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For those who use telephone calling in their sales career or cold

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

calling to get new customers they need to be careful because when

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

Examples of combination products may in

talking on the phone you do not have the visual cues of body langu

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

age from those you are talking to and you must pay very close atte

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

ntion to make sure you are not boring the person you are talking t

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

Combination pro

o or that they have stopped listening to what you are saying.

The

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

best way to prevent this problem is to stop tele-telling and star

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

t tele-selling. How do you do this? Well the best way to do this

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

is to ask your customers questions and do more listening and a lot

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

less talking. If the customer wishes to do tele-telling to you;

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

et them and listen intently to figure out what their real desires

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

Following aspects would a

are and to move the sales process forward.

All too often you'll h

dd to the challenges in developing combination products:

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

ear salespeople over the phone and they will go on and on about th

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

eir product or service. Sometimes you'll see people in the office

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

hold the phone away from their rear and make a motion with their

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

hands that the person on the phone is going on and on about nothin

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

Professional from academic institutions, pharmaceutical industries, health care indust

g.

This really happens and if you are doing too much tele-telling

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

then your customers doing this even though you don't know it. Th

.

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

ey are making a mockery of you because you are making a mockery of

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

Companies that provide selfless information through particip

what tele-selling is all about. 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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