Tags |
|
|
Links |
|
|
Advice You - Are Salespeople Becoming Obsolete?
Will the continuous advances in technology replace the profession of selling in the foreseeable future??
I am not a fortune teller or a mystic, but I do believe that we will see dramatic changes in the roles salespeople play in their organizations and the economy in general. During the next several years and s
I am not a fortune teller or a mystic, but I do believe that we will see dramatic changes in the roles salespeople play in their organizations and the economy in general. During the next several years and s
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
tretching into the next few decades there will be dramatic and all encompassing change in every industry, field and profession. No one will go untouched by the swath that will cut across every age group and discipline.
Let me say that in this article I am not referring to "retail salespeople". People that ten
Let me say that in this article I am not referring to "retail salespeople". People that ten
; 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
d the sales counters in stores and business of every type and description. Second, I am not referring to tele-marketing people and third I am not referring to customer service people who have some sales responsibilities. I am focusing my discussion on the thousands of salespeople
who daily catch airplanes, ca
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
s, trains as well as log thousands of miles per year selling their organizations products or services across the street, the country or the globe.
We are rapidly becoming a society that no longer talks to each other. We communicate by fax machine, computer, E Mail, answering machines and voice mail. We are
We are rapidly becoming a society that no longer talks to each other. We communicate by fax machine, computer, E Mail, answering machines and voice mail. We are
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
losing the human touch.
I believe there are a number of reasons why the sales profession is alive and well and will continue to be for years to come. This doesn't mean however, that we will not experience dramatic changes in the way salespeople sell and service their customers and clients.
I would like to of
I believe there are a number of reasons why the sales profession is alive and well and will continue to be for years to come. This doesn't mean however, that we will not experience dramatic changes in the way salespeople sell and service their customers and clients.
I would like to of
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
fer ten reasons why I feel salespeople will always play a vital role in a healthy, growing economy whether national or international in scope. Let's first however, define the roles or responsibilities of salespeople today. Professional salespeople are charged with any or all of the following, in their daily ro
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
tines:
One. They present new ideas, concepts, products, services to present clients/customers and to potential clients/customers alike. Two. They assess the marketplace i.e.. customer satisfaction levels and perceptions, general market attitudes, competitor strengths and weaknesses and consumer interest trend
One. They present new ideas, concepts, products, services to present clients/customers and to potential clients/customers alike. Two. They assess the marketplace i.e.. customer satisfaction levels and perceptions, general market attitudes, competitor strengths and weaknesses and consumer interest trend
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
s.
Three. They witness and report on the emergence of grass root market shifts and interests.
Four. They soothe ruffled egos of disappointed, frustrated and angry customers.
Five. They provide bottom-up feedback to the management of their organization on any number of opportunities, problems and issues.
S
Three. They witness and report on the emergence of grass root market shifts and interests.
Four. They soothe ruffled egos of disappointed, frustrated and angry customers.
Five. They provide bottom-up feedback to the management of their organization on any number of opportunities, problems and issues.
S
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ix. They are the front line of attack for any number of corporate marketing strategies and programs.
Seven. They work the trade show booths (a grueling task, if you have never done it) in thousands of trade shows each year.
Eight. They are on the look out for new product/service opportunities that a "corpor
Seven. They work the trade show booths (a grueling task, if you have never done it) in thousands of trade shows each year.
Eight. They are on the look out for new product/service opportunities that a "corpor
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
te"
person would never see.
Nine. They solve customer problems caused by poor design, poor production, poor distribution, poor billing practices etc.
Ten. They are ambassadors for management, building positive on-going relationships that can increase business and profits.
I challenge you to find a computer
Nine. They solve customer problems caused by poor design, poor production, poor distribution, poor billing practices etc.
Ten. They are ambassadors for management, building positive on-going relationships that can increase business and profits.
I challenge you to find a computer
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
, fax machine, software program, customer service rep, or marketing person who can do all of this with the:
Courage of a mountain climber,
Patience of Job,
Sacrifice of Mother Teresa,
Energy of a two year old,
Creativity of Frank Lloyd Wright
Dedication of a mother,
Wisdom of Confu
Courage of a mountain climber,
Patience of Job,
Sacrifice of Mother Teresa,
Energy of a two year old,
Creativity of Frank Lloyd Wright
Dedication of a mother,
Wisdom of Confu
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
cius,
Enthusiasm of a cheerleader
Commitment of a Olympic athlete,
and the persistence of a toddler
The role of the sales professional will continue to undergo transformation but the fundamental mission will remain in tact.
In the last few years there have been a few examples where businesses
Enthusiasm of a cheerleader
Commitment of a Olympic athlete,
and the persistence of a toddler
The role of the sales professional will continue to undergo transformation but the fundamental mission will remain in tact.
In the last few years there have been a few examples where businesses
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
have decided to do away with their salespeople entirely. I believe that this approach to dealing with the buying public is a cop out by the management of these organizations. Their premise is that consumers do not want to do business through salespeople. Wrong!!!
Consumers don't want to do business through
Consumers don't want to do business through
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
lazy, unethical, incompetent or stupid salespeople.
Try buying anything today without a salesperson's involvement and I will guarantee you will waste time, energy or money before you are through.
Another group would have us believe that one day we will buy everything we need from a mail order catalogue, Home
Try buying anything today without a salesperson's involvement and I will guarantee you will waste time, energy or money before you are through.
Another group would have us believe that one day we will buy everything we need from a mail order catalogue, Home
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
Shopping Network or a computer on line service. Wrong!!!
Some products, yes. Low price consumables, yes. Computers, exercise equipment, jewelry, books etc., yes. But complicated, major products or services, no.
If you agree with my basic premise, why not try and list the products, services or industries th
Some products, yes. Low price consumables, yes. Computers, exercise equipment, jewelry, books etc., yes. But complicated, major products or services, no.
If you agree with my basic premise, why not try and list the products, services or industries th
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
t you feel are not good candidates for this type of "buyer controlled" selling.
One final thought.
Would the elimination of the professional salesperson be good for consumers, the economy, companies and the free market system that has built the strongest economy in the history of the world in less than three h
One final thought.
Would the elimination of the professional salesperson be good for consumers, the economy, companies and the free market system that has built the strongest economy in the history of the world in less than three h
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
undred years?
I don't believe so.
Sales forces may: get smaller and more effective, cover more territory, sell a wider diversity of products or services as we move into the next century and beyond, but they will never become obsolete. If you are selling for a living, you will need to accelerate your personal
I don't believe so.
Sales forces may: get smaller and more effective, cover more territory, sell a wider diversity of products or services as we move into the next century and beyond, but they will never become obsolete. If you are selling for a living, you will need to accelerate your personal
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
growth in order to live a balanced successful life as you continue to move down this challenging career highway.
If you are a sales manager, you will need to reevaluate your role, responsibilities and purpose as your position will also undergo dramatic changes in the next several years. If you are the owner o
If you are a sales manager, you will need to reevaluate your role, responsibilities and purpose as your position will also undergo dramatic changes in the next several years. If you are the owner o
.
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
senior executive of a business that uses salespeople to represent your products and services, you will need to provide; stronger support systems, increased training, upgraded tools necessary for their success and streamlined information, if you want them to help you compete successfully in the coming years.
Yo
Yo
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
u will also need to listen to your salespeople without judgment, prejudice and clouded
ego centered perceptions. If you are a consumer, you will need to continue to flex your muscles demanding, integrity, professionalism, flexibility, responsiveness and competence from the salespeople with whom you do business
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.adviceyou.org.ua/article/36821/adviceyou-Are-Salespeople-Becoming-Obsolete.html">Are Salespeople Becoming Obsolete?</a>
BB link (for phorums):
[url=http://www.adviceyou.org.ua/article/36821/adviceyou-Are-Salespeople-Becoming-Obsolete.html]Are Salespeople Becoming Obsolete?[/url]
Related Articles:
Buy A Business With A Broker And You Could End Up Dead Broke, Wondering What The Heck Happened
Hire The Person, Not The Resume
Testimonials Boost Direct Mail Response Rates In Business-to-Business Sales Letters
Bookmark it:
|