The Healthcare Rep Academy's PSC Certification program is a comprehensive sales education program offered through our award winning LMS training system to make entry level Pharmaceutical Sales Rep candidates knowledgeable, successful and able to meet basic job requirements so they can more easily enter into this career choice.
Intro to Pharmaceutical Sales
The Healthcare Rep Academy program is internationally recognized and offers a series of training modules designed to prepare candidates to earn their industry PSC Certification designation, an elite industry certification where professionals establish a high level of competency to be able to sell Pharmaceuticals.
Achieving your PSC Certification shows your potential employer that you have the comprehensive knowledge required to work in today’s changing pharmaceutical industry environment.
See Below For The Entire PSC Certification Curriculum:
Module 1: Introduction To A Career In Pharmaceutical Sales
- Introduction
- The Pharmaceutical Industry
- Factors Influencing Growth
- Technology
- Healthcare Demand
- Food & Drug Administration
- Pharmaceutical Marketing
- Geography Of Pharmaceutical Sales
- Sales Team Job Descriptions
- Compensation
- Benefits
- How Does The Bonus/commission Work?
Module 2: Summary Of What It Takes To Be A Top Pharmaceutical Sales Representative
- Time Management
- Continuing Product Education
- Sources Of Additional Educational Materials
Module 3: The Pharmaceutical Industry Is The Strength For The U.s. Economy
- New Medicines In Development
- Pharmaceutical R&D Boosts The U.S. Economy
- How Price Controls Impact R&D
- Research And Development Terminology
Module 4: Introduction To Pharmaceutical Sales Product Knowledge Of Clinical Pharmacology (So Important!)
- History Of Pharmacology
- Basic Clinical Pharmacology
- Overview Of Drugs
- Pharmacology – The Study Of Medicines
- Medical Knowledge And Understanding
- The Fda Definition Of A Drug
- Pharmacology And Therapeutics
- The Cell
- Classes Of Nutrients
- Prescription And Over-the-counter Drugs
- The Body’s Major Systems
- Controlled Substances, Drug Schedules, And Teratogenic Risks
- Pharmacokinetics And Pharmacodynamics
- Drug Design & Development
- Placebos
- Drugs From Laboratory To Medicine Cabinet
- Effectiveness & Safety
- Making The Most Of Drug Treatment
- The Rights Of Drug Administration
- Patient Compliance And Successful Pharmacotherapy
- Drug Orders And Time Schedules
- Systems Of Measurement
- Drug Administration And Kinetics
- Routes Of Drug Administration And Delivery
- Drug Absorption
- Drug Distribution
- Drug Metabolism
- Drug Elimination & Excretion
- Drug Forms
- Dispensing Drugs
- Site Selectivity
- Cell Receptors
- Enzymes
- Drug Action
- Reversibility
- Affinity And Intrinsic Activity
- Potency And Efficacy
- Drug Response
- Adverse Drug Reactions
- Compliance With Drug Treatment
- Trade-name And Generic Drugs
- Pharmaceutical Ingredients
- Other Relevant Terminology
Module 5: Pharmaceutical Sales Techniques – Proven Methods From The Top Pharmaceutical Reps In The Industry
- Practical Approaches To Evidence-based Selling
- The Short Call Protocol
- Medical Science Liaisons To The Rescue
- Effective Emotion-based Selling
- Sales Strategy: “push Through—pull Through
- Medical Office Calls
- Making The Medical Office Call
- Doctors’ Answers To Frequently Asked Questions
- Increasing Sales Force Effectiveness Through
- A Doctor-focused Team
- Medicare Part D – 8 Ways To Penetrate The Over 65 Market
- Think Like A Doctor
- Finding The “hot Buttons” That Matter To Your Doctor
- Make The Most Of Your Speaker Programs
- Local Exhibits And Displays
Module 6: Drug Sampling – The Best Way To Make Headwinds With Your Physician Clients
- Drug Sample Storage Techniques
- E-prescribing
- Federal Regulations
- E-sampling
- Storage Of Pharmaceutical Products
- Recalls Of Drug Products
Module 7: Pre-clinical Studies And Why Pharmaceutical Reps Need To Communicate Them With Healthcare Professionals
- Pharmacokinetics: How The Body Handles Medications
- Pharmacodymanics And Interpatient Variability
- The Passage Of Drugs Through Plasma Membranes
- Absorption Of Medications
- Distribution Of Medications
- Metabolism Of Medications
- Excretion Of Medications
- Toxicology
- Drug Plasma Concentration And Therapeutic Response
- Onset, Peak Levels And Duration Of Drug Action
- Loading Doses And Maintenance Doses
- The Graded Dose-response Relationship And Therapeutic Response
- Potency And Efficacy
- Cellular Receptors And Drug Action
- Types Of Drug–receptor Interactions
- Animal Tests, In Vitro Assays, And In Silica Methods
- Body Chemistry
- Genetics And The Pharmaceutical Industry
- Pharmacology Of The Future: Customizing Drug Therapy
- Variation Is The Spice Of Life
Module 8: Clinical Trials – Why Physicians Use Them To Decide On Which Pharmaceuticals To Prescribe
- Ethical Considerations
- The Four Phases Of Clinical Trials
- Regulatory Requirements For Clinical Trials
- Selling With Clinical Papers
- Sell What Is Meaningful To Physicians
- Key Terms
- Biostatistics
Module 9 : Introduction To Pharmaceutical R&D
- Over A Billion Dollars Per New Drug
- Increasingly Complex Phase Iii Trials
- Drug Relations And Standards
- The Role Of The Food And Drug Administration
- Phases Of Approval For Therapeutic And Biologic Drugs
- Changes To The Drug Approval Process
- Pharmaceutical Regulatory Organizations
- Policy Implications
- Significant Growth In U.S. R&D Investment
- Private Vs. Public R&D Funding
- The Benefits Of Government-industry Partnerships
- U.S. Companies Spend More On R&D Than On Promotion
- Value Of Pharmaceutical Marketing
- Increased Scientific Opportunities
Module 10: Effective Pharmaceutical Branding – Making It Easier For Reps To Increase Their Market Share With Physician Prescribers
- Therapeutic And Pharmacologic Classification Of Drugs
- Chemical, Generic, And Trade Names For Drugs
- Differences Between Brand-name Drugs And Generics
- Their Generic Equivalents
- Why Branding Is Important
- Branding In Mergers And Acquisitions
- Drawing Inspiration From The Otc Market
- Starting Early
- Building A Long-term Global Presence
- Brand Values: Functional, Expressive, And Central
- The 6 Stages Of Brand Strategy Development
- Pharmaceutical Brand Name Development
Module 11: Pharmaceutical Marketing In Perspective
- Narrowing The Treatment Gap
- Providing Samples
- Educating Physicians
- Pharmaceutical Marketing Is Only One Way
- Many Factors That Inform Prescribing
- Dtc Advertising: Unique To The U.S. Market
- Factors That Have Influenced Dtc Marketing Trends
- The Internet And Consumers’ Rights
- Entering The New Millennium, The Evolution Continues
- Advertising Improves Communications
- Between Patients And Physicians
- Advertising Prompts People To Seek Treatment
- DTC Advertising Does Not Cause Overuse
- DTC Advertising Does Not Cause Higher Drug Prices
- R&D Costs Vs. Promotional Costs
- Controlling “gifts” To Healthcare Providers
- Summary: Providing A Public Service
Module 12: Biopharmaceutical Drug Development – The Fastest Growing Marketplace In The Industry For Pharma Reps
- Vaccines
- Recent Vaccine Research And Clinical Activities
- Human Immune System
- Cytokines
- Hormones
- Gene Therapy
- Stem Cells
- Bone Marrow Transplant
- FDA Approval Process Time Frame
Module 13: Managed Care And Why Pharmaceutical Reps Need To Know About This Growing Marketplace For Patients
- Formularies
- Formulary Evolution
- Evolution Of Pharmacy Benefit Management (PBM)
- Retail And Institutional Buying Groups
- Who Pays For Pharmaceutical Products?
- Anatomy Of A Hospital—How To Increase Prescriptions
Module 14: Overview Of Diagnostic Testing And What Pharmaceutical Reps Need To Know To Help Their Clients
- Allergy Testing
- Bone, Joint And Muscle Tests
- Brain And Nerver Tests
- Heart And Circulation Tests
- Digestive System Tests
- Lung And Breathing Tests
- DNA Testing
Module 15: Package Insert Information Requirements – Details Physicians And Other Prescribers May Ask You About
- Descriptions Of How To Prescribe A Drug Safely And Effectively For The Safety Of The Patient
Module 16: Drug Patents And The Need For Them In The Marketplace
- What Is A Patent?
- Duration Of A Patent
- Marketing Exclusivity
- Generic Drugs
- ANDA For Generic Vs. Patent Infringement
- The Hatch-Waxman Act
- Drug Patent Terminology
Module 17: Drug Distribution & Supply Chain Knowledge
- Wholesalers, Distributors, Retailers, & Institutions
- The Wholesaler’s Role In The Supply Chain
- Distribution Terminology
Module 18: Pharmaceutical Sales Rep Ethical And Regulatory Guidelines
- AMA Guidelines On Gifts To Physicians From Industry
- PhRMA Code On Pharmaceutical Sales Rep Relationships With U.S. Healthcare Professionals
- FAQ About The 2009 PhRMA Code
- Selling Under The Physician Data Restriction Program
Module 19: Pharmaceutical Selling To Specific Healthcare Professional Customers
- Getting In The Door
- Building Partnerships
- Selling To Hospitals
- Selling To Community Health Centers
- Selling To Family Physicians & Practices
- Selling To Residents
- Selling To Psychiatrists
- Selling To Nurses
- Selling To Cardiologists
- Selling To Urologists
Module 20: Making The Most Of Your Pharmaceutical Sales Calls
- Organizing Your Day
- Finding Information
- The Human Factor
- Preparing For The Sales Call
- Targeted Drug Marketing
- Six Steps To A Successful Pharmaceutical Sales Call
- Pull Through Your Product At The Point Of Sale
- Managing Rumors With Customers
- Five Steps You Can Take To Be An Indispensable
- Pharmaceutical Sales Rep
- Building A Relationship With Your District Manager
- Getting The Most Out Of Your Industry Training
- Using Sales Aids
- Handling Objections Through E-learning
- First Impressions Are Critical
- Traits Of Pharmaceutical Sales Superstars
Module 21: Pharmaceutical Terminology
500 of the most important terms need to communicate effectively with physicians and other healthcare professionals.
Module 22: Therapeutic Agents
Need to know therapeutic agents from anti-infectives to respiratory agents.