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Useful Advices - My Cousin Vinnie - The Salesman
Actually, Vinnie isn't my Cousin - but he is a genuine salesman.
I've got a question for you. Are you in shape? Are you in really good shape? If not, why not?
It's important for
I've got a question for you. Are you in shape? Are you in really good shape? If not, why not?
It's important for
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
you to be in top physical condition. But that's not with this article is about. This article is about increasing your sales. What kind of "Shape" is your sales presentation in?
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
love to watch salespeople in action. I can't help it. So, when our cruise ship arrived in St. Thomas, I had the opportunity to observe more than a dozen salespeople. Bernadette,
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
y wife, loves to shop. She came prepared with a list of gifts we needed to buy for the upcoming holiday's.
I don't remember how many jewelry stores we visited. I do remember, howe
I don't remember how many jewelry stores we visited. I do remember, howe
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
er, one in particular. The store’s name is Dazzlers, a duty-free shop, within two blocks of our ship the Golden Princess. Vinnie was our salesman. Here are several observations:
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
e was friendly.
He was very patient.
He smiled and gestured easily.
He asked good sales questions and kept showing Bernadette different pieces of jewelry.
He took the initiative
He was very patient.
He smiled and gestured easily.
He asked good sales questions and kept showing Bernadette different pieces of jewelry.
He took the initiative
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
nd walked briskly from display case to display case.
He never asked for permission and he just kept bringing more things for my wife to see, touch, and try on, each time getting clo
He never asked for permission and he just kept bringing more things for my wife to see, touch, and try on, each time getting clo
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
er to what she was looking for.
He called another store and asked them to rush over another piece of jewelry that Bernadette asked about.
He said would take three to five minutes f
He called another store and asked them to rush over another piece of jewelry that Bernadette asked about.
He said would take three to five minutes f
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
r the piece to be delivered to his store.
Bernadette said, "We'll go for a beer and come back in a half-hour." In what seemed to be "Faster than a speeding bullet" Vinnie reaches u
Bernadette said, "We'll go for a beer and come back in a half-hour." In what seemed to be "Faster than a speeding bullet" Vinnie reaches u
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
der the counter and takes out two ice-cold cans of Coors light.
That was one very smooth move. I told Vinnie the last time I saw a move like that was in 1969. While stationed in V
That was one very smooth move. I told Vinnie the last time I saw a move like that was in 1969. While stationed in V
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
etnam, I had the opportunity to take R & R in Hong Kong. I told him, while having two suits made, the tailor opened his bar and offered me a drink.
Vinnie told us his life story in
Vinnie told us his life story in
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
luding how his father during the 1960s was a tailor in Hong Kong and how he used to serve his customers cocktails while they were waiting. It really is a small world.
Vinnie did a
Vinnie did a
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
ood job and we rewarded him with two sales. His sales presentation was in good shape. What kind of shape is your sales presentation in?
Can you recite the Pledge of Allegiance?
O
Can you recite the Pledge of Allegiance?
O
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
course you can. Can you recite your favorite poem, psalm, or song? Of course you can, and why is that? It's probably because you know the words. No one ad-libs the words to the
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
Pledge" or the words to their favorite song. It's unthinkable.
Can you recite how you make sales appointments when using the telephone?
Can you recite your ten best open-ended que
Can you recite how you make sales appointments when using the telephone?
Can you recite your ten best open-ended que
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
tions?
Can you recite four benefits of your key products.
Can you recite how you deal with the price objection?
Can you recite how you ask for the business?
There's a huge differ
Can you recite four benefits of your key products.
Can you recite how you deal with the price objection?
Can you recite how you ask for the business?
There's a huge differ
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
nce between being prepared and sounding canned - huge! You're more likely to sound canned when you don't prepare, because everyone usually says the same thing in similar situations.
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
The Gettysburg address was not an improvisation.
The Lord's prayer is not an improvisation.
The Pledge of Allegiance is not an improvisation.
Wouldn't you sound better if your en
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
ire sales presentation was not an improvisation?
In the military you often hear "You’d better shape up or ship out."
If you shape up your sales presentation you won't have to worry
In the military you often hear "You’d better shape up or ship out."
If you shape up your sales presentation you won't have to worry
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
about shipping out unless of course you decide to book a cruise to St. Thomas.
Give my regards to Vinnie when you see him.
The best way to increase sales is to ask better questions
Give my regards to Vinnie when you see him.
The best way to increase sales is to ask better questions
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
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