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Do you know what most people that apply for sales jobs do before they go in for a sales intervi

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

ew? They research the most common sales interview questions and have their answers scripted ahe

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

Examples of combination products may in

d of time. This is a smart thing to do. Salespeople should prepare as well as they can for any

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

iven situation, including sales interviews.

But do you want to hire a scripted salesperson? Do

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

you want someone selling your companies products and services that is good at memorizing and re

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

Combination pro

iting scripts or would you rather hire someone that can think fast and come up with solutions t

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

problems on the spot?

If your selection process involves making hiring decisions based solely

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

on job interviews then you may be hiring the wrong people. Salespeople should be personable, in

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

elligent, and persuasive. You can never see these personality traits in an interview setting.

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

o, what should you do? Try the following 2-step process:

Instead of a sales intervie

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

at your office, take the candidate out to meet clients or on a sales call. Brief her on the ba

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

Following aspects would a

ckground of the prospect that you visit ahead of time. Then meet the prospect or client and wat

dd to the challenges in developing combination products:

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

h her sell. What better way is there to view a job candidate’s sales skills than to observe her

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

in action?

Follow the sales call with a relaxed lunch or dinner to observe the job ca

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

didate's social skills. You want to hire someone that is personable for a sales job because peo

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

le buy from people that they like. Going to a restaurant allows you to experience your job cand

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

Professional from academic institutions, pharmaceutical industries, health care indust

date's social skills first hand in her dealings with you, the restaurant staff, and the other g

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

ests. Don’t hire someone that is not pleasant and polite to waiters or strangers at nearby tabl

.

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

s. Sales interviews are worthless. Following this 2-step process when hiring sales

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

Companies that provide selfless information through particip

eople will give you a better indication as to their sales skills than a scripted interview will

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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The decision to start my own business was a hard one. I went through a lot of doubts, a lot of fears. Required a lot of long hours, and hard work. There were times I wondered what am I doing? What if I fall flat on my face? How long is it going to take to start a profit? You took a temporary back seat to the business start up. You listened patiently as I explained my goals and my dreams and you saw my eyes dance with ideas that you did not let die. You saw the determination and you listened.

Do you think that if Bill had not had chance to use 'the computer' -as we call it today- since he was just 13 years old, could he have made such a great achievement?

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