Digg It - Business

Nonverbal communication, otherwise known as body language, is just as important as the words that are being spoken in a conversation, particularly during a sales meeting or presenta

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

tion. Professional buyers and sellers know this. They can tell when something is amiss or not right by studying the approach of the vendor or the client as he walks into a room and

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

Examples of combination products may in

takes a seat. You don't think it's possible? Read on.

In majority of sales meetings, one party often assumes an "I am going to crush you" attitude; this eventually leads to misunde

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

rstanding and premature judgments. Often, nothing good comes out of meetings like this one. If one person starts out with a haughty attitude, the other will likely take a defensive

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

stance and a subliminal battle of wits ensues.

For example: The buyer enters the room briskly, sits back on his chair with some distance from the table, folds his arms over his che

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

Combination pro

st, crosses his legs and then blurts out, "So, what is it you want to discuss?" The seller could respond to this by moving to the edge with his feet in a sprinter's stance and body

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

leaning toward the buyer in a take-charge manner. He might also use his index finger with his hand gesticulations to drive his point across. This response could arouse suspicion on

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

the side of the buyer, who likely hates a hard sell. As a result, the buyer puts up a defensive wall. Now both parties are edgy.

Instead of discussing the product or idea congenial

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

ly, the seller starts to feel insecure because the buyer does not seem to be listening to him, and is instead trying to find faults in what the seller is saying. This frustration co

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

uld be the seller’s undoing. He might be compelled to ask no-no sales questions, such as "Don't you understand? What's wrong with you?"

It doesn't take a genius to conclude that no

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

hing good will come out of this situation. In fact, hostile feelings could even be produced and both parties are likely to walk away shaking their heads in annoyance.

But this is j

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

Following aspects would a

ust scratching the surface. While the above example might tell you a thing or two about how you and other human beings behave, it does not help you develop the skill of reading gest

dd to the challenges in developing combination products:

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

ures and body language at the onset, so that situations like this one can be prevented.

A lot of purchasing agents like to assume an ogre-like attitude with novice salespersons, be

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

cause it gives them an air of authority and they enjoy watching the novices squirm. These persons are hard to sell to, yes. However, if the salesperson can ask effective questions t

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

hat address the agent's particular interests and needs, this cool veneer will eventually fade. Conversely, if the agent takes off his glasses and puts it on the table, it means the

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

meeting's over and you need to get out.

If, during the sales pitch, the buyer leans closer and assumes a defensive gesture (like crossing his hands), this means he is not pleased w

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

Professional from academic institutions, pharmaceutical industries, health care indust

ith what you are saying. You can counter this by going back to your original position on the other side of the table and laying off your aggression slightly. There are those types o

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

f people who want to always maintain authority and will not appreciate having you over to their side of the fence.

Selling is no easy task. In fact, it can be one of the most ungla

.

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

morous professions in the world (that depends on your skills and attitude of course) – and not many people regard sales people very highly. You can prevent this impression from taki

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

Companies that provide selfless information through particip

ng over you by knowing how to read body language before defensive body language is thrown at you. It's a hard job, but since you're already there, you have to do it – and do it well

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.diggit.org.ua/article/31198/diggit-How-to-Read-the-Body-Language-of-Buyers-And-Sellers.html">How to Read the Body Language of Buyers And Sellers</a>

BB link (for phorums):
[url=http://www.diggit.org.ua/article/31198/diggit-How-to-Read-the-Body-Language-of-Buyers-And-Sellers.html]How to Read the Body Language of Buyers And Sellers[/url]

The service industry in the United States is providing an increasingly important portion of the gross national product. This means that the concepts and principles of “production” have been advantageously adapted to non-manufacturing activities as banking, health care and tourism.

Selecting the right conference gifts and trade show giveaways can make a world of difference in your marketing efforts. It’s so common to give away something at your exhibit booth or conference table, that all too often, marketing managers simply order some random item – or an assortment of them – so that they can hand out something printed with the company name.

Tags

Links

Digg It - How to Read the Body Language of Buyers And Sellers

Related Articles: