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There are many different sales management styles, but which one wor

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

ks the best? Well most experienced practitioners recommend a tough

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

Examples of combination products may in

ove approach. What is tough love? Well hopefully it is the same typ

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

of management your parents and early teachers or sports coaches pr

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

vided. They cared for you and helped you get up and dust yourself o

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

Combination pro

f and get your butt back into the game. Tough love is a place where

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

excuses and blame game don’t cut it. Where folks are judged by per

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

ormance and not BS.

So where exactly is Tough Love on the scale be

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

ween the Iron Fist Rule and the overly empathetic bleeding heart em

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

tional understander of academic human psychology. Well, tough love

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

pans all categories and is a cut above it all, it is not part of th

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

Following aspects would a

e scale it is the Scale. Empathy is fine, iron fist is fine, but on

dd to the challenges in developing combination products:

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

y when they are appropriate, not abused and fair for all concerned.

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

Can you manage your sales team like that?

Well I bet you can, we d

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

d in our company. We cared about performance we thru problem sales

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

eople over board when they either could not cut it or crossed our e

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

Professional from academic institutions, pharmaceutical industries, health care indust

thical boundaries. We were fair, we listened and we had empathy for

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

the situations our teams encountered in the field. But in sales you

.

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

adapt or die and since dying was not an option, we adapted along wi

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

Companies that provide selfless information through particip

h our sales teams to win. I hope you will consider all this in 2006

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

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