, and Definitions o Drug Sampling Rules o PI Descriptions o Effective Pharmaceutical Selling Techniques o Therapeutic Classes and Categories 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. 1

2 CNPR members must be willing to participate in continuing education and must agree to uphold the NAPSR Standards of Ethical Practices and Certification Program Rules. The certifying examination requires the candidate to demonstrate comprehensive knowledge of federal regulations and the pharmaceutical industry. The objective of the NAPSR program is to set standards accepted within the profession and to assure the public that the organization acts in the best interests of the pharmaceutical sales industry and the public. Upon registering, you are given an initial six months to complete the program. Should you need more time, you may request a 6-month extension at no additional charge. 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, manufacturer/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. Course Outline So You Want to Be in Pharmaceutical Sales A. A Rewarding Career B. Enormous Impact C. The Industry 2

3 D. Healthcare Demand E. Food and Drug Administration F. Compensation G. Bonus Commission H. Market Share I. Selling for Volume A Day in the Life of a Pharmaceutical Representative A. Marketing products B. The District Sales Manager C. What makes a Successful Rep D. Setting Objectives E. Sales Process F. Staying Current G. Winning Confidence H. Product Samples I. Organization J. The Physician K. Physician Attitude L. Challenges New Medicines Mean Strength for U.S. Economy A. Terminology B. Research-Based C. Major Activities D. Large Number of New Drugs E. New Medicines in Development F. R & D Boost the U.S. Economy G. Policy Implications The Anatomy and Clinical Pharmacology A. Terms and Conditions B. The Foundation C. What is a Drug? D. The Active Pharmaceutical Ingredient E. Mechanism of Action F. Formulation G. Excipient Classes H. Pharmacokinetics & Pharmacodynamics I. The Cell J. Classes of Nutrients K. Basic Clinical Pharmacology L. Drug Administration and Delivery Drug Distribution-Supply Chain A. Terminology B. Licensing C. Wholesalers D. Distributors Package Insert Information A. The Purpose 3

4 B. Sections Drug Patents A. Terms and Abbreviations B. Patent: Definition - Duration C. Marketing Exclusivity D. Generic Drugs E. FDA's Criteria for Equivalence F. FDA's Orange Book G. Single and Multi Source Drug Products H. Hatch-Waxman Act Drug Sampling A. Drug Sample Storage Techniques B. Federal Regulations C. Storage of Pharmaceutical Products D. Recalls on Drug Products The Research and Development and Process A. Regulations B. Higher R&D Costs C. Policy Implications D. Dynamic Growth E. Research Spending F. Government Partnerships G. Scientific Opportunities Drug Development and Preclinical Studies A. Pharmacodynamics B. Administering a Drug C. Transport Mechanisms D. Passive Diffusion E. Facilitative Diffusion F. Active Transport G. Pinocytosis H. Absorption I. Buccal and Sublingual J. Subcutaneous and Intermuscular Administration K. Blood-Brain Barrier L. Toxicology M. Carcinogenicity N. Animal Tests Clinical Trials A. Ethical Considerations B. Regulatory Requirements C. Clinical Papers D. Enhance Your Presentation E. Anticipate Questions F. Handle Objections G. Sell What Is Meaningful Drug Discovery - Large Molecule Drugs 4

5 A. Vaccines B. Toxoids C. Adjuvants D. Human Immune System E. Gene Therapy F. Stem Cells G. Bone Marrow Transplant Managed Care A. Formulary Basics B. Restrictive Strategies C. Understanding Cost D. Pharmacy Department E. Medical Education Brand Medicine A. Pharmaceutical Branding B. Brand Medicine C. Building Brands D. Brand Positioning E. DTC Advertising F. The Language Barrier G. Role of Research H. Types of Names Clinical Development and Pharmaceutical Marketing A. Environment and Trends B. DTC Branding C. OTC Availability D. Aids Epidemic E. New Millennium F. Patient Communication Ethical Regulatory Guidelines A. AMA Guidelines B. PhRMA Code Pharmaceutical Sales skills A. Relationships B. Sales Superstars C. Seeing the Physician D. Drug Formulary E. Sales Force Prerequisites/Audience Students should be proficient in keyboarding, have a basic understanding of a word-processing computer program (Microsoft Word recommended), and have a command of English grammar and punctuation. No healthcare or medical-office work experience is required. The target audience for the Certified National Pharmaceutical Representative course is individuals 5

6 interested in learning job skills for Pharmaceutical Sales opportunities or changing job skills to become Pharmaceutical Sales Representatives. Students seeking National Pharmaceutical Representative Certification should also take this course. PC Requirements/Materials Included This course is compatible with Windows Vista Operating System. There are no special computer requirements for this program other than Internet access and capability. Adobe Flash Player and Adobe Acrobat Reader are required for this course. Go to to download the Acrobat Reader. Go to to download the Flash Player. The official National Association of Pharmaceutical Sales Representatives (NAPSR) Pharmaceutical Sales Training Manual will be provided to registered students by the NAPSR. As a student of the CNPR program, you will be given a membership to NAPSR and will also be eligible to take the official NAPSR certification exam at no additional cost upon completion of your online training program. Instructor Bio Brad Sullivan is the Education Director at NAPSR, the largest pharmaceutical sales rep association in the United States that provides training, continuing education and seminars to applicants pursuing a pharmaceutical sales career. Mr. Sullivan obtained his Bachelors in Management from the University of Illinois and his Master from Northwestern University. He has provided pharmaceutical education for the NAPSR for the past 7 years. Mr. Sullivan has also held sales positions with Sanofi and SmithKineBeecham Pharmaceuticals, and has been involved in publishing several textbooks on pharmaceutical marketing, pharmaceutical selling guidelines, and effective sales practices. The pharmaceutical industry is changing rapidly and Mr. Sullivan provides a hands-on source of pharmaceutical product information and technical knowledge to the National Association of Pharmaceutical Sales Representatives. The NAPSR is committed to providing the pharmaceutical industry high quality education, training and testing. Its commitment is unprecedented and the association continues to increase the services they provide. 6

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