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The Goal of this article is to show how every organization has and needs a sales operation. Sales are involved in every functi

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

on within the organization. Sales skills are critical from presenting an idea to top management and obtaining funding, strateg

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

Examples of combination products may in

c partnerships to the outright sale of your product or service.

Many times when executives or owners of small organizations 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.

e asked if they have a sales operation, they respond that they do not. They say that their organization is too small to have o

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

ne or that they do not have a product or service to sell. These answers are far from the truth.

Whether you call it customer

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

Combination pro

nteraction, business development or just plain sales, everyone in the organization does sales to some capacity. Any interactio

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

with the purpose of building a relationship that ends in some kind of agreement to further a mutually beneficial business rel

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

ationship uses sales skills.

Sales is the difference between reaching the goals of the organization and failure. You can iden

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

ify, get in front of the perfect customer but if the person in the sales role does not have the confidence and/or the sales sk

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

lls to ask for a commitment, all will have gone for naught.

The Quick Sales Assessment

Here are some questions to determine

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

he effectiveness of your sales efforts:

• Who in your organization is responsible for interacting with the customer or strate

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

Following aspects would a

gic partner? Whoever fulfills the function is in a sales role.
• Does that individual like and/or skilled in the sales pr

dd to the challenges in developing combination products:

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

cess? If not, there is no reason to go any further. The remedy is to get a proven sales person to do the job. We should devote

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

time to our areas of strength not areas of weakness.

• Is the person interacting with your customers regularly asking for oth

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

er people who can help reach organizational objectives? This is the referral system of success building. If the referral syste

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

is incorporated into your organization, cold calling will be unnecessary.
• Does the person interacting with the custome

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

Professional from academic institutions, pharmaceutical industries, health care indust

or strategic partners ask for a commitment for further action?

Sales Is the Bottom Line

The sales function resides in every

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

organization. Profit or not for profit, service or product and even companies going for funding, sales skills are employed an

.

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

time a person interacts with another individual with the purpose of getting that other person moved towards a goal.

In the ne

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

Companies that provide selfless information through particip

t issue, we will explore the components of the typical sales model and how it applies to various functions in the organization

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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Are you planning to succeed? Taking time to plan each day is essential - and can mean the difference between success and failure. Here are three easy steps to creating an effective plan.

Bob Dean Stanford, specializes in assisting web-marketers automate their sales presentations through instant video, audio presentations and newsletter publishing.

One of the major mistakes I find in dealing with small businesses is that they believe once their business has provided their product to the customer, that's the end of the process. There's nothing that can be more wrong with your business...read more

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