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Defining Decision Issues

Contacts often raise important issues during a call. Decision issues are the objections a contact may raise when evaluating a product prior to making a prescribing decision. Often these objections are related to the efficacy of the product, its pharmacological properties, the recommended dosage, its safety profile, drug interactions, competitor's claims, product availability, price and generic substitution.

Using the Decision Issues Administration view, you can:

• Create and edit decision issues within the application
• Enter explanations about specific decision issues and provide instructions to representatives in the field on how to discuss them
• Associate literature and related issues with decision issues

Sales representatives can then use this information to prepare for calls on contacts and accounts. They can also associate decision issues with particular calls, indicating which issues are of concern to particular contacts.

NOTE:  Before you can use the procedures described in this section, you must first add set up categories. (For general information about setting up categories, see the Siebel Order Management Guide.)

To create a decision issue

1. Navigate to the Data Administration screen > Decision Issues view.
2. In the form, create a new record and complete the necessary fields.
3. Click the Decision Issues Categories view tab.
4. Add records to the list.

   The categories determine which users can see and select the decision issue. Users must have access to at least one of the categories in order to see the decision issue.

5. (Optional) Add literature to the decision issue:
   1. Click the Literature view tab.
   2. Add literature records to the list.
6. (Optional) Add related issues to the decision issue:
   1. Click the Related Issues view tab.
   2. Add decision issue records to the list.

      Only decisions issues that belong to categories to which you have visibility can be added.