Overview

When you qualify sales opportunities, you specify the activities required to evaluate a potential deal with a potential customer. This applies to those potential customers who you have no previous business relationship with and who are not registered in the system.

As a result of the process, the sales opportunity is qualified.

Qualify sales opportunities flowchart

Paths

How to find and review qualification tasks

1. Go to Quick menu and then click My Tasks under Mail, tasks.

2. Find the Task related to the process step and open it.

3. In the Task document, do the following:

• Review time requirements in the Due date and Importance fields.
• Review the task details in the Instructions field and make sure you understand them.
• Specify the Start date and time.
• Look at the Subject field and click the hyperlink to drill down to the reference document.

Paths

How to request additional information

1. Review the instructions, policies, and questionnaires to get the right information about the sales request.

2. Go to CRM and marketing and click Sales opportunities under CRM.

3. Open the Sales opportunity document.

4. Create a new Business interaction based on the document.

5. Communicate with the contact person and record new information in the Business interaction document.

How to qualify sales opportunities

1. Open the Sales opportunity document and go to the General information tab.

2. Check whether the information is correct and make necessary changes.

3. Select the Terms of sale.

4. Estimate the customer's budget and enter the amount in the Revenue expectations field.

5. Specify the initial Probability of converting an opportunity into a sales order.

6. Select the advertising Channel.

7. Select the marketing campaign in the Source field.

8. Go to the Primary demand tab.

9. Add details about the goods, services, prices and other components in accordance with the customer request.

10. Go to the Partner card.

11. Select the Customer check box.

12. Enter other information about the customer.

How to close sales opportunities

1. Go to the Sales opportunity document.

2. Set the Lost status.

3. Select the relevant Reason for losing.

4. Add additional information in the Comment field.

How to confirm qualification task and initiate sales quotation preparation

1. Go to Quick menu and then click My Tasks under Mail, tasks.

2. Open the Task related to the process step.

3. In the Task document, describe the task deliverables or the current progress in the Results field.

4. Enter the Date of completion.

5. Click Completed.