Subjects - Business

Most people who are sales are very familiar with cold calling because it is their main source of find n

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

ew prospects. Cold calling does not work anymore, sure you may be able to find some prospects who will

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

Examples of combination products may in

uy form you form time to time but more than likely it is on their time table and not yours which takes

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

ll of the control away from you.

Why do companies continue to make their sales reps spend time on an a

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

tivity that has such a low success rate? Let's take a look:

It is an inexpensive way to f

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

Combination pro

nd new customers

They feel that most sales reps are not going to be at their company for

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

the long term and they know that investing in a marketing campaign will cost them big bucks r

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

gardless if it effective or not.

They do not have to invest in a lot of training for the r

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

p because anybody with knowledge of the product can sit down and write a script whether it is

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

effective or not. In the long term the rep who is responsible for making the calls will ev

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

ntually get burned out and they will move on to another company. Most companies see this as being inevi

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

Following aspects would a

table so training the rep to find better more effective ways of marketing will be taken on to other com

dd to the challenges in developing combination products:

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

anies.

Cold calling is an old school tactic that may have worked in the past but with the advent of th

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

internet most people will look for themselves to find a product. They are also constantly bombarded wi

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

h marketing and they have become desensitized to anybody who can have a real impact on their business.

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

What you need is a way to stay in front of your prospects so that when the time comes to buy your produ

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

Professional from academic institutions, pharmaceutical industries, health care indust

ct or service you will be fresh in their mind and will be viewed as the expert.

You can try getting mo

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

e referrals, making public speaking engagements, or doing a case study for a past customer that you hav

.

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

had success with. Branding yourself as an expert will have your prospects asking you for an appointmen

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

Companies that provide selfless information through particip

instead of the other way around. Move away form cold calling today and start selling more, bottom line

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

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.subjects.org.ua/article/36179/subjects-Stop-Cold-Calling-Why-Cold-Calling-No-Longer-Works.html">Stop Cold Calling! Why Cold Calling No Longer Works</a>

BB link (for phorums):
[url=http://www.subjects.org.ua/article/36179/subjects-Stop-Cold-Calling-Why-Cold-Calling-No-Longer-Works.html]Stop Cold Calling! Why Cold Calling No Longer Works[/url]

Every serious computer user has felt it: the fear of losing all of your data. Just what would happen if you were to lose a week’s worth of data due to file corruption? How about a month’s work? What about if you lost the entire contents of your laptop’s hard drive, potentially erasing years of data that you have been saving for personal and business use?

Labor statistics and IRS income data suggest the route to financial freedom does not lie in your job, but in your efforts to make wise investments and build small businesses.

Sales, no matter what kind it is, products, ideas or services, is all about the other person whom you are trying to persuade. It's not about you; it's 100% about being interested enough in them and their problems to want to help them solve them. As cruel as it may sound, most people really don't give a hoot about who you are and what you may have...

Tags

Links

Subjects - Stop Cold Calling! Why Cold Calling No Longer Works

Related Articles: