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 TRAINING & CERTIFICATION PROGRAM
The Certified Pharmaceutical Sales Professional Training Program & Industry Reference Guide by AAPSP contains current industry information and practical, proven techniques for pharmaceutical sales success.
**Pharmaceutical Sales Industry Module (Training Module #1) is immediately accessible online as a pdf (Acrobat Reader) file. Program manual is shipped via priority mail (U.S.).
THE PHARMACEUTICAL INDUSTRY
- The global market (examines worldwide trends)
- U.S. industry leaders: forces that drive the market
---Top companies/products/drug classes/diagnoses
- Drug Patents and Generic Drugs
- Food and Drug Administration
- Managed Care
- Research and Development
---Growth of R & D
---Increased Length & Complexity of R & D
- Pharmaceutical Supply/Distribution Chain
PHARMACEUTICAL SALES REP: SKILLS FOR SUCCESS
- Critical Skills for Success
- Relationship Selling
- Duties and Responsibilities
- Day in the Life of a Rep
- Territory Management
--- Prioritization
--- No See Doctors
--- Target Market
- Sampling Rules and Expectations
--- Making an Impact
--- Mastering the Fundamentals of Selling
CLINICAL AND MEDICAL KNOWLEDGE
- Anatomy and Clinical Pharmacology
--- Pharmacodynamics
--- Pharmacokinetics
--- Drug Delivery Systems
- Medical Terminology: Developing Your Medical Vocabulary
- The Package Insert
RESOURCES
- Pharmaceutical Company Contacts
- Industry Recruiter Contacts
- Prescription Drug List by Therapeutic Class
BREAKING INFO PHARMACEUTICAL SALES
- Start at the Beginning
--- Self Analysis
--- Preceptorship: Pharmaceutical Sales Field Research
- Resumes That Get Results
--- Resume Examples for Every Background
- Cover Letters That Have Impact
--- Cover Letter Examples
- Keywords for Pharmaceutical Sales
- Brag Book Development
--- and Sample Brag Book Documents
- Networking for Pharma Sales Jobs
- Interviewing for Pharmaceutical Sales
--- Behavioral Interviewing Techniques
- Interview Q and A for Pharma Sales
- Practice Interview
AAPSP CERTIFICATION EXAM
The certification test assesses knowledge of critical success factors for pharmaceutical sales. Topics included as part of the AAPSP certification exam are listed below in alphabetical order by category:
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PHARMACEUTICAL INDUSTRY
- Clinical Trials
- Cost and Time of New Drug Development
- Formularies
- Generic Drugs
- Hatch-Waxman
- Laws and regulations
- Managed Care
- Orange Book Ratings
- Orphan Drug Act
- P&T Committee
- Patent
- Pharma Industry Benefits/Necessity
- Pharmaceutical Market
- Pharmaceutical Supply/Distribution Chain
- Pharmacy Benefit Management Plans
- Prescription Products
- Research and Development of New Drugs
- The Food and Drug Administration (FDA)
- Therapeutic Classes
- U.S. Industry Leaders
- Wholesalers for the Prescription Drug Industry
- Worldwide Pharmaceutical Market
PHARMACEUTICAL SALES REP: SKILLS FOR SUCCESS
- Calling on Medical Professionals
- Closing a Sales
- Combating Competitors (strategies)
- Critical Skills for Success
- Daily Schedule
- Detailing/Detail Pieces (brochures/reprints/visual aids)
- Duties and Responsibilities
- Gaining Product Acceptance
- Literature - approved for sales calls
- Making an Impact
- Management/DM (district manager) Expectations
- Market Share Optimization Strategies
- Mastering the Fundamentals
- No-see Doctors
- Office Call Protocol
- Opening a Sales
- Package Insert
- Pharmaceutical Marketing and Promotion
- Prioritization
- Regulatory Guidelines
- Relationship Selling
- Sampling
- Selling Skills
- Strategies for Time Optimization
- Target Market
- Terminology
- Territory Management
CLINICAL & MEDICAL KNOWLEDGE
- Anatomy
- Clinical Pharmacology
- Medical Terminology
- Package Insert
- Pharmacodynamics
- Pharmacokinetics
Copyright © 2007 AAPSP. All Rights Reserved.
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