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Useful Advices - Better Results With Active Listening
Listening is one of the most common and important things that we do. Recent research on work behaviour suggests that we spend approximately –
- 9% of our time writing
- 16% of our time reading
- 30% of our time talking
- and 45% of our time listening
Listening is a fundamental part of the communication process. R
- 9% of our time writing
- 16% of our time reading
- 30% of our time talking
- and 45% of our time listening
Listening is a fundamental part of the communication process. R
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
egardless of the type of job you do or the industry in which you work, it is important to understand the listening process, have an awareness of barriers to listening effectively, and learn how to listen actively.
Listening as a process
Hearing and listening are not the same thing. In fact, hearing is just the first of three stages
Listening as a process
Hearing and listening are not the same thing. In fact, hearing is just the first of three stages
; 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
n the listening process, all of which are fairly obvious but still worth remembering –
- Hearing
Simply the process of sound waves being transformed by our brains into impulses.
- Attention
Important so that we can hear what is being said to us, but often difficult due to distractions such as noise intrusion or internal dist
- Hearing
Simply the process of sound waves being transformed by our brains into impulses.
- Attention
Important so that we can hear what is being said to us, but often difficult due to distractions such as noise intrusion or internal dist
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
actions such as thinking about something else rather than what is being said.
- Understanding
This is the most crucial aspect of the process on a number of levels. As well as understanding what is being said, we need to try to understand the context of the message, and understand the significance of any verbal or non-verbal clues from the
- Understanding
This is the most crucial aspect of the process on a number of levels. As well as understanding what is being said, we need to try to understand the context of the message, and understand the significance of any verbal or non-verbal clues from the
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
peaker. Having a degree of background knowledge regarding the speaker or the subject is also helpful.
Barriers to listening
In most situations there are a number of obstacles which can stop us from listening effectively, and as a trainer it is important to appreciate what these obstacles are and how to overcome each of them.
Barriers to listening
In most situations there are a number of obstacles which can stop us from listening effectively, and as a trainer it is important to appreciate what these obstacles are and how to overcome each of them.
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
Broadly speaking, there are four types of barriers to listening –
- Psychological barriers, including prejudice, apathy or fear on the part of the listener. For example, someone working in marketing or production may not be as interested in a presentation on annual financial results as an accountant or sales director, given that it may not di
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
rectly impact on their day to day activities.
- Physical barriers, including disability, fatigue or poor health on the part of the listener. For example, trying to listen to a speaker for long periods while you are suffering from a heavy cold is a fairly difficult thing to do.
- Environmental barriers, including distracting noises, unc
- Physical barriers, including disability, fatigue or poor health on the part of the listener. For example, trying to listen to a speaker for long periods while you are suffering from a heavy cold is a fairly difficult thing to do.
- Environmental barriers, including distracting noises, unc
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
mfortable or poorly positioned seating, or an unsuitable climate such as an overheated, stuffy meeting room.
- Expectation barriers, such as anticipating a mundane or boring presentation, expecting to receive bad news, or being spoken to in confusing jargon.
In a work or educational situation, you can certainly address tangible barrier
- Expectation barriers, such as anticipating a mundane or boring presentation, expecting to receive bad news, or being spoken to in confusing jargon.
In a work or educational situation, you can certainly address tangible barrier
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
such as environmental factors or physical obstacles. Dealing with internal barriers can be more difficult, but a lot of this can be achieved by thorough preparation before any meetings or group sessions.
Active listening
In order to understand the concept and value of active listening, it is worth considering it as one of three dif
Active listening
In order to understand the concept and value of active listening, it is worth considering it as one of three dif
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
erent types of listening –
- Competitive listening
You will see this most often in negotiation situations, or when politicians are debating with each other. The person being spoken to is more interested in getting their own point of view across when the other person stops speaking, rather than acknowledging what they have just heard. Alte
- Competitive listening
You will see this most often in negotiation situations, or when politicians are debating with each other. The person being spoken to is more interested in getting their own point of view across when the other person stops speaking, rather than acknowledging what they have just heard. Alte
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
natively, they are distracted by thinking about their own argument or point of view rather than listening properly.
- Passive or attentive listening
This is always a danger in lecture style presentation sessions. An audience will pay attention to the slides and listen carefully to the speaker, but there is no real opportunity to interact.
- Passive or attentive listening
This is always a danger in lecture style presentation sessions. An audience will pay attention to the slides and listen carefully to the speaker, but there is no real opportunity to interact.
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
This means that the speaker may not know how well their message is being understood.
- Active listening
This is the best way to listen for and understand the real message in what people are saying. It involves taking the next step from just listening attentively, by looking to show obvious interest in what the speaker is saying, and by try
- Active listening
This is the best way to listen for and understand the real message in what people are saying. It involves taking the next step from just listening attentively, by looking to show obvious interest in what the speaker is saying, and by try
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
ng to interact with them. As a manager, salesperson or trainer you need to try to use active listening yourself, and provide opportunities for colleagues, customers and learners to use active listening techniques as well. This is of particular importance when involved in informal training activities such as coaching and mentoring.
In terms of o
In terms of o
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
tlining the techniques which can be used for active listening, it is useful to think back to the three basic stages of the listening process – hearing, attention and understanding.
Hearing and attention
- First and hopefully obviously, stop talking.
- Try to eliminate as many distractions as possible, both external and internal.
Hearing and attention
- First and hopefully obviously, stop talking.
- Try to eliminate as many distractions as possible, both external and internal.
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
Try to control your own non-verbal signals to the person speaking. This could mean paying attention to your physical stance, your body movements, eye contact with the speaker, and encouraging motions such as nodding or smiling.
Understanding
- Make sure that you understand the purpose of the speaker, and also be aware of you want from the
Understanding
- Make sure that you understand the purpose of the speaker, and also be aware of you want from the
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
conversation.
- It also helps to take notes, but try to focus on writing down key words and phrases that will jog your memory later, rather than trying to write down everything that is being said in an act of dictation.
- If possible, try to ask questions. You can use the notes you have written to remind you of points that need clarification.
- It also helps to take notes, but try to focus on writing down key words and phrases that will jog your memory later, rather than trying to write down everything that is being said in an act of dictation.
- If possible, try to ask questions. You can use the notes you have written to remind you of points that need clarification.
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
Try not to interrupt though!
- Finally, try to use the technique of reflecting what the speaker says to you.
Reflecting
This is a technique used extensively by people involved in consultative selling, but it is also a very useful tool for anyone involved in business, education or voluntary work. Communication can be broken down
- Finally, try to use the technique of reflecting what the speaker says to you.
Reflecting
This is a technique used extensively by people involved in consultative selling, but it is also a very useful tool for anyone involved in business, education or voluntary work. Communication can be broken down
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
into three levels – facts, thoughts (or beliefs) and feelings (or emotions). Reflecting works on all three levels –
- Repeat the facts that you think you have been given by the speaker. This is sometimes referred to as ‘parroting’. If you are right, you know that you are getting the basic elements of what the speaker is telling you. If you hav
- Repeat the facts that you think you have been given by the speaker. This is sometimes referred to as ‘parroting’. If you are right, you know that you are getting the basic elements of what the speaker is telling you. If you hav
.
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
made any mistakes, this gives you both an opportunity to get back on to the same page.
- Also share the thoughts or beliefs that you have heard, and try to convey the underlying feelings or emotions which you believe are involved. For example, the speaker may be very upset and wants you to display empathy or sympathy with their situation. It i
- Also share the thoughts or beliefs that you have heard, and try to convey the underlying feelings or emotions which you believe are involved. For example, the speaker may be very upset and wants you to display empathy or sympathy with their situation. It i
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
this reflection of thoughts and feelings which distinguishes reflecting from just parroting back to the speaker, which might get a bit tedious and annoying for all concerned.
Again, this is a very useful tool when coaching or mentoring. It can also be used during feedback sessions in a more formal situation such as a performance review meeting
Again, this is a very useful tool when coaching or mentoring. It can also be used during feedback sessions in a more formal situation such as a performance review meeting
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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