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Siebel Life Sciences Guide > Managing Products > Administrator Procedures >

Defining Decision Issues

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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 Data Administration, Decision Issues view, you can:

Add 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 product literature as described in Applications Administration Guide.

To add a decision issue

From the application-level menu, choose View > Site Map > Data Administration > Decision Issues.
In the More Info form, add a record and complete the necessary fields.
To specify another related issue, click the Related Issues view tab.
In the Related Issues list, add a record.

The Add Related Issues dialog box appears.

Select one or more issues and click OK.

The application adds the selected issues to the Related Issues list.

From the application-level menu, choose View > Site Map > Catalog Administration > Categories.
Select a category to which you want to assign a decision.
Click the Decision Issues tab view.
Add new records to associate decision issues to categories.

For more information on adding literature and attachments to decision issues, see Applications Administration Guide.

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