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Digg It - Sales Training; Key to Selling Must be in the Minds of Your Sales Force
Most sales trade experts will agree that the key to selling is to manage your tim
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
e properly and concentrate your efforts on those folks, which have an interest in
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
what you and your company can do for them. If the prospect does not have an int
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
erest or a desire in what you have to offer then they will not be a buyer of what
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
you were selling. Therefore your salespeople will spend so much time scouting ou
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
t prospects who need what they are selling.
From a philosophical standpoint this
From a philosophical standpoint this
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
makes sense, as if someone needs what you were selling chances are they may wish
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 buy it. However, that is not exactly how it works. You see, people only buy
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
what they want and not necessarily what they need. For instance no one needs to
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
put alcohol, which is a poison to the human body in their body.
But they want to
But they want to
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
do to the fact that it makes them feel a certain way and takes the edge off. Peo
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
ple spend money on what they want not what they need. If they needed it bad enou
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
gh in that event their need is turned into a desire above and beyond their desire
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
for other products or services, which they might use the unit of trade we call a
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
dollar to purchase.
Sales managers should be sure to the salespeople that work
Sales managers should be sure to the salespeople that work
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
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
under them understand this principle and to be sure to spend their sales time wit
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
h the clients or prospects who most desire or are more interested in what they se
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ll. If the sales personal wastes time on only goes prospects who are perceived t
.
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
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
o need what they sell, they simply will not make as many sales. This of course me
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
ans your company will indeed make less money you see. Consider all those in 2006.
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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