PeopleSoft Enterprise Sales 9.1 PeopleBook

Qualifying a Lead or Opportunity

This chapter discusses how to:

Associate a lead or opportunity with a source campaign.
Run a survey for a lead or opportunity.

Associating a Lead or Opportunity with a Source Campaign

This section discusses how to:

Associate a lead or opportunity with a source campaign.
View a marketing activity summary.

Pages Used to Associate a Lead or Opportunity with a Source Campaign

Page Name	Definition Name	Navigation	Usage
Lead - Qualify	RSF_LEAD_QUALIFY	Sales, Search Leads, Lead - Qualify	Associate a lead with a source campaign.
Opportunity - Qualify	RSF_OPP_QUALIFY	Sales, Search Opportunities, Opportunity - Qualify	Associate an opportunity with a source campaign.
Marketing Activity Summary	RA_ACT_SUMM	Click the Marketing Activity Summary link that appears in the Campaign section of the Lead - Qualify page or the Opportunity - Qualify page.	View a summary of the marketing campaign with which the lead or opportunity is associated. Note. This link is available only if the lead contains marketing information.

Associating a Lead or Opportunity with a Source Campaign

Access the Lead - Qualify page (Sales, Search Leads, Lead - Qualify) or the Opportunity - Qualify page (Sales, Search Opportunities, Opportunity - Qualify).

Note. The Campaign section appears on the Qualify page in both the Lead component and the Opportunity component. Although the following example shows the Lead component, the information here applies to both leads and opportunities.

If the lead or opportunity originates from a PeopleSoft Marketing or TeleSales campaign, the system populates the Lead Source field and displays information that is relevant—including the marketing business unit, campaign name, and wave name—to the campaign here. If the lead or opportunity does not originate from a campaign, these fields are blank. If a sales user creates the lead, the system enters the lead source of Sales.

You can override these values. If you enter a marketing business unit, campaign name, or wave name, you must also enter the other two items.

Note. If PeopleSoft FieldService and PeopleSoft Customer Relationship Management for High Technology are integrated with the system, the system generates sales leads for agreements that are expired (or about to expire) according to the user-defined time period. The system creates a sales lead with the source of Agreement for every agreement that is eligible for the process.

See Generating Sales Leads for Agreement Renewal.

Business Unit	Enter the business unit that incurs the cost of the campaign.
Campaign Name	Enter the campaign from which the lead or opportunity originated. When you specify a business unit, the system populates this field with the campaigns from that business unit.
Activity Name	Enter the activity from which the lead or opportunity originated. When you specify a campaign, the system populates this field with the activities from that campaign only.
Marketing Activity Summary	Click to access the Marketing Activity Summary page, where you can view a summary of the marketing campaign that generated the lead.
Lead Type	Select a type to indicate the nature of the lead. Possible values are Inquiry, Lead, Qualified, Turnback Qualified, and Turnback. These lead types are translate values that are delivered with the system. Except for Qualified, which is required to transfer leads from TeleSales or other PeopleSoft Enterprise products, you can modify these or define additional values.
Lead Source	Select the source from which the lead originated. Possible values include Sales, Marketing Campaign, Telesales, Online Marketing and Partner. If a sales user creates the lead, the source is Sales. Lead sources are predefined in the system. You can modify the descriptions on the Lead Source setup page. You can define additional values also, but do not delete the predefined ones. They are required for transferring leads between integrated system applications. See Setting Up Lead Sources. Note. When you clone a lead, the system sets the lead source to Sales for the new lead. However, the new lead continues to be tracked with the campaign and wave of the original lead.
Accepted Date	Enter the date when the sales representative accepted the lead. When you change the lead status to Accepted on any page, the system changes the status here and sets the accepted date to the system's current date.
Referred Date	Enter the date when you received the prospect information (for example, from a trade show). When you change the lead status to Referred on any page, the system changes the status here and sets the referred date to the system's current date.

Competition — Competition

Enter the competitor's name, the contact name, and the product, and select the involvement, which can be Equal, Strong, or Weak. Set up competitors in the Customers CRM menu.

To select a company as a competitor, you must set up the role type of Competitor, and set up companies and their contacts with a role type of Competitor.

See Setting Up Sales Competitors.

Competition — Comments

Select the Comments tab.

Enter notes to describe a competitor's pricing, product, or offering.

Viewing a Marketing Activity Summary

Access the Marketing Activity Summary page (click the Marketing Activity Summary link that appears in the Campaign section of the Lead - Qualify page or the Opportunity - Qualify page).

This page is read-only and displays information that you can use when deciding whether to accept the lead or not. You can click a link to view details of any promotional offers associated with the marketing campaign.

Running a Survey for a Lead or Opportunity

This section discusses how to:

Select a survey script.
Administer a scripted survey.

Pages Used to Run a Survey for a Lead or Opportunity

Page Name	Definition Name	Navigation	Usage
Lead - Qualify	RSF_LEAD_QUALIFY	Sales, Search Leads, Lead - Qualify	Select the survey script for the lead.
Opportunity - Qualify	RSF_OPP_QUALIFY	Sales, Search Opportunities, Opportunity - Qualify	Select the survey script for the opportunity.
Execute Script	RC_BS_EXECUTE_MAIN	Click the Run Survey button in the Survey section of the Lead - Qualify page or the Opportunity - Qualify page to run the selected script.	Administer a scripted survey to identify the customer's interests and to qualify the lead or opportunity.
Add Script Comment	RC_BS_COMMENT	Click the View Script Comments link on the Execute Script page.	View comments, add script comments, or delete question comments.

Selecting a Survey Script

Access the Lead - Qualify page (Sales, Search Leads, Lead - Qualify) or the Opportunity - Qualify page (Sales, Search Opportunities, Opportunity - Qualify).

Note. The Qualify page appears in the both the Lead component and the Opportunity component. Although the following example shows the Lead component, the information here applies to both leads and opportunities.

If the lead is transferred from PeopleSoft Enterprise Marketing or TeleSales, where a survey is run, information that is relevant to that survey appears here. You can run additional surveys.

Script	Displays the list of scripted questions.
Contact	Displays the name of the contact who answers the questions. You can click Refresh to update the search list with the contacts for this lead and then select the appropriate contact from that list.
Run Survey	Click to access the Execute Script page, where the system leads you through scripted questions and assigns a score and rating to the prospect based on the contact's answers. Note. After you run a survey, you cannot delete it from this page. See Administering a Scripted Survey.
Score	Displays the score from the Execute Script page. As you enter a customer's answer to each scripted question, the system determines a score that is based on values set within that script. When you are finished administering the script, the system adds those scores and displays the total here. See Administering a Scripted Survey.
Rate Value	Displays the rate value from the Execute Script page. Rate values are based on the total script scores. Examples include Cold, Warm, Hot, Satisfied, Somewhat Satisfied, and Very Satisfied. If a rate value from the survey is not mapped to a lead rating, the user can interpret it and manually set the lead rating to the appropriate value. For example, you might map survey rate values to lead ratings such that only leads with a survey rating of either Warm or Hot are given a status of Qualified. When the survey rate value of a lead is Very Satisfied, the user can manually change the lead rating to Hot to change the status to Qualified.
Date Last Run	Displays the date when the script was last run.
Script Status	Displays the current status of the script with this contact. Values are Completed, Processing, and Started.

You can delete a script row before running the script. However, you cannot delete the script or its results after it has been submitted.

Administering a Scripted Survey

Access the Execute Script page (click the Run Survey button in the Survey section of the Lead - Qualify page or the Opportunity - Qualify page to run the selected script).

Note. The Execute Script page is part of both the Lead component and the Opportunity component. Although the following example shows the Lead component, the information applies to both leads and opportunities.

Ask the scripted question, select the contact's response to the question, enter relevant comments, and then ask the next question. If the contact provides an answer that no longer promotes the sale of the product, the system displays a thank you message and ends the survey.

You can also enter and view script comments.

See Understanding Script Types and Script Actions.