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Here are some guidelines that will improve your gross sales, and quite naturally, your gross income. I like to call them the Seven Commandments. Look them over; give some thought to them and adapt them to your own selling efforts.

1. If the product you're

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

selling is something your customer can hold in his hands, get it into his hands as quickly as possible. In other words, get the customer "into the act." Let him feel it, weigh it, admire it.

2. Don't stand or sit beside your customer. Instead, face him w

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

Examples of combination products may in

ile you're pointing out the important advantages of your product. This will enable you to watch his facial expressions and determine whether and when you should go for the close.

3. In handling sales literature, hold it by the top of the page, at the prop

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 angle, so that your prospect can read it as you're highlighting the important points. Don't release your hold on it, because you want to control the specific parts you want the prospect to read. In other words, you want the prospect to read or see only t

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

e parts of the sales material you're telling him about the time.

4. When you can get no feedback to your sales presentation, you must dramatize your presentation to get him involved. Stop and ask questions such as, "Now, don't you agree that this product

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

Combination pro

an help you or would be of benefit to you?" After you've asked a question such as this, stop talking and wait for the customer to answer. It's a proven fact that following such a question, the one who talks first will lose, so don't say anything until afte

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

the customer has given you some kind of answer. Wait him out!

5. Customers who are sales people themselves, and customers who imagine they know a lot about selling sometimes present difficult selling obstacles, especially for the novice. Believe me, thes

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

e customers can be the easiest of all to sell to. Simply give your sales presentation, and instead of trying for a close, toss out a challenge such as, "I don't know, Mr. Customer - after watching your reactions to what I've been showing and telling you ab

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

ut my product, I'm very doubtful as to how this product can truthfully be of benefit to you."

Then wait a few seconds, just looking at him and waiting for him to say something. Then, start packing up your sales materials as if you are about to leave. In a

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

most every instance, your "tough nut" will quickly ask you why. These people are generally so filled with their own importance, that they just have to prove you wrong. When they start on this tangent, they will sell themselves. The more skeptical you are r

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

lative to their ability to make your product work to their benefit, the more they'll demand that you sell it to them.

If you find that this customer will not rise to your challenge, then go ahead with the packing of your sales materials and leave quickly.

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

Following aspects would a

Some people are so convinced of their own importance that it is a poor use of your valuable time to try to convince them.

6. Remember that in selling, time is money! Therefore, you must allocate only so much time to each customer. The customer who asks yo

dd to the challenges in developing combination products:

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

to call back next week, or wants to ramble on about similar products, prices or previous experiences, is costing you money. Learn to quickly get your customer interested in, and wanting your product, and then systematically present your sales pitch throug

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

to the close, when he signs on the dotted line, and reaches for his checkbook.

After the introductory call on your customer, you should be selling products and collecting money. Any call backs should be only for reorders, or to sell him related products

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

from your line. In other words, you can waste an introductory call on a customer to qualify him, but you're going to be wasting money if you continue calling him to sell him the first unit of your product.

When faced with a reply such as, "Your product lo

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

ks pretty good, but I'll have to give it some thought," you should quickly jump in and ask him what it is that he doesn't understand, or what specifically about your product does he feel he needs to give more thought. Let him explain, and that's when you g

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

Professional from academic institutions, pharmaceutical industries, health care indust

back into your sales presentation and make everything crystal clear for him.

You must spend as much time as possible calling on new customers. Therefore, your first call should be a selling call with follow-up calls by mail or telephone (once every month

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

or so in person) to sign him for reorders and other items from your product line.

7. Review your sales presentation, your sales materials, and your efforts. Make sure you have a "door-opener" that arouses interest and "forces" a purchase the first time ar

.

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

und. This can be a $2 interest stimulator so that you can show him your full line, or a special marked-down price on an item that everybody wants; but the important thing is to get the customer on your "buying" list, and then follow up by mail or telephone

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

Companies that provide selfless information through particip

with related, but more profitable products you have to offer.

If you believe there are no born salesmen, you can easily absorb these "commandments." Study them. When you realize your first successes, you will truly know that "salesman are made - not born.

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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Poor administration can ruin your marketing and selling efforts. Don't ignore the small stuff, like handling payments, responding to customer queries or making sure you deliver on time. If you get those wrong, you'll lose customers faster than you can replace them.

Law firms need a good content management system to ensure that all of the generated content will be stored, archived, and delivered when necessary without wasting time. Bills, affidavits, wills, contracts, memos, and tracking billable hours for each client, are just a few of the numerous documents generated by law firms. Content management at law firms is, therefore, a specific goal that has to be carefully implemented.

Having an updated business plan is major factor in the success of a small business. Written simply and briefly, the business plan needs to answer seven key questions in a way that can be measured and reviewed.

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