Advice You - Business

When a salesperson gains promotion to management the first thing they have to do is to quickly acquaint themselves with a new set

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 working relationships - and a new set of rules.

The salesperson’s primary working relationships are with customers. However

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

Examples of combination products may in

the sales manager’s is with the sales force i.e. his subordinates.

Essential Attributes Include:

Successful Salesperson:

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

- Personal drive (Ego).

- Needs to win battles (Individual sales).

- Able to work alone.

- Persuades customers to see his/her

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

point.

- Needs selling skills, personal skills and knowledge.

- Able to work away from the office.

- Works well with people a

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

Combination pro

d numbers.

- Good at implementing sales tactics.

Successful Sales Manager:

- Submission of personal needs to the goals of the

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

Company (Corporate drive).

- Needs to win the war (Meet corporate goals).

- Able to work with others.

- Persuades the sales te

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

am to see the Company’s point.

- Needs management skills and marketing knowledge.

- Needs to work at the office.

- Works well

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

ith people, numbers, paperwork and the corporate hierarchy.

- Good at developing sales and marketing strategies.

The most commo

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

n danger in having sales managers who are basically super salespeople is that “relations with subordinates” including the critica

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

tasks of development and supervision may deteriorate.

Lack of skills and resources:

Even when they do recognize the imp

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

Following aspects would a

ortance of developing their salespeople, many sales managers find that they lack the skills and resources to do it effectively. I

dd to the challenges in developing combination products:

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

t then becomes easier not to bother.

An Overwhelmed Manager:

To make things worse, most sales teams consist of a number

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

f individuals with differing levels of experience and ability, so the whole issue of team development becomes too daunting for th

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

e overwhelmed manager to contemplate.

The Answer? - Divine Intervention From Above:

Sales Directors who recognise that 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

e different roles played by salespeople and managers require different skill sets; factor those differences into their recruitmen

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

Professional from academic institutions, pharmaceutical industries, health care indust

t and selection of sales managers. Instead of promoting top-performers purely on the strength of their sales performance, these S

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

ales Directors look for management candidates who can demonstrate an ability to help others strategise, work effectively with cus

.

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

omers, and build their self-confidence. These Sales Directors recognise that coaching competence is absolutely pivotal and featur

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

Companies that provide selfless information through particip

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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