Useful Advices - Business

Why there is a nearly unlimited budget available for pampering salespeople, while the customer ser

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

vice department suffers budget cuts and downsizing at the first signs of a business slowdown or re

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

Examples of combination products may in

cession?

There is a simple, brutal and realistic answer to this question.

Salespeople are more v

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

aluable to their companies than customer service personnel.

As President of Customersatisfaction.

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

com, a company that provides service and sales training, aren’t I foolish to say this?

Perhaps, b

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

Combination pro

ut I’m right.

Sellers are valued more, for five reasons:

(1) Everything sellers achieve is calcu

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

lated based on results that are denominated in dollars, and measured in profits. Service people pa

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

t themselves on the back for answering the phones in a timely way. Salespeople cheer when they tak

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

e a call, or make one that achieves a “yes,” a tangible result. Big difference! One unit lauds act

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

ivities, while the other lives and dies based on outcomes.

(2) Sellers have much better internal

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

P.R. Their victories are conspicuous, and they are touted in internal newsletters, outside trade p

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

Following aspects would a

ublications, and at quarterly and annual meetings often located in glamorous and glitzy resort set

dd to the challenges in developing combination products:

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

tings.

(3) It’s more likely the company President cut his teeth in selling and not in operations,

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

so he or she has a natural inclination to identify more with those that are seen as doing the “he

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

avy lifting.”

(4) Selling is perceived as more difficult and challenging.

(5) “Respect goes wher

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

e the money flows.” (Yes, you can quote me!) Sellers earn much more dough than mere servants.

Cus

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

Professional from academic institutions, pharmaceutical industries, health care indust

tomer service professionals can gripe and moan about what I’ve said, or actually DO something abou

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

t it.

Specifically, when they start to monitor, measure, and manage their units for RESULTS, and

.

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

denominate those outcomes in dollars and cents, while introducing a rational merit pay system into

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

Companies that provide selfless information through particip

their ranks, their fortunes will definitely improve.

And I’ll be first in line to cheer them on!

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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Conflict can also be a catalyst that sets the stage for needed changes. Although there is no such this as dealing with conflicts perfectly, but there are ways that you can utilize in solving conflicts.

The author has spend years training supervisors, generally in manufacturing. With whatever curriculum he used he would add a chapter on adult learning theory. With this as a framework, he believed that trainees are far more receptive to the training as they have some understanding of why and how the program is constructed to benefit there growth. Very rarely do training facilitators take the time to explain the basics of adult learning to class participants. Indeed, if he has limited facilitator experience the facilitator may not even know the basics of adult learning himself.

Appreciation will reap rewards over self promotion every time. Learn a simple technique to grow your business an personal relationships. You can set yourself apart by by using a forgotten and under-used follow-up technique to create the foundation for lasting and profitable relationships.

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Useful Advices - Top Speaker Says: There Are 5 Reasons Selling Comes First & Customer Service Second!

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