Targeting and Call Planning with Mobile Sales 

Purpose

You can use this business process to research market data and sales for a territory of a pharmaceuticals vendor, and to plan calls to doctors who practice in this territory. To do this, you use the Activities component in the Mobile Sales application.

For more information on Field Activity Management with Mobile Sales, see the SAP Library under mySAP Customer Relationship Management ® Field Applications ® Field Sales.

You can also plan calls in the SAP Enterprise Portal (see Targeting and Call Planning).

Prerequisites

You have made the necessary Customizing settings in SAP CRM Enterprise. You have subscribed to the relevant publications for mobile clients. For more information, see the SAP Solution Manager under CRM Field Applications.

Process Flow

 

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       1.      Explore territory performance and market data (SAP CRM Mobile)

You plan your next activities (calls to doctors). To plan your calls effectively, consult sales in individual territories and market data from SAP BW that you have replicated to SAP CRM. For more information on the analysis options that are available, see the SAP Library under SAP Business Information Warehouse ® BI Content ® Industry Solutions ® Pharmaceuticals.

       2.      Maintain professional attributes (SAP CRM Mobile)

You update the data for the doctors as necessary. Before the visit it is important that you check the doctor’s registration and authorization to receive classified medicines (applies to the USA only). If a doctor is no longer licensed (DEA number is not valid), the system issues a warning.

       3.      Create task (SAP CRM Mobile)

Create a task in the Mobile Sales application. You can also enter additional information such as start date and time as well as the purpose and priority of the task. You can also link it to the campaign or opportunity to which this task relates.

       4.      Synchronize with Microsoft Outlook or Lotus Notes (SAP CRM Mobile)

When you have created a task, you can synchronize the calendar of the mobile client with your e-mail program. Depending on which e-mail program you use, the details of the task will be synchronized with the calendar in either Microsoft Outlook or Lotus Notes.

       5.      Schedule business activity (SAP CRM Mobile)

You schedule a business activity by searching for a free appointment in your calendar.

       6.      Create business activity (SAP CRM Mobile)

       7.      Synchronize with Microsoft Outlook or Lotus Notes (SAP CRM Mobile)

       8.      Synchronize data (SAP CRM Mobile)

You can now execute ConnTrans to synchronize the data on the mobile client with SAP CRM Enterprise.

       9.      System replicates data (SAP CRM Enterprise)

The system ensures that the data entered on the mobile client is replicated to the database in the SAP CRM Enterprise system. If the data in SAP CRM Enterprise is modified, you need to execute ConnTrans again to transfer the up-to-date data to the mobile client.