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Advice You - What's The Role Of The Sales Manager?
There are four major issues that impact sales performance. They are:
1. The type, fr
1. The type, fr
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
equency and content of sales training.
2. The coaching and training ability of t
2. The coaching and training ability of t
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
he sales manager.
3. The management style, attitudes and competence of the sales
3. The management style, attitudes and competence of the sales
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
manager.
4. Communication style of the sales manager.
All of these are necessar
4. Communication style of the sales manager.
All of these are necessar
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
y for effective sales staff performance. The competence, attitudes and the management
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
style of the sales manager, however, is the critical issue in this formula, because
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
he sales manager can either sabotage or contribute to the other three. There are a nu
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
mber of concepts that must be included in this topic area regarding the sales managem
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ent function. They are the sales manager’s:
1. Self-image
2. Sales experience
1. Self-image
2. Sales experience
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
br>3. Relationship to senior management
4. Contribution to the overall sales – a
4. Contribution to the overall sales – a
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
s well as – corporate culture
5. Willingness to support and go to bat for his or
5. Willingness to support and go to bat for his or
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
her salespeople
6. Ability to create an atmosphere of trust and respect
7
6. Ability to create an atmosphere of trust and respect
7
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
Ability to treat each salesperson as an individual and not ‘lump’ him into a group o
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
f sales performers
The key principle a sales manager must never forget is – you get
The key principle a sales manager must never forget is – you get
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
the behavior you reward. If you want better margins; reward activity and success in t
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
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
at area. If you want new accounts, then the same rules apply. If you want more sales
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
(numbers), again the same rules impact behavior.
One of the biggest mistakes poor sa
One of the biggest mistakes poor sa
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
les managers make is that they fail to understand and integrate this simple, yet prof
.
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
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
und, concept into their management style and behavior.
Remember the role of sales ma
Remember the role of sales ma
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
nager is to manage…not do it, unless, of course, you are a personal producing manager
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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