COURSE CONSULTANTS

THIRD EDITION:

Glenn Rosenthal, MA, MBA, EdD
Program Director and Assistant Professor
Pharmaceutical Marketing and Management Program
University of the Sciences in Philadelphia
Philadelphia, Pennsylvania

FOURTH EDITION:

Glenn Rosenthal, MA, MBA, EdD
Program Director and Assistant Professor
Pharmaceutical Marketing and Management Program
University of the Sciences in Philadelphia
Philadelphia, Pennsylvania

Thomas Foster, PharmD
Professor of Pharmacy and Anesthesiology
Colleges of Pharmacy and Medicine
University of Kentucky Medical Center
Lexington, Kentucky

Graduate Supplement
BUS-5401
To earn graduate-level credit, this supplement and course BUS-401 must be successfully completed.

Click here for more information about graduate-level credit.

Who Should Take This Course:
Sales representatives, managers, and others who are interested in learning how the pharmaceutical industry has grown and evolved in the United States and how this industry is implementing strategies for adapting to the opportunities and challenges of today’s healthcare market.

Career Applications/Benefits:
The pharmaceutical industry has been responsible for many of the medical breakthroughs that have occurred in the last 60 years. Since the discovery and mass production of penicillin that saved the lives of many thousands of people during World War II, pharmaceutical research has provided society with drugs to fight the major illnesses that have affected each generation, including cancer, AIDS, and heart disease. Today, the pharmaceutical industry is taking a reinvigorated approach toward providing quality healthcare products and services. New opportunities in disease management are leading to the development of new pharmaceutical products and services for a number of chronic diseases. This course will benefit those working in various positions throughout the pharmaceutical industry. Information provided in this course will help prepare individuals to navigate an ever-changing industry and promote the value of pharmaceuticals in an era of cost containment.

Course Description:
This course describes the growth of the pharmaceutical industry from its early beginnings in pre-Revolutionary-War America to its present role as a multi-billion-dollar industry. It also describes the drug discovery and development process from inception to market. In addition, the course discusses the healthcare benefits provided by the pharmaceutical industry, business and management trends, and the influence of disease management. Finally, it discusses how the training of pharmaceutical representatives, which once focused strictly on sales, has evolved to its current emphasis on providing a full spectrum of value-added services.

Related Courses:
• The 21st Century Physician
• The Evolving Healthcare Community
• The Managed Healthcare Market
• Pharmaceutical and Medical Research
• The Value of Pharmaceuticals

Chapter Content:

Learning Objectives:
Upon successful completion of this course, the student will be able to use appropriate terminology to describe and/or define areas of the pharmaceutical industry, the history and current role of pharmacy and the pharmaceutical industry; the progression of a new drug product from inception to market; the roles and responsibilities of healthcare providers and patients; and the development of regulatory agencies and policies concerning distribution, sales, safety, and efficacy of drug products.

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