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Overview Siebel Proposals A proposal is a suggested offer of products or services with a set of terms and conditions. A proposal may be long or short, simple, or complex. Even a simple proposal contains sections, such as a cover letter, an executive summary, and a price quotation. Siebel Proposals automatically creates proposals. It takes the details you have recorded about an account or opportunity and combines them with a predefined template to create a document specifically tailored to the customer’s needs. The template defines the initial formatting and structure of your proposal and can include predefined components, such as text, tables, and diagrams. It can also be set up to include files from a Proposal Library, such as product descriptions and standard terms and conditions. After generating a proposal, you can modify it to meet your customer’s requirements. Use the Proposals views in the Accounts and Opportunities screens to create and modify proposals. Use the views in the Proposal screens to view all your proposals and to view the contents of the proposal library. Business Scenario Siebel Proposals automates the process of creating proposals, allowing sales representatives to create proposals tailored to their customers’ requirements. For example, suppose Acme, Inc., has submitted a Request for Proposal to Performance Computing Systems (PCS) for outsourcing some of its information service functions. Suppose also that you are the sales representative responsible for creating the proposal. In your Siebel application, you go to the Opportunity screen, select the Acme, Inc., opportunity, and add a new record in the Proposals view. Then, you enter a name, select a proposal template, and click the Generate Draft button. The system generates a draft of the proposal. After printing the draft, you see it’s already formatted to your company’s standards and contains the sections you need, such as a cover letter, executive summary, proposal body, PCS company background, and references. Acme’s name has been included in the appropriate places throughout the text. Opportunity details, such as the customer’s contact information and a diagram of the project team’s structure, is also included. To meet the requirements outlined in the request for proposal, you need to modify your proposal. First, you navigate through the structure of the proposal and change the order of the sections. Then, you add a section where you will respond to each one of Acme’s evaluation criteria. From the Proposal Library, you pull the latest information about your service offerings and include them in the proposal body. Without having to spend time formatting and researching information, you are able to create a proposal for Acme that is formatted to your company’s standards and is focused on Acme’s interests and issues. Siebel Presentations Siebel Presentations automatically creates presentations. It takes details you’ve recorded about an account or opportunity and combines them with a predefined template to create a Microsoft PowerPoint presentation. The template defines the initial formatting and structure of the presentation and includes predefined components, such as text, tables, and diagrams. It can be set up to include product literature and predesigned slides that address specific issues. After generating a presentation, you can modify it to meet your customer’s requirements. Use the Presentation views in the Accounts and Opportunities screens to create and modify presentations. Use the views in the Presentation screens to view all your presentations and the Presentation Library. Siebel Presentations automates the process of creating presentations, allowing sales representatives to quickly create high-quality presentations tailored to their customers’ requirements. For example, suppose the IT manager from Acme, Inc. has asked you to deliver a presentation about your company’s service offerings to Acme’s executive steering committee. Since you’ve been working with Acme for the past several weeks, you’ve already recorded the opportunity and its related details in your Siebel application, including Acme’s number one decision issue: price. To create the presentation, you go to the Opportunities screen and select the opportunity for Acme, Inc. After you select the Auto Presentation button, a new presentation record is created. Because you have identified price as the number one decision issue, the presentation is based on a template that includes slides that specifically address price issues. Next you click the Generate Draft button. Microsoft PowerPoint opens and a presentation Potential WDW Application is generated. You see that it’s already formatted to your company’s standards and contains the slides you need. The formatting looks good and most of the information is just what you want. But you decide to rearrange the structure and add some additional content. First, you navigate to the Presentation Table of Contents view and change the sequence numbers of the sections. Then, from the Presentation Library, you pull in summaries of your service offerings. Without having to spend time formatting and researching information, you are able to create a presentation for Acme that is formatted to your company’s standards and is focused on Acme’s interests and issues. Correspondence Siebel eBusiness Applications makes it easy to correspond with your contacts. You can access Microsoft Word and correspond with contacts without leaving Siebel eBusiness Applications. Use the correspondence views to: _ View a list of all your correspondence _ Create or modify a letter _ Create new correspondence from an existing template _ Select enclosures to send with the correspondence _ Mail merge correspondence templates and contact information _ Preview your mail-merged documents _ Print correspondence _ Submit correspondence requests for fulfillment Imagine you are a sales representative for a fast growing manufacturing company. One of your daily challenges is managing your correspondence. You rely on an automated process for writing letters, sending out literature, and keeping track of the correspondence you have sent. For example, one of your customers, Harlan Alvarez of Acme, Inc., leaves you a voice message requesting that you send him product literature about a product you sell. In your Siebel application, you open the Correspondence view and create a letter based on a template called Thank You for Your Interest. After you indicate Mr. Alvarez will be the recipient of the letter, you browse through the available product literature to find the appropriate brochure and data sheet to include. When you click the Edit button to review the letter, a document is generated in your word processor. Because Mr. Alvarez’s contact information is already recorded in your Siebel application and linked to the Acme account, his name and address are merged into the letter. The letter thanks Mr. Alvarez for his interest, tells him a little bit about your company, and lets him know that someone will be following up with him soon. Satisfied with the letter, you click the Submit button to notify your company’s fulfillment center of the pending correspondence. They will print the letter, gather the product literature, and send it out to Mr. Alvarez. A record of the correspondence appears in the Contacts view of your Siebel application. You can look back at Mr. Alvarez’s contact record to see all the correspondence you have sent him. Literature Your Siebel application makes it possible for you to access sales and marketing literature. The Literature views present a list of product brochures, white papers, data sheets, and other types of literature. This literature is available to view online using the application that created it (for example, Microsoft Word, Lotus Word Pro, Adobe Acrobat, and so on). Literature can be associated with a product, account, or competitor. It can also be grouped into logical sets called literature kits. This helps you find what you need. For example, you can use the Product Literature view to find all literature items associated with a particular product. Users access the Literature views to review sales and marketing information. Typically, content experts at an organization maintain the literature repository, updating files, adding new ones, and removing old ones. This provides users, such as sales representatives, access to the most up-to-date information when they need it. For example, suppose you are a sales representative at a company that sells a wide range of products. You rely on having immediate access to current literature, such as sales brochures, white papers, and data sheets, to keep yourself and your customers informed of all your product and service offerings. Use the Literature views to: _ View a list of the available marketing and sales literature, including a description of each document. _ Drill down into a literature record to display a document in the application with which it was saved. _ View, print, or send a document by email or fax using the commands in the application that the document was saved in. _ Copy sections of a document to the clipboard so that you can paste them into other documents. _ Send a document by email from within your Siebel application. _ View literature available for products. _ Send literature with your correspondence. Suppose a customer calls to ask you about a new product that you are unfamiliar with. You go to the Product Literature view in your Siebel application. With the customer on the phone, you navigate through the Product Literature Explorer view to find the product. In the literature folder, you find that several literature items are available: product brochures, a data sheet, a favorable review from a trade magazine, and a summary of related service packages. You open the Product brochure and go over the product’s key features with your customer. You ask the customer if you can send her the other literature items as email attachments, and, before you hang up the phone, you can confirm that she received them. Having immediate access to sales and marketing literature keeps you and your customers apprised of the most current information.