Industry Essential

Industry Essentials

Our pharmaceutical industry training can quickly prepare pharmaceutical sales reps with the essential knowledge needed to be successful in this complex and highly-regulated environment.

Advances and Innovations in Medications

This module describes the role of medications, particularly new drugs, in saving and extending patients' lives, as well as improving their quality of life.

Benefits of the Biopharmaceutical Industry

This module provides a brief overview of the medical, economic, and humanistic benefits provided by the biopharmaceutical industry.

Business Trends within the Biopharmaceutical Industry

This module discusses business trends in the biopharmaceutical industry including, alliances and partnerships, management trends, regional business units, and the growing use of complementary and alternative medicines.

Challenges Facing the Biopharmaceutical Industry

This module discusses products, programs, and technologies that are in place to address the challenges presented by managed care attempts to address healthcare costs, globalization, and the growing problem of counterfeit biopharmaceuticals. These areas have all been targeted as significant and growing challenges to the biopharmaceutical industry today.

Classification of Biopharmaceutical Products

This module will describe prescription medicines, nonprescription medicines, generic drugs, and biologics and biosimilars.

Drugs–their Clinical Uses and How they are Named and Controlled

This module introduces you to the clinical uses of drugs, discusses how drugs are derived, identifies sources clinicians use to obtain drug information, and describes how drugs are named and controlled.

Early Regulation of Pharmaceutical Products

This module discusses the key pieces of legislation that have helped to regulate the pharmaceutical industry. They include:
• The Pure Food and Drug Act and the origin of the FDA
• The Federal Food, Drug, and Cosmetic Act
• The Durham-Humphrey Amendment
• The Harris-Kefauver Amendments
• The Drug Abuse Prevention and Control Act
• The Orphan Drug Amendment of 1983
• The Belmont Report
• The Hatch-Waxman Act of 1984
• The Health Insurance Portability and Accountability Act (HIPAA) of 1996
• The Food and Drug Administration Modernization Act (FDAMA) of 1997

Engaging in a Productive Dialogue about Drug Prices

As a healthcare sales professional, it may be difficult to know how to answer customers' questions about drug prices. This resource will provide you talking points that you can customize to your situation in order to engage in a productive dialogue and help address your customer's concerns.

Factors Influencing Prescription Drug Pricing

To understand the rationale for pricing prescription drugs, it is necessary to appreciate the new expanded role for pharmaceuticals. Thus, this module begins with a discussion of the price of prescription medications in overall healthcare costs. This is followed by a description of the factors involved in setting drug prices.

Generic Competition and Over-the-Counter Drugs

In this module, we will review the impact of generic drugs on the pharmaceutical industry, and then describe some of the strategies companies are adopting to offset the impact of this competition, including transfer of drugs to over-the-counter status.

Hospitals–Accreditation, Types, and Key Personnel

This module discusses hospital accreditation and describes the different types of hospitals within the healthcare community. It discusses key hospital personnel and highlights current trends in the hospital environment.

Key Issues Affecting Physician Practices

This module introduces you to important aspects of the setting in which 21st century physicians practice.

Key US Regulatory Bodies and Groups Associated with Ethics and Compliance

This module focuses on the US-based groups involved in influencing, generating, and enforcing mandates in the life science industry, including the government agencies that implement regulations and monitor compliance. It then discusses the professional and industry associations that issue voluntary guidelines to ensure ethical behavior among their members.

Late 20th and 21st Century US Legislation

Trends in recent US legislation have focused on increasing transparency in promotional activities of life science companies, protecting patient privacy, and finding a balance between improving patient safety and speeding access to innovative medical products. This module focuses on legislation that has been enacted at the federal level, such as the Prescription Drug Marketing Act, HIPAA, FDAAA, and the Affordable Care Act (ACA). Trends in federal legislation and state and local laws are also discussed.

Marketing and Sales in the Biopharmaceutical Industry

This module explores the marketing life cycle of a drug, looks at the role of marketing research in the biopharmaceutical industry, and describes the factors that can impact product pricing. It also discusses how product sales are tracked, describes common promotional strategies, and explains the role and responsibilities of national account managers.

Medication Adherence: Issues and Outcomes

Patients often fail to take their medication as directed, which has a negative impact on clinical and financial outcomes in healthcare. This module defines adherence concepts, discusses some of the barriers to medication adherence as well as several strategies that may help patients follow their treatment plans.

Opportunities for Representatives in Managed Healthcare

This module describes the emergence of managed care divisions in many pharmaceutical companies and the implications it has for field sales. The module also discusses several aspects of a representatives’ job that are critical to success in today’s marketplace.

Overview of Key Providers

This module provides information about the education and training, licensure requirements, and major responsibilities of physicians, physician assistants, nurses, and pharmacists. It includes discussion of their changing roles and industry trends.

Overview of Pharmaceutical Drug Patents

This module describes pharmaceutical drug patents and discusses the impact of patent expiration on the sales and price of a drug.

Pharmaceutical Prices: Balancing Innovation with Access and Affordability

The pharmaceutical industry’s innovative products have transformed lives while generating strong financial returns for companies and investors. Yet in today’s value-conscious environment, pharmaceutical prices are frequently under scrutiny. This module begins by discussing the importance of industry profitability. The discussion will then provide an overview of current trends in prescription drug spending. The module will also cover issues related to access and affordability as companies aim to demonstrate the value of their drugs.

Primary Care Physicians in the 21st Century

This module defines primary care, describes the conditions these physicians typically treat, looks at their role in a managed care environment, and explores trends related to the interest in primary care among medical students.

Profile of the Physician Workforce

This module explores several important trends shaping today's physician population, including the increased number of women physicians, influx of physicians from other countries, aging of physicians and values and behaviors of younger physicians.While the module discusses typical characteristics of different physician groups, take care to avoid over-generalizing about your individual customers; approach each with versatility and an open mind. The module also discusses several factors that are contributing to a physician shortage.

Recent Legislation Impacting the Biopharmaceutical Industry

This module discusses key laws and also provides an overview on the FDA OTC Drug Review and controls that have been implemented by the biopharmaceutical industry.

Regulatory and Ethical Compliance in the Life Sciences

This module describes the sources and scope of mandates affecting the life science industry, their purpose, the risks of noncompliance to companies and individuals, and the steps pharmaceutical manufacturers take to ensure and demonstrate compliance.

Research and Development (R&D) in the Biopharmaceutical Industry

This module discusses major breakthroughs in drug development and important aspects of the R&D process.

Role of Nonprimary Care Specialist in the 21st Century

This module defines the term nonprimary care specialist, and looks at the relationship between primary care physicians and specialists. It describes the effect of managed care on specialists, looks at trends in specialty care, and considers the role of hospitalists.

Role of the Healthcare Representative in Disease Management

This module describes the significant impact disease management has had on healthcare representatives in several key areas, including the knowledge-base they need, the audience they target, and the services they are expected to provide.

Skills for Navigating the Healthcare Industry in the 21st Century

This module discusses some of the skills that healthcare sales professionals will require to grow and succeed in their territories and within their organizations. These skills include awareness of industry trends, an emphasis on customer service, effective partnering skills, negotiating skills, the ability to work as part of a team, knowledge of financial issues and strategic business planning, and technology skills.

The Costs and Financiers of Drug Development

This module focuses on the factors that contribute to the high cost of drug development, why the process takes so long, and the entities that fund the costs.

The Drug Development Process

This module provides an overview of the process involved in taking a new drug from the laboratory to clinicians' offices.

The Evolving Role of Healthcare Sales Professionals

This module discusses the historical development of the role of healthcare sales professionals and the training they typically receive.

The Evolving Structure of Life Science Sales

This module looks at how horizontal management and its emphasis on teamwork, as well as the changing landscape of decision makers, are influencing life science sales.

The Role of Healthcare Sales Professionals

This module discusses the role of healthcare sales professionals as it relates to: territory analysis, gaining access to customers, and working within teams.

The Role of Pharmaceutical Companies In Determining Price and Value

This module discusses some of the reasons why the value of a drug may not be attained and describes what pharmaceutical companies can do to help ensure that the value of their drugs is achieved as well as government mandated actions intended to improve health outcomes which most experts feel will lead to a reduction in healthcare spending. It then discusses the ways in which pharmaceutical companies can illustrate the value of prescription drugs to their customers.

Understanding ICD-10

In October of 2015, US healthcare providers and other industry stakeholders, such as health plans, began using the ICD-10 code sets to report medical diagnoses and inpatient procedures. This module helps you understand ICD-10 and how it impacts your customers.

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