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Useful Advices - Sales Territory Management - How to Prioritize Your Activities to Produce Maximum Results
How you prioritize your sales territory management activities depends upon whether you are managing a territory that has existing customers, or whether you are building your customer base
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
from scratch.
If you manage a territory that has existing customers, your first priority should be to introduce yourself to every single one of your customers. This should be a pleasant,
If you manage a territory that has existing customers, your first priority should be to introduce yourself to every single one of your customers. This should be a pleasant,
; 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
low-key introduction along the lines of, "I just wanted to introduce myself and see if there is anything I can do to help you." Then, as you are chatting with your customers, you can ask, "Would you
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
mind sharing with me how you think my company's relationship with you has been going so far? What have we been doing well? Where could we improve?"
Collecting this kind of feedback is a great way t
Collecting this kind of feedback is a great way t
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
start relationships with customers. It also helps you draw any festering problems out into the open. If you can address the problems quickly, it can really jump-start your relationships with
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
the affected customers.
This same approach can also be effective for customers that have been reducing their purchases from your company over time, or customers that have stopped ordering completel
This same approach can also be effective for customers that have been reducing their purchases from your company over time, or customers that have stopped ordering completel
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
. It is never much fun to listen to people complain. But, if you can isolate and solve the problems that are causing the dissatisfaction, you can produce a rapid and substantial boost in sales
Once you have compiled a list of target prospects, determine which ones you will pursue first. Which target prospects have the greatest potential to purchase the largest amounts of products and
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
>.
If you find customers that are really happy with the service your company has provided, drill down (with more questions) to determine just what has made them so happy. Their answers will
If you find customers that are really happy with the service your company has provided, drill down (with more questions) to determine just what has made them so happy. Their answers will
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
rovide you with a template for successfully managing their (and other) accounts. Also, ask these happy customers for referrals…regardless of whether you have contributed in any way to
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 happiness! Happy, satisfied customers are usually delighted to share their positive experience with others.
Once you have met all of your existing customers, the next step is to identify ta
Once you have met all of your existing customers, the next step is to identify ta
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
get prospects in your territory. Start by checking with your manager. If they have been managing your sales team for any period of time, they should be able to suggest some good target prospects
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
Once you have compiled a list of target prospects, determine which ones you will pursue first. Which target prospects have the greatest potential to purchase the largest amounts of products and
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
services? Which ones are likely to be "quick closes"? If you have both types of target prospects on your list, pursue several of each type at the same time. In the words of a well-respect
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
d executive that I used to work with, "Elephant hunting is great…but those rabbits sure taste good in between the elephants!"
When you are ready to begin pursuing your target prospects, star
When you are ready to begin pursuing your target prospects, star
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
t by asking your existing customers whether they know anyone that works in the target organizations. If they do, ask for referrals. Once you have exhausted available referrals, proceed with t
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
e other activities in your prospecting plan - but tailor these activities to attract the attention of your target prospects.
Conclusion
Effective sales territory management begins with touc
Conclusion
Effective sales territory management begins with touc
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
ing base with every single one of your existing customers. Ask questions to gauge their satisfaction with their relationship with your company. If they identify any problems, work aggressivel
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
to solve these problems as your first priority.
If a customer expresses happiness and satisfaction, ask questions to determine what your company has been doing right. Use this information t
If a customer expresses happiness and satisfaction, ask questions to determine what your company has been doing right. Use this information t
.
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
create a template for managing all of your accounts. Also be sure to ask for referrals, both in general and to specific target accounts. Exhaust these referrals before you begin the o
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
her (less productive) activities in your prospecting plan.
Prioritize your activities as described in this article, and you will maximize sales growth in your territory!
Copyright 2005 -- Alan Rig
Prioritize your activities as described in this article, and you will maximize sales growth in your territory!
Copyright 2005 -- Alan Rig
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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