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Advice You - Probe Before You Sell
When selling a product to a customer, it is very important to find out as much as you can about your customer and
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
their needs before you proceed with your sale.
This is commonly referred to as “needs based selling.”
The most e
This is commonly referred to as “needs based selling.”
The most e
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
fective way to find out about your customers needs, is to ask probing, open-ended questions.
An open-ended questi
An open-ended questi
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
n does not allow your customer to give you a “yes” or “no” answer, it makes them explain to you what their needs a
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
e, and why they would need a particular product.
Here is an example, if you were a sales associate at a furniture
Here is an example, if you were a sales associate at a furniture
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
store, and a customer walked in looking for a dining room set, an open-ended question you might ask would be:
“Te
“Te
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
l me about the particular type of pattern you are looking for,” or simply put, “tell me more about what you are lo
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
king for”
This puts your customer in a situation where they cannot say “yes” or “no,” they must go into detail.
This puts your customer in a situation where they cannot say “yes” or “no,” they must go into detail.
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
n a personal note . . .
Not to long ago, my wife and I were in a department store looking for a coat for me.
I s
Not to long ago, my wife and I were in a department store looking for a coat for me.
I s
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
otted one that I like hanging on a discount rack. It was brown, with a removable liner, and a zipper that ran the
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ength of the collar, to protect your neck.
I liked it so much, I took it from the rack and tried it on.
As I sto
I liked it so much, I took it from the rack and tried it on.
As I sto
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
d admiring myself in the mirror, a sales associate came over and complimented me on my appearance in this jacket.
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
I smiled politely and thanked her. She than proceeded to tell me that the best part about the jacket was that it s
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
elled like real leather.
Taking her word for it, I put my nose to the sleeve, took a whiff, and sure enough, it s
Taking her word for it, I put my nose to the sleeve, took a whiff, and sure enough, it s
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
elled like real leather.
The only problem was . . .
I don’t like the smell of leather.
Needless to say, I put t
The only problem was . . .
I don’t like the smell of leather.
Needless to say, I put t
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
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
e coat back on the rack, and the friendly sales person lost the sale and the commission.
The mistake the sales pe
The mistake the sales pe
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
son made was assuming that I liked the smell of leather. It was a safe assumption on the part of the sales person,
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
because most people like the smell of leather. This doesn’t mean it should be taken for granted.
The point I am t
The point I am t
.
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
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
ying to make, is that it is essential that you ask probing and open-ended questions, find out as much as you possi
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
ly can about your customer before you present them with a product. You’ll end up with a lot more sales. Believe me
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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