Siebel Consumer Goods Guide > Account Targeting > Scenarios for Account Targeting >

Key Account Managers Creating Target Lists for Sales Representatives

A brand manager establishes a promotion to be run at all grocery stores. The key account manager for the corporate headquarters of a large chain of grocery stores is responsible for supporting this promotion. As part of the support for this promotion, the key account manager wants sales representatives to target specific accounts.

The key account manager begins by determining the key attributes that are necessary for a successful promotion. She determines that the intersection of accounts with a store condition of Out of Stock and accounts with an industry type of Grocery and Order Quantity > 100 is the optimal set of accounts for the sales force to focus on. She creates the following two predefined queries. For the first predefined query, she generates a list of accounts with a store condition of Out of Stock and saves this list. She creates a second predefined query to generate a list of accounts with an industry type of Grocery and Order Quantity >100 and saves this list. She intersects the two lists and a target list of 41 accounts is returned.

The key account manager emails the system administrator to request that the two predefined queries she has created be made public. The system administrator unlocks the two predefined queries. This allows all Consumer Goods users to view and execute them. The system administrator emails the key account manager to let her know the predefined queries have been made public and are now available to anyone using the Consumer Goods application.

The key account manager sends an email to her retail managers and retail sales representatives directing them to intersect a list of accounts with a store condition of Out of Stock and a list of accounts with an industry type of Grocery and Order Quantity>100.

A retail sales representative is sitting at home Sunday evening planning for the next week. He receives the email message and decides to plan this into his route immediately. In his local database, he executes the two public predefined queries and saves the target list of returned accounts.

The retail sales representative now has three options. He can assign the target list to a route he created, save the target list for a later date, or select a different view and the target list is deleted. After assigning the target list to a route, he can add and delete accounts from the list. He can also select only the accounts he wants to add to the route. The retail sales representative decides to assign the target list to a route and adds accounts from the list.

Finally, before he shuts his computer down for the evening, he deletes all target lists that are more than two weeks old.