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It’s not especially groundbreaking to observe that that job hunting is essentially an exercise in sales & marketing. But how do you use this insight to your advantage? What are specific ways to use specific sales techniques to ensure better interv

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

iews? After all, networking locates opportunities and resumes get you a foot in the door, but interviews are the only way to get hired.

Let’s start with a very basic sales rule — appearances count. That means strictly professional attire, in perf

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

Examples of combination products may in

ect condition and neatly pressed. You should be immaculately groomed; your shoes should be shined. Try to minimize/cover up piercings (except ladies earrings) and tattoos. You may get extra credit for wearing a professional overcoat when it’s cold

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

outside and for carrying a nice leather portfolio with a notepad. And never underestimate the power of a firm handshake and good eye contact. Many of these ideas have achieved clich? status, simply because they are true.

A good interview should b

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

egin with some social banter. Generally the interviewer will take the initiative and start the meeting with some casual conversation. They want to put you at ease — which is great, since you want to establish a rapport as well. (By the way, it’s f

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

Combination pro

ne to get friendly and relax, but don’t relax so much that you say anything you’ll later regret.)

If you run into a brick wall during warm-up, skip it — some interviewers want to keep everything on a strictly professional basis, some are in a hur

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

ry, and some deliberately try to affect a hostile tone to see how candidates react. (The best reaction is to remain calm, unruffled and professional.) The key point here is that the warm up isn’t just “small talk,” it is actually an incredibly imp

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

rtant part of your sales job. Establishing any common bonds and developing an initial rapport can translate into a huge advantage.

A second sales strategy worth utilizing draws from the tradition of Socratic selling. If you aren’t familiar

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

with this approach to sales, it involves asking questions rather than just talking. This approach must be used strategically — Socrates, the philosopher this technique is named after, was known for answering every question with a question. As a r

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

sult he never got the corner office he deserved.

Using intelligent questions to clarify points, show that you’re listening, demonstrate critical thinking and the ability to connect ideas — these are all invaluable techniques. Many interviewers fe

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

el that a candidate’s questions are as important, perhaps even more important, than their answers & comments. Your questions shouldn’t be random. When you ask a question and the response suggest there’s more to it, begin a sequence of follow up q

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

Following aspects would a

uestions that leave the interviewer with the conclusion that you are the right candidate for the job. Here’s an example:

Candidate: You mentioned that the individual previously in this position had a hard time getting projects compl

dd to the challenges in developing combination products:

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

ted. May I ask why you believe that happened?
Interviewer: There were always surprises late in the process — issues that should have been nailed down earlier.
Candidate: It sounds like she didn’t adequately define the project requirement

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

s up front?
Interviewer: Yes, I guess that was it.
Candidate: As you may note on my resume, I have several years experience as a business analyst. I pride myself on a rigorous approach to project definition and management. Do you think t

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

is would be useful in this position?
Interviewer: Yes, that would probably help enormously.

The final technique I want to share is also illustrated by the above sample dialog. If you are familiar with sales techniques (or you

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

have ever found yourself at a vacation time share seminar) you are probably familiar with trial closes. The above dialog ends with one when the candidate asks the interviewer to agree about her conclusion.

The basic idea of trial closes is that t

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

Professional from academic institutions, pharmaceutical industries, health care indust

e more you can get a potential customer (that’s what an interviewer is, really) to agree with you, the better. Early, vague and general questions lead to more focused and relevant ones. In a job interview, this might take the form of a final quest

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

ion: “Mr. Interviewer, we’ve talked through the job requirements and it seems my credentials match perfectly. Wouldn’t you agree?” Note that I am not recommending this final question. It’s pushy, and for that reason alone an interviewer may balk

.

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

nd try to come up with (or make up) reasons to say “no.” But the technique is useful, and used sparingly and with some subtlety, will help you get an interviewer on your side.

These sales techniques have been proven in the sales arena, and they a

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

Companies that provide selfless information through particip

pply equally to interviewing. Practice them. Find a friend or colleague who has interviewing experience and try these techniques on for size. Interviewing is a painful experience for some people, but you will find that it gets easier with practice

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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The article offers some invaluable tips on how to avoid a small business loan yet meet the financial requirements for a business and lead its way to success.

Learn how to create a magic connection with clients, leads, or business associates. A few simple techniques can make the difference between a connection and a sale or a connection and a new business partner. Don't leave your communication to chance

I was checking out the independent films at Netflix a few minutes ago, when something startling happened. I came across a DVD cover with an oddly familiar blue eyeball staring at me. “I know that eye” I thought. “Wow, imagine being able to recognize an eye” I continued to silently mutter to myself. “Gee, we have amazing perceptual abilities,” I went on to remark, still dazzled by my find. Then I tripped off on a thought chain about retinal scans and the like, when it hit me. “I know who that eyeball belongs to!”

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