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Just Other Articles - Tips on Social Selling
Application:
Used where the sales representative has a customer interaction in a non-business environment (i.e. A social dinner with spouses).
O
Used where the sales representative has a customer interaction in a non-business environment (i.e. A social dinner with spouses).
O
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
bjectives:
To develop background information on the customer that can be used in subsequent sales calls.
Questioning Strategy
1. The customer g
To develop background information on the customer that can be used in subsequent sales calls.
Questioning Strategy
1. The customer g
; 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
nerally will set the tone for the business content of the social conversation. If the customer decides that he wants absolutely no discussion abou
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
business that means there will be no discussion of organizational needs. The number one area in terms of probing would be personal needs and seco
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
darily, depending on customer initiation, job needs.
2. A strategy of open questions should be used in this situation. In examining personal need
2. A strategy of open questions should be used in this situation. In examining personal need
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 should be used in the following areas:
a. Does the customer have any major goals?
b. Is the customer happy in his present job?
c. D
a. Does the customer have any major goals?
b. Is the customer happy in his present job?
c. D
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
es the customer feel that his job offers growth potential?
d. What are some of the customer’s outside interests?
e. What about the customer’s fa
d. What are some of the customer’s outside interests?
e. What about the customer’s fa
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
ily? Is there anything unusual in his present personal situation?
3. Delving into the customers job needs, questions should be asked in the follo
3. Delving into the customers job needs, questions should be asked in the follo
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ing areas:
a. Does the customer have confidence in his management?
b. How does the customer feel about his particular market in terms of growth
a. Does the customer have confidence in his management?
b. How does the customer feel about his particular market in terms of growth
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
otential?
c. How does the customer feel about his own company?
d. What is the biggest obstacle in the company’s way to achieving a greater marke
c. How does the customer feel about his own company?
d. What is the biggest obstacle in the company’s way to achieving a greater marke
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
share?
e. Does the customer have adequate staff to do his job?
f. How does the customer see his job? As a resource allocator, price buyer? Wher
e. Does the customer have adequate staff to do his job?
f. How does the customer see his job? As a resource allocator, price buyer? Wher
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
e is he coming from?
g. Does his company give him adequate support from the various other functions? If he decides to take a different approach t
g. Does his company give him adequate support from the various other functions? If he decides to take a different approach t
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
a problem, how hard is it to sell his management?
4. By delving into the areas of personal and job needs and avoiding discussions of organizatio
4. By delving into the areas of personal and job needs and avoiding discussions of organizatio
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
al needs, the customer will leave the interaction with the feeling that business was not discussed and the sales rep will leave with much valuable
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
information in terms of basic job needs to be satisfied in the next call. Extensive use should be made of open questions and reinforcement techniq
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
es, using closed questions only as a means of changing the subject.
Available Proof Sources:
In a social selling situation proof sources should
Available Proof Sources:
In a social selling situation proof sources should
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
ot be generally required. If they are, it normally deals with organizational needs and sometimes is best handled by telling the customer, "Let’s w
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
it until we get together for our next sales call."
Closing Commitments to Request:
1. A summary of reinforcement statements should still be made
Closing Commitments to Request:
1. A summary of reinforcement statements should still be made
.
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
A summary can be made something on the line of, "Mr. Customer, I am really glad we have this opportunity to talk. I feel much better about our re
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
ationship because. . ."
2. The only commitment to request should be an opportunity to discuss the particular subject areas at the next sales call
2. The only commitment to request should be an opportunity to discuss the particular subject areas at the next sales call
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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