Siebel Consumer Goods Guide > Objectives >

Scenario for Creating and Fulfilling Sales Objectives

Retail sales managers and sales representatives perform the process in this example scenario for creating and fulfilling sales objectives. Your company might follow a different process according to its business requirements.

A large food manufacturer develops a new beverage, and plans to test consumer appeal for the beverage by introducing it in southern France. One retail sales manager's territory is the southern region of France. The sales manager is responsible for making sure that the sales representatives reporting to her take the actions necessary to successfully launch of this new beverage.

The retail sales manager begins by creating an objective named Southern France New Beverage Launch. Next, she adds three recommended activities that she wants each member of her sales force to complete to meet this objective:

• Meet with a manager to make sure that the new beverage is properly priced.
• Take a retail order to make sure that enough of the new beverage is in stock.
• Perform a retail audit to verify the new beverage is correctly positioned on store shelves.

To communicate the importance of these activities to her sales force, she assigns the priority 1-ASAP to all three recommended activities. She also adds a product fact sheet to the objective as a literature item. Her sales representatives can use this fact sheet to find valuable information about the new beverage prior to visiting accounts. Finally, she adds every account in southern France to the objective so that the objective is available to the account team members for these accounts. The three activities are available to the representatives for association with the outlet visits they plan for the upcoming business cycle.

When the sales representatives for southern France check their calendars, they see that the retail sales manager scheduled a series of store visits for them. When they prepare for each of these visits, they can review the objective, the recommended activities that she created, and the product fact sheet that she added. Later, when the new beverage launch is in progress and the sales representatives perform store visits, the manager or sales representatives can review the objective and note if representatives completed the related recommended activities.