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Digg It - New Territory Sales Tips
There are a few sales tips you must follow for a New Territory.
• Meet and qualify all the accounts in your territory before you begin to focus on a few.
• Meet and qualify all the accounts in your territory before you begin to focus on a few.
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
• Do your homework. Know your company first; the strong points, the weak points. Know who and what your internal resources are. What is your company’s sweet
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
spot?
• Do your homework. Know your customers. What do they buy? How do they buy? Who are their five largest customers? Research your customer and their in
• Do your homework. Know your customers. What do they buy? How do they buy? Who are their five largest customers? Research your customer and their in
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ustry on the web. Become an industry expert for your customer. Meet people and cultivate relationships beyond your customers purchasing department.
• Creat
• Creat
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
a call plan prior to every call. The objective can be as simple as getting an appointment with someone higher up in management to meet with your management
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
on a subject as complex as a full-blown PowerPoint presentation designed to secure a contract.
• Keep a data record on every buyer at your major accounts.
• Keep a data record on every buyer at your major accounts.
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
et to know him as well as his family knows him.
• Create an itinerary for each week. Know what you are going to do. Set at least two base appointments in t
• Create an itinerary for each week. Know what you are going to do. Set at least two base appointments in t
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 morning and afternoon with major accounts. Fill in around these appointments as appropriate.
Know your customers’ personality. People buy from people so
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
evelop a relationship with each of your customers. PIMS (Personal Information Managers) or sales programs such as TeleMagic and Goldmine have a place for th
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
s information. Use it, or put it in your spiral binder.
• Nothing is more important to Jennifer than her daughter’s ballet or to Bill than his golf or his
• Nothing is more important to Jennifer than her daughter’s ballet or to Bill than his golf or his
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
on’s little league, BUT do not waste your time or theirs. Some people will reject you as a time waster if you talk about this, others will keep you on the p
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
hone for hours with trivia. Know your customer and control the conversation. Your job is to sell and move on but do it in the most productive and effective
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
anner and only you know what that is for your customer.
• Create a territory plan. Establish goals, identify milestones, create a time line and engage all
• Create a territory plan. Establish goals, identify milestones, create a time line and engage all
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
our resources including upper management.
• Create an action plan for every major account. Know your customers’ "Rules of Engagement." What keeps them up a
• Create an action plan for every major account. Know your customers’ "Rules of Engagement." What keeps them up a
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
night? Create a strategy that involves your entire team including the President of your company if appropriate.
• Set specific goals and objectives. Write
• Set specific goals and objectives. Write
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
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
them down.
• Maintain a positive attitude. Don’t procrastinate on anything.
• Keep your promises. Don’t make promises you can’t keep.
• Sell yourself fir
• Maintain a positive attitude. Don’t procrastinate on anything.
• Keep your promises. Don’t make promises you can’t keep.
• Sell yourself fir
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
t. Develop a trusted relationship, and then sell your company.
• Know your competitive advantages and your company’s core competencies.
• Think creatively
• Know your competitive advantages and your company’s core competencies.
• Think creatively
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
Think outside the box.
• If voicemail is blocking your contact, call someone else’s extension as if by mistake and ask them to transfer you. Voicemail has
• If voicemail is blocking your contact, call someone else’s extension as if by mistake and ask them to transfer you. Voicemail has
.
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
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
become the "gate keeper." Call early before business hours or later after business hours.
• Listen more – speak less. Get your customer to talk about himse
• Listen more – speak less. Get your customer to talk about himse
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
f. If your customer spends most of the time in a sales call talking about himself, he can’t help but like you. Apply the 80/20 rule – listen 80% of the time
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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