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Making sales calls is the fundamental building block to making your medical staffing agency a success.

This process requires some preparation before you dive into makin

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

g your telemarketing calls for your medical staffing agency, especially if you are calling a new medical facility or are new to this type of work.

Key questions you nee

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

Examples of combination products may in

d to prepare prior to making your calls are?

Who are you trying to call?
How do I plan on reaching the people on my list?
What is my objective for this call?<

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

r> What are some of the objections I will encounter?
How do I plan on responding to the objections?

Script the call using these questions before you begin your ca

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

lling campaign. Remember, you generally don't have much more than 20 seconds to make your presentation on the phone.

Some basic questions you need to ask as a This p

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

Combination pro

ocess requires some preparation before you dive into making your telemarketing calls for your medical staffing agency, especially if you are calling a new medical facili

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

ty or are new to this type of work.

Key questions you need to prepare prior to making your calls are?

Who are you trying to call?
How do I plan on reaching the pe

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

ople on my list?
What is my objective for this call?
What are some of the objections I will encounter?
How do I plan on responding to the objections?

Scr

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

pt the call using these questions before you begin your calling campaign. Remember, you generally don't have much more than 20 seconds to make your presentation on the

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

phone.

Determine the reason you are calling by placing yourself on the other end of the call. Ask yourself why should someone talk to you? What makes what you are se

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

ling to viable and needed that they should take the time to talk to you?

Knowing your audience will help you specify the needs of the facility and be able to use key te

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

Following aspects would a

rms to peak the curiosity of the facility you are calling.

Have prepared two major benefits why they should use your medical staffing agency ahead ot time. Often time

dd to the challenges in developing combination products:

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

s you can secure new accounts by having answers to common questions before they are asked.

Try to avoid putting down the competition to get the business. This is a dea

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

breaker that will make your medical staffing agency sound desperate.

Having a competetive advantage may or may not get you in the door. What I mean is having a beauti

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

ful office, glossy business cards, expensive marketing kits etc. are not viable alternatives to good old fashion friendliness.

Be direct and to the point doing sales ca

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

ls. Plan on sending direct mail campaigns to use as a "ice breaker" when calling or visiting a facility. Using a familiar form of reference to spark a conversation is

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

Professional from academic institutions, pharmaceutical industries, health care indust

an excellent vehicle to use to break down the customer/salesperson barrier.

Keep good records when returning calls, knowing the names of who you are calling and asking

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

for them by name makes your medical staffing agency sound prepared.

Try not to call on Mondays, medical facilities are busiest on these days. Avoid calling at lunch

.

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

ime and especially early in the morning.

If the medical facilities respond to your inquiries by stating they are already using a medical facility, simply lead them to t

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

Companies that provide selfless information through particip

he option to use your medical facility as a back-up. This option can be further enticed by offering them a shift at your cost to test drive your medical staffing agency

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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What do women want that's different to what men want? What criteria do women use when making a buying decision and why should you be interested in marketing to women anyway?

Teams are dynamic entities in their own rights. If you are leading a negotiating team or facing one, seek to manage the collective body. Negotiations is basically small group management. If you can establish an informal leadership role, you will have much more control over the outcome of the session.

Overcoming and handling common sales objections is an essential part of selling. Learning some basic skills will allow you to be more successful in your selling efforts, and make your customer more satisfied with the process involved in acquiring your product.

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