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I love those timid trainers that try to convince sales novices that there are g

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

ood, better, and best times to make sales calls.

Baloney!

There are several r

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

Examples of combination products may in

easons this advice is utterly bogus:

(1) Are you a mind reader? Can you always

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

psychically detect when the best moment has arrived to call a particular prosp

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

ct? If you’re this clairvoyant, better take your gift to the racetrack, place s

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

Combination pro

ome timely bets, and retire while you’re young.

(2) There are top executives 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

hat arrive at their offices at 6:30 in the morning and don’t leave until 8 at n

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

ght. When is the best time to reach them? There’s just no way to know.

(3) You

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

’re never going to be in a better mood to make calls than right now. If a prosp

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

ect crosses your mind, don’t hesitate. Call them, and if you must, simply use t

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

e “I just thought of you” or “I was just reminded of you,” opener.

(4) Salespe

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

Following aspects would a

ople are notorious for believing in superstitions and fabrications. The idea th

dd to the challenges in developing combination products:

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

at there are good, better and best times to call, is one of them. Don’t buy it.

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

It’s just another excuse to be inactive, and you’re better off without it.

(5

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

What if you called someone at the VERY WORST TIME IMAGINABLE? What, then. Pat

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

yourself on the back. Laugh it off. Use it as a fun war story to tell over a be

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

Professional from academic institutions, pharmaceutical industries, health care indust

er with your pals. And then move on!

The most important thing about selling, a

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

d especially about cold calling is to start and to never stop.

I don’t care ho

.

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

w rich or successful you become.

Believe me, if there is one truth that works

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

Companies that provide selfless information through particip

in all circumstances, it’s this one:

RIGHT NOW is always the best time to call

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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