Useful Advices - Business

Sales training programs should be designed to achieve maximum participation on the part of the audience. It has been proven time and again that audience participation in sales training is one of the most effective methods of developing both an attitude for learning and an attitude for successful

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

salesmanship. Next, enthusiasm must be created. Enthusiasm is one of the most important traits a sales meeting leader must possess – because it is contagious. Participants in the training program will learn very little if they are bored, inattentive or mentally falling asleep.

Additionally, the

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

Examples of combination products may in

participants must believe in the program; he or she must believe in the content of the program and that the program will provide personal value. Sales people must have an answer to the question “What’s in it for me?” (WIIFM). Sales people earn their income by being in front of their customers –

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

ot by sitting in meetings. Consequently, the training session has to have compelling value to the sales person to be successful.

Assuming that your salespeople enter the program in the right frame of mind – that is, with the proper attitude – and assuming further that this attitude is strengthen

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

ed by the content of the program itself, it’s time to review the factors that contribute to the learning process.

Program Preparation

It’s logical to assume that the starting point for successful sales training is the preparation of the contents of the program. But strangely enough, this is the

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

Combination pro

one area most often neglected. It is not unusual to find a two-hour training program for which the “preparation” was a 20 minute review immediately before the program started. The result of such planning – or lack of it – is, of course, a disorganized, uninteresting session which falls far short

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

of accomplishing the desired objectives. Thus, it can be safely stated that adequate program planning is vital to a successful training session.

An additional mistake some companies make is hiring an outside trainer that provides a “Canned Program” with very little knowledge of the industry or t

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

he sales force. Some even violate that “Cardinal Rule” --- Never hire or appoint a sales trainer that has never carried a bag. Consider this; how can a trainer have any credibility about sales if they just spout off theory and have never walked in the shoes of a sales person?

In general, the me

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

eting leader who has properly prepared the meeting, has sales experience, knows the industry and is prepared to work with visual and other aids, is likely to provide a successful program.

The Flip Chart Phenomenon

One of the main points that is often listed under the objectives of a training p

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

ogram is that of stimulating the thinking and developing the reasoning power of the participants. This thinking and reasoning is encouraged by the use of properly framed discussion questions that tend to draw out information from the group. Certain types of these questions, however, are often the

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

type, which require the use of a flip chart. When this is the case, the thinking of the group is found to be definitely stimulated and it’s reasoning powers increased by the act of charting the thoughts of the group. The Flip Chart Phenomenon takes over if the trainer is skilled at utilizing it

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

Following aspects would a

effectively. The flip chart has a tendency to draw in all members of the group. This makes for a more complete and thorough analysis of the problem. The Flip Chart Phenomenon is based on four basic principles. Launching this phenomenon starts by selecting the essential points in a discussion an

dd to the challenges in developing combination products:

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

posting them on the flip chart. The points selected through discussion are critical toward motivating the group to release their creative and innovative thoughts; This requires the leader to follow the four basic principles of the Flip Chart Phenomenon.

• Listen carefully to all that is b

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

eing said.

• Exercise good judgment in deciding which points are listed on the chart.

• Be tactful in selecting pertinent and suitable material.

• Condense thoughts to as few words as possible.

By following these four principles, the leader will ensure that the charting not

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

es are meaningful and the power of the “Flip Chart Phenomenon” will be released. Program Tempo

Controlling the rate at which a training session moves is an important element in program leadership. When the rate is slow, a great deal of time is devoted to the discussion of every minute phase of

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

he topic so that participants get bored. Their perception of value is quickly diluted. When the rate is too fast, the group makes comments too tersely so that the subject matter is gone over too quickly and many may just not get it.

Groups differ in the speeds with which they will absorb and und

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

Professional from academic institutions, pharmaceutical industries, health care indust

erstand information. A skilled session leader understands this and controls the program tempo to fit the majority by being extremely observant and asking key questions of the participants. At the same time, attention is paid to those that can’t quite keep up. The leader’s skill is the controlling

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

factor that serves to modify the rate of speed..

It is safe to say that all sales people need some training. Even the accomplished sales person who has been selling for may years needs training on new products and a continuous review of their selling skills.

This article is based on Excerpts f

.

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

om CEO Strategists Sales Training 101 --- Conducting Effective Training Sessions. You can get this entire 32 page manual by registering for “The Howl” newsletter as a fre*e download along with “The Lead Wolf Interview Guide.” The Sales Training manual includes the following topics:

• Conducting

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

Companies that provide selfless information through particip

Sales Training Sessions

• Program Preparation

• Presenting the Material

• Presentation Methods

• Case Studies

• Meeting Arrangements

• Discussion & Control

• Handling Questions

• Handling Problem Individuals

• Charts and Visual Aids

• Program Tempo

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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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It is not easy to organize a successful party. Food, drinks and recorded music are fun, but since there are quite a lot of occasions to celebrate throughout the year, thrown repeatedly such parties soon get boring.

Acoustics deals with the study of sound, that is of mechanical waves in liquids, gases and solids. The term 'acoustic' comes from ancient Greek and it refers to the ability of being heard.

Successful career-changers Learn all they can about the process of change…and educate themselves about the most common mistakes career-changers make, too. Here's a list that will help you avoid the biggest pitfalls.

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