Skip to main content

National College Credit Recommendation Service

Board of Regents  |  University of the State of New York

Excelsior University, Center for Professional Development | Evaluated Learning Experience

Certified National Pharmaceutical Representative (CPD044)

90 hours.
Various, distance learning format.

July 2008 - May 2018.

Instructional delivery format: 
Online/distance learning
Learner Outcomes: 

Upon successful completion of the course, students will be able to: demonstrate a working knowledge of all pharmaceutical terms, definitions, and abbreviation needed to sell pharmaceuticals; demonstrate familiarity with the pharmaceutical industry, major product lines, and therapeutic categories; understand the FDA's role in the industry, laws enforced by the FDA, the Hatch-Waxman Act, and regulatory compliance in drug labeling and promotion; comprehend Medicare and Medicaid issues and how they affect the selling process; understand research and development of new drugs, including stages and timelines of new drug development and clinical trials; study government reimbursement programs, drug discount cards, major concepts and components of managed-care, main stakeholders in the managed-care marketplace, drug marketing, and group-purchasing organizations; explain the concept of pharmaceutical sales territory planning and information gathering and learn the importance of call planning and record keeping, how to handle appointment calls and impromptu calls and strategies for no-see offices and downtime; effectively use sales brochures and support literature in order to sell new products versus established products; effectively prepare for hospital calls; address security concerns of hospitals and sampling rules in hospitals; and prepare to take the CNPR certification examination.


This unique training program prepares students for a new career as a pharmaceutical sales representative and for national certification through NAPSR (National Association of Pharmaceutical Sales Representatives). The Certified National Pharmaceutical Representative (CNPR) Online Training Program helps students develop knowledge in clinical pharmacology, physiology, and medical terminology by enhancing their understanding of the pharmaceutical industry and its selling process to increase employment potential and opportunities. CNPR students must be willing to participate in continuing education and must agree to uphold the NAPSR (National Association of Pharmaceutical Sales Representatives) Standards of Ethical Practices and Certification Program Rules. The CNPR is a federally trademarked certification that can be earned by demonstrating necessary knowledge in pharmacology, medical terminology, physiology,and regulations for selling pharmaceuticals. The CNPR examination is dedicated to increasing the professional level of NAPSR members and to developing meaningful and ethical standards fully accepted by both its members and members of the pharmaceutical community.

Credit recommendation: 
In the lower division certificate or associate degree category, 2 semester hours in Certified National Pharmaceutical Representative OR in the lower division baccalaureate/associate degree category, 1 semester hour in Certified National Pharmaceutical Representative (10/13).