Advice You - Business

Formulating sales policies is the key task in sales training. Sales policies cover a wide range of ar

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

eas including which products should find a place in the product line; whether some of the existing pr

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

Examples of combination products may in

oducts should be dropped; whether any new products should be added; whether product design or product

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

quality needs to be changed; what models, types, sizes, colors and packing should be sold; how produc

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

t service should be provided, and what kind of product guarantees should be given are areas where pol

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

Combination pro

cies have to be formulated by sales management.

Periodically, product line appraisals have to be mad

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

e and necessary rationalizations and improvements effected. On the distribution side, channel design,

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

channel types, channel remuneration and motivation, channel training and channel costs, are the areas

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

where policies have to be made. On the pricing side, whether prices should match competition or whe

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

her they should be above or below competition; what kind of pricing method should be followed for eac

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

h class of customer or order; what discounts and rebates should be given; what terms of delivery and

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

Following aspects would a

terms of payment should be accepted; whether to make installment sales or offer limited credit facili

dd to the challenges in developing combination products:

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

ies, or insist on cash down sales etc., are the areas where policies have to be framed.

Another key

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

task involved in sales training is the structuring of the sales force. Organizations usually structur

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

the sales force on a territory basis or on a product basis. In the case of territory based structuri

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

ng, the same salesman handles all the products of the firm in a given territory. In the case of produ

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

Professional from academic institutions, pharmaceutical industries, health care indust

t based structuring, a number of salesmen operate in the same territory, each handling different prod

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

ucts. Sometimes sales force structuring is based on the customer type or customer class. In yet other

.

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

cases, sales force structure is finalized on a complex basis involving a combination of all the types

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

Companies that provide selfless information through particip

mentioned above. The concept of territory however is very relevant in all types of sales structuring

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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