This chapter describes how the Target Account Selling (TAS) module integrates with Siebel Sales to help sales professionals win deals. The TAS module provides automated support and coaching to help sales professionals in the following ways:

• Assess opportunities, relationships with key customer contacts, and their competitive position
• Develop competitive and relationship strategies to win the deal
• Execute the strategy and track progress against the action plan

The TAS opportunity management methodology is a separately licensed offering developed by Siebel MultiChannel Services.

This chapter includes the following topics:

• Using Target Account Selling to Manage Opportunities
• Scenario for Target Account Selling
• Process of Target Account Selling
• Completing a TAS Overview
• Assessing an Opportunity
• Developing Strategy with TAS Competitive Analysis
• Conducting an Organizational Analysis
• Developing a Relationship Strategy
• Adding Customer Milestones
• Viewing PRIME Activities
• Adding Notes
• Creating TAS Opportunity Plan and Initial Plan Reports