The Certified National Pharmaceutical Representative (CNPR) online training program was developed in partnership with the National Association of Pharmaceutical Sales Representatives (NAPSR). This unique training program will prepare students for a new career as a Pharmaceutical Sales Representative and for national certification through NAPSR. As a registered student of the CNPR program, you will automatically become a member of NAPSR and will be eligible to sit for the CNPR national certification exam at no additional cost.

The CNPR is a federally trademarked certification which can be obtained by acquiring the necessary knowledge in pharmacology, medical terminology, physiology, and regulations for selling pharmaceuticals. This CNPR Training Program was developed in response to a rising need for entry-level pharmaceutical sales representatives.

This course was designed for individuals who want to gain entry into the pharmaceutical industry but who lack the required pharmacology and medical education. The CNPR examination is dedicated to increasing the professional level of NAPSR members and to developing meaningful and ethical standards fully accepted by its members and members of the pharmaceutical community. The goal of the training program is to develop knowledge in clinical pharmacology, physiology and medical terminology. This knowledge will greatly enhance an individuals understanding of the pharmaceutical industry and its selling process as well as increase the applicants hiring potential.

The goal of the CNPR Training Program is to prepare candidates for a career in pharmaceutical sales. All pharmaceutical sales representatives must be familiar 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

The National Association of Pharmaceutical Sales Representatives understands the technicality involved in the pharmaceutical selling process. Our Advisory Board of pharmaceutical industry experts recognizes the challenges encountered in the day-to-day activity of selling to physicians and the clinical and pharmacology knowledge of your product and your competitors' product expected by physicians. The CNPR Training Program is designed not only to prepare you for a career in pharmaceutical sales but to make you a more attractive candidate to pharmaceutical companies.

CNPR members must be willing to participate in continuing education and must agree to uphold the NAPSR Standards of Ethical Practices and Certification Program Rules. The certifying examination requires the candidate to demonstrate comprehensive knowledge of federal regulations and the pharmaceutical industry. The objective of the NAPSR program is to set standards accepted within the profession and to assure the public that the organization acts in the best interests of the pharmaceutical sales industry and the public.

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FEATURES

This nationally recognized Pharmaceutical Sales Representative online certification and CNPR training program was developed in response to a rising need for entry level pharmaceutical sales representatives who want to gain entry into the pharmaceutical industry but are lacking the required pharmacology and medical education. This online certificate program is only offered in partnership with major colleges and universities.

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TOPIC HIGHLIGHTS

• Introduction
1. The pharmaceutical industry
2. Why is there growth
3. Technology
4. Healthcare Demand
5. Food and Drug Administration
6. Pharmaceutical Marketing
7. Geography of pharmaceutical sales
8. Various job descriptions
9. Compensation
• A Day In the Life of a Pharmaceutical Representative
1. Marketing products to physicians
2. Time Management
3. Continuing product education
4. Path to additional educational material
• The Research and Development Process
1. Growing need for more complex data and research
2. Policy implications
3. The impact of higher R&D costs
4. Dynamic Growth
5. Pharmaceutical Research Spending
6. Benefits of government-industry partnerships
7. Value of pharmaceutical marketing
8. Why U.S. R&D has increased
9. Increased scientific opportunities
• New Medicines Mean Strength for U.S. Economy
1. Pharmaceutical R&D Boost the U.S. economy
2. Impact on R&D
3. Research and Development Terminology
• The Anatomy and Clinical Pharmacology
1. The cell
2. Classes of Nutrients
3. The body's major systems
4. Basic clinical pharmacology
5. Main routes of drug administration and drug delivery
6. Terms & Abbreviations
• Package Insert Information
1. Description
2. Clinical Pharmacology
3. Indications and usage
4. Contraindications
5. Warning/Cautions
6. Adverse Reactions
7. Drug abuse and dependence
8. Overdosage
9. Dosage and administration
10. How supplied
• Drug Distribution-Supply Chain
1. Wholesalers-Distributors
2. Wholesaler's role
3. Largest Drug Wholesalers
4. Distribution terminology
• Drug Patents
1. What is a patent?
2. How long is a patent granted for?
3. Difference between patent and exclusivity
4. How long is exclusivity?
5. Generic Drugs
6. FDA's criteria for equivalence
7. The FDA's Orange Book
8. Orange Book rating
9. Single Source Drug products
10. Multi-Source Drug products
11. ANDA for generic vs. patent infringement
12. Generic drug first-to-file exclusivity
13. Hatch-Waxman Act
14. Drug Patent terminology
• Drug Sampling
1. Drug sample storage techniques
2. Federal regulations
3. Storage of pharmaceutical products
4. Recalls on drug products
• Managed Care
1. Managed care formulary
2. Drug utilization review
3. Pharmacy benefit manager
4. Managed care concepts
5. Drug formularies and policies
6. Medicare/Medicaid reimbursement
• Ethical Regulatory Guidelines
1. AMA Guidelines on gifts to physicians
2. Background
3. PhRMA Code on Interactions
• Pharmaceutical Selling Skills
1. Getting in to see the physician
2. Preparing for the sales call
3. Finding information
4. Information gathering
5. Building a relationship
6. Enhancing the client-rep relationship
7. Territory planning
8. Medical office calls
9. Making the medical office call
10. Local exhibits and displays
11. Exhibit fundamentals
12. Building a relationship with your district manager
13. Traits of pharmaceutical sales superstars
14. Hospital calls
• Pharmaceutical Terms, Abbreviations, and Meanings
• Therapeutic Classes and Categories

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CERTIFICATE REQUIREMENTS

A 70% or better must be achieved in order to receive a Certificate of Completion.

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COURSE OBJECTIVES

Upon successful completion of the NAPSR course, students will:

• Understand all pharmaceutical terms, definitions, and abbreviations needed to sell pharmaceuticals.
• Have the necessary medical terminology required to sell to physicians and pharmacists.
• Learn about the overview of the pharmaceutical industry, major product lines, and therapeutic categories.
• Understand the FDA's role in the industry, laws enforced by the FDA, Hatch-Waxman Act, and regulatory compliance in drug labeling and promotion.
• Learn Medicare/Medicaid issues and how they effect the selling process.
• Understand research and development of new drugs, stages and timelines of new drug development, and clinical trials.
• Learn patent/patent extensions, generic drugs, US drug distribution channels, manufacture/distributor relationships, and distributor/retail relationships.
• Train on government reimbursement programs, drug discount cards, major concepts and components managed care, main stakeholders in the managed care marketplace, drug marketing, and group purchasing organizations.
• Will educate student on pharmaceutical sales territory planning an information gathering, importance of call planning and record keeping, appointment calls/impromptu calls, strategies for no see offices, and down time strategies.
• Learn how to effectively use sales brochures and support literature, how to sell new products versus established products, prepare for hospital calls, security concerns of a hospital, and sampling rules in hospitals.
• Be prepared to properly comment on competing pharmaceutical products, effective drug sample positioning, citing clinical studies and trials, closing sales, exhibit preparation, and how to communicate with a district manager.
• Be prepared to take the CNPR certification exam.

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PDF BROCHURE

Please click here to download the PDF brochure for the Gatlin online courses offered by OCPE.

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WHO SHOULD ATTEND

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.

The target audience for the Certified National Pharmaceutical Representative course is individuals interested in learning job skills for Pharmaceutical Sales opportunities or changing job skills to become Pharmaceutical Sales Representatives. Students seeking National Pharmaceutical Representative Certification should also take this course.

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Dr. Michael Smith is a graduate of the PhD program in pharmacy administration at the University of Mississippi and is a part-time George Mason University, OCPE, Gatlin instructor. He has taught in pharmaceutics lecture and laboratory while initiating an education program in the sociology of pharmacy. Dr. Smith has also held senior level marketing positions with Pharmacia Laboratories. During his employment with Pharmacia Dr. Smith taught courses in pharmaceutical marketing. He has also published textbooks on pharmaceutical marketing, Principles of Pharmaceutical Marketing and Pharmaceutical Principles, and Practices Environment. These books have been translated into Japanese and Spanish.

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1. How do I register for a Gatlin online course?

Please contact our office on the Fairfax campus in Northern Virginia (NOVA) or call 703-993-2113. Click here for more information or to download a copy of the registration form.

2. How much do Gatlin online courses cost?

To view the prices for all Gatlin courses that are offered by George Mason University, please click here.

3. Why do I have to take Gatlin courses through a participating school?

Gatlin does not offer courses directly to the public. They partner with major colleges and universities to offer their programs.

4. Do I have to travel to register for or to attend a Gatlin online course?

All Gatlin courses are delivered entirely online, you do not have to go to a class or travel to a school. If you are unable to visit our office on the Fairfax campus in Northern Virginia (NOVA), please contact us at 703-993-2113 or click here for more information or to register for a course.

5. How long does it take to complete a Gatlin course?

All of our Gatlin courses are asynchronous. You can start and finish the course at your own pace. Most courses are designed to be completed within 180 days. You may request an extension if you think you will need more time to complete a course (fees may apply). Please contact us at 703-993-2113 or click here if you have any questions or if you would like to register for a course.

6. Do I have to buy additional materials?

Please refer to the green Included Materials box located on the upper right hand side of this page. If materials are included in this course, they will be shipped by Gatlin to you via UPS ground service after you have registered for a course.

7. Can I get financial aid for Gatlin courses?

Gatlin courses are non-credit and therefore are not eligible for Federal Student Aid. However there are a number of loan programs that can be used to fund your course. Click here to view a list of these options or call 703-993-2113 for more information. Gatlin also provides a loan opportunity for students (www.collegeloanapplication.com).

8. What happens when I complete the course?

If you obtain a final passing grade of 70% or greater in a course, we will award you a George Mason University certificate of completion.

9. Who will be my instructor?

Each student is paired up with a facilitator for one-on-one interaction. The facilitator will be available (by e-mail) to answer any questions you may have and to provide feedback on your performance. Facilitators are all successful working professionals in the fields in which they teach.

10. What are the system requirements in order to take an online course?

Please see the "PC requirements" section listed for individual courses.

11. When can I start the course?

Registrations are rolling. Please send us your registration form at the time you wish to start your course. Registrations take five to seven business days to process.

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