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For many salespeople it would seem that a ‘let’s get back to basics’ approach would be in order for

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

any number of reasons:

-The emotional buy-in to a difficult economy
-Increased pressure from s

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

Examples of combination products may in

enior management to increase sales
-More and better equipped competition

So, what are the basi

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

cs?

Attitude management:

-Setting daily/weekly/monthly/yearly goals.
-Spending routine time r

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

eading/listening to self-help/sales materials.
-Isolating yourself from nay-sayers.
-Maint

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

Combination pro

aining a high self-esteem.
-Managing your sales time wisely.
-Relying on your mentor and/o

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

r mastermind group.

Effective prospecting:

-Prospecting every day no matter how successful you are

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

.
-Getting more information than you give.
-Getting to the key (right) decision maker(s).<

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

br> -Asking lot’s and lot’s of urgency building questions.
-Developing strategic alliances.

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

> -Asking for referrals.
-Managing your territory wisely.

Disarming sales resistance in advan

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

e:

-Discovering the dominant buying motive.
-Learning in advance what issues can prevent succe

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

Following aspects would a

ss.
-Using effective stories to illustrate your points.
-Not giving up too easily or quick

dd to the challenges in developing combination products:

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

ly.

Persuasive, powerful and successful sales presentations:

-Knowing the prospect’s buying style

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

and emotional wants.
-Listening more than talking.
-Tailoring the presentation to each pro

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

spect.
-Selling increased value and not lower price.
-Selling long term win/win relationsh

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

ips and not just making sales.
-Selling customer benefits not features.
-Using showmanship

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

Professional from academic institutions, pharmaceutical industries, health care indust

effectively and professionally.

Closing the sale and the prospect:

-Asking for the business.

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

-Asking for the business.
-Asking for the business.
-Get it? There’s more, but I am runn

.

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

ing out of time.

After sales service:

-Promise a lot and deliver more.
-Sell to the organizat

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

Companies that provide selfless information through particip

ion not just your contact.
-Honor your commitments.

This should give you some food for thought

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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