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When you are in sales, you have the choice to be successful or unsuccessful. The only one to set limits on your income and s

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

uccess is you! A career in sales is a challenge. Use that challenge to motivate and excite you. Meet and beat that challenge

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

Examples of combination products may in

There are five basic components to sales:

prospecting
making contacts
qualification
handling obj

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

ctions effectively

closing

Do not fall into the "natural-born salesman" myth. A lot of people feel if they do n

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

t take to these components naturally they won't be able to at all. Forget this myth! You can learn to be a great salesperson

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

Combination pro

- the choice is yours!

Sales is a learning experience. You need to be always learning and reviewing. A very effective meth

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

d of learning is repetition. Write it, read it, speak it, hear it, and learn it !!

Characteristics of a successful salesper

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

on:

Appearance - make the most of your unique individuality and walk into a room with pride and a commanding pres

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

nce. Take pride in your selling career and in yourself.

Confidence - You need to "glow" with a sense of self-confidence

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

. Even if you are not the best in sales YET, you can be. Let this feeling of confidence show through to everyone you talk to

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

Overcoming fear - Know your fear so you can face it and overcome it! Once you do this, the confidence will shine throu

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

Following aspects would a

Enthusiasm - In sales, sometimes you will get the sale and sometimes not. That is to be expected. The trick is to st

dd to the challenges in developing combination products:

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

y enthusiastic even when you do not get the sale. Do not let it bring you down. Keep that enthusiasm going for the next pros

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

pect!

Desire - You have to have the desire to succeed. If you have the desire, you can overcome any obstacle and become

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

a success!

Do not take rejection seriously - In sales, there will be rejections. Do not let these rejections cause you

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

o doubt yourself. Let them make you stronger and more enthusiastic for the next sale.

Caring and warmth - You need to a

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

Professional from academic institutions, pharmaceutical industries, health care indust

tually care about your prospect and feel right about closing the sale. DO not try to bully people into buying. Lead them smo

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

othly into a closing that will benefit them.

Continuing education - You need to always be learning. Invest some time an

.

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

money into your mind and learn how to be the best salesperson you can be!

Great salespeople are not born great. The

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

Companies that provide selfless information through particip

have the desire to become great. They take the time and invest in themselves and learn how to become great!

© Terri Seymou

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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Advertising is an important part of any business. It doesn't have to cost a lot of money. Here are some suggestions for free advertising.

Everybody is aware of the sensational cases of workplace violence, where the perpetrator revisits his old workplace and shoots his previous workmates, and perhaps his former employer, then turns the gun on himself. It makes a good story, and then is forgotten about. The cause is never known because the killer is dead.

OK, very few of us like the interviewing process. Unfortunately, you've got to face the music once in a while. Keep these few nuggets in mind when you're going on your next interview or if you want to advise a colleague:

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