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Unless you are in the top 2% of sales professionals worldwide it's pretty hard to create need. Only those who are able to ask questions which surface a subliminal need 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

then develop that need into want will be able to make that sale.

Sales people should find other ways to identify need through questions which establish the qualified need

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

Examples of combination products may in

. Merely having the prospect tell us he has a need does not always identify the real need. What we really should do is probe with questions which spring the need behind t

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 need. That's what's referred to as the qualified need. Prospects usually state their need, yet unless we can drill down a little bit further, we will not be able to dis

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

cover the refined need, which if course is the qualified need.

For example you are selling cars. The suspect shows up on the lot, you approach and ask them what they are

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

Combination pro

interested in. They say 'a four door sedan'. But when you see what they are looking at you notice they are looking at a sports car model. You quickly calculate the GAP b

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

tween what they said and what they are looking at. It's clear there is a wide spread and you know that something is not right with this picture.

You have a choice here.

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

You can start to extol the benefits of that racy convertible rolling down the freeway with the top down and help the buyer see how good they'd feel about themself and the w

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

ay other drivers would gawk with envy at them. Or you could probe to see why what they said they're interested in [the four door sedan] and what they're drooling over are

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

ifferent.

You can bet the farm on this one. More sales never happen because the sales person didn't take the step to determine the GAP between what is said and what is me

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

ant. Frankly, they failed to qualify the need.

Would it surprise you to know that with a few well chosen questions you could discover why they were looking at the sleek c

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

Following aspects would a

onvertible but saying they wanted a sedan?

How about these questions for openers.

• Do you have a family? If so, what are the children's ages?

• Is this car only for yo

dd to the challenges in developing combination products:

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

or is this a vehicle for you and your wife?

• Do you think your wife would trade with you every so often, namely you get the van and she gets the sports car?

It won't ta

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

ke long before reality sets in. He is daydreaming about something he desires but doesn't need. He needs a four door sedan. Can you imagine the wife's reaction when he co

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

mes home in his mid-life fantasy auto and she was thinking about practicality? If you have ever had a sale unhooked, bet that what the prospect said they wanted and what

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

hey really needed were not the same. Therefore it is recommended you create and practice asking questions related to your own product or service in order to determine the

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

Professional from academic institutions, pharmaceutical industries, health care indust

qualified need with your prospects.

Our job as sales people is to determine what the prospect says they want is really the right thing for them. This is assured when the

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

sale is made, the paperwork and down payment are received, your prospect will show a sense of relief that you HELPED them make the right decision. If you have ever inked a

.

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

sale and observed a concerned look on the buyer's face, you need to ask yourself why the concerned look? Is this sale a solid one?

Simply remember this. If the prospect

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

Companies that provide selfless information through particip

says this is what they need your job is to qualify that need. In so doing you'll discover the product or service they really require as opposed to what they want or desire

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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Every company follows its own credit policy set by management. For some the credit period offered to the customer is a week while for other organizations it could be as long as a month. Problems start when payments are not forthcoming within the time agreed upon. This is when a company has to initiate the accounts receivable collection.

Effective networking is the key to unlocking the door of opportunity, Effective networking done correctly could open up a hidden market that's perfect for you!

You will meet many people while you network. It can be challenging not only for you to remember others but for others to remember you. You need to make yourself stand out in a positive way. You may get lost in the crowd if you don’t take this seriously. Be creative and try several ideas.

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