Value-Based Detailing for
Pharmaceuticals 
Purpose
You can use this business scenarion to control the activities in field sales for the pharmaceutical industry. An important part of a field sales representative’s call to a doctor is the handover of drug samples to the doctor. A drug sample is a sample pack of the discussed medicine and is intended to serve as a lead to further prescriptions for this medicine. The doctor gives the sample pack to patients for the start of their therapy, for example, to get through a weekend or to keep the costs of their treatment down. Since drug samples represent an incentive for doctors to meet with field sales representatives, they form an important part of pharmaceuticals marketing. The production of samples and the logistics for their distribution make up a large proportion of the marketing tasks for a medicine.
You can use the business scenario to check which territories bring the biggest turnover for the field sales for the pharmaceuticals industry, and plan and execute calls to doctors. To execute and document a call to a doctor, the field sales representative can either work with the Enterprise Portal, a mobile client or a handheld.
This brings your company the following benefits:
· Cost and time savings through integrated and harmonized processes
· Consistent view of the relevant customer groups in SAP BW
· Simple handling of several communication channels (mobile, handheld, portal)
Prerequisites
You have made all the necessary settings named under the Activity Management scenario. You also use the Territory Management scenario and have already made the necessary settings for it.
You have made all the necessary configuration settings for the Value-Based Detailing for the Pharmaceuticals Industry scenario. For more information see the SAP Solution Manager under:
· Basic Settings for mySAP CRM ® Current Settings in SAP CRM ® Business Partner ®[Pharmaceuticals:] Adjust Business Partner Attribute for Pharma Industry
· Basic Settings for mySAP CRM ® Current Settings in SAP CRM ® Products ® [Pharmaceuticals:] Product Master Data for the Pharma Industry (USA)
· Basic Settings for mySAP CRM ® Current Settings in SAP CRM ® Business Transactions
· Basic Settings for Sales ® [Pharma:] Additional Settings
Process Flow
Value-Based Detailing for Pharmaceuticals (Portal)
You use this variant of the scenario if you plan, document and evaluate calls to doctors and issues of samples using SAP Enterprise Portal. You are also legally required to obtain the doctor’s signature on paper when you issue samples.
Prerequisites
|
Business Partner |
SAP Application Component |
Configuration |
|
Vendor |
SAP CRM 4.0 SAP R/3 4.6C SAP BW 3.1 SAP Enterprise Portal 5.0 |
Use the SAP Solution Manager. |
For more information about the required components, see the Master Guide for mySAP CRM.
With this variant, the business processes run as follows:
...
2.
Targeting and Call
Planning
3.
Call Execution and
Reporting
Value-Based Detailing for Pharmaceuticals (Mobile Sales)
You use this scenario variant if you plan calls to doctors and samples issues using SAP Enterprise Portal, but you document and evaluate the call using mobile sales applications on a notebook. If you use a Tablet PC, you can obtain an electronic signature from the doctor, otherwise you need to obtain the signature on paper.
Prerequisites
|
Business Partner |
SAP Application Component |
Configuration |
|
Vendor |
SAP CRM 4.0 SAP R/3 4.6C SAP BW 3.1 SAP Enterprise Portal 5.0 Mobile Engine 2.1 Java Virtual Machine 1.3.1 |
Use the SAP Solution Manager. |
For more information about the required components, see the Master Guide for mySAP CRM.
With this variant, the business processes run as follows:
...
1.
Account Processing
with Mobile Sales
3.
Replication of SAP BW
Analysis to Mobile Sales
4.
Targeting and Call
Planning with Mobile Sales
5.
Tour Planning with
Mobile Sales
6.
Call Execution and
Reporting with Mobile Sales
Value-Based Detailing for the Pharmaceuticals (Handheld)
You use this scenario variant if you plan calls to doctors and samples issues using SAP Enterprise Portal, but you document and evaluate the call using mobile sales applications on a handheld. You can record the doctor’s signature for the samples electronically.
Prerequisites
|
Business Partner |
SAP Application Component |
Configuration |
|
Vendor |
SAP CRM 4.0 SAP R/3 4.6C SAP BW 3.1 SAP Enterprise Portal 5.0 Mobile Engine 2.1 Java Virtual Machine 1.3.1 |
Use the SAP Solution Manager. |
For more information about the required components, see the Master Guide for mySAP CRM.
With this variant, the business processes run as follows:
...
2.
Targeting and Call
Planning
3.
Call Execution and Reporting with Mobile Sales
for Handhelds