ompetitive pharmaceutical sales representatives must deeply understand the product they are selling. That means being fully versed on the details of the clinical trials on which FDA approval of the product was based, as well as all relevant data on safety, efficacy, and pharmacodynamics/pharmacokinetics. They also, of course, need to fully grasp the relevant anatomy, physiology, and molecular biology of the disease state targeted by the drug or device in question. Achieving these levels of competence requires clear, succinct training programs — essentially a "crash course" in everything related to the product.
I've written and produced a wide range of such training programs, for delivery via print, PowerPoint, audio, or online. Due to confidentiality agreements, I cannot share the actual programs I've created (unless, of course, you happen to be employed by one of the companies for whom a project was created). I would, however, be happy to discuss in general terms any of the projects listed below, and I can provide references for each project so you can talk directly to the folks who are now using these materials.
A 5-part series of training booklets for Genentech about asthma, immunology, pharmacological treatment options for asthma, and product information for Xolair.
A 4-part training about Major Depressive Disorder, current treatment options for depression, transcranial magnetic stimulation, and specific product information for the NeuroStar TMS Therapy System.
I wrote parts 2 and 3 of a printed sales training program about solid organ transplantation, relevant immunology, and the history, clinical trials, and pharmacology of Valcyte for the prevention of cytomegalovirus infection.
Module 3 of a training program about retinal vein occlusion and the pivotal clinical trials conducted for Lucentis.
A presentation for use in a live sales training event about rheumatoid arthritis and produce-specific information about Rituxan.
Audio program about trastuzumab and its role in the treatment of metastatic breast cancer, particularly as it relates to the marketing and positioning of the GSK product Tykerb.
Audio program about cancer chemotherapy in general, and MOA and other relevant pharmacological/clinical details of capecitabine for breast cancer.
An online training program about Genentech's phone-based nurse support program for Xolair patients.
An online training program about Genentech's in-house system for recording and validating representatives' sales of Xolair.