Advice You - Business

As a sales training person you are well aware that many times news s

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

alespeople will be over persistent in order to achieve the sale. Of

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

Examples of combination products may in

en they will push the sales process along too fast and fail to answe

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

r objections from the client or fail to develop a relationship with

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

he prospect or the potential customer. This leads to huge problems

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

Combination pro

in that on one hand your salesperson is very persistent but on anoth

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

r hand they are harassing the client.

This can lead to burned terri

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

tories and upset feelings from prospects and actually drive them awa

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

from your company to your competitors. Sales training professionals

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

and sales managers both have to be watchful of their sales force an

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

make sure that their salespeople are not harassing prospects, yet a

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

Following aspects would a

re persistent overtime in developing a proper relationship and also

dd to the challenges in developing combination products:

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

nderstanding the customer’s interest, objections and questions.

Sal

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

es trainers need to make sure that the salespeople understand that p

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

rsistence and perseverance is important however, harassment and acti

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 like a pest will kill the sale. If a salesperson is persistent,

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

Professional from academic institutions, pharmaceutical industries, health care indust

ut harasses the client they're wasting both the client's time and th

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

e salesperson himself. As a sales trainer is important for you to e

.

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

tablish the difference between these two methods and help the salesp

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

Companies that provide selfless information through particip

erson understand where to draw the line. Consider all those in 2006

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 - Sales Training Tip #17; Be Persistent and Do Not Harass

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