Advice You - Business

Product knowledge is by far the most important key ingredient to posses when it comes to selling your product.

Before you sell

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

your product, make sure you know it inside and out, you wouldn’t want to be caught without an answer if your prospect had a sp

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

Examples of combination products may in

ecific question.

Think about it, if you were interested in buying a product from someone and they couldn’t answer your simples

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

t of questions about the product, how much faith would you have in it? Probably none.

Here are a few tips on how to get to kno

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

your product better:

1. Brochures and Literature

Obtain as much written information as you possibly can on your product. Rea

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

Combination pro

d up on the features and benefits your product offers until you know them by heart. Keep reading until you can roll every detai

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

l off the tip of your tongue including any fee’s associated with the product.

Also, keep your brochures handy, open them up in

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

front of your customer and go over the details of your product step by step. Customers love visuals.

2. Roll Play

Role playin

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

g is a fun way to get to know your products. You will need two of your associates to help you out with this.

You play the sale

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

sman, have one of your co-workers play the customer, and have one of your co-worker’s critiquing you.

Have your co-worker play

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

ng the customer ask as many questions about the product as he can possibly think of. When you are finished, go over the sales s

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

Following aspects would a

ession with the person that critiqued you.

Also, take turns playing each character, playing the customer can give you a great

dd to the challenges in developing combination products:

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

perspective on their point of view. Think about it, how often are you the customer when it comes to buying your companies produ

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

cts? Never.

3. Use the Product

This is perhaps the best way to get to know a product. To actually own, have, and use the prod

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

ct, not only gives you the ability to know it inside and out, you will also be able to tell your customer that you have and use

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

the product, and how wonderful you think it is. This will tell the customer how much you believe in the product and that you h

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

Professional from academic institutions, pharmaceutical industries, health care indust

ave confidence in it.

One of the worst mistakes a sales person can possibly make is to be unprepared.

Take a few minutes out

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

f every day to get to know your products better. Make learning about them fun with the role playing, and concentrate most on th

.

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 products you know least about.

Remember, the more you know about your product, the easier it will be to sell. Good luck.

Th

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

Companies that provide selfless information through particip

is article may be reproduced by anyone at any time, as long as the authors name and reference links are kept in tact and active

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 - Know Your Product Before You Sell It

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