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Sales training consultants play a pivotal role in determining the personal selling objectives of a firm.

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

The first task in sales management is to determine the place of the selling personal in the marketing mix

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

Examples of combination products may in

of the firm and to set the personal selling objectives. The role, as well as the objectives of personal

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

elling may vary from firm to firm. They depend on the overall objectives of the firm, the overall strateg

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

y adopted by it, the types of products marketed, the nature of the target market chosen, the type of chan

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

Combination pro

nel pattern chosen, the resources available and competitors practices in these aspects.

Setting personal

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

selling objectives assists in assigning a clear and definite role to the sales force within the overall m

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

arketing program of the firm. It also facilitates the determination of the size and quality of the sales

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

force. The selection of salesmen, as well as an evaluation of their performance at a subsequent stage res

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

on the personal selling objectives of the firm. The personal selling objectives are influenced by the re

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

lative priorities assigned by the concerned firm to its various marketing objectives. For example, they

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

Following aspects would a

vary depending on whether the firm wants sales in the short run, or sustained market share over a long pe

dd to the challenges in developing combination products:

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

iod, and whether it accords a higher priority to short-term profits or to building enduring customer sati

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

sfaction. The personal selling objectives will also depend on objectives that are set in respect of other

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

elements of the marketing mix.

Sales training consultants also play a role in ensuring the growth of th

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

firm. They foster an atmosphere of growth. In addition, they assist the firm in the management of change

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

Professional from academic institutions, pharmaceutical industries, health care indust

. In a dynamic market, customer preferences and competitive forces are constantly changing; so too are te

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

chnology and marketing methods. Sales costs increase rapidly. In managing all these changes, the firm dep

.

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

nds largely on the consultants. In fact, the firm needs the help of consultants not only to cope with the

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

Companies that provide selfless information through particip

problems of change, but also to exploit new opportunities that keep unfolding as a result of the changes

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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How by using online surveys the Compliance Officer can win the internal Compliance Awareness battle to disseminate information throughout the organisation and at the same time record that the directives have been received and fully understood.

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