Useful Advices - Business

When you hear somebody say, “that Joe is quite a sales guy,” it is usually not intended as a compliment. Sales professionals have even been depicted as shady in chi

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

ldren’s cartoons. They are typically saying that Joe is a fast-talking, glad-handing, person who can make you want something that you have heretofore had no need fo

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

Examples of combination products may in

r, and will find no need for once you own one of each of the items he’s selling.

If you are in Sales, you have probably heard these before:

Q: “How can you tell a

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

ales person is lying?”

A: “His lips are moving.”

Q: “Why do lawyers like sales people?”

A: “They give them someone to look down on.”

Sadly, the term sales profes

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

sional is often seen as an oxymoron, in much the same manner as plastic silverware, accurate forecast, or affordable housing in the metro DC area.

In the interest o

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

Combination pro

f complete candor, many of our predecessors, and some of our contemporaries, have earned this less than stellar reputation for our profession. You know who you are,

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

especially if you just felt the urge to stop reading. In the interest of fairness though, every profession has its bad apples. Would you want to face the IRS backe

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

d with Enron’s accountants? Or how about looking up at your surgeon to see that he is one of those weight loss infomercial doctors? An entire profession should not

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

be judged by the behavior of a small minority.

The next time you meet a sales person, ask them about their thoughts on the “Ethics Triad.” The Ethics Triad is some

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

hing that all professionals should have, and the salesperson is no exception. True sales professionals subscribe either consciously or unconsciously to the Ethics T

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

riad — rooted in the trio of questions of “is it legal?” “is it moral?” “is it ethical?”

Is it legal? Are the actions you are considering, or the recommendation yo

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

Following aspects would a

u are making conform to the laws of your community, your country, and the policies of your firm? If there is some question in your mind, then you owe it to yourself

dd to the challenges in developing combination products:

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

your firm, and your customers to review what you are doing with senior management or legal council.

Is it moral? Is what you are doing fair to all parties involve

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

d? It is said that a person’s character is measured by what they do when nobody is looking. In the harsh light of day, are you pursuing a course of action that you

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

would be proud to have broadcast on the evening news in your hometown?

Is it ethical? The ethics of the medical profession are rooted in three simple, yet powerfu

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

words: do no harm. The ethics of the sales profession can be rooted in three equally simple, and powerful words: serve your customer. The true sales professionals

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

Professional from academic institutions, pharmaceutical industries, health care indust

seek to achieve his goals, through helping his customers achieve their goals. By subordinating his wants to the needs of the customer, the sales professional demon

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

strates his commitment to service, and inoculates himself against the twin demons of temptation and greed.

The most precious asset of the sales professional is his

.

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

r her reputation in the marketplace. By focusing on your customer, keeping the ethics triad in mind, and building a relationship with your client, you will earn a r

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

Companies that provide selfless information through particip

eputation for being trustworthy, honesty, integrity, and a commitment to service. These are the pillars upon which your professional reputation rests—think about it

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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Useful Advices - Is 'Sales Profession' an Oxymoron?

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