Useful Advices - Business

As top-performing sales professionals, we are often in many different companies in any given d

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

ay during any given week. Each person we interact with expects a certain level of integrity a

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

Examples of combination products may in

d also a high level of performance. Sometimes this is hard to juggle.

While you're meeting t

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

e high expectations of our buyers, your own organization expects you to drive results by selli

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

g as much as possible. Sometimes what your client's need and what your company is asking you t

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

Combination pro

do can come to a crossroads -- this is where high character is expected and it's sometimes to

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

gh for people to juggle.

We've been given certain expectations as far as sales quotas and rev

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

nue. We're kind of taught to do whatever it takes to meet those expectations.

We've all heard

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

and taught that sales is a number game, selling is really simple, you've got to be able to tak

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

rejection, overcome objections, and keep your head down in order to keep plowing through.

Th

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

future demands that High Character (HC) sales people accomplish their objective but they also

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

Following aspects would a

keep their eye on matters such as integrity, ethics, and extreme focus on the buyer. More impo

dd to the challenges in developing combination products:

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

tantly, HC salespeople understand that buyers need to make their own business successful and m

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

ke a relationship on the way.

When HC salespeople do that, they are juggling both organiation

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

. By that, you are actually becoming part of your buying organization (you're working with you

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

buyer, helping them with their issues and helping them succeed). At the same time you're a pa

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

Professional from academic institutions, pharmaceutical industries, health care indust

t of your own company that is asking you to sell as much as possible

It is at this point that

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

HC salespeople actually relish in the opportunity to juggle both demands and make both compani

.

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

s successful. To accomplish this, HC salespeople must know who the are as a person, and they h

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

Companies that provide selfless information through particip

ve to know what they stand for.

And this is why high-leadership will be expected in the futur

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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A metaphor is a figure of speech in which a word or phrase that means one thing is used to describe an object or ideas to which it is not literally applicable -- a ship is said to plow the sea. Denise Shekerjian

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