Cases - Business

If you are a sales manager in charge of training new recruits and sales peopl

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

e you know you have your work cut out for your. Many people have been told th

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

Examples of combination products may in

t they are a natural salesperson, due to their persuasive demeanor. But selli

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

ng is much more than that and all too often new sales people on your sales te

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

m, just do not understand this and this is why

I always advised the sales ma

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

Combination pro

agers for each of our franchised outlets to tell their sales people that; Sel

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

ling is Personal Communication and Relationship Building with the Prospect. S

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

lling is not about telling it is more about listening and problem solving.

T

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

he more your sales staff understands this the easier it will be to train them

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

to properly represent your company and make sure they close a larger percenta

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

e of sales, thru good listening, thinking, adapting, problem solving and clos

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

Following aspects would a

ing. If you are the World’s Great Salesman, like Og Mandino’s book points out

dd to the challenges in developing combination products:

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

then you should always have your customer thank you afterwards.

As a Founde

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

r of a Franchise Company I can tell you on occasion I did thank our vendor’s

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

ales people, when they solved a problem for me and I invited them to lunch an

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

I made sure I picked up the tab.

This is the level of service,which will ma

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

Professional from academic institutions, pharmaceutical industries, health care indust

ke your company and your sales team great and it will result in hundreds of s

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

rong referrals and more closed sales. Every sales manager must get this minds

.

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

et and make it part of their mantra if they truly wish to wipe the competitio

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

Companies that provide selfless information through particip

and out sell themselves each year. I hope you will 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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