English | English
Presales
Here you will find out how to activate and create the system objects required to manage requests of potential customers.
When you sell complex and expensive goods or services, you may often need to use an individual approach to a customer, carefully collect requirements, and take into account various restrictions.
With the system, you can manage a lengthy sales process with multiple factors and variables. The central object is the Sales opportunity document. You can use it to track the presales process from the first request of a potential customer up to the moment the customer signs a contract or places an order.
Complex sales opportunities often require a bilateral contract or agreement to be concluded.
Activate Sales opportunities
Here you can enable registering and controlling progress and results of sales opportunities.
With sales opportunities, you can track the entire interaction with a customer, from their first request up to the end of the interaction. Information about sales opportunities helps you control the quality and prompt service of the sales department.
Paths
| Path | Master data and settings → Master data and sections → CRM and marketing |
|---|---|
| In-app link EN code | e1cib/data/DataProcessor.TMAdministrationPanel.Form.CRMAndMarketing |
| In-app link RU code | e1cib/data/Обработка.ПанельАдминистрированияУТ.Форма.CRMИМаркетинг |
What you can do after activation
You can use the Sales opportunity document.
Activate Record primary demand
Here you can enable registration of the following information:
- Primary customer demand when creating sales opportunities.
- Demand fulfillment percentage.
- Reasons for demand non-fulfillment.
Paths
| Path | Master data and settings → Master data and sections → CRM and marketing |
|---|---|
| In-app link EN code | e1cib/data/DataProcessor.TMAdministrationPanel.Form.CRMAndMarketing |
| In-app link RU code | e1cib/data/Обработка.ПанельАдминистрированияУТ.Форма.CRMИМаркетинг |
What you can do after activation
In the Sales opportunity document, you can see the Primary demand tab.
Note
The tab is available only if you select Sales opportunity kind for sales opportunities with the Record primary demand check box selected. Otherwise, the tab is not available.On this tab, when you register a customer request, describe what item the customer wants to buy and for what amount they plan to buy this item.During the sales process, this tab also contains information about customer satisfaction and reasons why they are dissatisfied.
Activate Sales opportunity management
Here you can enable special business processes to manage tasks that track the sales opportunity progress through all the required stages.
Paths
| Path | Master data and settings → Master data and sections → CRM and marketing |
|---|---|
| In-app link EN code | e1cib/data/DataProcessor.TMAdministrationPanel.Form.CRMAndMarketing |
| In-app link RU code | e1cib/data/Обработка.ПанельАдминистрированияУТ.Форма.CRMИМаркетинг |
What you can do after activation
You can use the Sales opportunity kinds catalog, which contains Sales process stages.
Note
Use Sales process stages to set up and handle process sales opportunities. A standard configuration includes several standard sales opportunity stages: the first phone call, an appointment, sending a sales quotation, and so on.
Sales opportunity kinds catalog
Here you can create and set up the Sales opportunity kinds catalog to manage Sales opportunities.
With a sales opportunity kind, you can classify different sales opportunities. In the sales opportunity kind, you can also specify sales opportunity stages. You can both activate a standard business process and specify a custom business process.
Paths
| Path | CRM and marketing → Settings and catalogs → Sales opportunities → Sales opportunity kinds |
|---|---|
| In-app link EN code | e1cib/list/Catalog.CustomerOpportunityKinds |
| In-app link RU code | e1cib/list/Справочник.ВидыСделокСКлиентами |
How to create a sales opportunity record
1. Open the catalog, click Create, and then fill the Description field.
2. Select the Allowed check box.
3. Select the Record primary demand check box.
4. Select Sales opportunity type — Other sales opportunity types.
Note
In such sales opportunities, you can record all basic information on customer interaction: the primary customer demand, the chance of sales opportunity success, and the potential amount of sales. However, you cannot manage the sales process using such sales opportunities.
5. Add Details.
How to set up standard sales opportunity stages
1. Open the catalog and open the previously created record.
2. Select Sales opportunity type — Standard sale.
Note
The main difference between this management method and custom sales opportunities is that the order of management process stages is strictly regulated and described by a business process flowchart.For such sales opportunities, the progress of each sales opportunity stage is controlled automatically. You cannot skip any stage.
3. Click the Process stages tab and check the list of preconfigured stages.
How to set up special sales opportunity stages
1. Open the catalog and open the previously created record.
2. Select Sales opportunity type — Custom.
Note
For such sales opportunity kinds, manually specify the list of stages from the general Sales process stages classifier. For each custom sales opportunity, you can record your own list of sales process stages.Move from one stage to another manually. You can skip some stages and return to previous stages.
3. Click the Process stages tab, click Add, and then select a stage from the drop-down list to fill all process stages.
Reasons for losing sales opportunities catalog
Here you can create a list of records of the reasons that lead to losing sales opportunities.
Paths
| Path | CRM and marketing → Settings and catalogs → Sales opportunities → Reasons for losing sales opportunities |
|---|---|
| In-app link EN code | e1cib/list/Catalog.ReasonsForLosingSalesOpportunities |
| In-app link RU code | e1cib/list/Справочник.ПричиныПроигрышаСделок |
How to create a record of the reason for losing a sales opportunity
1. Open the catalog and click Create.
2. Fill the Description and Details fields.
Activate Sales quotations
Here you can enable registering sales quotations issued to potential customers.
A sales quotation is an individual offer to a potential customer to contract the terms of sale of goods, provision of services, or performance of work in accordance with the previously sent request for information (RFI) or request for quotation (RFQ).
Drawing up, sending, and printing sales quotations is usually a part of the sales (sales opportunity) process.
Paths
| Path | Master data and settings → Master data and sections → Sales |
|---|---|
| In-app link EN code | e1cib/data/DataProcessor.TMAdministrationPanel.Form.Sales |
| In-app link RU code | e1cib/data/Обработка.ПанельАдминистрированияУТ.Форма.Продажи |
What you can do after activation
You can create the Sales quotation document.
Activate Contracts with customers
Here you can enable contracts with customers.
A contract with a customer is a document between a company and a counterparty. It spells out all complex conditions for the delivery of goods, the provision of services, and the performance of work, as well as the responsibility of the parties for violating these conditions.
The Contracts catalog item does not depend on the Terms of sale catalog item. If they are used in the sales document at the same time, then some of the attributes of the Terms of sale are replaced with the attributes of the Contract. Such attributes include "AR/AP currency", "Define AR/AP as", and some other attributes used by the system to control and automatically fill sales documents.
Paths
| Path | Master data and settings → Master data and sections → Sales |
|---|---|
| In-app link EN code | e1cib/data/DataProcessor.TMAdministrationPanel.Form.Sales |
| In-app link RU code | e1cib/data/Обработка.ПанельАдминистрированияУТ.Форма.Продажи |
What you can do after activation
You can use the Contracts with customers catalog.