Useful Advices - Business

There are almost as many ways to sell as there are things to sell. But regardless of what you are selling, some techniques shoul

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

d be in your arsenal. The fine art of listening should be at the top of your list. As a young salesman for the Yellow Pages, I o

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

Examples of combination products may in

ften talked right past the sale. It’s because I was so intent upon delivering my preset sales pitch, I ignored what my client wa

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

s telling me. There’s a time to shut up and listen. You can help control this part of the sales call by doing your fact-finding

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

right up front.

If your get the Q & A out of the way, the call will go smoother. It accomplishes a few things. First, the busin

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

Combination pro

ess person will feel you have a genuine interest in their company. It shows you are concerned and it shows you can absorb what i

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

s said. I always had a memo pad open and made copious notes. Even if it was just gibberish, it made the customer think what the

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

y were telling me was important. Many times I would uncover a gem or point I could relate to later in the call. It’s relatively

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

easy to do.

You should have a basic list of questions that you ask each and every business. Here are just a few:

How l

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

ong have you been in business?

Why did you chose to go into this business?

Who is your biggest competitor?

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

li>What is your most profitable product or service?

What makes you unique?

What is an average or typical custome

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

Following aspects would a

r worth?

Where would you like to be in five years?

These are a few I used to ask. It also depends on what you

dd to the challenges in developing combination products:

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

’re selling and how much time you have. But it can help move you toward the close and uncover any objections before you get to t

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

hem. For example, if the customer tells you that they are thinking of retiring in the next few years, you might want to recommen

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

d a short-term sales solution. Or if their profits are small, you large recommendation might have to be redirected or pared down

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

. But it’s far better to know that before wasting a lot of time on the wrong proposal.

Fact-finding has saved me from embarrass

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

Professional from academic institutions, pharmaceutical industries, health care indust

ment on numerous occasions. There were times that I had to forgo an ad I already drew up based on what I uncovered during this d

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

iscovery mode. Once, a Chinese restaurant told me that green was a bad luck color for them. I had to ditch the ad with the green

.

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

headline that therefore remained in my bag. Instead, I simply redrew an ad using red and gold markers after they told me they w

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

Companies that provide selfless information through particip

ere colors of good fortune. Use the facts the client gives you to back up your recommendation and move toward a positive outcome

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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Have you ever needed to negotiate the price of something, but were afraid of how to approach it? Well this article will help you to not only survive the art of negotiation, but also to learn how to enjoy it.

Above all, you need to know that the right PR can alter individual perception and lead to changed behaviors. Especially when you create external stakeholder behavior change, the kind that leads di...

In this noisy world of extroverted personalities, there sure is a lot of talking going on. We filter thousands of words each day and studies show only about ten percent of what we hear actually sinks in. The rest becomes white noise. In communicating at work, there are times when pausing can be more strategic than talking.

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