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I was never really fond of my sales manager when he strode into the call c

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

enter and bellowed: “It sounds dead in here. Raise your voices!”

Was he c

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

Examples of combination products may in

razy?

Here I was, having another intimate chat with a prospect about Time

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

Life’s Nature Library and suddenly, I sounded like I was calling from a zo

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

o!

Later, after becoming the top seller and then a sales manager in my ow

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

Combination pro

right, I came to appreciate the validity of his rude advice:

Bigger voic

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

es sell better.

Period.

This may seem counterintuitive to you, as it did

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

to me, long ago, but it’s actually true.

Here are three reasons you want

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

to raise the volume, whether you are a salesperson or a manager:

(1) Loud

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

r voices sound more confident than whispery ones, and confidence is contag

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

ious. Prospects must believe in what you’re saying, and they defer to you

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

Following aspects would a

more often when you sound big and extroverted.

(2) When you can hear othe

dd to the challenges in developing combination products:

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

reps as they sell, it picks up your spirits, and you feel less alone and

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

self-conscious. So, you enjoy yourself more, just as you do at a louder pa

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

ty.

(3) This works in a sales context in the same way that Dale Carnegie’

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

s advice works in public speaking: Act enthusiastic, and you’ll be enthusi

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

Professional from academic institutions, pharmaceutical industries, health care indust

stic. In other words, your attitudes follow your behavior. If you can get

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

yourself to sound confident and successful, you’ll become so.

I know, 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

may be thinking, “I don’t like that; I don’t want to sell that way!”

I ca

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

Companies that provide selfless information through particip

n relate. If your want to argue with success, go ahead.

Just do it LOUDLY

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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Yes, You know and your Mother knows, too! However, the rest of the world has to be informed. Someone has to spill the beans. Let the world know that YOU are holding the “goods”.

It is an age-old concept that better goods attract more customers, but what most people do not understand is what makes a better product the better product. In the American commercial environment, the actual quality of a product often comes in last when considering what really affects the sales numbers. Rather, the most important thing is to help people believe that you have a better product. This is accomplished several ways, but the first, and possibly most important step to creating a better image of your products, is to be different.

Article analyzes how TV commercials sell to the public, and how sales professionals can incorporate similar techniques in their selling.

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