Training Manual for CNPR Pharmaceutical Sales Training

Sales -training -manual2017 CNPR PHARMACEUTICAL SALES TRAINING MANUAL/PROGRAM DETAILS:

Edition: Revised 15th Edition
Pages: 390
Availability: Usually ships within 24 hours
For pricing please click the "Order Now" button to the left to see the different Program Packets we are currently offering.
Copyright 2002-2017 – All rights reserved.

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CNPR Pharmaceutical Sales Program includes:

  • Practice quizzes
  • CNPR Exam: 160 questions (Web based timed exam of 120 minutes/ or 45 seconds per question)
  • Total Packet includes: NAPSRx online Career Center
  • 1 year membership to NAPSRx

PHARMACEUTICAL SALES TRAINING MANUAL DESCRIPTION:

The NAPSRx’s 2017 CNPR Pharmaceutical Sales Manual prepares students for their CNPR exam while providing the vocational knowlege needed for anyone looking to break into the pharmaceutical industry. The CNPR manual covers many subjects recommended for any entry-level candidate. The topics include:

UNDERSTANDING THE PHARMACEUTICAL INDUSTRY  --   ORDER NOW 

  • Pharmaceutical Industry Overview
  • Major Product and Therapeutic Categories
  • Benefits of a Healthy Drug Industry
  • The FDA’s role in the industry
  • Laws enforced by the FDA
  • Hatch-Waxman
  • Regulatory Compliance in Drug Labeling and Promotion
  • Medicare/Medicaid issues.
  • Research and Development of New Drugs
  • Stages and Timeline of New Drug Development
  • Clinical Trials
  • Regulatory Requirements for Clinical Trials
  • Drug Discovery
  • Vaccines
  • Gene Therapy
  • Stem Cells
  • Selling and Ethical Regulatory Guidelines
  • Patent/Patent Extensions
  • Generic Drugs
  • US Drug Distribution Channels
  • Manufacture/Distributor Relationships
  • Government Reimbursement Programs
  • Drug Discount Cards
  • Group Purchasing Organizations
  • P&T Committees
  • Drug Formularies
  • Therapeutic Drug Classes & Categories
  • Drug Patent Terminology
  • Pharmacokinetics/Pharmacodynamics
  • Anatomy & Medical Terminology
  • Package Insert Information
  • PI Descriptions
  • Drug Wholesales
  • Drug Transport Mechanism
  • Drug Distribution Terminology
  • Drug Transport Mechanism
  • Absorption in the Body Toxicology

PHARMACEUTICAL SALES SKILLS

  • Territory Planning and Information Gathering
  • Importance of Call Planning and Record Keeping
  • Appointment Calls/Impromptu Calls
  • Strategies for Appointment Only & No See Offices
  • Waiting and Down Time Strategies
  • Sales Brochures & Support Literature
  • Selling New Products vs. Established Products
  • Sampling Rules in Hospitals
  • Commenting on Competitive Products
  • Effective Sample Positioning
  • Citing Clinical Studies and Trials in a Presentation
  • Closing Sales
  • Exhibit Preparation
  • What Sales Manager’s Expect
  • Communication with District/Regional Managers
  • Hospital Calls
  • Brand Medicine
  • Building Pharmaceutical Brand Values
  • Pharmaceutical Brand Strategy
  • Pharmaceutical Brand Values
  • DTC Advertising
  • Brand Name Development
  • Healthcare Environmental Trends
  • Ethical Sales Regulatory Guidelines
  • How to utilize Clinical Research when detailing a physician client
  • Adherence to PhRMA Pharmaceutical Selling Guidelines
  • Managed Care and how it affects the selling process
  • How to use Pharmacokinetics / Pharmacodynamics in the sales process
  • When to utilize a Medical Science Liaison with your customers
  • DTC Advertising:  How you can utilize it to close deals
  • Pharmacy Benefit Management (PBM) – How to use it to make more sales
  • A Physician focused sales approach and when to use it.
  • Pharmaceutical Terminology / Abbreviations
  • How to make the most of you Physician Speaker programs
  • Your physician clients Frequently Asked Questions and how to answer
  • Medical training that is only focused on the Pharmaceutical Sales process
  • How to effectively use exhibits and displays in Pharmaceutical Sales
  • Federal Regulatory Guidelines
  • Practical sales approaches when selling scientific evidence base products

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