In SAP Business One, Web client, the CRM functionality provides a powerful tool to help you manage potential deals with prospects as well as new deals with existing customers. This lesson will guide you through a typical CRM process within SAP Business One, Web client, from initial contact to final order fulfillment, illustrating how to effectively manage sales opportunities.
Let’s consider a common business scenario. A company recently attended a sales event and met a potential customer interested in purchasing a large number of products. The sales manager assigns this lead to one of their sales employees.
- Activity: The sales employee schedules and manages various events such as phone calls, meetings, tasks, emails, and notes with the potential customer. Activities can be associated with multiple users, facilitating collaboration and ensuring everyone stays informed about business interactions.
- Sales opportunity: The sales employee creates an opportunity to track the prospective sale and notify others about its status. Opportunities provide visibility into the sales pipeline for both individual sales employees and the company.
- Sales quotation: After a successful meeting, the potential customer requests a sales quotation. The sales employee sends the quotation and updates the opportunity in SAP Business One, Web client.
- Sales order: If the customer proceeds with the order, the sales employee changes the opportunity stage and adds the document details to the system.
- List view and managing lost/won opportunities: The sales manager regularly reviews the "All Open Opportunities". This list view provides an overview of all active opportunities, helping the sales manager to analyze and optimize the sales process. Opportunities with high closing percentages are set as "Won", while those with low percentages are set as "Lost".