Useful Advices - Business

You wouldn’t think a dumb salesperson could get anywhere. Nothing could be further

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 the truth. Acting dumb on cold calls is one of the smartest sales strategies f

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

Examples of combination products may in

r breaking down the gate keepers information storehouse.

Gatekeepers usually recog

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

ize salespeople when they walk in the door or say their first words on the telephon

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

. It is like wearing a giant sign that identifies salespeople. The gate keepers def

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

Combination pro

nses go up and most salespeople don’t get the information they want. Occasionally,

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

some salespeople will get through and they might get limited information. But overa

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

l, the sales strategy doesn’t work with experienced gate keepers.

Some of us walk

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

n the door and identify ourselves immediately as salespeople. Why? This is the sale

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

strategy for people who like rejection. If you have done this, you know what I’m t

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

lking about. In many cases the gate keeper shifts in their seat as the protection i

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

Following aspects would a

nstinct is turned on and they mentally prepare the lies they will tell us as they g

dd to the challenges in developing combination products:

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

t rid of us with poor information they are told to give salespeople.

Be Smart,

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

ct Dumb and Get Information

When I make cold calls, I rarely introduce myself

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

nd always begin with a question. Besides, I’m there to get information to reach my

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

ext step in the sales process. In my sales process, information is the only goal I

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

Professional from academic institutions, pharmaceutical industries, health care indust

have. If the gate keeper thinks I’m a salesperson, they won’t give me the right inf

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

rmation. Starting with a question changes everything. The gate keeper doesn’t recog

.

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

ize me as a salesperson. I quickly discover what I need to know and move to the nex

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

Companies that provide selfless information through particip

step of my sales process. Everyone is happy and rejection never enters the picture

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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