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Want to improve your sales letters? Compare them with newspaper classified ads for salespeople. What employers look for in a salesperson, you should look for in a sa

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

les letter.

1. Self-starter
The best salespeople require the least amount of supervision. They are self-motivated. Your sales letter needs to work on it

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

Examples of combination products may in

s own. If you want your prospect to buy through the mail, your sales letter must give every benefit, feature, selling promise, proof and guarantee needed to close th

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

e sale.

2. Experience necessary
Top sales people learn from their mistakes. So should your sales letters. The one you are about to mail should have been

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

tested to make sure your list, your offer, your creative and your timing are the best they can be.

3. Works well under pressure
Your prospect is busy a

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

Combination pro

d distracted. Your letter will likely arrive as an interruption. So make sure your letter works hard to grab the attention of your potential buyer and make your sale

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

s pitch.

4. Excellent communication skills
My wife and I dined out on her birthday a few days ago in a Chinese restaurant where our server was authentic

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

mainland Chinese, charming, professional and incoherent. We could hardly understand her. If she made any suggestive sells at our table, we don’t know about them. Ev

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

en though she was delightful. Make sure your sales letters are easy to understand.

5. Energetic
The real estate agent who helped us buy our house rises

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

early, works hard and works late. She did for us. She will get our business again because she doesn’t quit. Your sales letters need to have a certain vitality to the

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

that is hard to describe but comes through in the reading.

6. Excellent writing, editing, and typing skills
No typos. Enough said.

7. Proven organi

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

Following aspects would a

zation skills
I sat in on a meeting once where a famous and competent sales trainer made a presentation to the account executives and the company management

dd to the challenges in developing combination products:

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

, trying to sell us on the idea of taking his sales training. Fifteen minutes into his pitch, he stopped and asked us if we knew where he was in his sales pitch. Non

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

e of us knew. He got our business. We wanted to be as organized and methodical (and effective) as he was! In person and on paper.

8. Team player
Sometim

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

es your sales letter will not be working on its own. If your letter is designed to generate a lead and not make a sale, for example, it likely has other team players

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

(print advertising, telemarketing, pay-per-click advertising) that it must work with to reach quota. Make sure your sales letter matches the tone and strategy of you

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

Professional from academic institutions, pharmaceutical industries, health care indust

r other marketing team players.

9. Excellent customer service skills
I think you’ll agree that sales letters are a one-way medium, but you can write the

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

m to sound more like a conversation, can’t you? The more that your letters sound warm, human and real (just like a good sales person), the better.

10. Serious ca

.

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

ndidates only need apply
Have you heard the one about the Englishman, the Irishman and the Scotsman who go on a sales call? Neither have I.

© 2006 Sharpe C

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

Companies that provide selfless information through particip

opy Inc. You may reprint this article online and in print provided the links remain live and the content remains unaltered (including the "About the Author" message)

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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For a small business or franchise owner, using retirement money could significantly improve the longevity and ultimate success of that business. For instance, a $150,000 SBA loan obtained today at an 11% interest rate for 10 years would require almost $100,000 in interest payments. Using equity rather than debt to buy the business would not only save nearly $100,000 in interest, it would free up more than $2000 each month for reinvestment back into the growth of the business.

The previous two articles in this series covered ad specialty items or promotional products - what they are and how effective some are (and aren't). Read on to see how a particular ad specialty item is continuing to make a difference to businesses and customers alike, and how you can get it on it too.

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