Main Subject - Business

It matters very little whether you are a selling rookie or a seasoned professional, sooner or later, you

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

will find yourself mired in a selling slump. There are a number of actions you can take to shorten the du

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

Examples of combination products may in

ation of the slump, lessen the financial impact and reduce the emotional drain that a slump can cause you

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

This is 'Tip 3' in a series.

Selling slumps are as perennial as the seasons but they d

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

n't need to destroy your career. Understand that they are part of the marketplace and they always will be

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

Combination pro

They are caused by a variety of factors but always keep in mind that you didn't just wake up 'dumb' one

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

orning. When you understand that fact, it will be easier to recognize that the situation is temporary. In

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

old writings authors often used the term, "it came to pass". They didn't use the term, "i

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

came to stay".

Tip #3: Intensify your Qualification Process. One

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

f the comments that I have heard many times over the years when dealing with salespeople who encounter sl

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

mps during times of abundant leads is that they feel frustrated with investing so much time only to 'lose

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

Following aspects would a

the sale'.

It's hard to imagine a sales slump arriving during times of very high traffic. I assure you i

dd to the challenges in developing combination products:

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

does happen. The reason is quite simple. When there are many people needing service, there is pressure f

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

r salespeople to move quickly in order to get to all of the prospects.

When there is abundant traffic, t

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

here is also a greater number of people simply 'looking'. These people may not be ready or able to make a

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

purchase. Yet most will not easily volunteer that information. If you are going to avoid wasting your tim

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

Professional from academic institutions, pharmaceutical industries, health care indust

and energy, you will need to intensify your qualification process so that you can flush out the real sel

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

ing opportunities.

This strategy is effective at 'event sales' where a sense of urgency

.

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

can be created in the mind of the customer. However, my general rule of thumb is that speed kills in the

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

Companies that provide selfless information through particip

elling process. Therefore, this technique should be used only where prospect traffic is well above normal

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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So how do you go about getting the next order from a business who has just bought for the first time? You could start by thanking them for their first order! What do you think of the following ideas?

This article touches on the many vehicles to use as a medical staffing agency to find and keep clients. Training as a sales person is fundamental when starting a medical staffing agency.

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