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If you are a beginning sales professional you need a sales champion because you

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

cannot do it on your own. This doesn’t mean that you should not be independent m

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

Examples of combination products may in

nded or ‘lean’ on someone else. It simply means that you need someone to guide a

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

nd assist you in the selling process…

What is a sales champion? In layman terms

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

a sales champion is a mentor or coach who has experience handling complex sales.

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

Combination pro

If you have ever been to any sales training program or seminar probably even a w

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

orkshop then you have used the services of a sales champion. There are numerous

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

ooks written by sales champions and you may have used any of these books. By rea

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

ing any of these books you are engaging the expertise of sales champions.

The b

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

enefits of championship selling are significant. All profit generating companies

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

(some are non-profit) welcomes and strives for new business opportunities and su

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

Following aspects would a

tained growth. These objectives can be achieved through champions. Champions pro

dd to the challenges in developing combination products:

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

vide support to other sales members of the company and help the company attain i

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

s goals. Being an expert at handling customer relationships they are also able t

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

acquire bigger accounts.

A sales champion has the ability to understand custom

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

ers needs and are able to provide appropriate solutions based on such thorough a

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

Professional from academic institutions, pharmaceutical industries, health care indust

d deep understanding. His comes as a result of acquiring the right customer info

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

mation and then capitalizing on such information. If this is done sincerely with

.

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

the true motive of helping the customer the result is greater customer loyalty.

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

Companies that provide selfless information through particip

If you are a sales champion or aspiring to be one then make it worth your while

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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Many people ask me, “What is a postcard campaign, exactly?” “And why do I need one?” As I have been educating my clients one on one for years now, I suddenly had the bright idea that I needed to explain this for more than just one at a time and in further detail. So here goes…

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