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“One of the concerns I had about calling on key decision-makers was determining what I was going to say. My experience had been selling much lower in the organization and I considered myself pretty effecti

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

ve at the standard features and benefits presentation. I knew that this wasn’t going to be enough if I was fortunate to get the attention of the top person.

Over time (and more than a few botched attempts

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

Examples of combination products may in

) I was able to determine what was important to these senior level executives. Although it varied somewhat depending on who I was talking with, the key areas of concern included; increased efficiencies, gr

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

wing market share, reducing expenses and increasing shareholder satisfaction. Once I figured this out, I was able to align the benefits of my products and services with what was top of mind with the senior

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

executive. It was a subtle rather than dramatic shift in how I sold. I truly think it made me more effective. If nothing else, it raised my confidence level that I was communicating on the same level as t

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

Combination pro

he person I was talking with. This made me, at least in my own mind, equal in stature to the top person.” Tim Lang, Professional Services

The more you know about the individuals on your account the more e

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

fective you’ll be at managing the account as a whole. The more knowledgeable you are about this particular account the more you’ll be able to make accurate judgements about the issues that affect other com

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

panies in the same industry. For example, if managing supply chain relationships is an issue for your client, it’s possible or even likely that this may be an issue for other companies in the same industry

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

. If nothing else, it will give you a bona fide reason for calling other companies to determine if they are facing the same issues. Having assisted one company in an industry goes a long way towards establ

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

shing your credibility with others in similar fields.

Although your long-term strategy should be to become an industry expert, it’s important to remember that sales is an intensely personal process. Compa

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

nies don’t really buy from companies as much as people buy from other people. The client really isn’t Citibank; it’s Nancy who’s a senior executive in the finance department. Thus, it’s very important that

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

Following aspects would a

you have a deep understanding of what motivates your decision-maker.

Business success and personal achievement are usually intertwined. This is important to keep in mind during the sales process, since i

dd to the challenges in developing combination products:

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

dividuals usually will not agree to a business decision unless they feel that it’s both in their own personal interests and in the best interests of their company. As an extreme example, getting a prospect

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

to buy a product that could result in the elimination of his job is a highly difficult sale. Prospects are most likely to buy products and services if, 1) it helps their company achieve its goals, and, 2)

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

helps them as individuals achieve a personal goal. We refer to the first as business results and the second as personal wins. We need to discover what constitutes results and wins for everyone who has inf

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

uence on our account.

What might a result be for the decision-maker? It could be increased efficiency, greater market share or an increased percentage of repeat customers. Other results might include grea

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

Professional from academic institutions, pharmaceutical industries, health care indust

ter employee utilization, reducing the cost of sales, or lowering expenses. These are all business results that are of importance to decision-makers.

The more you can tailor your communications to the spe

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

cific needs of your audience, the more effective you’ll be. For example, if you discuss technical specifications and ease of training with a senior level decision-maker, she probably won’t particularly car

.

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

. Conversely, if you talk about how your product fits into the broad business objectives of the organization, a lower level manager might find the discussion to be intellectually interesting, but it won’t

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

Companies that provide selfless information through particip

relate to the specific reasons for why he should buy your products. Successful communication of results depends upon tailoring what you say to meet the business interests of the person you’re speaking with

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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There's a lot of hype about the medical transcription industry being an easy career choice. Some people even believe all that hype. It is a great career and you'll make good money. The hype comes from people selling correspondence cources telling you how easy it is. But the only question you should ask yourself is, is this a good career for you and would you enjoy it? Medical transcription just might be a good career for you. I want to go over the pro's and con's of the medical transcription industry and see if it really is right for you or not.

Instead of spending time and resources trying to acquire more and more new customers, we should focus on keeping our existing customers happy. We will retain them longer and they will reward us by buying more. This article explains how to do it.

STOP, before you do anything else for your business or product, start your Marketing Plan. Before you do that make sure you read this article. It will save you time and money.

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