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:
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
