- The pharmaceutical industry
- Why is there growth?
- Technology
- Healthcare Demand
- Food and Drug Administration
- Pharmaceutical Marketing
- Geography of pharmaceutical sales
- Various job descriptions
- Compensation
- Marketing products to physicians
- Time Management
- Continuing product education
- Path to additional educational material
- Growing need for more complex data and research
- Policy implications
- The impact of higher R & D costs
- Dynamic Growth
- Pharmaceutical Research Spending
- Benefits of government-industry partnerships
- Value of pharmaceutical marketing
- Why US R & D has increased
- Increased scientific opportunities
- Pharmaceutical R & D Boost the U.S. economy
- Impact on R & D
- Research and Development Terminology
- The cell
- Classes of Nutrients
- The body's major systems
- Basic clinical pharmacology
- Main routes of drug administration and drug delivery
- Terms & Abbreviations
- Description
- Clinical Pharmacology
- Indications and usage
- Contraindications
- Warning/Cautions
- Adverse Reactions
- Drug abuse and dependence
- Overdosage
- Dosage and administration
- How supplied
- Wholesalers - Distributors
- Wholesaler's role
- Largest Drug Wholesalers
- Distribution terminology
- What is a patent?
- How long is a patent granted for?
- Difference between patent and exclusivity
- How long is exclusivity?
- Generic Drugs
- FDA's criteria for equivalence
- The FDA's Orange Book
- Orange Book rating
- Single Source Drug products
- Multi-Source Drug products
- ANDA for generic vs. patent infringement
- Generic drug first-to-file exclusivity
- Hatch-Waxman Act
- Drug Patent terminology
- Drug sample storage techniques
- Federal regulations
- Storage of pharmaceutical products
- Recalls on drug products
- Pharmacodynamics
- Pharmacokinetics
- Transport Mechanism
- Absorption
- Distribution
- Toxicology
- Animal Texts, In Vitro Assays, and In Silico Methods
- Definition of Clinical Trial
- Ethical Considerations
- Clinical Trials
- Regulatory Requirements
- Vaccines
- Recent Vaccine Research and Clinical Activities
- Human Immune System
- Cytokines
- Hormones
- Gene Therapy
- Gene Therapy Trials
- Stem Cells
- Bone Marrow Transplant
- FDA Approval Process Time Frame
- Branding in the Pharmaceutical Industry
- Brand Medicine
- Why Branding is Important
- Building Brand Values
- Building Brand Strategy
- Brand Positioning
- Brand Personality
- Brand Values
- Pharmaceutical Brand Name Development
- Healthcare Environment and Trends
- Clinical Development and Branding
- Branding Values and Vocabulary
- Direct-to-consumer Branding – The US perspective
- The Growth of Managed Care
- Acronyms
- Managed care formulary
- Drug utilization review
- Pharmacy benefit manager
- Managed care concepts
- Drug formularies and policies
- Medicare/Medicaid reimbursement
- AMA Guidelines on gifts to physicians
- Background
- PhRMA Code on Interactions
- Getting in to see the physician
- Preparing for the sales call
- Finding information
- Information gathering
- Building a relationship
- Enhancing the client-rep relationship
- Territory planning
- Medical office calls
- Making the medical office call
- Local exhibits and displays
- Exhibit fundamentals
- Building a relationship with your district manager
- Traits of pharmaceutical sales superstars
- Hospital calls
Certified National Pharmaceutical Representative
GES 106 -- 120 hours
Course Outline
- Introduction
- The pharmaceutical industry
- Why is there growth?
- Technology
- Healthcare Demand
- Food and Drug Administration
- Pharmaceutical Marketing
- Geography of pharmaceutical sales
- Various job descriptions
- Compensation
- A day in the life of a pharmaceutical representative
- Marketing products to physicians
- Time Management
- Continuing product education
- Path to additional educational material
- The Research and Development Process
- Growing need for more complex data and research
- Policy implications
- The impact of higher R & D costs
- Dynamic Growth
- Pharmaceutical Research Spending
- Benefits of government-industry partnerships
- Value of pharmaceutical marketing
- Why US R & D has increased
- Increased scientific opportunities
- New medicines mean strength for U.S. economy
- Pharmaceutical R & D Boost the U.S. economy
- Impact on R & D
- Research and Development Terminology
- The anatomy and clinical pharmacology
- The cell
- Classes of Nutrients
- The body's major systems
- Basic clinical pharmacology
- Main routes of drug administration and drug delivery
- Terms & Abbreviations
- Package Insert Information
- Description
- Clinical Pharmacology
- Indications and usage
- Contraindications
- Warning/Cautions
- Adverse Reactions
- Drug abuse and dependence
- Overdosage
- Dosage and administration
- How supplied
- Drug Distribution-Supply Chain
- Wholesalers - Distributors
- Wholesaler's role
- Largest Drug Wholesalers
- Distribution terminology
- Drug Patents
- What is a patent?
- How long is a patent granted for?
- Difference between patent and exclusivity
- How long is exclusivity?
- Generic Drugs
- FDA's criteria for equivalence
- The FDA's Orange Book
- Orange Book rating
- Single Source Drug products
- Multi-Source Drug products
- ANDA for generic vs. patent infringement
- Generic drug first-to-file exclusivity
- Hatch-Waxman Act
- Drug Patent terminology
- Drug Sampling
- Drug sample storage techniques
- Federal regulations
- Storage of pharmaceutical products
- Recalls on drug products
- Drug Development and Preclinical Studies
- Pharmacodynamics
- Pharmacokinetics
- Transport Mechanism
- Absorption
- Distribution
- Toxicology
- Animal Texts, In Vitro Assays, and In Silico Methods
- Clinical Trials
- Definition of Clinical Trial
- Ethical Considerations
- Clinical Trials
- Regulatory Requirements
- Drug Discovery
- Vaccines
- Recent Vaccine Research and Clinical Activities
- Human Immune System
- Cytokines
- Hormones
- Gene Therapy
- Gene Therapy Trials
- Stem Cells
- Bone Marrow Transplant
- FDA Approval Process Time Frame
- Brand Medicine
- Branding in the Pharmaceutical Industry
- Brand Medicine
- Why Branding is Important
- Building Brand Values
- Building Brand Strategy
- Brand Positioning
- Brand Personality
- Brand Values
- Pharmaceutical Brand Name Development
- Clinical Development and Pharmaceutical Marketing
- Healthcare Environment and Trends
- Clinical Development and Branding
- Branding Values and Vocabulary
- Direct-to-consumer Branding – The US perspective
- The Growth of Managed Care
- Acronyms
- Managed care
- Managed care formulary
- Drug utilization review
- Pharmacy benefit manager
- Managed care concepts
- Drug formularies and policies
- Medicare/Medicaid reimbursement
- Ethical Regulatory Guidelines
- AMA Guidelines on gifts to physicians
- Background
- PhRMA Code on Interactions
- Pharmaceutical selling skills
- Getting in to see the physician
- Preparing for the sales call
- Finding information
- Information gathering
- Building a relationship
- Enhancing the client-rep relationship
- Territory planning
- Medical office calls
- Making the medical office call
- Local exhibits and displays
- Exhibit fundamentals
- Building a relationship with your district manager
- Traits of pharmaceutical sales superstars
- Hospital calls
- Pharmaceutical Terms, Abbreviations and Meanings
- Therapeutic Classes and Categories







































