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Main Subject - The Art of Concentrative-Listening
From the time we open our eyes in the morning until the time we close them at night, someone is trying to sell us something. A product or service is chasing us in some fashion.
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
The average American, working an average day of 10 hours with a 30- to 45-minute commute, according to the Web site infoplease.com, will process over 100,000 bits of information in
; 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
a single day. All the information is designed to be imaginative in nature to get you, the consumer, to take action or buy into something.
We are never removed from the grips of
We are never removed from the grips of
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
the advertisement. Everywhere we go— to church, to the market, to the shopping mall, and on vacation — information to create a buying action is a feature of our environment. Ever
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
one in America is a salesperson. So why do you think your message is being heard? In a world of instant Internet, 24-hour television, all-news-all-the-time radio, and e-mail on
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
mobile phones, how do you, the salesperson, compete with the thousands of propaganda sources?
The answer is simple. Use these sources to help you get the ear and eye of those cus
The answer is simple. Use these sources to help you get the ear and eye of those cus
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
tomers. In today's business-first economy, the new phrase du jour is use the proper type of information to be heard . “ Proper type information” means first a clear and comprehen
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
sive understanding of the subject matter. That subject matter is not your environment, but the prospect’s environment – the prospect’s language, the culture, the business edict,
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
and the purchasing index. If these are not terms you are familiar with, don’t be alarmed; most salespeople have not mastered these terms. Therefore, they have a longer sales cycl
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
e and a lower gross profit margin, and they work on accounts that do not fit their business model. The solution is to simply answer
the questions under the features section.
The
The
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
Features
MEET THE PROSPECT. SOURCES FOR ANSWERS: INTERNET, BUSINESS RADIO AND TELEVISION AND BUSINESS NEWSPAPERS.
1. What is the true business of a company and how long has
MEET THE PROSPECT. SOURCES FOR ANSWERS: INTERNET, BUSINESS RADIO AND TELEVISION AND BUSINESS NEWSPAPERS.
1. What is the true business of a company and how long has
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
it been a business?
2. How and why does it do what it does?
3. Who are its customers and why?
4. How does the company make a profit?
5. What immense changes does the company s
2. How and why does it do what it does?
3. Who are its customers and why?
4. How does the company make a profit?
5. What immense changes does the company s
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
ek to
make in the marketplace with the product or service
it is offering?
6. What is the size and scope of the marketplace of
the company?
7. Who are the company’s two dire
6. What is the size and scope of the marketplace of
the company?
7. Who are the company’s two dire
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
ct competitors?
8. What is the difference between the company and these two top competitors?
9. What is the financial environment of the company?
10. How did it grow the bus
8. What is the difference between the company and these two top competitors?
9. What is the financial environment of the company?
10. How did it grow the bus
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
iness year after year?
Benefits
Answering these questions before you enter the first meeting with a new prospect will net great profits and rewards today and in the future. The
Benefits
Answering these questions before you enter the first meeting with a new prospect will net great profits and rewards today and in the future. The
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
more elaborate your answers to these questions, the more detailed your questions to the prospect will be, thus the greater the preponderance of information you will obtain. “Go in
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
smarter, come out brilliant and engaged” is the goal of these questions. The benefits of adopting this method of selling are:
1. Higher level of account penetration.
2. Multi
1. Higher level of account penetration.
2. Multi
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ple department access.
3. Shorter sales cycle.
4. Larger gross profit margin.
5. Eighty-five percent chance of future sales.
6. Accurate forecasting.
7. Opportunity to u
3. Shorter sales cycle.
4. Larger gross profit margin.
5. Eighty-five percent chance of future sales.
6. Accurate forecasting.
7. Opportunity to u
.
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
ncover two additional prospects.
8. Early determination of the true benefit of the prospect as it relates to your product/service.
9. An outline of the future goals of the pr
8. Early determination of the true benefit of the prospect as it relates to your product/service.
9. An outline of the future goals of the pr
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
ospect.
10. Remove yourself from the role of a salesperson in the eyes of the prospect, and placement of yourself as a straights partner in solving this and future problems
10. Remove yourself from the role of a salesperson in the eyes of the prospect, and placement of yourself as a straights partner in solving this and future problems
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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