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Useful Advices - Selling Without Selling
Have you even watched some sales people as they sell and you think to
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
yourself they do not appear to be selling anything at all? Sure, they
; 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
re a salesperson or account executive or whatever their fancy title fo
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
sales person says on their business card. They certainly are not hidi
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 anything, they are selling and everyone knows it.
The prospect and
The prospect and
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
otential customer and anyone else who is watching; yet they seem so sm
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
ooth you wonder what are they doing and how are they so good at it? We
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
l, they doing what I call selling without selling. Instead of what we
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
hink of when we hear the word selling, they are doing something totall
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
different.
They are not doing most of the talking, they are not tell
They are not doing most of the talking, they are not tell
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ng the customer to buy this or that or the other thing, no, instead th
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
ey are selling, but without really selling you see? They are discussin
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
with the potential customer or client their needs, interests and desi
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
es. They are engaging the prospect and customer in objections, likes a
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
d dislikes of the product or service.
They are developing rapport wit
They are developing rapport wit
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
client and making sure that what they are selling can do the trick fo
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
r them. No on the surface it does not look like selling does it and pe
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
haps this is why they make so many sales and still find it in them to
.
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
alk away without remorse when the product or service that they are sel
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
ing is not a good fit. I sincerely hope you will consider this in 2006
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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