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Business Scenario

This scenario is an example of a workflow performed by retail sales representatives. Your company may follow a different workflow according to its business requirements.

A retail sales representative for a large food manufacturer visits a series of retail outlets in southern France each week. He is responsible for meeting with the retail outlet manager and performing various retail activities, such as taking retail orders, conducting retail audits, and promoting sales objectives established by his manager.

Each morning, he checks his calendar and starts planning his visits for the day. The retail sales representative begins by reviewing activities from prior visits, noting any outstanding issues that require special attention, and checking for any objectives that have been assigned to his accounts.

Today, he notices that a new objective named Southern France Beverage Launch has been created for one of the accounts he is scheduled to visit. A list of recommended activities has also been included:

The first three recommended activities all have a priority of 1-ASAP, so he applies them to this visit. As he has only one hour to spend at this account, he defers the remaining two activities until a subsequent visit.

Before entering the retail outlet, he records the start time of the visit. While in the store, he performs the applied recommended activities and take notes to be used when planning future visits. After completing the retail visit, he records the ending time of the visit and changes the status of the activities he performed to Done.


 Siebel Consumer Sector Guide 
 Published: 18 April 2003