Siebel eInsurance Guide > Opportunities > Business Scenario >

Sales Representative Creates New Opportunity

In this scenario, the sales representative has a new lead. The company is already entered in Siebel eInsurance, and the individual the representative is calling on is already a contact for that company.

The customer calls to let the sales representative know that she is interested in creating a better health insurance plan for her employees. She would like the sales representative to present a proposal. If that goes well, she will want to discuss the terms of the deal.

First, the sales representative creates a new opportunity record. Then, he schedules the meeting, records the associated activities on his to-do list, and enters the terms of the proposal.

As the sales process continues, the sales representative continues to gather information about the company, its contacts, and the opportunity. At any time, he can review a summary of the profile, sales team, contacts, and activities associated with this opportunity.

Every morning, the sales representative's manager reviews the opportunities created the previous day. The manager evaluates the new opportunities and determines if she should add more members to each opportunity's sales team to make sure it is covered sufficiently. In a few critical cases, she decides to change the primary team member from the sales representative to herself.

In this scenario, end users are sales representatives who manage opportunities in the field. They use the Opportunities screen to:


 Siebel eInsurance Guide 
 Published: 04 June 2003