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Useful Advices - Sales Manager Tip #28; The Informed Prospect
A good sales manager must stay in touch with each and every salesperson i
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
n the sales force that is working for the company. It is essential to fi
; 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
nd out from the salespeople what prospects are saying to them and which o
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
jections that the salespeople are getting in the field from potential cus
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
tomers and prospects.
A good sales manager knows what the competition is
A good sales manager knows what the competition is
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
doing and what they are offering. A good sales manager can recognize wh
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
n the competition is selling services cheaper than they can afford to do
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
them or offering products and embellishing their abilities.
A good sales
A good sales
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
manager stays abreast of all the information of all the competitors and
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
heir offers and products and services. A good sales manager knows how the
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
competition is bundling those services and products in such a way to mak
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
e the sale. A good sales manager is informed as well as or better than t
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
e informed Prospect.
In this day and age of the Internet where informati
In this day and age of the Internet where informati
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
on is available at the click of a mouse or touch pad the Prospect or pote
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
ntial customer may actually know more about the products and services tha
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
the competition is offering than the vendors and salesperson working und
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
er the best sales manager.
This is why sales managers must stay informed
This is why sales managers must stay informed
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
of all the offers available in the marketplace, all the objections that
.
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
he salespeople are hearing on the street and figure out ways to best trai
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
n their sales force to handle these issues. Please 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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