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Digg It - Successful Sales Management - What Are The Core Competencies?
Management, and particularly sales management, operates on and obtains its results from the staff that are managed. This clearly puts emphasis on the behavioural skills required to promote good human relations and helpful attitudes. These skills are developed main
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
ly from:-
• An interest in individual needs and points of view
• Readiness to direct time and thought to analysing attitudes
• A sense of justice or fair dealing
• Respect for the personality of others
To enable the staff that are managed to develop their abi
• An interest in individual needs and points of view
• Readiness to direct time and thought to analysing attitudes
• A sense of justice or fair dealing
• Respect for the personality of others
To enable the staff that are managed to develop their abi
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
ities profitably for themselves and their company, good human relations alone are not enough. The manager has to define tasks, set proper objectives, and maintain firm control. The basic skills required to do these things are:
• Analytical Ability:
Inform
• Analytical Ability:
Inform
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
tion coming to Sales Managers is of all kinds, from verifiable
facts to rumour. It is important to be able to sort the wheat from the
chaff, to see the relevance of items of information to one another, and
to draw conclusions which seem to fit the facts. Again
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
when a
problem arises it is necessary to analyse it to seek its causes (is it a
symptom of something wrong elsewhere?) and establish it’s true
importance.
• Judgement:
All their decisions express the judgement of the manager on a situation or a per
• Judgement:
All their decisions express the judgement of the manager on a situation or a per
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
on. Having analysed the available information he must then
judicially weigh the evidence in order to decide on the best course of
action. Few decisions can be wholly right or wrong. Most involve a
balance of advantages and disadvantages - “Trade Offs”.
•
•
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
ommunication:
What is clear to them must be made clear to other people also. They should ask themselves what every individual needs to know, and why, what reaction they expect from them, and how they will know whether it has occurred. Good communication is no
What is clear to them must be made clear to other people also. They should ask themselves what every individual needs to know, and why, what reaction they expect from them, and how they will know whether it has occurred. Good communication is no
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
only a matter of clear thinking and expression. Since it takes place between at least two people the communicator should be able to see their communication through the recipient’s eyes.
However, these characteristics must be underpinned by the core competencies:
However, these characteristics must be underpinned by the core competencies:
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
The Attainment of Targets:
• Always attaining targets by the time deadlines
• Knowing what to do and doing it, when performance deviates from plan
Ability to Get Things Done:
• A good “objective” setter, planner and above all controller
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
• Always finishing what they start
Co-Operation:
• The ability to work with others in a friendly co-operative manner - inspiring others to co-operate
Initiative:
• Having both the desire and the ability to ornate and develop constructive id
Co-Operation:
• The ability to work with others in a friendly co-operative manner - inspiring others to co-operate
Initiative:
• Having both the desire and the ability to ornate and develop constructive id
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
as
• A self-starter able to work with minimum brief
Dependability:
• Really dependable, thorough and accurate in everything they undertake
The Selection of People:
• Ability to meet manpower quotas and surround themselves with good people
• A self-starter able to work with minimum brief
Dependability:
• Really dependable, thorough and accurate in everything they undertake
The Selection of People:
• Ability to meet manpower quotas and surround themselves with good people
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
r>
• Skilled at getting the facts and making good judgements
Delegation:
• Produce results through others, as opposed to trying to doing everything themselves i.e. delegate wisely
Planning and Organising:
• Have written down objectives and plan
Delegation:
• Produce results through others, as opposed to trying to doing everything themselves i.e. delegate wisely
Planning and Organising:
• Have written down objectives and plan
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
in detail how those objectives will be attained
• Anticipate problems and plan how they will be overcome
Vision:
• Ability to look well ahead, be a good forecaster and consider the future, its opportunities and problems that will have to be overcome
• Anticipate problems and plan how they will be overcome
Vision:
• Ability to look well ahead, be a good forecaster and consider the future, its opportunities and problems that will have to be overcome
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Creativity:
• Able to generate ideas frequently and always be working out ways and means of ‘doing it better’?
‘Selling’ Company Policies:
• Absolutely loyal under all conditions and a ‘Company Man/Woman’
• Always ‘sell’ rather than ‘tell’
• Able to generate ideas frequently and always be working out ways and means of ‘doing it better’?
‘Selling’ Company Policies:
• Absolutely loyal under all conditions and a ‘Company Man/Woman’
• Always ‘sell’ rather than ‘tell’
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
b>Human Relations:
• Possess the desire to develop from a “Boss” to a Leader
• Ensuring that people enjoy working for them and being a good team builder
Developing Subordinates:
• Always practicing what they preach
• Using all opportunities
• Possess the desire to develop from a “Boss” to a Leader
• Ensuring that people enjoy working for them and being a good team builder
Developing Subordinates:
• Always practicing what they preach
• Using all opportunities
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
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
to show their people the benefits to them of reading, analysing, practising and improving
Problem Solving:
• A positive thinker
• Able to quickly pinpoint problems, come up with solutions and get the action going
Technical Knowledge:
• Have
Problem Solving:
• A positive thinker
• Able to quickly pinpoint problems, come up with solutions and get the action going
Technical Knowledge:
• Have
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
an exceptional understanding of their speciality area and continually striving to improve that knowledge and keep up-to-date
• Management Knowledge:
• Have a sound knowledge of modern management techniques applicable to their field and continually develo
• Management Knowledge:
• Have a sound knowledge of modern management techniques applicable to their field and continually develo
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ing themselves in this area
Knowledge of Policies:
• Have a complete understanding of company policies and procedures
Common-Sense:
• Have a highly mature approach to most situations, have and exercise a great deal of commonsense
Enthusia
Knowledge of Policies:
• Have a complete understanding of company policies and procedures
Common-Sense:
• Have a highly mature approach to most situations, have and exercise a great deal of commonsense
Enthusia
.
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
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
m:
• Possess a zest for the job and always seen to be enthusiastic
• Smile easily and have a positive, eager and responsive attitude
Ability to Work Under Pressure:
• Be able to maintain enthusiasm and good attitudes when the going is tough
• Possess a zest for the job and always seen to be enthusiastic
• Smile easily and have a positive, eager and responsive attitude
Ability to Work Under Pressure:
• Be able to maintain enthusiasm and good attitudes when the going is tough
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
Summary:
A Sales Manager may or may not be an outstanding sales person. The important thing is that he or she should be a good manager. This is their individual and unique contribution to their company
Copyright © 2006 Jonathan Farrington. All rights reserve
A Sales Manager may or may not be an outstanding sales person. The important thing is that he or she should be a good manager. This is their individual and unique contribution to their company
Copyright © 2006 Jonathan Farrington. All rights reserve
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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