Useful Advices - Business

Sooner or later, every salesperson experiences a down period of sales results. These periods, where your continued activity seems to yield less th

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

an satisfactory results, are normal and to be expected. None of us can keep up a pace of 200 miles per hour day after day, month after month, year

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

Examples of combination products may in

after year. The key is to keep your attitude positive, your focus on what is working, and your activity levels high regardless of the results.

In

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

my best selling book, Soft Sell, I share the idea that there are a variety of sales slumps. In this short tip, I will only discuss four. They are

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

1. An attitude slump.
2. A prospecting slump.
3. A presentation slump.
4. A closing slump.

An attitude slump is where you find i

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

Combination pro

t difficult to maintain your confidence, poise, commitment, dedication, persistence and motivation. This can be due to a number of causes. Some of

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

them are: a) you have lost belief in your organization’s products or services. b) you are not reaching your goals or objectives according to your

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

schedule c) You are under a great deal of stress due to deadlines, expectations or loss of control of the sales process, and d) you have other iss

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

es in your life that are impacting your attitudes.

A prospecting slump is where you lack adequate qualified leads and are spending a great deal o

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

f time calling on poor prospects. As a result, your close ratio is a disaster. This could also be caused by your poor prospecting strategies: i.e

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

you are still (after several years selling your products/services) spending a lot of time cold calling.

A presentation slump can be caused by yo

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

Following aspects would a

r lack of up-to-date product knowledge, poor presentation skills, or poor communication skills: i.e. listening, speaking or writing. This can also

dd to the challenges in developing combination products:

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

be caused by your lack of knowledge of the prospect’s needs, use of, or applications of, your products/services. You, therefore, give an organiza

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

ion-driven rather than a customer-driven sales appeal.

A closing slump can be caused by your lack of control of the sales process, poor prospecti

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

ng, poor sales presentations, or many of the items in the attitude area we have already discussed.

As you can see, there are a number of areas wh

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

re you can experience a down cycle in your sales approach. The thing to consider is that all of them are related to each other. In other words, if

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

Professional from academic institutions, pharmaceutical industries, health care indust

you are experiencing an attitude slump, it will have an impact on your prospecting, closing, etc. If you are in a closing slump, it will impact

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

our attitudes, as well as other areas of the sales process.

The thing to remember is that you can’t pull out of any of these slumps by just focus

.

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

ing on the one area that you feel might be the problem. You have to work on all of them. The way out of a slump is to go back to what works, or ha

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

Companies that provide selfless information through particip

worked for you in the past. It is also an excellent time for reflection and self-evaluation of your progress, success, weaknesses, strengths, etc

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.usefuladvices.org.ua/article/38401/usefuladvices-In-A-Slump.html">In A Slump?</a>

BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/38401/usefuladvices-In-A-Slump.html]In A Slump?[/url]

When you're managing change do your people drag their feet? Do they say one thing and do another? How about being stressed out and their job performance suffers? I'm sure you see one or more of these behaviors but you don't have to ... read on and see what to do to speed up change and engage your people.

Corporate identities are very important in this competitive world of ours. It is through the corporate identity that the core values of an organization are identified. It is not only the big companies that need corporate identity; the small business owner too needs to build a corporate identity standard. This is because it is through the corporate identity package that your suppliers, and the general public identify the company.

I vaguely remember a particular story from my childhood. It had something to do with transporting eggs to market all in one basket and when there was an accident all of the eggs broke and the entire income for the day was lost. By the time we reach adulthood we eventually come to see the wisdom in the concept of not putting all of our eggs in the same basket. So how come it is that we see over and over that people put all of their internet eggs into one basket?

Tags

Links

Useful Advices - In A Slump?

Related Articles: