Bookshelf Home | Contents | Index | PDF |
Siebel Applications Administration Guide > Target Account Selling > Mapping the Organization's Reporting StructureAfter conducting a TAS organizational analysis, sales professionals can create organization maps that visually summarize the organization's reporting structure. Using the Organizational Analysis view, sales professionals can depict the structure and politics of the organization and then use this information to build and expand their relationship with the customer. The organization map displays the nodes (boxes) containing information for each of the contacts you analyze and associate with the opportunity. Figure 20 shows an example of a contact node. The node includes information about the contact, such as the contact's title and other information from the organizational analysis. This task is a step in Process of Managing Target Account Selling. To create the organization map
Deleting Contact From the Organizational MapComplete the following procedure to delete contacts from the organization map. Contacts that you delete from the organization map are no longer associated with the opportunity. However, the contact record still exists in the list in the Contacts screen. To delete contacts from the organization map
Using the Organization Map to Draw Lines of InfluenceYou can track the political structure in a customer organization by identifying lines of influence between contacts. Tracking lines of influence helps you identify contacts who are not highly ranked (and are easier to access) but have significant influence on key decision makers. Information about lines of influence is automatically updated in the Relationships view of the Contacts screen. You can indicate lines of influence in the Relationships view. You must press the CTRL key throughout this procedure for the lines of influence to appear. To draw lines of influence on the organization map
Deleting Lines of Influence on the Organizational MapComplete the following procedure to delete lines of influence on the organization map. To delete lines of influence on the organization map
Printing the Organization MapYou can print the organization map for distribution to your sales team.
|
Siebel Applications Administration Guide | Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Legal Notices. | |