Certified National Pharmaceutical Representative GES 106 » 90 hours

Overview Description Objectives Outline Prerequisites PC Requirements / Materials Instructor Bio See a Demo

  1. 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
  2. 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
  3. 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. Research and Development Boost the U.S. Economy
    7. Policy Implications
  4. 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 and Pharmacodynamics
    9. The Cell
    10. Classes of Nutrients
    11. Basic Clinical Pharmacology
    12. Drug Administration and Delivery
  5. Drug Distribution: the Supply Chain
    1. Terminology
    2. Licensing
    3. Wholesalers
    4. Distributors
  6. Package Insert Information
    1. The Purpose
    2. Sections
  7. 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
  8. Drug Sampling
    1. Drug Sample Storage Techniques
    2. Federal Regulations
    3. Storage of Pharmaceutical Products
    4. Recalls on Drug Products
  9. The Research and Development Process
    1. Regulations
    2. Higher Research and Development & Costs
    3. Policy Implications
    4. Dynamic Growth
    5. Research Spending
    6. Government Partnerships
    7. Scientific Opportunities
  10. 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
    15. Clinical Trials
      1. Ethical Considerations
      2. Regulatory Requirements
      3. Clinical Papers
      4. Enhance Your Presentation
        1. Anticipate Questions
        2. Handle Objections
        3. Sell What's Meaningful
    16. 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
    17. Managed Care
      1. Formulary Basics
      2. Restrictive Strategies
      3. Understanding Cost
      4. Pharmacy Department
      5. Medical Education
    18. 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
    19. Clinical Development and Pharmaceutical Marketing
      1. Environment and Trends
      2. DTC Branding
      3. OTC Availability
      4. AIDS Epidemic
      5. New Millennium
      6. Patient Communication
    20. Ethical Regulatory Guidelines
      1. AMA Guidelines
      2. PhRMA Code
    21. Pharmaceutical Sales Skills
      1. Relationships
      2. Sales Superstars
      3. Seeing the Physician
      4. Drug Formulary
      5. Sales Force