Overview

The pharmaceutical sales organization is undergoing a “transformation,” where representatives must be able to offer more than product knowledge and samples.

“[Today’s] sales rep must be well-versed in the issues that impact disease management, regulatory, and patient quality-of-life concerns…”

Taren Grom, Letter from the Editor,
PharmaVOICE, View on Sales, Vol. 6, No. 2, May 2008

To gain access and establish credibility, sales reps must provide value—which is created by an exchange of information relevant to the clinician’s practice. This requires reps to have both a broader and deeper understanding of the therapeutic area in which they work.

Certified Pain Representative (CPR) Training Program™

Pain is a particularly complex and fragmented field, making this task even more difficult. To address the challenges faced by pharmaceutical representatives in the pain market, the ASPE worked with Aventine HealthSciences to develop a Certified Pain Representative (CPR) Training Program. Learn more.

QUICK POLL

Sales Force Training

1. Approximately how many hours of training does your organization provide on nonproduct-related pain topics each year?

2. What is your preferred way of participating in sales training activities? (Check ALL that apply.)

3. What are your favorite format(s) for live meetings? (Check ALL that apply.)