This chapter describes how sales professionals can use Target Account Selling (TAS) methodology from Siebel MultiChannel Services to help win deals. It includes the following topics:

• About Using Target Account Selling to Manage Opportunities
• Scenarios for Managing Target Account Selling
• Process of Managing Target Account Selling
• Completing a TAS Overview
• Assessing an Opportunity
• Developing Strategy with TAS Competitive Analysis
• Conducting a TAS Organizational Analysis
• Mapping the Organization's Reporting Structure
• Developing a Relationship Strategy
• Adding Customer Milestones
• Viewing PRIME Activities
• Adding Notes to Opportunities