Page 158 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes 1. Represent the interests of their companies and their clients simultaneously to achieve
two-way advocacy.
2. Exemplify professionalism in the way they perform the sales job.

3. Are committed to selling and the sales process because they believe the sales process is in
the customer's best interest.
4. Actively plan and develop strategies that will lead to programs benefiting the
customer.

10.5 Online Marketing Today – Siebel Systems

As noted earlier in this unit, Siebel Systems uses its own sales-management software to monitor
its sales reps' activities, manage the sales process, and assess customer satisfaction. In the past,
Siebel worked with 20 resellers who sold the company's software as well as with 760 other
"Siebel Partners" who provide support in the form of installation, customization, upgrading,
and other services. Now, however, the company has eliminated indirect sales in favor of its
direct sales force. "When we analyzed customer feedback from the reseller channel, the results
were not living up to the standards that we expected," explains Siebel's vice president and
general manager for alliances. "The customers were effectively telling us that they would rather
have Siebel involved in the sale." Partners still have an opportunity to build sales and profits
because customers spend at least $7 in implementation, training, hardware, and other items for
every $1 spent on Siebel software.
Go to Siebel's Web site (www.siebel.com) and review the products, events, and customized
views available on the home page. Then follow the link to information for sales professional
(or, if this is unavailable, locate the information about Siebel's sales management software).
What benefits does Siebel highlight for its sales management offerings? Why are these benefits
important for business customers? How do both Siebel and its prospects gain from the company's
online product demonstrations? From attendance at the company's product seminars?

Answer

Some of the benefits highlighted on the Siebel site include the ability to: monitor sales activities
to grow sales and profits predictably; improve sales forecasting; align sales compensation with
sales goals; improve sales productivity; and better manage sales territories. These benefits are
valuable for business customers because they help the companies better manage their resources,
control sales activities, and analyze and reward sales efforts. Siebel's online product
demonstrations reduce the amount of time a Siebel salesperson must offer demonstrations to
prospects; at the same time, they allow prospects to experience and evaluate Siebel products
without obligation and on their schedule. Prospects gain from attending Siebel product seminars
because they learn how to get the most of Siebel products and they can ask questions and share
experiences with others. Siebel gains from the opportunity to reach many prospects at once and
generate qualified leads based on interest expressed through attendance and inquiries.

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Caution Adequate selection requires a proper step by step approach. You must first know
the type of persons you want. Then it becomes necessary to find out from where you can
get them. Then alone can arise the question of actually going about getting the man,
testing him and making your final decision.

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