Opportunity: It is defined as potential revenue generating event. This screen is used for following tasks.
1. Receive and respond to assigned leads.
2. Opportunity Management i.e. View, Track, Add activities, contacts, products, Share Opportunity information, Generate Quotes, presentations and information required to close a deal.
Scenario: Opportunity assigned by others.
Condition: An opportunity can be assigned to Sales Person through Call Center Executive, Managers or Assignment Manager.
In this scenario Sales Person has three options in front of him / her i.e. Accept, Reject or Reroute. This can be done after going into Opportunity >> Opportunity List >> More Info >> Changing Status >> Provide Reason.
Rejection or Rerouting would result in creation of reassignment activity for Manager.
Scenario: Sales Person met someone and sees some opportunity.
Condition: An opportunity has to be added by Sales Person in the Opportunity List window. Logically any Opportunity has to be associated with a contact, account and product.
Below are important functionality related to Opportunity.
a) Activity: It identifies an important task that needs to be done by Sales Person to win the deal.
b) Activity Plans: Selecting the template here would create list of activities under selected opportunity. Activity Template can be created at Administration >> Data >> Activity Template View. While creating Activity Template, administrator has to define Sales Stage which they would like to associate the activity template and define the Type where they would like template to be available (the choice of this drop down is configured at TEMPLATE_OBJECT_TYPE type under List of Values.
c) Activity Assignment: Activity created using Activity Template can be assigned automatically to (a) Employee specified in Template. ((b) Employee creating activity. (c) No Employee, assigned later by assignment manager. Assignment is defined based on Employee and category field.
d) Leads: Unqualified opportunity is called as Lead. Lead Qualification status is indicated in “Sales Stage”. This stages can be defined at Administration >> Data
e) Sales Method: Sales method is approach which organisation is following there sales process. It is defined at Application >> Data >> Sales Method. The choices in the drop down list are configured by using SALES_STAGE_PHASE_TYPE in the List of Values. For e.g. 01-Prospecting >> 02-Potential Lead >> 03-Qualification >>04-Opportunity>>05-Disussions >>06-Quote>>07- Negotiation >>08- Proposal >>09-Won>>10-Lost
f) Default Sales Methodology: Sales Persons can define there default Sales Activities using Application Level Menu >> Tools >> User Preference >> Sales Methodology
g) Revenue Class and Revenue Type: Revenue Class is stage under which Sales Process is in. While Type defines further segregation based on kind of revenue and used for forecasting. For e.g. IT Industry, Manufacturing Industry etc.
h) Assessment: Opportunity >> Opportunity List >> Select Opportunity >> Assessment View Tab. Assessment feature in general is used to assess Opportunity, Contact or Account. Assessment ask questions in the form of attributes and score the answers in order to determine a single total score or percentage, which measures or rank a given opportunity or so on. I recommend it to use this feature if sales person have lot of opportunity to deal with and hence prioritization is required.
i) Decision Issues: Area which can influence prospect’s busying decision.
j) Organization Analysis: It is used to automatically create charts to help one analyzing the key contacts and develop relationship strategy to win the opportunity. Under this sales person has to create contacts and has to define there influence on opportunity and reporting hierarchy.
k) D&B: This feature is used for the companies who have large number of global customers. This is useful for Sales Person if he wants to target local operations of global organisation. Under this situation, he can go to D&B screen and access marketing data as well as business and credit report and create a lead. D-U-N-S(Data Universal Numbering System) is important concept of D & B data
l) Competitors: To add competitors information.
m) Reporting: A very important part of any Application .SIEBEL provide following reports out of box:
1. Opportunity by Category
2. Opportunity by Sales Resp
3. Opportunity Summary
4. Opportunity Details
5. Opportunity Status
To generate it steps are: Opportunity >> Opportunity List >> Selected Opportunity >> Reports View tab >> Report Dialog Box >> select Report >> Click Run Now.
n) Correspondence: Sales professional use Correspondence to automate letter writing tasks, send out literature, and track any correspondence.
o) Message: There are two types of message i.e. screen alerts or email screen alerts or both together. It can be achieved by setting up alert based on individual or based on message.
Quotes: Quotes are associated with opportunity. A quote is an offer to a customer for specific product and services at specific price. After creating a Quote it is important to update Opportunity with new quote information. When end user updates opportunity, information is updated in Products and Revenue tab. It is important to maintain accurate forecast and chart.
Creating Quotes from Opportunity: Opportunity Screen >> Opportunity List >> Products View tab >> Product List >> Add Products >> Add # of product and click Auto Quote flag >> Click Quotes View Tab >>Click Auto Quote Field >> Select price List >> Go to Quote through Quote Hyperlink# >> Allowed to make changes in Quote as per latest information >> Quote Line Item List Tab >> Click Menu and choose Reprice (it will make sure that product price reflects quote price)>> Click Menu and choose Update Opportunity (to make sure that quote line items revenue is in sync with opportunity line items) >> go to Opportunity through Opportunity# Hyperlink >> Select View Tab >> Choose list from the revenue drop down menu >> Select Menu and click Update Opportunity (to make revenue summary equal to revenue list line items) >>
Revising Quotes: Quotes can be revised by sales person by following steps i.e. select quote >> click revise >> new quote will be created with new revision# and old will be saved with old revision #.
Proposal: A proposal is an offer to sell product and service with specific terms and condition. It can be long, shot, simple or complex. Process to create proposal i.e. Create Proposal (Reqd) >> Generate Proposal Draft (Reqd) >> Modify the proposal (Option) >> Print proposal draft(option) >> Lock proposal(Option)
Create proposal:
Navigate to the Opportunity Screen >> Opportunity List >> Select opportunity >> Select Proposal View Tab >> Click Auto Proposal >> It will create proposal based on default template or decision issues
Generate Proposal Draft:
Navigate to the Opportunity Screen >> Opportunity List >> Select opportunity >> Select Proposal View Tab >> Select Proposal >> Proposal List >> Click Generate Draft
Modifying Draft:
Navigate to the Opportunity Screen >> Opportunity List >> Select opportunity >> Select Proposal View Tab >> Select Proposal
>> Select TOC
>> Select Edit Layout
Printing: To print for Hard Copy.
Locking: The locked column has to be checked for making proposal read only.
Orders:
Creating Order: Navigate to the Quotes screen, then the Quote List View. In Quote List, drill down on the name of desired quote. Review and click Order View Tab. Click Sales or Service Order. Order is created and to work on order further drill down through Order# hyperlink.
Creating Agreement: Navigate to the Quotes screen, then the Quote List View. In Quote List, drill down on the name of desired quote. Review and click Agreement View Tab. Click Auto Contract. Agreement is created and to work on it further drill down through Agreement# hyperlink. It is used for recurring service contracts that identifies sets of products and service level agreement and payment terms.
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