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Digg It - Sales Training Tip # 26; Cold Call or Sales Call Interruptions
The sales training professionals need to insure that their sales force can handle inte
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
rrupted phone calls without losing their train of thought and without being upset or i
; 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
rritated at the prospect. If you are a salesperson obviously you will be interrupted a
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
nd the sales manager needs to explain this to the salesperson that it is nothing perso
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
nal.
After all the salesperson on a cold call is calling “out of the blue” and perhap
After all the salesperson on a cold call is calling “out of the blue” and perhap
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
during business hours or directly after business hours or right before work starts.
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
In this case the prospect may have 100 things on their minds and the phone call comes
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
in.
You can see how easily things can become disarrayed and the salesman is put on ho
You can see how easily things can become disarrayed and the salesman is put on ho
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ld while the prospect or potential customer is dealing with another important issue or
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
handling a crisis management problem on their end. The sales training professional ne
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ds to help the salesperson understand that this will happen from time to time and coul
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
d very well happen many times per day and the salesman will just have to deal with it.
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
Occasionally we have watched salespeople apologize to the prospect or potential cust
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
omer for making the cold call in the first place. This is a mistake if you are sure t
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
hat you are selling a good product and or service. If the salesman does not believe i
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
the product or service that he is selling then he should not be selling it in the fir
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
st place and should not be working there.
Maybe the sales manager needs to help them
Maybe the sales manager needs to help them
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
understand that and if they cannot figure that out they need to leave the company. Th
.
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
ere is no reason to apologize for offering a great product or service at a reasonable
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
and fair price that will help the prospect or potential client. Consider 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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