Main Subject - Business

Many salespeople make a lot of promises or benefit statements while trying to sell a new prospect or existing customer. The assumption these salespeople often erroneously make is th

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

at it is necessary to promise the world in order to close the sale. It is far better to leave the prospect with realistic, even low expectations that you can exceed, than setting u

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

Examples of combination products may in

realistically high expectations that may never happen. A key concept to keep in mind while selling is - that the close of the sale is not the end of the sales process, but the begi

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

ning of the sales relationship. If a sales relationship is based on consistent customer disappointments you are setting yourself up for an unhappy customer and very little customer

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

oyalty at best and a cancelled order at worst.

The purpose of the sales process is to discover how you can help a customer or prospect with a need, problem, desire or challenge, an

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

Combination pro

then position your product or service in such a way that the customer discovers in his or her mind the value necessary in order to justify a purchase. Remember you set the price b

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

t the customer determines the value of your proposition. Once the sale has been closed and the prospect accepts your promises, commitments or features as ones that will benefit them

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

he or she now moves into a sort of limbo mode. They wait patiently to see if you meant all of that 'sales stuff' that you said or were you just trying to close another deal and all

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

of your sales statements were nothing more than empty promises.

One of the early sales lessons in my career was that - it is less stressful, less time consuming, less costly, easie

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

and more fun to do more business with present clients than it is to keep trying to find and sell new ones. This doesn't mean you shouldn't always be looking for new business. Wha

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

it implies is that your success will tend to come faster and easier with existing customers than new ones. Obviously you need both in your prospect funnel.

Effective, prompt and

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

Following aspects would a

elevant after-sales service is the key to keeping sales closed and keeping customers satisfied. Your level and type of after sales service may often be a test by the customer to see

dd to the challenges in developing combination products:

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

if you can or really intend to deliver on all of your commitments. If you don't, you are outta there; if you do, you earn their respect and trust.

One of the critical sales relatio

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

ship keys is - to promise a lot and deliver more. In other words, always exceed expectations. Poor salespeople continuously promise a lot and deliver less, or promise a little and d

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

liver nothing.

Here are a few keys to effective after-sales service that can ensure repeat business, referrals and positive references.

1. Only promise what you can deliver.

2. D

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't over-commit other departments or divisions just to get the sale.

3. Communicate regularly with new customers.

4. Keep in touch with inactive customers.

5. Ask your new client

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

Professional from academic institutions, pharmaceutical industries, health care indust

how he would like you to service him.

6. Avoid quote ranges in dates, prices or other areas. You set the relationship up for disappointment when you do.

7. Communicate the com

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

itments made to your customers to other departments that are affected.

8. Conduct an after-sales audit of the process and the customers feelings, opinions, etc.

9. Write down p

.

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

omises and commitments made to the customer in a file somewhere.

10. Check with your customer to determine the level of performance of your organization or you from his or he

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

Companies that provide selfless information through particip

perspective.

Remember, over-commitment generally produces under-delivery. Under-promising and over-delivering generally contributes to customer loyalty, trust and repeat business

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.mainsubjects.org.ua/article/36483/mainsubjects-Promise-A-Lot-And-Deliver-More.html">Promise A Lot And Deliver More</a>

BB link (for phorums):
[url=http://www.mainsubjects.org.ua/article/36483/mainsubjects-Promise-A-Lot-And-Deliver-More.html]Promise A Lot And Deliver More[/url]

Systematize your business with a business plan. It is possible to have consistent clients and consistent revenue every week. Success for your business is guaranteed with a properly implemented business plan.

India, one of the leading countries in outsourcing, offers today a new branch for offshore outsourcing - case study outsourcing. While IT outsourcing no longer surprises anybody and has become a part of the strategic plan of a great number of American companies, case study outsourcing is still developing as an individual field, and leaves a lot of questions for those, running legal firms in the USA.

Tags

Links

Main Subject - Promise A Lot And Deliver More

Related Articles: