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Our recent research shows that nearly 80% of salespeople do not understand what their primary purp

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

ose is. Your principle mission is to Gain Commitment. The confusion stems from the variety of ta

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

Examples of combination products may in

ks we as salespeople are asked to perform. The end result is that 62% of salespeople make calls w

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

ere there is no attempt at Gaining Commitment.

One of the most important reasons why this occurs

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

s most salespeople do not establish what we call a Commitment Objective for every sales call. Thi

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

Combination pro

is the number one mistake that all salespeople make. Well, it's time to change that!

Commitm

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

nt Objective: A goal we set for ourselves to gain agreement from the customer that moves the

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

ales process forward.

No sales call should ever be made without a Commitment Objective. If you d

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

not have a Commitment Objective firmly planted in your mind, you will wind up being one of those

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

2% that don't Ask for Commitment.

In The Field: Newly hired salespeople at Melody Inc., a

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

Muzak Franchise, are required to make sales calls with veteran salespeople. Toward the end of one

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

Following aspects would a

recent call, the prospect asked the veteran if he could keep the company brochure and share it wi

dd to the challenges in developing combination products:

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

h his partner. The veteran was happy to comply and began to pack up his briefcase.

The newly hir

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

d salesperson had recently been trained on Action Selling and knew the value of having a Commitmen

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

Objective. She decided that it would make sense to capitalize on the prospect's interest and sche

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

ule the next logical step - a proposal meeting. So she said, "As a next step I would recommend th

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

Professional from academic institutions, pharmaceutical industries, health care indust

t we plan another meeting with yourself and your partner. We will prepare a proposal that documen

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

s what we have discussed and the solution we recommend. How does that sound?"

You guessed it. 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

ey scheduled a proposal meeting for a week later. During the next meeting they Gained Commitment

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

Companies that provide selfless information through particip

or the business.

Contact The Sales Board to learn more about Gaining Commitment at 1-800-232-3485

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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The Information Age. That is what writers and analysts have labeled the concluding years of the twentieth century and the beginning of the twenty-first century.

Mediation is an alternative to litigation when disputes arise. Mediation is also known as arbitration

The first decision of the marketing manager is whether to use distributors, provided the option of marketing directly also exists. This is called Channel Selection.

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