Digg It - Business

Have you ever had a customer that seemed to reject nearly everything that you were presenting? We all have. Res

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

earch on the customer's buying decisions has revealed that a customer's resistance may not be caused by what you

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

Examples of combination products may in

resent. It could be the sequence of your presentation.

Our research has shown 76% of sales presentations are ou

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

of sync with buying decisions. When making a major purchase decision, your customer goes through a process of f

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

ive sequential decisions.

1. SALESPERSON. Customers decide if they like and can trust you.

2. COMPANY. What i

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

Combination pro

your company's reputation? Is your company a good match for them?

3. PRODUCT. Is your product the right solut

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

on for their needs?

4. PRICE. Is your solution competitively priced? Is it a good value?

5. TIME TO BUY. Is

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

now a good time for them to move forward with the purchase?

Customers will find reasons not to buy when your pre

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

entation is out of sync with their buying decisions. To increase your chances of success, you must sequence your

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

presentation to follow the decisions of the customer. When you do, you'll sell the customer on each buying decis

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

on. This is exactly how professional salespeople orchestrate their sales calls.

In The Field:

Jerry Montgomery

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

Following aspects would a

, one of the horticultural industry's top sales and marketing consultants, recently spoke about how the Action Se

dd to the challenges in developing combination products:

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

ling Sales Training Program has impacted sales performance.

"Today, product and service differentiation is harde

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

to define and communicate." noted Montgomery. "But the right training can translate into increased sales. Acti

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

on Selling is especially effective because it focuses on unique methods for uncovering the customer's needs, resu

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

ting in a differentiated solution."

As the playing field becomes increasingly competitive and the buyer's time i

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

Professional from academic institutions, pharmaceutical industries, health care indust

at a premium, innovative sales skills are key to success. "And yet," said Montgomery, "many companies provide t

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

heir sales organizations with little or no selling skills training with which to meet these challenges."

"With A

.

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

tion Selling," he went on to say, "Sellers can turn to the work at hand, confident that they are utilizing the mo

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

Companies that provide selfless information through particip

t advanced sales techniques available today. And that's beneficial to the seller, the buyer and the bottom line!

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.diggit.org.ua/article/39896/diggit-The-Sales-Training-Series-Five-Buying-Decisions.html">The Sales Training Series: Five Buying Decisions</a>

BB link (for phorums):
[url=http://www.diggit.org.ua/article/39896/diggit-The-Sales-Training-Series-Five-Buying-Decisions.html]The Sales Training Series: Five Buying Decisions[/url]

In business-to-business direct mail lead generation, letters invariably outpull self-mailers, including postcards. Your sales message belongs in an envelope for a number of good reasons.

Joint ventures (JVs) are one of the best ways to lure new leads and customers. By partnering with other businesses whose customers are part of your market, you have an additional profit center of incremental income.

Tags

Links

Digg It - The Sales Training Series: Five Buying Decisions

Related Articles: