Basics of SIEBEL Sales (Part 1)

SIEBEL Sales helps organization to streamline there sales processes and maximize top and bottom line growth. Operationally it helps sales team to manage opportunities, sales pipeline, customer profiles, accounts, products, pricing, competitors, decision issues and sales broachers, data sheets and presentations.

Sales cycle in general:

Suspect >> Prospect >> Opportunity >> Quote >> Order >> Close

In SIEBEL terminology

Prospecting >> Qualification >> Managing Customer Relationship >> Proposing Solution >> Closing

CONTACT Contacts are individuals which whom your company conducts business or expect to conduct business in future.

Scenario: Suppose a sales Person met “ABC” VP of “XYZ” company. He finds that he may sell his services / product to “XYZ” through person “ABC’.

Condition 1: Business were already done with XYZ in past. Under this scenario, he needs to create and add contact with the account.

Condition 2: Business was not done with XYZ in past. Under this scenario, he needs to first create contact and then create account and finally associate contact with the account.

Condition 3: If Sales Person wants to add opportunity to Contact. He needs to navigate Contact Screen, and in contact list, select contact, then clicking on Opportunity View tab and add new opportunity.

ACCOUNT: Accounts are companies with some relationship with your company. The relationship could be customer, competitor, vendor etc.As sales people work with account, they develop relationship with the contacts hence contacts need to be associated with an account.

Scenario: Suppose a sales Person met “ABC” VP of “XYZ” company. He finds that he may sell his services / product to “XYZ” through person “ABC’.

Condition 1: Business were already done with ABC in past. Under this scenario, he needs to only add contact.

Condition 2: Business was not done with ABC in past. Under this scenario, he needs to first create Account and then create and associate contact with the account.

Condition 3: If Sales Person wants to add opportunity to Account. He needs to navigate Account screen, and in account list, select account, then clicking on Opportunity View tab and add new opportunity.

Below are important functionality related to Account:

1) Assessment: Account >> Account List >> Select Account >> Assessment View Tab. It is used to compare accounts to one another, compare them to a model or to know information present for the Account.

2) Credit Profile: Account >> Account List >> Select Account >> Assessment View Tab >> Refresh. It is used to display credit information of selected account so that they may know potential credit risks. This is read only and it comes from external application through Application Service Interfaces (ASI).

Update Contact / Account information in external system

The Application Services Interface (ASI) feature allows a real time contact data update between Siebel and third party external system. It requires user to select record and then choose Update External System.