TRAINING MANUAL/PROGRAM DETAILS:
Edition: Revised
Edition
Pages: 305
Availability: Usually ships within 24 hours
Price: Please click the "Order
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Copyright: 2003-2007
Copyrighted – All rights reserved.
(All sources in manual are given proper credit with written
permission on file.)
TRAINING MANUAL DESCRIPTION:
The NAPSRx®’s Sales Manual is the premier book and program for
anyone looking to break into the pharmaceutical industry. The book covers
many subjects recommended for any entry-level candidate. The topics include:
UNDERSTANDING 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
INFORMATION
TO GET THE PHARMACEUTICAL JOB
- The Top 65 Interview
Questions that Pharmaceutical Companies Ask in Interviews
- Tips To Get You
Noticed at a Pharmaceutical Career Fair
- Resume and Cover
Letter Techniques Geared to the Pharmaceutical Industry
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