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Scenario for Managing Decision Issues

This topic gives one example of how decision issue management might be used. You might use decision issue management differently, depending on your business model.

A sales representative logs into the Siebel Sales application and discovers a new opportunity for a software module his company sells. The 2,500-seat opportunity has been qualified by a colleague in the Telesales department, and the sales representative wants to move forward with the opportunity. The sales representative reviews the list of contacts, and then calls the main prospect to introduce himself and gather some initial requirements. After this conversation, the sales representative adds two new decision issues which are important to this prospect (customer references and search engines in the software).