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Digg It - The Forward Thinking Sales Manager Begins with the End in Mind
If an outside sale is truly a sales process, then there are step
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
s involved for each sale. Since we agree on this fact, it makes
; 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
sense to manage salespeople towards each of the steps in the 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.
s process. The best way to manage these steps is taking them one
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
at a time, moving forward each step toward the sales close. Ess
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ntially, you want to begin with the end in mind which Steven Cov
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
ey suggests as the second habit of successful people.
Too often
Too often
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
a sales manager loses track of the importance of the sales proce
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ss and focuses on the activities. I remember when I was selling
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
opiers how the sales managers’ focus was only on my sales activi
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ties. This tyrant of a sales manager challenged me each day. My
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
calendar needed to show 3 appointments, 20 cold calls and 50 tel
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
phone calls. The fundamental belief that sales activity would le
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
ad to sales was flawed. It wasn’t the activity that made me succ
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
ssful; it was the steps I was taking toward each sale.
The forw
The forw
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
ard thinking sales manager will always work backwards from the g
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
al of a closed sale. When a sales manager’s focus is on the sale
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
s process, they will always know if a potential deal is real or
.
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
ot. A few questions about where prospects are in the sales proce
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
ss and how the prospect got there will reveal the true situation
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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