Cases - Business

Having a can't do attitude can't do if the goal is to increase sales. Many sales training programs address negative attitudes in some fashion or othe

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

r as a solution to improve business growth by the creation of positive attitudes. Can't do attitudes within the sales professional are usually just

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

Examples of combination products may in

a symptom of a much greater problem such as self-esteem, no sales process, poor sales plan or a lack of alignment between the sales efforts and the overall stra

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

egic plan.

What I have discovered is that most sales training programs or sales training seminars fail to bridge the gap between the attitudes of the sales p

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

rofessionals and the overall strategic plan. One simple way to determine if this gap exists is by using technology.

Voice mail allows the sales professional to bu

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

Combination pro

ld an immediate relationship with potential clients. A carefully crafted voice mail will leave a positive impression. Unfortunately, what I have experienced both

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

as a performance improvement consultant as well as a potential client is that even the best voice mail message can also create within me a can't do attitude. Let m

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

e explain.

Recently, I called a real estate agent who requested the article 7 Tips to Real Estate Agent

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

' Success as follow-up to see if she enjoyed the article. Her voice mail message said the usual about being with a client or out of the office and then said <

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

b>"I promise to call you back in 2 hours." Three days later and no phone call created in me a can't do attitude. Yes, I wasn't a prospect, but the message did

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

not say, "I promise only to call back potential clients and if you are not one I will call you back when I have time." The message clearly stated "I will call you

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

Following aspects would a

back in 2 hours." Maybe, I had additional information for her such as a potential referral for her or an individual need for her services.

Out of curiosity, I t

dd to the challenges in developing combination products:

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

hen went to the corporate website for this real estate agent to learn if I could discover the core values. Unfortunately, the core values statement was not availab

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

e. However, I did find some reference to providing a high level quality of service. This suggests that there is a definite gap between the behaviors of this specif

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

ic real estate sales professional and what the company's core values are.

Later in the week, I was meeting with an insurance agent who asked me if I knew a specif

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

c realtor within this real estate firm that I could recommend. I could have recommended this real estate agent. However, since she had failed to honor her word, s

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

Professional from academic institutions, pharmaceutical industries, health care indust

he had results are that she lost a referral and the firm lost an opportunity to increase sales.

Can't do attitudes extend beyond the individual, bey

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

ond the traditional sales training and are directly tied to the strategic plan. What is important to realize is that sales professionals from the real estate agen

.

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

s to the financial advisors by not consistently demonstrating their core values through their behaviors such as returning phone calls to honoring their commitments

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

Companies that provide selfless information through particip

can create can't do attitudes in others. The real question then should be "How can your actions create can do attitudes in others that will increase sales?

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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The success of your business is directly related to the commitment and productivity of the people who work in your business. So what are the factors that contribute to low performance standards and expectations?

Selling is a ‘winner take all’ competition. If you are just a little bit better than your competition, you will earn much, much more money. The fastest way to dramatically increase your sales is to understand and help your customers. Study and understand how your customer is going to use your goods or services – in depth. The best salespeople see things through their customers' eyes.

Many times salespeople become confused as to when the time is right to quote a customer. This article will help them better understand when to quote and why not to use low-ball prices when they do.

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