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Certified National Pharmaceutical Representative

GES 106 -- 120 hours  -- Certification Preparation Program

Course Outline

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