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What is the true difference between selling and marketing? Well first let

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

us look at the basic MBA Textbook definition of marketing; Marketing is th

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

Examples of combination products may in

e planning, pricing, promotion, packaging, advertising and selling of any

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

roduct or service. Well then that about says it all does it not? Sure and

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

selling is only a sliver of the over all marketing of any product or servi

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

Combination pro

ce. But as Zig Ziglar says “nothing happens until someone sells something”

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

and what he means is that sales is not a four letter word but a five lette

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

r word.

Many marketing consultants talk about marketing as the “message t

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

o the consumer” or potential client or prospect. This too works well for 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

over all definition if you are to consider it because there is always a m

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

essage in; Promoting, packaging, signage, advertising, selling and well yo

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

Following aspects would a

u get the picture right? Selling is also about delivering the message to

dd to the challenges in developing combination products:

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

he customer or prospect as well and it is a much closer message, person to

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

person and selling can take the form of a telephone call, personal visit,

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

demo, presentation or even an ad hoc or chance meeting with a conversatio

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

and later follow up.

Most sales Managers Consider selling to be about re

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

Professional from academic institutions, pharmaceutical industries, health care indust

port and relationship building; getting to know the potential customer or

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

prospect their desires and needs and solving a problem by offering your pr

.

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

duct or service to them. Perhaps this will help you in your quest to iron

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

Companies that provide selfless information through particip

out what selling and marketing are really all about. Consider 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 - The Difference Between Selling and Marketing

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