Gatlin International

Description

Pharmaceutical sales training from Gatlin International was developed in partnership with the National Association of Pharmaceutical Sales Representatives (NAPSR) and prepares you for national certification and a rewarding career as a pharmaceutical sales representative.

Enrollment in the course also makes you a member of NAPSR and makes you eligible to sit for the CNPR national certification exam at no extra cost.

Students enrolled in our pharmaceutical sales training program must participate in continuing education and agree to uphold the NAPSR Standards of Ethical Practices and Certification Program Rules.

Candidates must demonstrate a thorough knowledge of both federal regulations and the pharmaceutical industry.

The NAPSR establishes the standards accepted within the pharmaceutical profession and assures the public that the organization acts in the best interests of consumers and the pharmaceutical sales industry.

CNPR certification in pharmaceutical sales is evidence of your knowledge of pharmacology, medical terminology, physiology, and regulations for selling pharmaceuticals.

Our pharmaceutical sales training acquaints students with:

• General medical terminology
• Anatomy and physiology
• Clinical pharmacology
• Managed care
• Pharmaceutical terms, abbreviations, and definitions
• Drug sampling rules
• PI descriptions
• Effective pharmaceutical selling techniques
• Therapeutic classes and categories

In addition to our pharmaceutical sales training, students are generally advised to get their Bachelor's degree. Students are also encouraged to research the pharmaceutical sales market in their particular area prior to taking the program.

Outline

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

Additional Info

Languages

English

Course Length

120.00 hours

Duration of Access

Upon registering, you're given an initial six months to complete the program. Should you need more time, you may request a six-month extension at no additional charge.

Instructor

Brad Sullivan is the education director at NAPSR, the largest pharmaceutical sales representative association in the United States that provides training, continuing education, and seminars to applicants pursuing a pharmaceutical sales career.

Brad obtained his Bachelor's in management from the University of Illinois and his Master's from Northwestern University. He has provided pharmaceutical education for the NAPSR for the past seven years. Brad has also held sales positions with Sanofi and SmithKlineBeecham Pharmaceuticals, and he's been involved in publishing several textbooks on pharmaceutical marketing, pharmaceutical selling guidelines, and effective sales practices.

The pharmaceutical industry is changing rapidly, and Brad provides a hands-on source of pharmaceutical product information and technical knowledge to the NAPSR. The NAPSR is committed to providing the pharmaceutical industry with high-quality education, training, and testing. Its commitment is unprecedented, and the association continues to increase the services they provide.

Prerequisites/Audience

Students should be proficient in keyboarding, have a basic understanding of a word-processing computer program (Microsoft Word recommended), and have a command of English grammar and punctuation. No healthcare or medical-office work experience is required.

This program is for you if you're interested in learning job skills for pharmaceutical sales opportunities and if you're interested in becoming certified in this field.

Requirements/Materials Included

This program is compatible with the Windows XP and later operating systems and IE 7 and later browsers.

There are no special computer requirements for this program other than Internet access and email capability.

Adobe Flash Player and Adobe Acrobat Reader are required for this program.

Click here to download the Acrobat Reader.
Click here to download the Flash Player.

The official NAPSR Pharmaceutical Sales Training Manual will be provided to registered students by the NAPSR.

As a CNPR Program student, you'll receive a membership to NAPSR, and you'll also be eligible to take the official NAPSR certification exam at no additional cost upon completion of your online training program.