Primerjava izbranih različic

Prikazane so razlike med izbrano in trenutno različico strani.

--- us:slobase:manual:c_modules:e_opportunities [dd/mm/Y H:i]
bmertelj
+++ us:slobase:manual:c_modules:e_opportunities [dd/mm/Y H:i] (Trenutna)
admin
@@ Vrstica 8: / Vrstica 8: @@
 On the //Opportunities// tab all Opportunities can be seen. Opportunity list view is shown on the picture below.
-{{si:slobase:manual:c_modules:psi_priloznosti_pregled.png?450}}
+{{us:slobase:manual:c_modules:opportunities.png?450}}
 <note tip>Contents of this list representation are freely configurable. These lists can be evaluated automatically by the CRM system in order to call your attention to certain events. Find further information related to this topic in the [[../../../b_usage:g_views]] chapter.
@@ Vrstica 18: / Vrstica 18: @@
 Click //New Opportunity// on [[../../../b_usage:d_loginpage#podrocja| entry section]] to create a new Opportunity. A new window opens (see page below).
-{{si:slobase:manual:c_modules:oppertunity.png?450}}
+{{us:slobase:manual:c_modules:newopportunity.png?450}}
 Enter the Opportunity information. Only information, relevant to you or to your business should be entered. Non relevant entry fields can remain empty or just give us a call and we will remove them. If several users have writing access to the same entry fields, it makes a lot of sense to agree on a common standard for making such entries. In this way all the entered data are unified. Note the obligatory fields as they are marked by a [*] sign.
@@ Vrstica 41: / Vrstica 41: @@
 Enter the probability of the success of the selling activities. All numbers from 0 to 99 can be entered. 100 should be reserved for a closed deal.
-===== Tips to fill in the Sal
+===== Tips to fill in the Sales Information =====
-es Information =====
+If your version of PIT has the advanced Sales Information fields enabled, the information that needs to be entered is not as trivial as above. Below you can find some questions that help and guide you to enter the right content into those fields.
+Problem and Pain are similar but different. Problem is an objective, critical business issue and pain is personal feeling when somebody does not do well what he is responsible for. Sometimes we can get buyers to talk about problem(s) but have not reached the level of conversation where their personal pain is admitted. If the pain has been admitted it is more valuable to the seller than knowing the problem.
+If your field allows you to enter either of them, enter the pain if you have it otherwise enter the problem.
+  * Problem
+What is the critical business issue in the organisation the (Power) Sponsor is supposed to take care of? What is seriously wrong in the area of his responsibility? What important issue does he need to get fixed urgently?
+//This is a critical project for our company and we cannot afford to not finish it in time//
-Below
   * Pain
-What is (Power) Sponsor's main concern? What is his responsibility in the company that he cannot fulfill? What is expected of him that he does not deliver? What makes him awaje at night?
+What is (Power) Sponsor's main concern? What is his responsibility in the company that he cannot fulfill? What is expected of him that he does not deliver? What makes him awake at night?
+//I cannot ensure the success of this critical project in time//
   * Reasons
 What are the reasons that he cannot fulfill his responsibility? What causes him not to be able to do what he'd need to?
+// * the project is more complex than what we are used to manage
+ * my existing suppliers will have difficulties with issues new to them
+ * we have a tight deadline that doesn't allow for unplanned delays//
   * Impacts
 Who else in the organisation is affected by his inability to do what is expected of him? How is his superior impacted? How does he look at this?
+//The VP Sales needs the new product line to start with production in four moths to deliver sales results. The CEO needs this product line this year to improve our market share. ...//
   * Capabilities
-How should this be done that PS doesn`t have a problem. What capabilities you need in order to solve his problem.
+What will we allow him to do in order to solve the problem? What will we provide to his organisation that will enable them to fix the critical issue or situation?
+Optimally, write three of them.
-<note tip>The idea is to ask him this "questions". Discuss with him and put exact words in PIT fields. And than put his words into the side letter, summary, in the letter beside the proposal.
+// * have a partner that has the skills and experience to handle such a complex project
+ * have the partner that masters the new technology and know-how to handle issues related to it
+ * the supplier has a proven track record with a team that is used to react quickly and work extra hours to finish on time//
+<note tip>The idea is to ask the buyer these questions. Discuss these issues with him and put his exact words in these fields. And then use them when writing the letter to him.
 </note>
-===== Opportunities Import and Export =
+===== Opportunities Import and Export ====
+A list of Accounts can be imported and exported at any time. Please see the [[../../../b_usage:j_importexport#Import and export data]] chapter for more detailed instructions on how to import and export Accounts.
+===== Quick overview of Opportunities =====
+On Opportunity module we have prepared some additional filters which we find useful when reviewing the opportunities on daily basis.
+These filters can be found on the top of every view in Opportunity module. See picture below.
+{{us:slobase:manual:c_modules:opportunities_filters.jpg?450}}
+By choosing the owner of the opportunity and sales stage, you can quickly see how many and which opportunities someone has in closing or if he has enough new opportunities.
+These filters work in combination with the predefined views on the Opportunity module. You can save a view of all open opportunities for specific opportunity type (solution) and you use quick filters for choosing a specific sales person or/and sales stage. You can choose an individual or more sales people or sales stages at once.
+<note>Example: You have a constant view of "All open opportunities for Automotive". By using quick filters above the view you can see how many opportunities George has in sales stage 4-Closing.</note>
+You an read more about [[us:slobase:manual:b_usage:g_views|creating views here]].
-===
+~~ODT~~
-A list of Accounts can be imported and exported at any time. Please see the [[../../../b_usage:j_importexport#Import and export data]] chapter for more detailed instructions on how to import and export Accounts.