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. In addition to NAPSR certification, it is generally recommended for Pharmaceutical Sales Representatives to have a Bachelor's degree. Some smaller and medium sized pharmaceutical sales companies do not require a college education; however, it is difficult for candidates to break into the larger companies without acquiring some college hours. Students are encouraged to research the pharmaceutical job market in their area prior to taking the course.
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.
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.
- Know 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.
- Comprehend Medicare/Medicaid issues and how they affect the selling process.
- Understand research & development of new drugs, stages and timelines of new drug development, and clinical trials.
- Know patent/patent extensions, generic drugs, US drug distribution channels, manufacture/distributor relationships, and distributor/retail relationships.
- Gain knowledge of 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.
- Grasp the concept of pharmaceutical sales territory planning and information gathering, importance of call planning and record keeping, appointment calls/impromptu calls, strategies for no see offices, and downtime strategies.
- Have the knowledge 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 to communicate with a district manager.
- Be prepared to take the CNPR certification exam.
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.
This course is compatible with Windows Vista Operating System. 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 course.
The official NAPSR Pharmaceutical Sales Training Manual will be provided to registered students by the National Association of Pharmaceutical Sales Representatives (NAPSR).
As a student of Gatlin Education Service’s CNPR program, you will be given a membership to NAPSR and will also be eligible to take the official NAPSR certification exam at no additional cost upon completion of your online training program.