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WHAT IS THE NAPSR’S® ADVISORY BOARD?

The Advisory Board consists of individuals who have experience and expertise in pharmaceutical sales with the majority being promoted to management positions. The Advisory Board provides acts as a consulting group bringing ideas and training tools from almost all of the major pharmaceutical companies. All of NAPSR’s® Advisory Board are experienced pharmaceutical sales professionals.

As a rule, older people have more health problems than younger people, so with the U.S. aging population, the market for pharmaceuticals is growing rapidly. Many of the big pharmaceutical companies will continue launching blockbuster drugs that will enhance and extend the quality of life for many. In short, you can be confident that there will always be jobs for pharmaceutical sales representatives.

Pharmaceutical sales is different than other industries as you will encounter a large amount of technical information, but you are actually expected to know it. There will become a time in the field when you must know it, because some physician will probably question you about it. You are expected to articulate your knowledge so that it makes sense when your sales manager or a highly educated physician asks you about it. As you can see that the NAPSRx® training program can really help you in your job search as well as your success in the industry.

CNPR®– Can it help me?

You will find a handful of books that promote the benefits of pharmaceutical sales and walk you through the ins and outs of resume preparation and job interviews. However, you will not discover a more effective training program or sales training manual than what is offered by the National Association of Pharmaceutical Sales Representatives®. The NAPSRx® training is a definitive manual on pharmaceutical selling and industry knowledge for the beginner and the novice. The training captures the essence of the prescription drug marketplace in the new century and is the most respected entry level training in the industry.

It also reflects the needs of the tens of thousands of physicians and other healthcare professionals who interact with pharmaceutical sales representatives on a daily basis. The 2004 Pharmaceutical Sales Training Manual provides an applicant with the “jump start” that any serious candidate should possess and that all pharmaceutical sales managers love to see. The manual should also be kept as a permanent reference source to help keep you on track throughout your pharmaceutical sales career.

CNPR® Test Topics

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 Patent/Patent Extensions Generic Drugs US Drug Distribution Channels Manufacture/Distributor Relationships Government Reimbursement Programs Drug Discount Cards Group Purchasing Organizations

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

Pfizer	GlaxoSmithKline	Sanofi-Synthelabo	Janssen Pharmaceuticals	Forest Laboratories
AstraZeneca	ICN Pharmaceuticals	Bristol-Myers Squibb	Boehringer	Biogen Indec
ANDRX LABS	Abbott Laboratories	TAP Pharmaceuticals	Aventis Pharmaceuticals	Pharmacia
Wyeth	3M Pharmaceuticals	Amgen	Organon	Schering-Plough
The-RX Corp.	Eli Lilly	MERCK	Mallinckrodt