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It is important for teach each and every sales trainer and sales tra

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

ining manager of any company with a large sales force to make sure t

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

Examples of combination products may in

hat each and every salesperson that is on the team so they can recog

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

nize when a prospect is interested in what it is they are selling or

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

offering. When a prospect is interested and begins asking specific

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

Combination pro

questions about the product or service that the salesman is selling

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

or offering the salesperson must draw in to answer any potential ob

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

jections, which would kill the sale.

The salesperson must also ask

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

questions of his own in order to make sure that he is on the same pa

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

ge with the prospect and can continue the sales process. Sales manag

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

rs should also make sure that the salesman working for their company

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

Following aspects would a

does not push prospects or potential customers into items, products

dd to the challenges in developing combination products:

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

and more services that are not right for their situation.

The most

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

important thing during the sales process is to make sure that the p

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

roducts and services being offered are indeed a good fit. If not the

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

salesperson will find towards the end of the sales process a number

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

Professional from academic institutions, pharmaceutical industries, health care indust

of huge objections and excuses as to why the prospect will not buy.

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

Sales managers need to make sure that the salesperson understands w

.

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

hat is happening and does not blame the prospect for balking at the

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

Companies that provide selfless information through particip

last-minute. I sincerely hope you will consider all of this 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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