Useful Advices - Business

Many in sales training are of the opinion and I am too; that good sale

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

s training starts with the fundamentals. Such as verifying that the pr

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

Examples of combination products may in

spect is truly interested, understands what your product or service ca

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

n do and is qualified and able to buy the product and services in 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

irst place. And making sure the sales person can be engaging, listens,

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

Combination pro

has customer service skills and can handle objects and either problem

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

solve or explain without aggravating the potential customer or prospec

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

t.

Sales people must be able to understand the fundamentals of sellin

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

and those are not the only ones of course. Simply what came to mind 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

s I was considering the fundamentals we use to teach our “Bonzai

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

and Blitz Marketing Teams” who were very much into direct person

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

Following aspects would a

al selling, cold calling on the phone, out of the blue sales visits an

dd to the challenges in developing combination products:

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

giving demos of our services. We always taught them the fundamentals,

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

no sense in having new sales people out their burn good territories o

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

turning off good prospects by using bad sales techniques.

We always

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

took the philosophy that; “Sales Training Starts with Fundamenta

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

Professional from academic institutions, pharmaceutical industries, health care indust

s” and although I am not a sales training guru like many of the

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

popular authors and cassette tape experts in the field my advice comes

.

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

from real life experience and let me tell you we always out sold our c

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

Companies that provide selfless information through particip

ompetitors and I would have it no other way. Consider all this in 2006

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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Useful Advices - Sales Training Starts with Fundamentals

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