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Scenarios for Calls in Siebel Pharma Applications

The following scenarios depict typical work sequences followed by sales managers and representatives using the Siebel Pharma application and the Siebel Pharma Handheld application. Your company might follow a different sequence according to its business requirements.

Scenario for Planning calls in the Siebel Pharma Application and Recording Calls in the Siebel Pharma Handheld Application

This topic gives one example of how you might plan and record calls in Siebel Pharma Handheld applications. You might plan and record calls differently, depending on your business model.

A sales representative for a pharmaceutical company wants to set up visits to their customers over the next few days. To do so, they first use the Siebel Pharma application on their laptop to plan contact calls. Then they synchronize the data with the Siebel Pharma Handheld application on their handheld device, which they carry around with them to record call details.

To plan calls, the sales representative begins by analyzing the physicians' prescribing habits. They then query on geographical location, specialties, and time lapse since they last called on them to determine which physicians they must call on.

Using the Siebel Pharma application, the sales representative applies a Smart Call template to those calls so that information about the samples products is automatically copied into the call records. They have now prepopulated the calls with the details that they want to speak about with each physician as well as the samples they want to drop off.

The sales representative synchronizes their Handheld application so that they can carry these details with them and record their progress throughout the day. The information that is available on their Handheld application includes previous calls and other activities, notes, and physician prescription history.

Before meeting with the physician, the sales representative goes to the samples closet in their office and drops off the samples. They record the lot numbers on their handheld device.

When the sales representative meets with the doctor, they describe the samples that they have for them, explain the benefits of key products, and discuss the doctor's concerns. If the doctor expresses interest in additional product samples, the sales representative records additional samples to the contact call, and then captures the doctor's signature on the handheld device.

After the meeting, the sales representative records the information on the products detailed and promotional items and issues discussed. After the sales representative has reviewed the information and verified that it is accurate, they submit the call.

Scenario for Planning and Recording Calls

This topic gives another example of how you might plan and record calls in Siebel Pharma Handheld applications. You might plan and record calls differently, depending on your business model.

That same day, another sales representative sets off to visit several clinics. Unlike the first sales representative, this representative does not schedule their calls on their laptop beforehand for two reasons. First, they plan to call on group practices with many physicians, and they cannot be sure which physician will be signing for the samples. Secondly, they prefer to enter sample information manually rather than using a Smart Call template.

Before they enter the first clinic, they query for physicians associated with that address. Seven names appear. When walking into the first clinic, they encounter one of the doctors so they select that physician's record and adds a new call. While speaking with the doctor about the benefits of the product, the sales representative hands the doctor some samples and records the samples dropped information. The sales representative then obtains the doctor's signature on the handheld device. After adding a comment about the call and recording products detailed, the sales representative submits the call.