Useful Advices - Business

In all walks of business, there are sales people. There are some sales-phobic, mathematically challenged folks who believe that the word "sales" is a frightening, four-letter word

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

. So they cleverly avoid using the s-word in job titles. Their sales people have more professional sounding, euphemistic titles like...

* Business Development

* Account Executiv

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

Examples of combination products may in

e

* Community Relations

* Customer Relations

* Marketing Consultant

* Vice President

* Loan Officer

* Mortgage Originator

* Solutions Engineer

* Solutions Specialist

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

Whatever we call them, let's review the importance of their role.

Because it's purpose is to create a customer, the business has two - and only - two functions, marketing and

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

innovation. Marketing and innovation produce results, all the rest are costs. - Peter Drucker

So if we can agree with Mr. Drucker that creating a customer is a critical functi

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

Combination pro

n, are there opportunities to improve our processes with those who sell? Let's examine the skill element of selling. Are selling skills more like riding a bicycle where once you'

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

ve learned, you never forget? Or are they like playing concert pianist where it is never mastered and requires constant practice and refinement?

Is your approach to your sales

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

and influencing skills more like riding a bike or playing concert piano?

Let's examine the various roles that sales people play in the process of creating a customer. We've hea

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

d the saying "nothing happens until a sale is made". What are the different roles that sales people play? For the sake of brevity and simplicity we'll look at two: The Order Taker

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

and The Professional Influencer.

Order Takers

We continue to find that most people who have the word sales on their business cards fit into this category. They're provided with

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

eads, they connect, pitch, ask for the order. Sometimes they get it. Sometimes they don't. If they don't, they follow that shampoo bottle instruction: Repeat if necessary. And some

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

Following aspects would a

times enough lathering and rinsing will get results. But are they selling hard or selling smart?

Professional Influencers

These are more rare than order takers. It is their skil

dd to the challenges in developing combination products:

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

l level that makes them more valuable. Their ability to create a customer goes beyond showing up and taking orders. (Not that there's anything wrong with that.) Their influencing sk

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

lls are honed to the point where objections rarely occur. Where business is won because of the quality of interaction not despite it. They understand the buying motives and behavio

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

rs of their prospects and the emotional aspects of decision making and use this insight to attract more customers, more often. They typically take a process orientated approach to

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

heir prospect interactions. They have the ability to help prospects to discover the right course of action with out pitching an unwanted product or service. The result is trust, re

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

Professional from academic institutions, pharmaceutical industries, health care indust

spect and more new business.

Regardless of the title you have for those in your company on the front lines who are responsible for creating customers, ask yourself...

* Are they

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

more like order takers or professional influencers?

* Have you provided your sales people with the opportunity to take a professional concert pianist approach to developing their

.

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

nfluencing skills?

* If your order takers could embrace the concert pianist's approach, how many more customers could you create each month?

* If you could identify professional

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

Companies that provide selfless information through particip

influencers in your hiring process, how many more customers could you create?

* When you devote resources toward creating more customers, is it considered a cost or an investment

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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There is no shortage of translators who take the plunge and set up shop as self-employed freelancers, but few have the ambition or the spirit to start up their own all-round translation agency. This is not surprising, of course, as the establishment of a full- scale translation agency is a quantum leap compared with what it takes to launch a viable freelance practice. Nevertheless, the intellectual and financial rewards of business ownership can be substantial. Below I will discuss various aspects you will have to take into account should you consider beginning your own professional and all-round translation business.

In my opinion, joining multiple organizations is a key. I have seen it done many times and I have done it myself with great success. The trick is to find products and or services that compliment what you are already doing.

How would you like to be more productive? Get more done? Everyone does but who will do what is necessary to make it happen? Read on and see exactly what you can do to get more done each and everyday.

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Useful Advices - The Difference Between Order Takers and Professional Influencers

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