Siebel ePharma Handheld Guide for Windows-Powered Devices > Using ePharma Handheld > Planning and Recording Calls >

Business Scenarios

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

Setting Up Personal Lists

A sales representative has recently joined a pharmaceutical company that uses Siebel ePharma Handheld in the field. During her sales training, the representative's sales manager tells her that before she can record calls within the system, she must first set up her personal lists. The sales manager explains that personal lists allow faster call reporting by limiting the number of products that appear in the application's drop-down lists. The sales manager then demonstrates how to add products to the sales representative's Details, Samples Dropped, and Promotional Items views. Following her manager's instruction, the sales representative updates her personal lists and is ready to record call details.

Planning Calls in Siebel ePharma and Recording Calls in Siebel ePharma Handheld

A sales representative for a pharmaceutical company wants to set up visits to her customers over the next few days. To do so, she first uses Siebel ePharma on her laptop to plan contact calls. Then she synchronizes the data with Siebel ePharma Handheld on her handheld device, which she carries with her to record call details.

To plan her calls, she begins by analyzing the physicians' prescribing habits. She then queries on geographical location, specialties, and time lapse since she last called on them to determine which physicians she should call on.

Using Siebel ePharma, she applies a Smart Call template to those calls so that information about the samples products is automatically copied into the call records. She has now prepopulated the calls with the details that she wants to speak about with each physician as well as the samples she wants to drop off.

The sales representative synchronizes her handheld so that she can carry these details with her and record her progress throughout the day. The information she has available on her handheld includes previous calls and other activities, notes, and physician prescription history.

Before meeting with the physician, she goes to the samples closet in his office and drops off the samples. She records the lot numbers on her handheld device.

When she meets with the doctor, she describes the samples she has left for him, explains the benefits of key products, and discuss the doctor's concerns. He expresses interest in additional product samples so she records additional samples to the contact call. She 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 she has reviewed the information and verified that it is accurate, she submits the call.

Planning and Recording Calls in Siebel ePharma Handheld

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

Before he enters the first clinic, he queries for physicians associated with that address. Seven names appear. When he walks in, he encounters one of the doctors so he selects that physician's record and adds a new call. While speaking with the doctor about the benefits of the product, the sales representative hands him some samples and records the samples dropped information. He 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.


 Siebel ePharma Handheld Guide for Windows-Powered Devices 
 Published: 18 July 2003