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Business Scenario for Objectives


This scenario is an example of a workflow performed by a retail sales manager and sales representatives to create and fulfill sales objectives. Your company may follow a different workflow according to its business needs.

Your company, a large food manufacturer, has developed a new beverage, and plans to test its consumer appeal by introducing it in southern France. One retail sales manager's territory is the town of Toulon, which is in the southern region of France. The sales manager is responsible for making sure that the sales representatives reporting to her take the actions necessary to have a successful launch of this new beverage.

The retail sales manager begins by creating an objective named Southern France New Beverage Launch. Next, she adds three recommended activities that she wants each member of her sales force to carry out to meet this objective:

To communicate the importance of these activities to her sales force, she assigns the priority "1-ASAP" to all three recommended activities. She also adds a product fact sheet to the objective as a literature item. Her sales representatives can use this fact sheet to gain valuable information about the new beverage prior to visiting accounts. Finally, she adds every account in southern France to the objective, adds each sales representative as an objective team member, and schedules a sales representative to visit each account.

As the sales representatives for southern France check their calendars, they will see that the retail sales manager has scheduled a series of store visits for them to complete. As they prepare for each of these visits, they can review the objective and the recommended activities she has created and the product fact sheet she added. Later, as the new beverage launch is in progress and the sales representatives are performing store visits, the manager or sales representatives can review the objective and note whether its related recommended activities have been completed.


 Siebel Consumer Sector Guide 
 Published: 18 April 2003