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Siebel eDealer Administration Guide > Administering Siebel eDealer > Managing Sales, Service, and Marketing >

The Dealer Creates and Uses Sales Steps

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To guide the sales process, each dealership can create a list of standard sales steps that sales consultants perform to work on each opportunity. The sales consultants view these sales steps on the contact screen. When the sales consultants finish each step, they click Done, which automatically fills in the current date and creates an Activity record of the type Sales Step, to let managers track which sales step each employee has completed.

Sales consultants will always be able to see which sales steps have already been completed for an opportunity.

This scenario has the following steps:

The dealer general manager creates sales steps
The dealer sales consultant uses sales steps
The dealer sales manager tracks sales steps

The Dealer General Manager Creates Sales Steps

Each dealership creates its own sales steps, to be used by its sales consultants. The general manager should plan the sales strategy and design the needed sales steps. Then they are entered in Siebel eDealer's Sales Step Administration screen.

To create sales steps

The dealer navigates to the Sales Step Administration screen.
In the Sales Step Administration list, the dealer clicks New.
In the new record, the dealer enters information in the following fields:
Name. Enter a name for the sales step, which will be the name that appears the sales consultant's Sales Step list.
Order. Enter the order in which this step should appear in the sales consultant's Sales Step list.
Active. This check box is selected by default. You can deselect it to deactivate this step, so it does not appear in the sales consultant's Sales step list.
The dealer continues to add records with this information until all of the sales steps have been added.

The Dealer Sales Consultant Uses Sales Steps

As dealer sales consultants work on opportunities, they go through these sales steps in order. When they complete each step, they mark that it is completed.

After the sales consultant completes the sales step, an activity is created in the Activities screen, recording the sales step.

Dealer sales consultants use the Contact screen to work with sales steps.

To use sales steps

The dealer sales consultant navigates to the Contacts screen.
In the Contacts list, the sales consultant selects the customer.
The sales consultant clicks the Opportunities view tab.
In the Opportunities list, the sales consultants selects the opportunity that is being worked on.
Under the Opportunities form, the sales consultant clicks the Sales Steps view tab.

The Sales Step list appears, with all the steps that were defined in the Sales Step Administration screen.

In the record for the sales step that has just been completed, the sales consultant selects the Completed check box.
The current date is automatically entered in the Date field, the sales consultant's login name is automatically entered in the Sales Consultant field, and an Activity record is automatically created recording this sales step.

The Dealer Sales Manager Tracks Sales Steps

Because an Activity record is created whenever a sales consultant completes a sales step, the sales manager can track the work of their sales consultants by displaying these activities.

To track sales steps

The dealer sales manager navigates to the Activities screen, My Team's Activities view.
The sales manager creates a query to display all Activity records that have a sales consultant's login log-in name in the Employee field and Sales Step in the Type field.

The sales manager can see the sales step that this sales consultant has completed.

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