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Cases - Follow-Up Letter and More to Increase Sales
A television commercial in the United States of the last two years plays on a man’s craving for Dorito’s chips. He goes back and forth betw
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
een his apartment and a neighbor’s who happens to have a bag of Doritos. He uses one lame excuse followed by another to get the resident to
; 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
open the apartment door so he can grab a chip each. Finally, in a last follow-up he grabs the entire bag.
In sales, whether short or long
In sales, whether short or long
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
term, follow-up is critical for results. The preferred follow-up to a customer is the type that we call a “valid business reason.” Without
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
a reason, the process is as lame as the chip grabber. Whether your marketing is face to face or on the internet, your follow-up can influe
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
nce your customer to buy or not to buy. Here are some ideas you want to consider for increased sales results.
A thank you note. It’s profe
A thank you note. It’s profe
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
ssional courtesy as well as a gesture of caring. If appropriate to your context, handwritten is best. If email, at the least personalize it
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
with a person’s name. This is particularly important today with what Tom Peters’ once name “high tech and low touch.”
Discover their inter
Discover their inter
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ests. With your needs assessment and rapport building, it’s likely you have found a personal interest or hobby. You can send an article or
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
refer to a book that relates to this area.
If you promised to send any literature, send it. The more timely the better the impression of y
If you promised to send any literature, send it. The more timely the better the impression of y
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
our reliability. You go one step up in the building of trust.
Maybe you have a new product or service. Take time to give thought of how to
Maybe you have a new product or service. Take time to give thought of how to
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
position this to your customer and then give them the information about it.
Mix your follow up methods. Use telephone, mail, fax, email a
Mix your follow up methods. Use telephone, mail, fax, email a
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
nd if you are in direct sales, make a follow up personal visit. Consider taking advantage of voice mail and leave a simple message of your
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
follow up call.
And remember at some point simply to call to confirm your still in consideration. While you do not want this to be your so
And remember at some point simply to call to confirm your still in consideration. While you do not want this to be your so
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
e reason for follow-up, at some point if the customer has not made a decision, you want to be able to readjust your contact schedule. Or, m
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
aybe even save yourself the mental hook to them and move them to a longer lead time.
If you want to stand out in the crowd, put any one of
If you want to stand out in the crowd, put any one of
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
these ideas into action. You’ll make your customer feel appreciated and you’ll keep them coming back once they do buy. Offer your customer
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
good information or a timely idea and you’ll demonstrate you have their interest at the heart of your work. Leave the chips behind. Follow
.
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
-up with a reason to reassure your customer and get more sales.
Click here if you are interested in discovering elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Click here if you are interested in discovering elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
tp://www.prostrategies.com/free/SalesAssess.php"> how effective your sales skills are for sales results, with a free online assessment
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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