Sales Opportunities

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Sales Opportunities

 

Eritrium can be used to track sales opportunities.

 

As sales people identify opportunities for sale of product and/or service into customer organization, these opportunities can be recorded in the Eritrium database.

 

Each sales opportunity can include information about:

 

what is going to be sold

who is the competition

the sales person who is making the sale

the current status of the sales process

the estimated value of the sale

the estimated month of sale

the probability of getting the sale.

 

Sales opportunity information is then used to produce sales estimates for a given period. You can track any number of sales opportunities against a single customer.

 

There are two ways to find existing sales opportunities in Eritrium:

 

From the left tree options view, navigate to "My Desktop > My Sales Opportunities"

From the left tree options view, navigate to "Sales Force > Sales Opportunities"

 

 

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You can also open them from related objects, ie: from the customer windows, on the lower tab "Sales  Opportunities" are displayed all the opportunities opened for that customer. From a sales order generated from a sales opportunity, go to the top menu "View > Sales Opportunity", etc...

 

The next figure shows a sales opportunity form:

 

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The sales opportunities life  cycle goes trough the following states:

In progress: This state means that the opportunity is open and active, and that sales people are working on it.

Done: The opportunity is finished. The possible sub states are:

Win: The opportunity is won, this means a sales order can be generated.

Loss: The opportunity was lost.

Disqualified: The opportunity was disqualified.

 

The information managed for sales opportunities is:

 

General:

Code: Code for the supplier generated by Eritrium.

Type: The type of opportunity.

Standard

Request for proposal/quotation

Customer: Name of the customer.

State: The state of the opportunity. It cab be one of the following:

In progress

Win

Loose

Summary: A brief description for listings.

Open Date: The date in which the opportunity was created.

Expected Close: The date that you expect to close the opportunity

Millstone: The point of advance for the opportunity. This value is used to calculate the sales pipeline.

Millstone Set: The date of the last millstone change

Territory: The sales territory

Source: The channel trough the opportunity come.

Sales Manager: The responsible of the opportunity (act as the administrator)

Contacts: The people involved on the opportunity from the customers side. Read Sales Opportunity Contacts.

Sales Team: The people involved on the opportunity from the sales team side: Read Sales Opportunity Responsibles

Needs: Some important information about the opportunity:

Problem: The description of the problem or needs that the customer has.

Solution: The solution that we are giving to the customer. The sales approach.

Value: The value added that should be used as sales strategy.

Competitors: The list of possible competitors and their solutions. Read Sales Opportunity Competitors

Products: The list of products / Services that we intend to sale to the customer.

The log of the sales actions done and its statuses/results.

Quotations: The list of quotations generated.

Notes: A list of additional notes related to the opportunity.

Interaction Records: The list of interactions done with the customer. Phone calls, emails, faxes, etc...

Mails sent or received related to the opportunity.

Follow Ups: List of reminders set up for the opportunity.

Documents: List of documents linked to the opportunity

Attachments: Files attached to the opportunity of any media type.

 

 

 

 

There are two ways of adding new Sales Opportunities to the eritrium database:

 

From the Customer form, select top menu option "Actions > Create New Sales Opportunity"

From the main window, select the top menu option "File > New > Sales Opportunity

 

If yoy have user rights for deleting sales opportunities, you can delete them opening the sales opportunity form and using the top menu option "File > Delete"