Useful Advices - Business

Sales Trainers and sales managers need to teach their sales force an

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

d their salespeople to recognize when a prospect is a hot prospect a

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

Examples of combination products may in

d the difference of when a prospect is not interested. This will he

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

p the salespeople manage their time better and spend their client ti

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

e and resources with those prospects and potential customers who des

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

Combination pro

re the services that they are selling or the products they are offer

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

ng.

A good salesman working under a great sales manager should know

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

this instinctively and the sales manager must make sure that each an

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

every salesperson can recognize a hot prospect or an interested pot

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

ntial customer.

Many top marketing and sales experts believe that w

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

en a prospect is willing to commit time to meeting with a salesperso

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

Following aspects would a

n, that they are indeed desirous of what is being sold and intereste

dd to the challenges in developing combination products:

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

in it enough to consider a future purchase of the goods or services

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

that are being sold or offered by the company that the salesperson r

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

presents.

Each salesman should be taught by the sales manager, that

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

when a prospect continually makes excuses and denies a personal meet

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

Professional from academic institutions, pharmaceutical industries, health care indust

ng that they're probably is very little interest and therefore the s

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

lesperson should not spend too much time trying to sell the prospect

.

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 they are not interested and do not have the desire to take the s

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

Companies that provide selfless information through particip

les process to the next step. I hope you will consider 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 Tip #17; Recognizing a Hot Prospect

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