Main Subject - Business

Immediately establish rapport on cold-calls by matching your prospect's voi

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

ce qualities - tone, pace, and emotion. Matching the emotion, or mood, of y

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

Examples of combination products may in

our prospect is key. If you begin your call sounding excited when she is no

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

t, you will be immediately branded as a salesperson, and the prospect's gua

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

rd will be way up.

By matching her emotion, you immediately get her thin

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

Combination pro

king "this person is like me". And we all want to talk to people like us. 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

egin your call with a simple question to verify the prospect's name even th

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

ugh you know who you are calling. This is your first chance to establish ra

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

pport.

Let's say that the next name on your prospect list is Dave Jackso

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

n:

DJ - "Hello. This is Dave Jackson"

You - "Hello, is this Dave Jack

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

son?"

DJ - "Yes it is."

Repeat his name while matching his voice qual

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

Following aspects would a

ities - tone, pace, and emotion. You ask the name verification question, ev

dd to the challenges in developing combination products:

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

en though he stated his name, to break his thought pattern.

Then make a

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

judgment about just how busy he is. If the prospect feels receptive go ahea

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

and deliver your attention grabbing intro.

Do not ask if this is a good

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

time to talk. If you do, you will only give him a chance to get rid of you

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

Professional from academic institutions, pharmaceutical industries, health care indust

before you have a chance to gain his interest.

If he sounds busy, tell

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

him so, and ask when would be a good time to call back. He will likely ask

.

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

why you are calling, giving you the perfect opening to deliver your attent

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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