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E-Folder - “Sing Like Sinatra“ Top Consultant Advises Sales & Customer Service Script Users
The legendary Frank Sinatra didn’t fully come into his own, some say, until he belted out what became his sign
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
ature song: “My Way.”
Though he had crooned countless hits as a solo act, and later in duets with people as v
Though he had crooned countless hits as a solo act, and later in duets with people as v
; 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
ried as Bono, Celine Dion, and Charles Aznavour, it was “My Way” that symbolized Sinatra’s bigger-than-life pe
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
sona and many gifts.
Sinatra didn’t write that song.
Paul Anka, another former teenage heartthrob wrote it f
Sinatra didn’t write that song.
Paul Anka, another former teenage heartthrob wrote it f
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
r The Chairman of The Board, as Sinatra was known to his Rat-Pack pals.
I heard Anka perform it once, but he
I heard Anka perform it once, but he
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
didn’t come close to capturing the magic of Sinatra’s sage-like interpretation.
Sinatra made the song his own
Sinatra made the song his own
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
as so many of the greats do.
And once this functional “ownership” happens, the real composer doesn’t matter.
And once this functional “ownership” happens, the real composer doesn’t matter.
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
He moves offstage, far from the glow of appreciation and acclaim that the performing artist brings to the work
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
Salespeople, telemarketers, and customer service people are increasingly being called upon to “sing songs” o
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
ther composers have written for them.
Whether they’re called scripts, call guides, or call paths, these are c
Whether they’re called scripts, call guides, or call paths, these are c
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
mpositions that also need to be performed with the right text, tone, and timing. They must be brought to life
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
s artistically as possible, so they’ll ring true to their audiences.
But in my decades of experience in sales
But in my decades of experience in sales
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
service, management, and consulting, I’ve always been amazed by the naivet? of front line personnel when it c
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
omes to understanding their performance duties.
They don’t quite get the fact that they, too need to make the
They don’t quite get the fact that they, too need to make the
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
scripts that have been written by other people, “their own.”
Instead of trying to find their own voices withi
Instead of trying to find their own voices withi
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
the scripts, they reject, out of hand the very idea that they need one in order to be as effective as possibl
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
with customers and prospects.
They believe “winging-it,” using a random patter that has been crudely fashion
They believe “winging-it,” using a random patter that has been crudely fashion
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ed, is going to outperform the script of an accomplished sales or service “composer.”
They would be wise to s
They would be wise to s
.
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
udy Sinatra, who by no means had the most beautiful voice of his generation.
But he had a unique and compelli
But he had a unique and compelli
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
g style that he brought to his work.
It doesn’t matter who writes your tunes. It’s your job to make them hits
It doesn’t matter who writes your tunes. It’s your job to make them hits
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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