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CNPR Examination and Pharmaceutical Sales Manual Topics

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


  • 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


  • 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


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