Main Subject - Business

ACTIVE LISTENING

Good retail salespeople are good, active listeners. By listening, they really understand

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

what customers want, and they are quick to develop a relationship of trust. Active listening implies that all your attenti

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

Examples of combination products may in

n is focussed on the person talking to you and that you are really taking in what the person is saying.

HOW TO LIS

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

TEN WELL

Here are a few strategies for establishing better communication with customers through active listening.

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

Let your customer speak

When people choose to work in sales, it is usually because they like to be aroun

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

Combination pro

d other people. Often, they like to talk a lot, too. Listening, however, is not always one of their outstanding qualities.

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

he most basic rule for listening well is to make sure that only one person is talking at a time. We can’t talk and listen a

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

t the same time, so listen - and let the customer do the talking.

Show your customer that you understand

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

When a customer is speaking, listen carefully and maintain eye contact. Use body language, such as nodding your head, to sh

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

ow the customer that you understand.

Repeat in your own words what the customer has said, for example: “So you’ve been fee

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

ing tired for about three months, and you haven’t been sleeping well. Is that right?”

Avoid distractions

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

Following aspects would a

No matter what else is going on in the store and how distracting it might be, give your customer your full attention.

If y

dd to the challenges in developing combination products:

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

ou need to obtain personal information from a customer to identify their needs correctly, make sure no one else can hear th

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

conversation. If necessary, take your customer aside, to a quiet corner of the store. Don’t let other customers join the c

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

onversation. Some people love to give advice, and, with the best of intentions, they might end up promoting a particular pr

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

duct. Thank them, but turn them away tactfully. It is your job, not theirs, to advise your customers.

Avoid negati

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

Professional from academic institutions, pharmaceutical industries, health care indust

ve judgements

Our opinions often get in the way of open communication. We are easily influenced by people’s appea

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

ance, dress, or language, and we are quick to make judgments based solely on our own experience. We are often not even awar

.

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

e of our prejudices, but they can be major obstacles to communication and good customer service. Accept customers for what

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

Companies that provide selfless information through particip

hey are, and don’t assume anything. Show them the best product to suit their needs; it is up to them to take it or leave it

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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In the real world you create your brand without too much effort. People judge you by your physical presence: by your office, your clothes, your stationery, your advertising and your voice on the phone. In the virtual world, you lose all those valuable cues which tell people how to pigeonhole you. You must replace them with something. Here's how to create an online brand.

When folks start out in their own business there are many critical things to think about. There are so many options. Let us consider this case study. A gentleman wished to start his own business; a mobile oil change business. So he looks at all the options, as there are so many.

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