C.N.P.R Training Manual

CNPR Revised 18th Edition Training Manual

The NAPSR CNPR Certification 18th Edition training manual was created, fact-checked, and reviewed by qualified medical professionals and subject matter experts. 

CNPR Pharmaceutical Sales Program includes:

  • Practice quizzes
  • CNPR Exam: 160 questions (Web based timed exam of 120 minutes/ or 45 seconds per question)
  • Total Packet includes: Association's online Career Center
  • 1 year membership to the National Association of Pharmaceutical Sales Reps
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PHARMACEUTICAL SALES TRAINING MANUAL DESCRIPTION:

The association's 18th Edition CNPR Pharmaceutical Sales Manual prepares students for their CNPR exam while providing the vocational knowledge needed for anyone looking to break into the pharmaceutical industry. The CNPR manual 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
How to utilize Clinical Research when detailing a physician client
Adherence to PhRMA Pharmaceutical Selling Guidelines
Managed Care and how it affects the selling process
How to use Pharmacokinetics / Pharmacodynamics in the sales process
When to utilize a Medical Science Liaison with your customers
DTC Advertising:  How you can utilize it to close deals
Pharmacy Benefit Management (PBM) – How to use it to make more sales
A Physician focused sales approach and when to use it.
Pharmaceutical Terminology / Abbreviations
How to make the most of you Physician Speaker programs
Your physician clients Frequently Asked Questions and how to answer
Medical training that is only focused on the Pharmaceutical Sales process
How to effectively use exhibits and displays in Pharmaceutical Sales
Federal Regulatory Guidelines
Practical sales approaches when selling scientific evidence base products

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