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Scenario for Accounts

This section outlines an example process performed by a Siebel administrator and end users. Your company may follow a different process according to its business requirements.

A pharmaceutical company is updating account information in their database. During this update process, the administrator is responsible for setting up and updating Siebel Accounts so that sales representatives can plan, track, and access account information. The administrator first deletes any obsolete accounts, then enters new information about competitors, and generates an account hierarchy. Finally, the administrator associates new accounts with existing bricks (geographic areas), if applicable.

Sales representatives use Siebel Accounts to manually enter and modify account information. For accounts with multiple departments and divisions, representatives can enter additional information for subaccounts. They can also add more depth to account data by creating user-defined fields called categories. Using categories, representatives can track private or shared information about accounts (for example, which accounts have memberships to specific professional associations).

For greater efficiency in call reporting, representatives can associate a contact with a specific account. Once these relationships are tracked within the system, they can record attendee calls. Attendee calls (very similar to contact calls) allow users to record the account call and samples disbursements for contacts seen at the account. Prior to visiting an account, representatives can view a snapshot of important information related to an account using the Pre-Call view.

Finally, both representatives and managers can evaluate the business potential of accounts by using the Account Rankings and Ratings view and the various charts provided in the Charts views.