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Revision History

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Siebel Sales User Guide

January 2003 Bookshelf

Table 1. Changes Made in Rev. A for January 2003 Bookshelf

Topic	Revision
Associating a Contact with an Account	Added information about deleting a contact record in the Accounts screen's Contacts view.
Assessing an Opportunity	Added substep to Step 3, noting that an explicit save is required after selecting an assessment template. Removed repeated information.
Opportunity Charts	Removed section, Querying for Sales Method Chart, and amplified steps to include required queries in Viewing the Opportunity Sales Pipeline Analysis Chart, and Viewing the Sales Pipeline Phases Analysis Chart sections.
Enterprise Selling Process	Added amplification to introductory text to underscore that the ESP module is designed to support users who are already familiar with the ESP methodology.
Using ESP Methodology to Manage Accounts	Edited intro to define support.
Target Account Selling	Changed TAS view tab reference to Target Account Selling view tab to reflect User Interface change.
Using Target Account Selling to Manage Opportunities	Headline was incorrect.
Developing Strategy with TAS Competitive Analysis	Added amplification text after Step 7 in procedure, To add competitive analysis information.
Using the TAS Coach for Competitive Analysis	Added additional information to first paragraph in section. Revised Step 8 in procedure, To use the TAS Coach for competitive analysis, to correct method used to return to assessments view. Revised information in paragraph after Step 8.
Conducting an Organizational Analysis	Revised text in first paragraph. In procedure, To create the organizational map: Revised last sentence of Step 1, substituting contacts for customers. Revised Step 2 to correct drag-and-drop method for contact node. In procedure, To delete contacts on the Organizational Map, added note that contacts are only removed from the map, not the Contacts list.
Adding Customer Milestones	In Step 4 of procedure, To add a milestone, added a note in Step 4 to advise user to save the selected Event type.
Developing a Relationship Strategy	Revised first paragraph, removing account reference, since relationshipship strategy involves key players for an opportunity. In procedure, To add relationship strategy information, added a note after Step 6 to amplify step. In procedure, To add decision criteria, added a note about creating a custom record.
Viewing PRIME Activities	Added a paragraph noting relationship between activities created in PRIME activities and opportunity activities.

Additional Changes

Overview section for each chapter removed. Information was incorporated in the chapter introduction text, or elsewhere in the chapter.
Appendix A, Common Views, removed as the information is carried in other books on the Bookshelf.
Business scenarios edited, and minor edits throughout book completed according to Siebel document style guidelines.

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