Advice You - Business

Summer is here! It’s time to bring out your summer attire, take a vacation and reflect upon your achievements thus far this year. Look back at the past few months of your sales production . . . are you on target for all your sales goals for 2005? Are you making the sales fr

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

om all your sales presentations?

You may be far ahead in some areas or behind in others. No matter what your sales production is today you certainly should have another look at what targets and goals you have developed in your game plan for 2005.

Are you using your streng

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

Examples of combination products may in

hs to their fullest potential? To improve your sales results, determine what has been working or not working. Then define where to concentrate your productive energies for the next two quarters in 2005 or the remainder of your compensation period.

The statistics say that 9

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

% of the sale is made in the presentation. Many sales professionals need to be more innovative and prepare for every presentation. When planned and executed well, your presentation is the most effective method of winning more customers. The most important point of a present

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

tion is that the objective of communication is not the transmission, but the reception. The whole preparation and content of presentation must therefore be geared to the customer with a clear objective that will specify actions or commitments you desire from the customer. B

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

Combination pro

creative and original to tailor the presentation to catch their attention and respect. Differentiate yourself from your competition.

It is difficult to overestimate the importance of careful preparation. Five minutes face to face with senior management could decide the ac

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

eptance or rejection of a proposal. With so much potentially at stake, the presenter must concentrate not only upon the facts being given, but also upon the style, pace, tone and tactics that should be used to best relate to the audience.

· Explain at the beginning of the

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

resentation what will be covered and how long it will take so they know what to expect.

· Plan exactly how you wish to appear to them; dress appropriately for the audience.

· Rehearse your presentation. There is no substitute for practicing.

· Accentuate your gestures an

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

vocal projection; always have great eye contact.

· A smooth presentation is the key for your customer to sense your sincerity and confidence.

· Don’t try to answer every question. They will respect you more if you get back to them with the correct answer.

There are thre

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

primary ways people learn:

Visually – people learn through reading, seeing and mental images.

Auditorily – people learn through listening and hearing.

Kinesthetically – people learn through touching and doing.

Try to find out how your customers prefer to learn. Pay

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

attention during conversations, if they read a lot and use phrases like, “I see it,” and then they probably learn best visually, so use plenty of excellent visuals. If they use words like, “I haven’t heard that, but that sounds good to me,” they learn best auditorily, so ke

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

Following aspects would a

p the speaking dialog going at a pace and tone that they are comfortable with. If you see them holding your collateral and product they might learn best kinesthetically. Deliver your presentation primarily that way and create a well-rounded presentation that encompasses all

dd to the challenges in developing combination products:

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

the learning styles. For example, include visuals, have a good speaking voice, and bring samples of the product for every customer. But primarily tailor your presentation to their preferred learning style.

Although they will be trying very hard to concentrate on your prese

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

tation, your audience’s minds will inevitably stray. Your job is to do something, anything that captures their attention and makes a lasting impression upon them. You don't necessarily have to use repeated phrases, but simply make the point again and again with different ex

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

lanations and in different ways. Include the audience in the presentation; ask them questions to get them involved and keep them involved. Once your presentation is over, you should try to honestly evaluate your performance. Either alone, or with the help of someone involve

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

, decide what were the least and most successful aspects of your presentation and concentrate on those areas for your next presentation. If there’s a problem with the preparation or execution, then work on it. Practice is only productive when you make a positive effort to i

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

Professional from academic institutions, pharmaceutical industries, health care indust

prove your presentations. Be committed to self-improvement to further develop your career. Be coached, or coach yourself, to constantly improve your presentations. Analyzing your strengths and building upon them is an effective method of self-coaching.

“A presentation is a

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

interactive conversation with the customer.” - Dan Collins

We believe that for any investment of sales improvement to generate a positive return, whether it is field training, classroom training, online learning, computer based, audiobooks, etc., predefined outcomes need

.

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

o be articulated and then executed. So clearly define what you want to accomplish for the remainder of 2005, focusing on being more innovative and preparing for every presentation and of course, follow through and support your game plan for 2005 with sales training tools li

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

Companies that provide selfless information through particip

e our Sound Selling Audiobook™. Good luck goal setting, presenting and selling!

Check your Sales IQ (Free) at: http://www.collinseducational.com

Copyright © 2005 by Collins Educational, LLC. All Rights Reserved

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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