Upselling to the Customer

After the main order is accepted, the customer service representative can try to sell additional orders to the customer. To sell more orders, the customer service representative looks at the Upsell view, which lists the lanes with the highest score, based on the customer’s orders for these lanes during the last six weeks and on the static profit of these orders, as described in Configuring the Score for Upselling. The upsell record also indicates whether these lanes are targeted lanes, which marketing has chosen as lanes to focus selling effort on, as described in Adding Targeted Lanes.

If the customer wants to place an upsell order, the customer service representative can auto-create a record for the new order and enter more details.

When the customer service representative clicks Auto-Create, the Siebel application displays the new order. The customer service representative can do one of the following:

• Submit the current order for execution before clicking Auto-Create.

• Click Auto-Create, navigate back to the current order later, and submit it.

This task is a step in Process of Creating Orders for Fleet Management.

To add upsell products to the order

1. Click the Upsell view tab.

2. Ask whether the customer wants to place additional orders for any of the lanes listed in upsell view. Some fields of the Upsell view are described in the following table.

   Note: The lane is defined by the LOB in the header plus the origin and destination entered in this view.

   Field	Description
   NM	If this lane is one of the targeted lanes, then Y is displayed. NM stands for network management.
   Origin City and Origin State	The origin of the lane.
   Destination City and Destination State	The destination of the lane.
   Static Profit	Displays the static profit for the last order placed by this customer for this lane. The static profit is the profit for transportation, without including the profit for any additional commodities, accessorial products, or special services.
   Count	Displays the number of orders from this customer for this lane in the last six weeks.
   Accepted Price	Displays the accepted price for transportation for the last order placed by this customer for this lane.

3. If the customer wants to purchase a transportation product listed in the Upsell view:

   1. Select the record for that product.

   2. Click Auto Order.

      A new order is created for the upsell lane, and you complete the details for this order in the usual way.