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Useful Advices - Sales Performance Management
Sales management is an integral sub-system of marketing management. It translates the marketing plan 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
nto marketing performance. Sales management is hence described as the muscle behind marketing manageme
; 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
t. The sales manager in a modern organization holds a multitude of responsibilities. He has to plan, d
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
irect and control the personal selling effort of the firm. His task does not stop with the achievement
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
of sales quotas. He is also responsible for bringing in the required profits. In addition, he is also
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
responsible for creating the desired image for the company and its products. In fact, a modern sales m
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
nager has to do marketing rather than mere selling.
His firm expects him to assume a much larger role
His firm expects him to assume a much larger role
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
than the traditional responsibility of achieving sales quotas. It expects him to be customer-oriented
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
as well as profit-directed. Sales managers set sales goals for their sales teams and bear the brunt of
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
the responsibility for achieving the set goals. They assist the firm in measuring market potential an
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
in developing sales forecasts and sales budgets. In addition, they have to develop the sales program
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
nd achieve the forecasted sales by implementing the program.
It is the responsibility of sales manage
It is the responsibility of sales manage
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
rs to build the sales organization. They are required to ensure that the sales organization is maintai
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
ed in trim condition, capable of effectively implementing the personal selling program of the firm and
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
sales policies and strategies of the firm. In addition, sales managers are also required to provide a
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
sistance in planning the other aspects of the marketing program, like product mix, pricing, distributi
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
on, advertising and sales promotion.
Sales managers foster an atmosphere for the growth of the firm.
Sales managers foster an atmosphere for the growth of the firm.
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
n addition, they assist the firm in the management of change. In a dynamic market, customer preference
.
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
s and competitive forces are constantly changing; so too are technology and marketing methods.
Sales
Sales
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
osts increase rapidly. In managing all these changes, the firm depends largely on the sales management
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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