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Main Subject - Sales Training Tip #11; Prospect Interest and Sales Process
It is important for teach each and every sales trainer and sales tra
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
ining manager of any company with a large sales force to make sure t
; 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
hat each and every salesperson that is on the team so they can recog
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
nize when a prospect is interested in what it is they are selling or
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
offering. When a prospect is interested and begins asking specific
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
questions about the product or service that the salesman is selling
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
or offering the salesperson must draw in to answer any potential ob
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
jections, which would kill the sale.
The salesperson must also ask
The salesperson must also ask
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
questions of his own in order to make sure that he is on the same pa
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
ge with the prospect and can continue the sales process. Sales manag
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
rs should also make sure that the salesman working for their company
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
does not push prospects or potential customers into items, products
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
and more services that are not right for their situation.
The most
The most
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
important thing during the sales process is to make sure that the p
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
roducts and services being offered are indeed a good fit. If not the
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
salesperson will find towards the end of the sales process a number
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
of huge objections and excuses as to why the prospect will not buy.
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
Sales managers need to make sure that the salesperson understands w
.
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
hat is happening and does not blame the prospect for balking at the
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
last-minute. I sincerely hope you will consider all of 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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