A New Era of Training


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Product Description

The effectiveness of pharmaceutical sales reps relies heavily on a set of core values that include solid product knowledge fortified with ongoing continuing education. According to the National Association of Pharmaceutical Sales Representatives (NAPSR), the majority of the big pharma companies are implementing a hefty dose of e-learning programs in the form of virtual classrooms and Web-based training coupled with good old-fashioned hands on training, pharmaceutical sales certification, and evaluation programs to their ongoing training improvement processes.
The evolution of the sales rep is in a constant state of change, however. The days of multiple reps from the same company knocking on the door of the same physician are long gone. Some doctors now employ a strict closed-door policy when it comes to the sales rep. In a recent industry snapshot, Glenn Abrahamsen, senior director of global analytics for Schering-Plough, estimated that 7% of doctors nationwide now refuse to meet directly with drug sales reps, and in some regions, such as Wisconsin, that number can be as high as 50%…

Training Days During First Year on Job
Average Budget Per Rep Trained
Average Budget Per Rep Trained — New reps only

Thought Leaders
Edward J. Boylan. Southwest Region Sales Director, Eisai Inc., Woodcliff Lake, N.J.; Eisai is the U.S. subsidiary of Tokyo-based Eisai Co. Ltd., a research-based human healthcare company that discovers, develops, and markets products throughout the world. For information, visit
Karen Foote. Senior Manager, Sales Training and Development, Otsuka America Pharmaceutical Inc. (OAPI), Rockville, Md.; Otsuka America Pharmaceutical commercializes Otsuka-discovered and other product opportunities in North America, with a strong focus on and commitment to neuroscience, cardiovascular, and gastrointestinal therapeutic treatments. For more information, visit
Roy Galan. Assistant Director Sales Training, Community Care, Astellas Pharma US Inc., Deerfield, Ill.; Astellas US is a division of Astella Pharma Inc., which is dedicated to improving the health of people around the world through the provision of innovative and reliable pharmaceutical products. For more information, visit
Kenneth Harris. Senior Director, Sales Training, Shire, Wayne, Pa.; Shire focuses on meeting the needs of specialist physicians in the areas of attention deficit and hyperactivity disorders, human genetic therapies, and gastrointestinal and renal diseases. For more information, visit