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Siebel Life Sciences Guide > Managing Products for Life Sciences > Process of Managing Products > Defining Decision IssuesContacts often raise important issues during a call. Decision issues are the objections a contact can 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:
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 topic, you must first add set up categories. (For general information about setting up categories, see Siebel Order Management Guide.) This task is a step in Process of Managing Products.
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