Advice You - Business

A recent study by Ramsey and Sohi in the Journal of Academy of Marketing Scien

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

ce clearly establishes that a customer’s perception of how well someone who se

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

Examples of combination products may in

lls listens, has a positive association with trust. Listening includes such be

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

haviors as giving your full attention to the customer, responding to acknowled

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

ge understanding and asking clarifying questions.

People say I’m a good li

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

Combination pro

stener.

In my corporate training programs for sales people, customer serv

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

ice representatives and organizational managers, I offer a six hearing aid app

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

oach to listening:

First, give your full attention to the person you are talk

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

ing with.

Second, sort through any filters or barriers to your listening full

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

y.

Third, anticipate keywords.

Fourth, ask clarifying questions before you d

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

o your talking.

Fifth, listen for feelings first and specifics second.

Sixth

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

Following aspects would a

, take notes of keywords, important ideas and the whole picture as you listen.

dd to the challenges in developing combination products:

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

And who holds the advantage to be able to do this best – the introvert or th

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

e extrovert? Yes; it’s a rhetorical question.

I can’t remember who I am borro

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

ing this exercise from; it’s a variation from a professional speaker who speci

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

alizes in – listening. Write down the top 5 speakers who you have heard speak.

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

Professional from academic institutions, pharmaceutical industries, health care indust

Write down the top 5 listeners who you have met this past week. Which is the

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

harder for you to identify and why do you think this?

Many traits we may have

.

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

come to think are hindering introverts in being successful are actually the m

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

Companies that provide selfless information through particip

ost critically needed skills to bring to bear to success in sales and 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

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Advice You - Truths for Introverts Who Sell: What We Don't Need To Learn The Extroverted Hard Way – Part Five

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