Useful Advices - Business

I got close to it once, I was the sales rep for a replacement-window company and I went to see an architect

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

who worked out of his home. Because I thought I knew a lot about home insulation, thermal values etc, I ga

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

Examples of combination products may in

e this fellow a little tutorial on the subject.

10 minutes into my dissertation, he said to me, 'I didn't

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

sk for a lecture, I wanted to know how much you would charge to replace my old windows' - and, angrily, he

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

hrew me out.

Since I had my samples spread out around his living room, it took me a couple of minutes to g

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

Combination pro

ther it all up and leave. Then as I went through the front door I saw something to vent my frustration on.

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

He had a couple of big flower pots either side of the entrance, so I gave them an energetic kick and they p

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

tched over - plants and dirt everywhere. He got really mad at this and swore at me. I gave him better back.

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

Next Monday, at our company sales meeting, my sales manager took me aside and said, 'I've had to do a lot

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

f pleading to save your job', and told me that the customer had written a letter of complaint about me to t

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

e CEO.

Twenty five years later, I still cringe when I think of this incident. Just from a professional sta

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

Following aspects would a

ndpoint, I was an idiot. The customer was a good prospect, if I had done my job well, he would have given m

dd to the challenges in developing combination products:

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

an order, I would have got paid and quite possibly, he would have been a source of recommendations. Why th

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

heck did I feel the need to lecture him?

The answer is that ego directed my actions, I was showing off my

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

expertise. That's a big trap for anyone in sales. If you are smart, keep all that deep product knowledge ba

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

k unless the customer asks you a specific question.

Instead, focus on discovering the customers' reasons f

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

Professional from academic institutions, pharmaceutical industries, health care indust

or wanting your product / service. Ask questions which bring this out. Let the customer do most of the talk

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

ng at first and really listen to what they are saying.

Keep your talking under control until you know what

.

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

the customers' motivation and concerns are. Then tell how you can help them get what they want.

Download m

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

Companies that provide selfless information through particip

free eCourse 7 Deadly Closes

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

The successful manager concentrates on developing the strengths of his team members - not trying to correct their weaknesses. Sometimes you have to manage around a weakness, but you can't make people what they're not.

Overhead projectors put serious communication barriers between speakers and audiences. Get rid of them. You'll be glad you did - and your audience will, too.

Imagine if during an interview process, you could tell a sales recruit what sales performance competencies are needed and measured... and what levels are necessary to be successful at the sales poistion being considered. All based off of real performance numbers and average benchmarks. Before you can do that, learn how to boil the fat off of mere sales activities and define what legitimizes a 'Sales Competency'.

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Useful Advices - Did You Ever Punch A Customer?

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