Advice You - Business

In most organizations, sales managers are very busy people. They seem to have several balls in the air every minute

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

of the day. For the most part these are often very tasky in nature. However, as a foundation to virtually every sa

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

Examples of combination products may in

les manager's position, there are 3 Primary roles.

First: "Protect the assets

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

f the business."

This should be obvious but it certainly isn't to some sales managers. The assets of

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

the business doesn't just refer to cash and inventory. In fact, I'm referring mainly to the reputation of the busi

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

Combination pro

ess. While cash and inventory are usually insured by outside insurance companies, reputations of organizations are

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

'insured' by the way managers choose to conduct business. Managers that don't conduct business ethically l

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

eave the business severely 'under insured'

Second: "Remove obstacles

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

o doing business."

Again, This should be fairly obvious. At the very least it should make sense. Why

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

is it then that managers and even business owners put procedures and systems in place that actually create roadblo

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

ks to a prospect desiring to conduct business? An example would be an automated telephone system that does not have

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

Following aspects would a

the option to speak with a real person ... ever. Another example would be where salespeople are undertrai

dd to the challenges in developing combination products:

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

ned in the skills needed to properly serve prospects, which leads into the third point.

Third:

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

/u> "Train and coach an effective, stable, harmonious and profit generating sales force."

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

Most sales managers that I have met over the years are involved in training and/or coaching their staff on a regu

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

ar basis. Some are stronger and more effective than others in performing these tasks. Most are always seeking new s

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

Professional from academic institutions, pharmaceutical industries, health care indust

ources of ideas to share with their salespeople because they understand that while they may have a good deal of kno

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

wledge, they don't have it all. They know that they can't share what they don't possess themselves.

Good ongoing s

.

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

les training boosts closing ratios, profit margins, customer satisfaction ratings, customer referrals and sales flo

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

Companies that provide selfless information through particip

or harmony.

Good sales training also reduces the costly staff turnover that is so prevalent in today's marketplace

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 - Powerful Sales Managers, Their 3 Primary Roles

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