Advice You - Business

One of the weakest areas of poor salespeople is the ability to communicate on paper – whether it is a letter ac

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

companying a proposal, a follow-up letter after a sales visit, or a letter or memo to a prospect on a new produ

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

Examples of combination products may in

ct, service or policy.

Communicating on paper is just as critical as spoken words. It may be even more importa

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

nt – because the words are captured for eternity on paper, while spoken words will most likely be forgotten.

T

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

ere are entire courses, manuals and books on how to write better letters – so what can I hope to accomplish wit

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

Combination pro

h 250 words? Only that you re-evaluate your ability to communicate with the written word. Effective communicati

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

on on paper can accelerate your career and the lack of this skill is sure to hold you back.

There are a few gu

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

delines I would like you to consider as you reassess your writing skills in sales.

1. Do you use effective wor

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

ds?
2. Do you overuse favorite or trite words?
3. Do you write in clich?s?
4. Is your message c

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

lear, concise?
5. Do you use too many words for your message?
6. Do you regularly keep in touch with

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

lients with the written word?
7. Do you use redundant phrases?
8. Have you ever taking a writing skil

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

Following aspects would a

ls program? If no, why not?
9. Do you read a lot? This is one of the best ways to become a better writer

dd to the challenges in developing combination products:

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

.
10. Do you ask other people to review or proof what you have written before you send it?
11. Do you

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

‘sleep on’ some of your important written letters, memos or correspondence?
12. Do you ask the people to

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

hom you send written communication to give you feedback on what you have written?

Here are a few rules to cons

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

ider:

1. Be brief. People have less time today.
2. Be concise. Leave no room for uncertainty.
3. Be

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

Professional from academic institutions, pharmaceutical industries, health care indust

clear. Leave no room for misunderstanding.
4. Be specific. Leave no room for errors in interpretation.

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

5. Say what you mean and mean what you say.
6. Remember – life is a perceptual experience. People see an

.

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

d read what they want to see – not necessarily what you have said or written.
7. Ask for feedback on your

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

Companies that provide selfless information through particip

message to determine understanding.
8. Keep in touch. Send lots of notes, cards, letters, gifts, whatever

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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A calling card or business card is a small rectangle of cardboard with the name and contact details of an individual or company printed on it.

Whether you are new to your job or a veteran, it’s always the right time to look at ways to boost your work performance, so your boss and co-workers wonder how they ever got along without you!

I'm just like you. I've put off making certain marketing decisions because I didn't want to spend money. Sometimes that was a smart thing to do. But other times it just cost me money... and time... and I bet some future clients as well.

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Advice You - Effective Sales Letters Can Make The Difference

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