The CNPR® Certification test consists of many topics and areas which are important to being or becoming a successful Pharmaceutical Sales Representative. The CNPR® test topics include:

THE PHARMACEUTICAL INDUSTRY

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