Main Subject - Business

Wow, that’s a no brainer, isn’t it? It’s got to be those darn pesky customers, doesn’t it? Wrong! Wrong! some more! In fact

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

that couldn’t be further from the truth.

It is a marketplace reality that most customers who enter the marketplace lookin

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

Examples of combination products may in

for something specific, ultimately do make a purchase.

Now here is a very interesting point. Most of the time, the prospe

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

tive customer will deal with several different salespeople before the actual purchase is made. Shopping around? Yes, but no

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

usually for a lower price. Customers regularly shop around for a salesperson they trust and certainly someone they like be

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

Combination pro

fore they are willing to spend their hard earned cash.

That means that they’re shopping for a salesperson as well as the p

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

oduct or service that they want or need. That knowledge alone can give you a tremendous advantage over your competition.

H

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

re’s why. Poorly trained salespeople do and say some really, really, really dumb things, don’t they? How many salespeople h

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

ve lost your business just by saying or doing something totally stupid? My theory is that a friendly dog with a well writte

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 note would close more business than many salespeople will in many businesses.

When an under trained or amateur salespers

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

n messes up, the customer is sent off by the salesperson to shop, not for a better deal, but for a more professional salesp

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

Following aspects would a

rson. This happens over and over again in businesses every single day.

So there you have it. It’s salespeople who put up m

dd to the challenges in developing combination products:

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

st of the obstacles to doing business. Sure, customer’s ask questions and offer up objections, even excuses, but those are

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

things that a master salesperson can handle and actually use to get closer to the sale.

Yes, it truly is u

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

der trained salespeople who put up most of the obstacles. That knowledge alone can give you a real leg up on your competiti

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

n because once you upgrade your selling skills and learn how to avoid the landmines that salespeople step on everyday, you

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

Professional from academic institutions, pharmaceutical industries, health care indust

ill have chosen to eliminate the need for your prospects to shop around for another salesperson. That makes good sense, doe

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

sn't it?

That decision to upgrade your skills will get you paid more and more often. Getting Paid is Good,
.

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
isn’t it?

Now knowing the fact that most salespeople are under trained or even poorly trained, it begs this question, “Wh
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip
are all these salespeople content just to keep on doing the same things and generating the same less than stellar results?

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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Main Subject - Obstacles to the Sale: Who Creates the Most? It’s Not Who You Might Think

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