Advice You - Business

If you are a sales training officer you have quite a bit on your m

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

ind to make sure that your salespeople follow the rules and do not

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

Examples of combination products may in

do you into trouble or your company into trouble with government

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

regulators. If you are a sales manager who also has the job of sa

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

les trainer then you know you must teach your salespeople to quali

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

Combination pro

fy each and every lead.

Many times your competitors will shop you

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 company and ask many questions and before you get to into a long

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

drawn out sales process and answer hundreds of hundreds of questi

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

ons it makes sense to make sure the person you're talking to is a

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

decision maker and actually is interested in your products or serv

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

ces.

There is nothing worse then going through the entire sales p

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

Following aspects would a

rocess and then having your potential customer or prospect tell yo

dd to the challenges in developing combination products:

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

u that he or she does not have the money to buy your product or se

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

rvice. It is even worse when they tell you;

“Thank you for all t

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

he information we will keep about file,”

As they were just gettin

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

g the information for a decision maker who is above them in the co

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

Professional from academic institutions, pharmaceutical industries, health care indust

mpany. This means all your hard work is now sitting in a file and

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

may not ever be used by the decision maker and worse off you'll h

.

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

ave to go through the entire sales process again with the decision

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

Companies that provide selfless information through particip

maker who is higher up in the company. Consider all this 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 # 44; Qualifying Leads

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