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He who asks questions is attempting to be in control. That fact can be observed in any dialog. Asking questions directs the responses, 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

directs the dialog.

Questioning can take one of three forms:

1. Manipulative questioning

This is the riskiest of the

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

Examples of combination products may in

three forms, somewhat resembling sleight-of-hand tactics. This is guiding responses in an orderly, progressive fashion that leads to a de

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

sired final result, but this method can backfire. The 'victim" of this type of questioning can begin to feel backed into a corner, and ult

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

imately resist any offer. These kinds of questions resemble this example: "You would have to admit that convenience is a major priority of

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

Combination pro

yours, wouldn't you?" I recommend that most of us resort to less confrontational methods of utilizing questions. This is for closers.

2.

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

Informational questioning

This is the most risk-free type of questioning. With this form, the questions asked tend to

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

demonstrate concern and sensitivity, and a desire to understand the customer and his/her business needs. This form does not necessarily le

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

ad to a foregone conclusion. A relative example would be, "What would be a high priority of yours?" You are allowing the respondent to see

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

m in control, but you are drawing information out of them that you will need to effectively direct your sales approach.

3.

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

Positioning questioning

This lies in the middle ground of the three methods, and definitely requires on-the-job testing to fine-tune.

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

Following aspects would a

Positioning is both an art and a science. The better you become at questioning, the more control you will have in your business communica

dd to the challenges in developing combination products:

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

tions. The relative example is, "How do you envision this helping you?" This asks both an honest question and also encourages the client t

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

o visualize the benefits of your wonderful product or service. What you are doing is forcing them to think about the benefits, immediately

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

, in order to respond verbally to the question. If the answer is positive, the underlying message is that the client would prefer to have

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

the benefits that are represented by your offer.

This is a trial close, as close to a commitment as is reasonable to expect at this point

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

Professional from academic institutions, pharmaceutical industries, health care indust

. These kinds of questions can be incorporated into written or broadcast ads, as well as employed face-to face. The bottom line of any sti

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

mulus, once you have attractively and irresistibly presented your benefits, is to conclude with the honest (and manipulative...) question,

.

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

"Can you see how this can be of benefit to you?" Once the conclusion is reached in favor of those benefits, and only after this conclusio

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

Companies that provide selfless information through particip

n has been reached, do you then ask the closing question, "Is there anything that would prevent you from going ahead with this right now?"

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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If you are considering a career as a nurse, you will no doubt have no problem in securing employment. With the shortage of nursing staff it's more likely a nurse will have problem scheduling time off. Vacation time and personal time to spend with your family may be hard to come by until such a time where more nurses are in the workforce.

Focusing on events may miss teh system in action leading to worse problems later...

Think of consensus as the end point of a process, rather than something we can immediately organize. That process starts with analysis and listening, then responds to what we heard in the listening phase.

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