Main Subject - Business

Sales training programs help determine the size of the sales force. The size of the sales force has to be fixed

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

at the optimum level. A number of interrelated considerations are involved like the level of sales expected an

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

Examples of combination products may in

the number of sales people needed for generating this sale. Also, there are a minimum number of salespeople n

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

eded regardless of the level of sales. A minimum number of salespeople are needed to furnish the required marke

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

ing intelligence and costs involved in maintaining the sales force.

Some firms try to fix the sales force size

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

Combination pro

first and then structure the territories suitably and allot them to available salespeople. Other firms attempt

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

n integrated exercise of determining the number of territories and the number of salespeople and arrive at the

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

optimum. The latter practice has greater merit.

A sales territory is a geographical grouping of customers and

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

rospects. Accordingly, designing sales territories means the division of the total marketing area into a number

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

of territories, with the objective of servicing the territory effectively, economically and profitably. Two met

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

ods are employed commonly in designing sales territories: the equal workload method and the equal potential met

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

Following aspects would a

od.

The equal workload method aims at equalizing the workload of all salespeople. The territories are formulat

dd to the challenges in developing combination products:

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

d so that they are equal in workload rather than in potential. The workload is considered in terms of the time

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

equired for the salesperson to service all the accounts in a territory. On the other hand, equal potential meth

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

od starts on the basis of the productivity of a salesperson that varies depending on the potential of the terri

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

ory. An attempt is made to structure the territories with equal potentials rather than equal workloads.

Proper

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

Professional from academic institutions, pharmaceutical industries, health care indust

designing of sales territories brings several benefits to the firm. It facilitates effective planning, as well

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

s controls marketing operations, since a properly designed sales territory is a more homogeneous area. Market d

.

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

ta is more meaningful when collected and applied at the territory level. Moreover, when the total area is broke

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

Companies that provide selfless information through particip

up into well-designed territories, control of the marketing effort and evaluation of performance become easier

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 you’ve written a winning CV, and it’s done its job properly. You’ve landed an interview with a major accountancy firm. Take a few moments to congratulate yourself. In general, about 80% of those who applied for this job were not invited to interview with the firm. While the prospect for those seeking an audit job is promising, there’s still a formidable pool of talent out there competing for audit jobs. The fact that you’ve made it this far is promising news. Now all you have to do is extend the great first impression made by your CV into a lasting second impression in person.

Have you ever had those difficult customers and been put on the spot to appease a situation, here are some helpful tips to hopefully get you through those sticky situations and help you grow your home or retail business.

For contract cleaning companies office cleaning is the most competitive market to break into. Some organisations change their cleaners on a regular basis, every year or some even every six months because they cannot find a company that will consistently meet their requirements. What we find is that these companies do not have a clear indication of what is expected from the clean. After some time they complain that standards have fallen.

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