Target Account Selling

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