Advice You - Business

If you are in charge of sales in your store then you need to tr

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

ain your staff to ask questions of each customer. When a custo

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

Examples of combination products may in

er says something or has a problem that your company can solve

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

our staff needs to explain to the customer how your services or

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

company products can solve their problem and then referred the

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

Combination pro

to a salesperson or the sales staff.

In doing this you can tu

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

n your regular staff into ad hoc salespeople and support sales

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

staff as well. Everyone in your company should be concerned ab

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

ut sales including all the staff and office personnel. Anyone

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

ho answers the phone or deals with customers directly should ha

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

e a good knowledge of your products and services and the proble

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

Following aspects would a

ms that your company can solve for customers or potential clien

dd to the challenges in developing combination products:

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

s.

By asking questions of the customers you can get adequate f

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

edback and often refer them immediately to the sales team for a

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

quick sale. For those companies that do not train their staff

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

to ask questions to customers and refer sales to their sales st

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

Professional from academic institutions, pharmaceutical industries, health care indust

ff they are missing potential business and they are hurting the

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

ir bottom line.

Training your sales staff to ask questions is

.

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

art of the job of increasing sales in your company. Please con

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

Companies that provide selfless information through particip

ider this in 2006 and you will watch your same store sales rise

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 - Training Your Staff to Ask Questions and Refer Sales

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