Useful Advices - Business

In direct sales rapport with the prospect greatly enhances your probability of closing the sale. T

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

o be effective at using rapport you need to understand how your prospect communicate and process i

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

nformation. Does this sound a bit farfetched to you? Frankly, it is challenging to learn this and

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

equires constant practice.

The first step in understanding how your prospects communicate is to f

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

irst understand how you as sales professional communicate. Do you prefer to have thins explained t

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

you in a visual manner or through written materials? Maybe you like to understand how something w

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

orks before you obtain and use it. Once you identify the manner in which you communicate then you

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

ill be able to identify this in direct sales when dealing with prospects. You may then adjust your

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

sales presentation to maximize getting your ideas accepted.

During your meeting with prospects y

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

u may have noticed the different speaking tones body language and eye movements. Eye movements can

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

be a key indicator of how your prospects communicate. For example, if the prospect looks up a lot

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

, while you are speaking then they most likely communicate in a visual manner. The use of graphics

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

illustrations and diagram should be most effective to such prospects. If the prospect looks from s

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

ide to side a lot then the use of written materials would be most effective. If the prospect tend

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

to look down a lot then using words to appeal to their emotions would be cost-effective.

Finally,

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

learn to rely on your instinct because your instincts are usually correct especially if you use i

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

constantly. By internally monitoring how your prospect is communicating you can ask questions tha

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

t will enable you to see tings from their perspective.In direct sales, this enables you to find a

.

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

ommon ground whereby you can make the prospect more comfortable and offer a solution to their need

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

s.

Having good rapport skills in direct sales will enable you to attain a higher level of success

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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