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I've never met a salesperson who did not experience a fear of cold calling at one time or another. Almost all of them have their reasons for being relucta

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

nt to make cold calls, and most of them have no idea what really causes it. Their are two basic reasons for the fear of cold calling. Both are easy to cur

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

Examples of combination products may in

if you know how.

1. The Experience of Repeated Failure

Most salespeople set out to contact a large number of people who have an apparent need for their

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

products and service.Their objective is to convince every one of them to grant them an appointment.

Let's assume that you contact 50 people a day and ave

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

age 2 appointments. In your business, that may be a very good result. Nevertheless, you have the experience of repeated failure because you tried to convi

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

Combination pro

ce all of them and you failed to meet your objective of 48 out of 50 calls.

The Cure - Change Your Objective. Your new objective is to make appointments

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

nly with High Probability Prospects - and to disqualify everyone else. Make fifty calls and be clear that you'll only make an appointment if the prospect

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

ants what you're selling. If the prospect doesn't want what you're selling, terminate the call quickly and courteously. You now have the experience of suc

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

eeding in your objective 50 times out of 50 calls.

2. Fear of Rejection.

Most salespeople have a prospecting "pitch" which is designed to interest, enti

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

e, excite, convince and persuade people to give them appointments. They have a string of questions to get the prospect involved and interested in meeting

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

hem. Every question that they ask increases the prospect's sales resistance. Thus, negative reactions to their methods grow very quickly.

Most prospects

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

Following aspects would a

eact to any prospecting pitch defensively. Their sales resistance is aroused as soon as they hear your warm greeting and your friendly,enthusiastic, profe

dd to the challenges in developing combination products:

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

sional pitch. The more skillful you are in keeping them talking and listening, the more they become wary and annoyed. Eventually, many of them become non-

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

ommunicative, or too busy to talk, or abrupt, or sarcastic, or otherwise negative. All of these reactions cause most salespeople to feel rejected.

Almost

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

all sales managers and trainers tell you that you're not being rejected, that the prospects are merely declining the offer of your products or services. W

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

y then do almost all salespeople feel rejected? Are you too sensitive, too thin-skinned?

Think about it. Who do you trust? Is it the sales manager who wa

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

Professional from academic institutions, pharmaceutical industries, health care indust

ts you to keep on going until you become insensitive to the rejection? Or do you trust your own perceptions, your feelings of rejection? Are all other sal

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

speople who feel the rejection also wrong? No, you feel rejected, personally rejected, because you are being rejected. That rejection is caused by the nor

.

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

al defensive reactions that everyone has against being persuaded to do something they don't already want to do. If you want to eliminate rejection you mus

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

Companies that provide selfless information through particip

change the way you prospect.

THE CURE - See 1, above.

THE RESULTS - No more fear of cold calling and no more wasted time with low probability prospects

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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A registered office is a useful provision from a legal point of view as well as a financial perspective.

So how do you hire a great marketing person that will want to stay at your company for the long haul? Here are some tips.

A teaching portfolio illustrates a collection of selected samples, demonstrating an individual?s specific method of teaching. The portfolio would ideally provide all the documented evidence of the subject taught. It might also include self-reflections, student work samples, reports of faculty development efforts and classroom research. While deciding what must be added to a teaching portfolio, individuals and institutions may consider focusing on the methods and standards of effective teaching.

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