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Siebel Applications Administration Guide > Enterprise Selling Process > Charting the Organization's Reporting StructureAfter conducting an ESP organizational analysis, sales professionals can create organization charts 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 chart displays nodes (boxes) that contain information for each of the contacts you analyze and associate with the account or unit. 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 Enterprise Selling Process. To create the organization chart
Using the Organization Chart to Draw Lines of InfluenceYou can track the political structure in the account or unit 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 add lines of influence in the Relationships view. To draw lines of influence on the organization chart
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