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Everyone hiring a salesperson wants a superstar. If you are hiring a salesperson for 2007, you should have a list of superstar qualities your candidate must match. If we were talking, I might ask you; do you really need

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

to hire a salesperson to get the results you want? In some cases a superstar employee could already be working for you. The employee might have the qualities you are looking for; you just need to make him or her a supe

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

Examples of combination products may in

star.

If you insisted on hiring a salesperson, I would want to know what sales attributes are on your list. Frankly, I would advise you to look at this investment like purchasing a new car or vehicle for the business.

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

The questions are very similar since whatever you invest in; you will be riding and driving for awhile.

Buying a vehicle and hiring a salesperson can become emotional decisions. You will make better decisions when you

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

ake the emotion out of it. I recommend you create a salesperson check list to help you make the right decision. Ben Franklin used the comparison check list to make his decisions, he was a smart man. If you don't have a

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

Combination pro

list of preferred characteristics and quality features, you might be making the wrong choice.

My Vehicle/Salesperson Checklist This short checklist will take some of the emotion out of your important s

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

lesperson decision. These are factors that will impact your decision.

Automatic or manual - are you looking for someone who will do the job automatically or someone who will need a lot of direc

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

tion and attention from you? If you don't have the time or a selling system in place, it will eat up valuable time you might not enjoy spending.

On board navigation system - If your business doe

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

n't have a great selling system with a built in navigational system, you better hire a strong salesperson who can find his or her way around the sales process. Unfortunately, 80% of salespeople don't come with this feat

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

ure.

Off road or city - will the salesperson you hire be following your route for business or will they be going off road to find new clients for you? When you build a business with a salesperso

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

, you must hire them to match the business development area you have in mind.

Long haul or short routes - are the prospects and customers you want long sales cycle with high volume sales or shor

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

Following aspects would a

t sales cycle with low volumes? Salary and gas is expensive, make the right choice. It is better for everyone when you are on the same page.

Maintenance - did the previous employer take good car

dd to the challenges in developing combination products:

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

of the salesperson and does the record history equate to a well maintained employee? It is important to know if you can match the expectations your candidates have and vice versa.

Previous ownership
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
trong>- how many previous employers are there? If there are more jobs than expected, what are the reasons for leaving? You don't want a lemon, they cost more.

Condition of exterior and interior

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

does the sales person's appearance match the expectations of your operation? Does the salesperson's personality match well with the values of your organization? Building a good team is important and sales are just one

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

facet of business.
Test Drive - role playing with a prospective salesperson reveals a lot about their skills. If they don't ask good questions or follow sales processes don't hire them. The best

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

Professional from academic institutions, pharmaceutical industries, health care indust

attribute of a salesperson is good listening skills and the ability to uncover opportunities for business.Get Expert Advice When you are buying a car, a good mechanics evaluation will reveal v

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

aluable insight on the suitability of your investment. The same is true when hiring a salesperson. Unless you are a strong sales manager, you should consult with a trusted sales management expert to evaluate your final

.

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

andidates. Additionally, there are many sales and personality tests which can provide you with good information. On a final note, in some cases, a salesperson isn't needed to increase sales. Sometimes, a tune-up of the

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

Companies that provide selfless information through particip

existing team or automation of best practices will deliver better results. If you want to make the right choice, seek the wisdom of someone who understands your market and will give you good business development council

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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