Main Subject - Business

No matter what your business is, you will enhance your level of success by developing a well-organized sales presentation. A good sales presentation involves two prim

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

ary elements:

(1) The pre-planned sales talk.

(2) A carefully conceived and organized visual presentation that documents, confirms, supports, and strengthens the or

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

Examples of combination products may in

l.

Your visual aid can take a variety of forms. It may be a multi-page flip-over type with elaborate charts and graphs, extensive artwork, color photos, and other at

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

ention getting devices. It may be a computer driven multi-media event or a simple on-line presentation from a laptop. Or, it can be a basic set of 8 1/2 X 11 loose-le

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

af pages that can be arranged to fit diverse selling situations.

Presentations, whether professionally designed or home made, are a vital component of your selling p

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

Combination pro

ocess. Why? Confucius put it this way: "In all things, success depends upon previous preparation, and without such preparation there is sure to be failure." First pre

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

are. Then sell.

Here are ten tips for selling better with prepared presentations.

1. Plan Ahead. Advance preparation is nine-tenths of the sale. Be sure you are org

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

anized and equipped to talk, show, and sell. Know all you can about your prospect before you make the presentation. Tailor your products/services benefits to solve yo

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

r prospects’ problems and fill their needs and desires.

2. Make A Great First Impression. A clean uncluttered sales presentation, like an artist’s creation, is a mir

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

or-image of your character, personality, and attitude.

3. Be Clear. Be Logical. Be Brief. Don’t be brief at the expense of being misunderstood. Clarity starts with y

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

u. Clear answers to your prospects overriding question... What can you do for me?...will lead to understanding and sales.

4. Maintain Control. Never sit between two

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

Following aspects would a

buyers. Don’t let the prospect read ahead or thumb through your visual aids until you’re ready for him to. Ask the prospect to instruct his secretary to hold all call

dd to the challenges in developing combination products:

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

during your presentation. (It takes guts to sell.)

5. Seek Change of Pace. Put bounce in your voice. Change pace, tempo, and volume. Ask lots of questions. Get verb

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

l confirmation of agreement at each stage of the presentation.

6. Prepare For Interruptions. Don’t be flustered or thrown off balance. Expect interruptions and use t

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

hem to summarize key sales points.

7. Involve The Prospect. Give the prospect something to feel, handle, manipulate, examine. Let the prospect mentally take possessi

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

n of your product or service.

8. Gauge Your Progress. Progress should be measured in terms of understanding. No understanding...no sale. The more the prospect agrees

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

Professional from academic institutions, pharmaceutical industries, health care indust

with you, the more progress you are making.

9. Give A Complete Sales Talk Every Time. Your presentation must perform four important functions:

(A) Win the prospects

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

attention,

(B) hold his interest,

(C) persuade and convince him of the rightness of your proposition,

(D) prove that a buying decision is a logical step for him 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

take.

10. Seek A Buying Action...Expect To Close. A good presentation naturally leads to a buying decision. Make it easy for the customer to buy. If your prospect w

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

Companies that provide selfless information through particip

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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