Advice You - Business

Many salespeople today will waste a great deal of time calling on poor prospects – trying

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

to turn poor prospects into customers, or trying to close prospects that do not want or ne

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

Examples of combination products may in

d what they are selling.

One of the key characteristics in more effective territory manag

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

ement is doing a better job of qualifying prospects prior to giving them your time, energy

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

or corporate resources.

Let’s look at a few ways to better manage your resource of time a

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

Combination pro

nd territory management.

1. Ask more effective questions earlier in the sales process.

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

2. Pay attention to answers to determine whether this is a good time to try and sell thi

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

s prospect.
3. Develop a customer profile to use as a template for your prospecting.<

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

r> 4. Audit your sales call activity by dividing the number of calls you make in a week b

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 the number of miles you drive in that week. This number will give you your call route ef

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

ectiveness.
5. Spend more prospecting time getting referrals.
6. Develop strateg

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

Following aspects would a

ic alliances to help you improve your prospecting activity.
7. Plan your call activit

dd to the challenges in developing combination products:

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

es early in the week, month or day.
8. Don’t give poor prospects more time than they

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

deserve.
9. Get up earlier.
10. Go to bed later.
11. Use this extra time fo

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

planning, thinking or evaluating your routines.
12. Develop a daily checklist of wha

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

t you will need to be effective.
13. Keep accurate sales records. The more informatio

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

Professional from academic institutions, pharmaceutical industries, health care indust

you keep, the better able you will be to spot potential trouble areas.
14. Try to g

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

et more of your prospects to visit your location, plant or office.
15. Don’t spend ti

.

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 giving presentations to non-decision makers.

Even if you only do half of these, you wil

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

Companies that provide selfless information through particip

l find your time will be better spent and you will experience better overall sales results

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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Escalating gas prices...tensions and turmoil in the Middle East...a struggling world economy. Leadership, in times of uncertainty, is not that much different from that of ‘normal' times. What does differ is the degree to which basic tactics of change management are applied. In times of uncertainty, leaders must pay even more attention to the people issues in change.

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Who answers your phone when you're not in the office? Your voice mail greeting speaks volumes about your operation, so make it effective and professional.

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