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Cases - Sales Citizenship
Executive Overview
Experienced sales managers are always on the lookout for new sales representatives who, among other attributes, possess good people skills and are pleasant to be around. There are two fundamental reasons they
Experienced sales managers are always on the lookout for new sales representatives who, among other attributes, possess good people skills and are pleasant to be around. There are two fundamental reasons they
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
should select incoming sales representatives who have sound social skills.
Making You at Ease
Sales managers know those who can communicate effectively and put others at ease are prone to be liked by their customers and prospe
Making You at Ease
Sales managers know those who can communicate effectively and put others at ease are prone to be liked by their customers and prospe
; 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
ts. Generally this translates into more orders that are usually more profitable. Customers like doing business with friendly, cordial, respectful professional people. Additionally, there are significant other reasons for pick
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 ones who are just plain “nice.”
Realities
No company is immune to occasional mishaps such as incorrect billing, late and inaccurate shipments or less than desirable quality. Whenever miscues happen the customer’s first call
Realities
No company is immune to occasional mishaps such as incorrect billing, late and inaccurate shipments or less than desirable quality. Whenever miscues happen the customer’s first call
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
typically gets placed to their sales representative for problem resolution. Customers expect the situation to be researched and rectified with feedback on what is being done and what will happen thereafter to fix the situation.
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
They expect timely information from the sales representative. There is not a customer who would refuse to give the salesperson the chance to correct the situation. And you can bet they will have more confidence in the individua
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
who treats them with respect and empathy, is forthright and honest from the very first contact – whether on the phone or face to face.
How Your Company Views a Professional
Now the bonus. Sales people who tend to be pleasant
How Your Company Views a Professional
Now the bonus. Sales people who tend to be pleasant
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
ith their customers also tend to be pleasant with their own internal resources. Sales person involvement with their own support personnel, whether billing, shipping, production, engineering, operations, or any other internal gro
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
p is as much a function of their role as is making sales. And those reps who are cordial and avoid laying the blame at the feet of company resources find their support personnel more apt to assist them than those who irritate th
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
se same resources. Your internal resources always spend more time and take greater effort resolving issues for those sales people who are easy to work with and are not into the blame game. In short, they appreciate being treate
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
with respect just like the company’s customer.
The fact is sales people who act in this fashion are considered team players and get respected themselves by both the customer and their support organization. Mentally, they opera
The fact is sales people who act in this fashion are considered team players and get respected themselves by both the customer and their support organization. Mentally, they opera
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
te with a spirit of cooperation; they take a “let’s get it resolved together” attitude. They understand the importance of customer service and how valuable this activity is in total customer satisfaction.
The Bottom Line
The ne
The Bottom Line
The ne
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
t time you recruit and interview a potential star performer look for the “manifested” skill of how they deal with mishaps that occur as a function of their everyday role. Without hesitation ask them how they guide the process of
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
fixing a miscue. Identify their relative “pleasantness index”. You will find you attract and retain those who take a proactive approach to problem resolution as well. You see it’s in their nature to get things right - it is p
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
rt of their “aptitudes and abilities.”
Being pleasant, proactive and performing with resolve are “manifested” skills; you can identify them with appropriate questions while interviewing. Experienced sales managers know that the
Being pleasant, proactive and performing with resolve are “manifested” skills; you can identify them with appropriate questions while interviewing. Experienced sales managers know that the
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
e “manifested” skills are desired and required for overall sales effectiveness. They strive to identify sales candidates who have them already established. These are clear indicators of how well they will perform for the custome
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
and for your organization since a predicator of the future is how they handle themselves in the present.
Sales Citizenship
When you find that person, you have found not only a future star, you have identified one who understan
Sales Citizenship
When you find that person, you have found not only a future star, you have identified one who understan
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
s the essence of Sales Citizenship. This sales person will get more accomplished with less effort and sales management involvement. Not surprisingly, this same sales candidate is one who will sell more and have the fewest probl
.
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
m orders and accounts, because this person takes responsibility for external customer satisfaction and internal resource cooperativeness. They are grounded in the realities of business.
And may we hasten to add, you will hear c
And may we hasten to add, you will hear c
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
mplimentary comments about that new hire, which of course is an accolade for your own ability to find and hire a winner. Moreover, having a team of solid company sales citizens is an attribute of a highly competent sales manager
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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