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.