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Main Subject - Effective Selling is a Learned Skill...The Learning Never Stops
If you have been is sales for any length of time you have been exposed to numerous sales training seminars or full-fledged sales programs. Some you may have decided to take part in
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
on your own, some you may have had suggested by someone else, and others you may have been directed to take part in.
Many companies or corporations adopt a particular training pr
Many companies or corporations adopt a particular training pr
; 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
gram or system to use and make available to their sales force. If you have changed companies, or if the sales management team in your company has changed you may be asked to buy in
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
to a new and different system
Sales systems or programs are almost as numerous as the number of retired sales executives from almost any major corporation and they all tout their
Sales systems or programs are almost as numerous as the number of retired sales executives from almost any major corporation and they all tout their
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
articular program as being the best. Most are just a different spin on the same tried and true techniques that have been used since the beginning of human interaction. Finding a ne
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ed and filling that need is still the basis of any sales transaction.
This does not mean that these sales systems or programs have no value, far from it…each is somehow different
This does not mean that these sales systems or programs have no value, far from it…each is somehow different
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
nd unique, maybe some of the names and labels are different, a particular technique may have a different name or the sales cycle may have different steps in different places, more
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
emphasis can be placed on different parts of the sales cycle.
However the real value of any of these countless programs is the presenter. Just as each of us is different and uniqu
However the real value of any of these countless programs is the presenter. Just as each of us is different and uniqu
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
, the presenters or instructors are also different and unique.
They all have a different way of speaking, they use different words, they use different persuasion techniques, and t
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
hey use different speech patterns and different words to describe things. Listen to any two different presenters give exactly the same presentation, and almost every student of att
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ndee will hear different things, they will retain and learn different things. Even listening to the same presenter give the same presentation will change what you hear or retain.
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
The natural inclination of most people is to discount or avoid what they have seen or heard already, this however is not what you should do. Think about the last time you saw a mov
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
e you had already seen, did you see or hear something that you missed the first time? Most people will respond with a resounding yes. It works exactly the same way. We all learn di
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
fferently, we all retain different information, and we all use what we hear and learn differently. When I am presented with the opportunity or directive to attend a sales training
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
resentation or program, I anticipate that I will be presented with information that I am familiar with…but also look forward to how it will be presented and what I will learn that
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
is new and therefore beneficial. I know that no matter how many times I have been taught how to sell, there will be a new twist or an easier way for me to implement or use a techni
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
ue or method that I am already familiar with.
This is only one of the many opportunities to learn in the sales field, there are many. “Google”, “sales training” and you come up wi
This is only one of the many opportunities to learn in the sales field, there are many. “Google”, “sales training” and you come up wi
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
th countless training and coaching courses, seminars, books, cd’s, dvd’s, or any other format you can think of. The range of prices is almost as wide as the number of offerings. Pe
.
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
use the business section of any major bookstore and you will books on all of the latest buzzwords in the sales and marketing field.
To become the best you can be in the sales prof
To become the best you can be in the sales prof
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
ession, no matter what you sell or how long you have been doing it, take advantage of what is offered, continue to learn at every opportunity and will you soar far above your peers
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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