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If you’re hiring salespeople, you know that how you interview them is crucial. If you’re like most interviewers, your

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

major concern is what questions to ask. But after you’ve asked a great question, how do you follow-up?

Increasingly

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

Examples of combination products may in

, in today’s world, more and more importance is being placed on asking the applicant to give specific examples, and t

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

his is certainly a classic and extremely effective method of following up.

But there are other aspects of following

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

p that are often overlooked. Here are 5 additional follow-up strategies that you can utilize instantly in your interv

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

Combination pro

iew approach and that will multiply the amount of information you can obtain from the applicant:

1. Questions to eli

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

cit more specific answers – These are the typical questions journalists might ask: Who? What? How? When? Where? Why?

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

How much? How many? And, of course, “Can you give me an example?”
2. Questions that focus on what has not been a

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

swered – For example, if you ask about the applicant’s work history and they do not mention a gap of two years in the

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

ir r?sum?, you can ask about that gap.
3. Non-specific questions or statements designed to get the applicant to

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

expand on their answers – My two favorites are: “Tell me more about that” and “What do you mean?” Sometimes, simply c

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

Following aspects would a

ommenting on an applicant’s response can have the same effect (“Really?” or “That’s interesting”).
4. Reflection

dd to the challenges in developing combination products:

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

– One classic interview method is to “reflect,” mirror back, or summarize what the applicant is saying or implying.

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

This communicates either that you want to make sure you understand him or her clearly, or that you have a question ab

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

out what they have said. For example, if the applicant says, “I’m great at sales closing,” you could respond (with 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

slight questioning in your voice), “You feel you’re really great in sales closing?”
5. Observations – Often you

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

Professional from academic institutions, pharmaceutical industries, health care indust

an make an observation or provide information that invites or almost requires an applicant to respond. For example, “

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

Well, you know, in this job, more than 70 percent of your time would be on the phone making cold calls, and it’s not

.

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

easy to do.” Then wait for a response.

If you add these follow-up methods to how you already interview, you will fin

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

Companies that provide selfless information through particip

d that you will obtain more information and more valuable information that can help you make the best hiring decision

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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Whether you're selling a product or service, the golden rule to remember is: People buy benefits or results, not features. So why do so many businesses push features in their marketing? Many of them either don't know the difference or they don't know how to measure the benefits their product or service offers.

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