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A sales organization has adopted a new sales methodology to improve the effectiveness of its salespeople. The business analyst has provided the administrator with a detailed document describing the sales method.
Because the salespeople have too many opportunities to deal with at once, they prioritize their opportunities. To help them prioritize, the business analyst has created a standardized assessment document that he recommends all salespeople use to rank their opportunities. The outline of assessment document looks as follows:
The administrator uses the information in this document to create an assessment template associated with the qualification stage. When a salesperson reaches the qualification stage of the deal, the Assessments view for that opportunity is automatically populated with the questions that need answers to assess and prioritize the opportunity.
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