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Sales processes vary depending on the type of marketing you are doing. Many computer resellers use direct mail advertising

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

as part of their marketing strategy. The sales process that is critical in this type of campaign is the two-step sales pr

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

Examples of combination products may in

cess.

What is a Two-Step Sales Process?

A two step sales process is based on the premise that you are not going to close

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

$10,000 client from a direct mail postcard. You need to get a foot in the door. The two step sales process does just tha

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

. It is designed to get the receiver to raise their hand and indicate they are interested.

For a two step sales process t

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

Combination pro

be successful your offer must motivate the desired action. Typical two-step sales process requests include:

calling to r

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

serve a seat at a seminar
requesting a report
setting up a free, no obligation mini needs analysis
providing

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

a confirmation email address

The actual call to action is less important than just getting the initial response. Once you

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

have a person who is interested, it is much easier to sell them in the second part of the two-step sales process.

Tracking

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

a Two-Step Sales Process

When you use a two-step sales process it is critical that you build in mechanisms that allow you

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

o track these inquires. If you mail out 2500 postcards, you need to be able to log with 100% certainty how many inquiries

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

Following aspects would a

were generated by that mailing. The other factor you need to track in your two-step sales process is how many of those inq

dd to the challenges in developing combination products:

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

iries turned in to paying clients or customers during 30 days, 60 days, 90 days, 100 days, 180 days whatever it is followin

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

the mailing.

You need to know these statistics. It is extremely important when planning your next direct mail campaign a

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

d two-step sales process. You must know what is working so you can do more of it.

The Bottom Line on the Sales Process

A

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

wo-step sales process is the most effective method for selling using direct mail advertising. With this type of sales proce

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

Professional from academic institutions, pharmaceutical industries, health care indust

s you get the targets to raise their hand first. Then you make the harder sell with only those people who have identified

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

n interest.

The two-step sales process allows you to track your sales results and it lets you focus on those people who ha

.

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

e a high likelihood of being converted to paying customers.

Copyright MMI-MMVI, Small Business Computer Consulting .com. A

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

Companies that provide selfless information through particip

l Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance

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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