Useful Articles - Business

The average decision-maker has an attention span of just a little over seven minutes. I’m co

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

nvinced that adult attention spans have been carefully programmed by network television, by

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

Examples of combination products may in

the seven to eight minute time segments of entertainment, wedged between commercial breaks.

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

On the other hand, the average sales presentation in the United States runs from one and a h

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

alf to two hours in length. As a sales manager, you should easily figure out what’s wrong wi

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

Combination pro

th this picture.

Those of you with complex products or services, or with large product line

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

s may be saying to yourself, that it takes at least an hour to demonstrate all of the featur

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

s and benefits of what it is you sell and another 20 to 30 minutes for questions and answers

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

, right? Well, if you want more sales, help your staff to cut the length of their presentati

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

ons down appreciably.

The $elling Edge®, Inc.’s Sales Success Strategies workshop, teaches

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

a six-step selling process that can be completed, no matter how complex the product or servi

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

Following aspects would a

ce, in 30 minutes or less. We speed up the selling process, not only because of a decision-m

dd to the challenges in developing combination products:

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

aker’s lack of attention , but more important, so that a sales professional can make more pr

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

esentations in a given time period. And, the more presentations made over time, the more sal

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

s that are consummated.

You do the math. If a sales representative averages one and a half

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

to two hours for each presentation as compared to an average of 30 to 40 minutes, how many m

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

Professional from academic institutions, pharmaceutical industries, health care indust

ore presentations can your staff make each year? How many more sales?

The six-step selling

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

process, taught in the Sales Success Strategies workshops, is outlined in detail in a self-d

.

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

irected learning manual of the same name. You can learn more about it at:

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

Companies that provide selfless information through particip

ref="http://www.TheSellingEdge.com/manual1.htm">http://www.TheSellingEdge.com/manual1.htm

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

BPO also provides a financial, business and accounting advantage. If a buyer sells its plant and equipment to the outsourcer, these items disappear from the asset side of the balance sheet. This ultimately saves your capital account with greater return.

Business referrals are a critical aspect of a successful IT Consulting business. Niche technology providers as well as accountants are two great sources of high quality business referrals.

Most people who are sales are very familiar with cold calling because it is their main source of find new prospects. Cold calling does not work anymore, sure you may be able to find some prospects who will buy form you form time to time but more than likely it is on their time table and not yours which takes all of the control away from you. Find how to maintain control and...

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Useful Articles - The Two-Hour Sales Presentation Vs. A Seven-Minute Attention Span

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