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Prospect Qualification and Promotion


Prospects are prospective contacts, individuals who are potential customers or who are involved in a business activity in some other way. Prospects may be promoted to contacts, with associated accounts and opportunities.

Organizations usually purchase or rent lists of prospects from third parties with the objective of targeting prospects with offers during marketing campaigns. Because of legal requirements which constrain the use of purchased or rented lists, prospect information is kept separate from contact information, and must be deleted after a specified period of time.

A prospect can be promoted to a contact as soon as the person expresses an interest in doing business with your organization. Legal requirements for what constitutes interest vary, but the following are typical ways for a prospect to qualify as a contact:

Typically, a call center agent telephones a prospect during a marketing campaign, assesses the prospect's level of interest in the company's goods and services, and records the prospect's response. Depending on the response and the campaign, the agent may modify the prospect's profile information, record the prospect's response, create a follow-up activity, or create an opportunity record for this prospect. Creating an opportunity record automatically promotes a prospect to contact. A prospect can also be promoted to contact without creating an opportunity record. For more information about working with prospects during campaigns, see Campaigns and SmartScripts.


 Siebel Call Center User Guide 
 Published: 18 April 2003