Useful Advices - Business

I cannot stress enough, the power of your mind and how it affects your sales presentations. You will have heard over and over again about the power of a positive men

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

tal attitude. P.M.A. But a negative mental attitude is just as powerful if not more powerful than a positive mental attitude.

Your mental attitude and how well you

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

Examples of combination products may in

prepare yourself before your sales presentation is the foundation to getting the sale or not. How many times have you been told that the top reps are regularly closi

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

ng over 20% because of their attitude and enthusiasm? If you’re already closing over 20% ask yourself are you satisfied with that. And if you are satisfied then why

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

are you reading this? Why aren’t you closing at 100%? Because someone told you it can’t be done and you believed them? Someone told you that two out of ten is good e

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

Combination pro

nough and you accepted it! I remember when I first started in direct sales, I was told we give you ten clients every week, as long as one buys you’ll make a decent l

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

iving. If two or three buy you’ll be a super star! Can you imagine a Doctor straight out of university and the hospital tells him in his interview, “We give you ten

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

patients to operate on every week, as long as you can keep two of them alive you’ll be one of our top surgeons!”

Maybe a bit extreme but you see where I’m coming fr

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

om. I have never believed in the numbers game and I never accepted that eight out of ten people won’t buy. I have worked with one lady for a long time now who wins a

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

ll the sales competitions year after year. She’s in the lead again for this year and her year to date closing percentage fluctuates between 65-70% what makes her so

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

good? Her attitude! An average sales rep believes there job is to present the product every day and hope that someone will buy it by the end of the week. That’s call

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

Following aspects would a

ed playing the numbers game. This lady believes her job is to get a sale every day, and every day she comes to work to do just that. You see nobody told her it was a

dd to the challenges in developing combination products:

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

numbers game!

So how do you stay positive all week? A simple change in the way you think. Here’s how to turn the numbers game into a money game. Stop concentrating

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

on the two deals that earn you the commissions. If those two deals happen to be on the last two presentations you do this week, you’re going to get pretty low in yo

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

ur positive mental attitude by presentation number seven and eight and you’ve probably started analyzing your pitch, looking for where your going wrong and deciding

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

what you can change tomorrow to get a deal. Sounds familiar doesn’t it.

Now let’s look at it from a completely different angle: let’s say each sale is worth ?500 so

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

Professional from academic institutions, pharmaceutical industries, health care indust

two sales a week earns you ?1,000. If you have to see ten clients to get two sales then each client is worth ?100 whether they buy or not, right? So every day you g

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

o to work and do two presentations you earn ?200 a day. Now that sounds much more fun doesn’t it? Instead of going home at the end of the day feeling like you worked

.

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

for nothing because you didn’t get a sale. You go to work thinking no matter what happens by the end of the day I’ll be ?200 better off! Of course you still have to

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

Companies that provide selfless information through particip

put 100% effort into every presentation but it’s a lot easier to do when you know that you’re building up your commission statement even when they say no, Isn’t It?

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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So, you want to work as an aviation dispatcher. A good choice for you! The following sites are good places to look for work and companies are constantly hiring the best individuals.

Today’s consumer is a moving target. Choosing the right consumer and the right demographic to target is an important decision. Monitoring what is hot and what’s not can dramatically influence a package design’s success or failure. Package design is an integral way to connect with your customer. But do you clearly understand the needs and wants of these elusive markets? Understand the customer is critical. The problem today is that one package may not satisfy the needs and requirements of all buyers.

Do you know how many of the opportunities in your pipeline you actually close? Do you know why some sales reps close 80% of their opportunities, but the average rep only closes 20%?

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