Main Subject - Business

If you are a sales training professional you need to make sure your

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

salespeople understand that it is important to ask questions of th

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

Examples of combination products may in

Prospect during cold calling and during sales interviews. The best

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

way to do this is to have the salesman ask very good questions of t

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

e Prospect about important things in their business and their opera

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

Combination pro

ions.

This does a couple of things; one, it opens dialogue and kee

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

s the Prospect talking and developing rapport with the salesman. T

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

o, it helps the salesperson learn more about how the company does b

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

siness, how the Prospect wishes to communicate and helps the salesp

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

rson due to the major objections that may or may not be introduced

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

uring the sales process or cold call if the sales interview goes th

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

Following aspects would a

t far.

Sales managers need to watch their sales force and make sur

dd to the challenges in developing combination products:

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

that the salespeople are not getting all of their cold calls cut s

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

ort by prospects who want to dump the call because the salesperson

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

ailed to engage the Prospect in proper dialogue.

For new salespeop

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

e the sales training professional may decide to put a 3 by 5 index

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

Professional from academic institutions, pharmaceutical industries, health care indust

ard in front of the salesperson with a list of possible questions t

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

ey can ask the Prospect on until which time they become less nervou

.

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

in opening dialogue and communication in normal conversation, as e

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

Companies that provide selfless information through particip

entually it becomes more natural. Please consider all this in 2006

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 - Sales Training Tip #07; Ask Questions of the Prospect

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