Advice You - Business

From a customer’s perception, it’s easy for a salesperson to come across as a predator. If the customer views you as the predator,

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

he probably sees himself as the prey. Your initial impression will greatly influence if there is going to be a lasting relationship

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

Examples of combination products may in

.

In a recent survey conducted by Target Marketing Systems, Inc. they listed fourteen criteria that indicate how effective a first

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

meeting is likely to be. Here are four of the factors, not in order of priority, with some of my observations.

Listens before givi

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

ng solutions - If you’re not listening carefully, you’re probably not asking good questions. Some salespeople have all the answers

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

Combination pro

before they ask the questions. Avoid the trap of talking too much, especially during first call. Try to get the customer talking f

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

or at least 75% of the time you spend together during the first call. Don’t talk about your products before your customer talks abo

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

ut his business.

Has knowledge of industry - Do your homework before you make the sales call. It’s never been easier and quicker 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 do homework. Using the internet makes this not only a practical step but an easy one. If you don’t want to come across as a mast

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

er of nothing, don’t skip the homework.

Communicates value - Consider this. If you’re not communicating value, you be communicatin

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

g something else. Daaaaaa! Probably the wrong stuff. Be wary of aggressive gruffiness. Don’t come on too strong. If your sellin

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

Following aspects would a

g style happens to be direct, be careful it’s not interpreted as “in your face.” Avoid being too loud, inarticulate, rambling, an

dd to the challenges in developing combination products:

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

d closing too early and too often. Sometimes, the best way to communicate value is to take a genuine interest in the customer and h

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

is business.

Structures agenda for meeting - Every sales call warrants specific objectives. Having a purpose for the call sends a

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

powerful message to the potential customer. Organization is a small thing if you have it. It’s a big thing if you don’t and you’re

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

disorganized. Make sure your briefcase can pass muster. Your notebook can signal professional or shout amateur depending how it lo

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

Professional from academic institutions, pharmaceutical industries, health care indust

oks and how you use it. Rehearsing your opening approach can really be a confidence booster.

If your potential customer sees you a

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

s a predator it’s because you’re missing the qualities that professionals rely on. Haste not only makes waste, it creates the wrong

.

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

image for you. If you’re prepared, personable, punctual, and professional, you’ll never be mistaken for a predator.

Your potentia

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

Companies that provide selfless information through particip

l customers don’t want to be preyed upon, they want to be helped and will be if you offer the professional touch on every sales call

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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