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Sales Management includes features for creating the sales force; organizing sales force, sales forecasting and planning, identifying potential customers, maintaining client inform

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

ation, and creating and managing schedules.

Sales management’s key functions are contemplated around procuring a clear perception into the activities of direct reports as well as

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

Examples of combination products may in

the sales activities of the enterprise.

Key functions maintained by sales management are managing organizational sales structure and territories—crucial enterprises turnover; sal

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

es reporting and forecasting; quota management—handing assignments to sales representatives, implementing changes, etc.; and incentive management—producing compensation plan.

An

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

rganization’s sales management is enhanced through their workforces’ active participation to internal and external programs like symposiums—meetings or conferences conducted to di

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

Combination pro

cuss an issue; trainings—coaching people to a mode of performance in introductory, learning and transitional periods; and seminars—a gathering where there occurs information excha

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

nge and discussions.

These customized activities indulge the personnel’s yearning to gain more knowledge on individual productivity, team work, streamlining the sales process, sa

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

es performance precision, hiring sales champions, motivation methods that work, mastering the art of sales and sales coaching and tools, tactics, strategies for improvement.

The

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

role of the sales manager is to provide an atmosphere where their subordinates can perform. They play a critical role in analytically examining, questioning and settling the sale

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

productivity problems by creating structure and conscientiousness in the sales process.

To be good in these aspects, a sales manager must equip himself with the methodologies fo

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

planning sales activities and the know-how in using sound key performance indicators for managing the selling process. To increase sales productivity, concentration must be allo

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

Following aspects would a

tted to the sales process rather than consuming full focus on business outcomes.

Another character in sales management is the sales people or sales representatives. These are th

dd to the challenges in developing combination products:

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

people designated to solicit business in behalf of the organization in a specific territory.

To build successful sales relationships, a sales representative has to identify and

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

attend to two necessities. These are the prospect’s psychological needs—intellectual concerns as to what makes him happy; as well as the prospect’s objective or business needs—th

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

products, materials, equipments that are related to his profession, way of life, or hobbies.

In sales management the things that are taken into consideration are: the sales proc

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

ss—right variety to suit the business’s market and value delivery to consumers; psychological assessment—revolves around understanding and researching on the business and consumer

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

Professional from academic institutions, pharmaceutical industries, health care indust

needs; pre-approach planning and prospecting—understanding maximum value prospects and generating referrals; opening—engineering business affinities, establishing plausibility an

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

gaining interest; and strategies—development of long- and short-term sales cycles.

A profitable sales management requires the comprehension of the prospect’s needs and the sourc

.

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

e of customer value. Active listening and questioning techniques should be applied to collect information on ways to further service and product value. And there should also be

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

Companies that provide selfless information through particip

ontinuous personnel information upgrade to equip sales people with the right strategies and methods to top-notch sales and sales management skills.

Copyright 2007 Ismael D. Tabij

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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Finding and keeping good employees today can be an on-going challenge for many managers and organizations. There are a number of reasons for this.

For years I have heard the comment that the customer is always right. Baloney! There have been many times that I as a customer have operated under false assumptions, bad advice, unrealistic expectations, rumors and hearsay. Ill bet if you think about it, that you too have not always been right as a customer.

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