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Main Subject - Sales Training Seminars
Sales training seminars help fix sales quotas and targets. Sales quotas or targets should reflect
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 firm's personal selling objectives, its overall sales plan, and the size of the sales force a
; 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
d the nature of the sales territories. Sales quotas or targets are quantified objectives for sales
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
people. The quotas should neither be too high nor too low. They should match what a good salespers
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 can accomplish by putting forth a sincere effort.
Quotas must be fixed, taking into account not
Quotas must be fixed, taking into account not
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
only the potential of the territory and past sales, but also other factors such as the importance
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
of the territory to the firm, the market share sought from the territory and the profitability of
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
ales in that territory. The quotas must be fixed using reliable techniques. Sales executives shoul
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
not set sales quotas arbitrarily. A participative approach is preferred. The salesperson must be
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
encouraged and trained to forecast the demand in a territory and the sales quotas, which can be ac
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
omplished.
Quotas must be fixed for each product line and item and be separated each month to fac
Quotas must be fixed for each product line and item and be separated each month to fac
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
litate effective monitoring and control of the sales effort and budget. Customer types and channel
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
types should separate quotas. In addition to sales quotas, various activity quotas should be fixe
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
for salespeople. The number of sales calls, the number of dealer contacts, the number of displays
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
and demonstrations, the number of new accounts to be brought in and the number of new dealers to b
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
e added on, could form part of the activity quotas. Some firms set cost targets and profit targets
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
in addition to sales and activity targets for their sales force.
Sales training seminars also hel
Sales training seminars also hel
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
create the sales force. The first step in developing an effective sales force is recruiting f fir
.
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
st class salespeople. Training, motivation, development and other aspects of sales management will
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
no doubt help the process. However, the people recruited must be good with a keen sense of selling
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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