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Students - American Association of Pharmaceutical Sales Professionals
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pharmaceutical sales certification   pharmaceutical sales certification
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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.

Table of Contents
EXAM Topics

**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.).

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    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
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    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
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    CLINICAL AND MEDICAL KNOWLEDGE
  • Anatomy and Clinical Pharmacology
    --- Pharmacodynamics
    --- Pharmacokinetics
    --- Drug Delivery Systems
  • Medical Terminology: Developing Your Medical Vocabulary
  • The Package Insert
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    RESOURCES
  • Pharmaceutical Company Contacts
  • Industry Recruiter Contacts
  • Prescription Drug List by Therapeutic Class

    BREAKING INTO 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
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AAPSP CERTIFICATION EXAM
The certification test assesses knowledge of critical success factors for pharmaceutical sales. A minimum score of 90% is required to pass the exam, and 97% of program participants pass the exam the first time. 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
  • FDA: Food and Drug Administration
  • Formularies
  • Generic Drugs
  • Hatch-Waxman
  • Laws and regulations
  • Managed Care
  • Orange Book Ratings
  • Orphan Drug Act
  • P&T Committee
  • Patents and Exclusivity
  • Pharma Industry Benefits/Necessity
  • Pharmaceutical Market
  • Pharma Supply/Distribution Chain
  • Pharmacy Benefit Management Plans
  • Prescription Products
  • R and D of New Drugs
  • Therapeutic Classes
  • U.S. Industry Leaders
  • Wholesalers (Rx)
  • Worldwide Pharmaceutical Market
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    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/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
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    CLINICAL & MEDICAL KNOWLEDGE
  • Anatomy
  • Clinical Pharmacology
  • Medical Terminology
  • Package Insert
  • Pharmacodynamics
  • Pharmacokinetics
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TEMPORARILY OUT OF STOCK
Pharmaceutical Sales Training/Certification Program
[$185] (includes Manual, Shipping, Testing, Test Evaluation and Processing)



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