Contents

• Title and Copyright Information
• Preface

1 Introduction to JD Edwards EnterpriseOne CRM Sales Applications

• JD Edwards EnterpriseOne CRM Sales Applications Overview
• JD Edwards EnterpriseOne CRM Sales Applications Business Process
• JD Edwards EnterpriseOne CRM Sales Application Integrations
  • JD Edwards EnterpriseOne Accounts Receivable
  • JD Edwards EnterpriseOne Address Book
  • JD Edwards EnterpriseOne CRM Foundation
  • JD Edwards EnterpriseOne Sales Order Management
  • JD Edwards EnterpriseOne Supply Chain Management
• JD Edwards EnterpriseOne CRM Sales Application Implementation
  • Global Implementation Steps
  • Implementation Steps for CRM Sales Applications

2 Understanding CRM Sales Applications

• Sales Force Automation Setup
  • Sales Methodologies
  • Qualification Parameters
  • Industry Groupings and Territories
  • Sales Force Alignment
• The Sales Cycle
  • Sales Leads
  • Lead Conversion
  • Sales Order Creation
• Sales Measurement Tools
  • Sales Pipelines
  • Sales Forecasts
  • Sales Reports
• Key People in Sales
  • Employees
  • Partners
  • Customers
  • Influencers
  • Competitors
• Sales Proposals
• Hotkeys for Sales Force Automation

3 Setting Up Sales Fundamentals

• Understanding the JD Edwards EnterpriseOne CRM Sales Force Automation System
  • Prerequisites
• Setting Up User Defined Codes for CRM Sales Applications
  • Understanding UDCs for CRM Sales Applications
  • Forms Used to Set Up UDCs for CRM Sales Applications
  • Setting Up UDCs for CRM Sales Applications
• Setting Up Territories and Industry Groupings
  • Understanding Sales Territories and Industry Groupings
  • Forms Used to Set Up Sales Territories and Industry Groupings
  • Creating Sales Territories
  • Adding Address Information to a Sales Territory
  • Setting Processing Options for the Territory Application Program (P90CA140)
    • Default
    • Version
  • Setting Up Industry Groupings
  • Setting Processing Options for the Industry Grouping Application Program (P90CA12A)
    • Default
    • Version
• Setting Up Sales Methodologies
  • Understanding Sales Methodologies
    • Sales Methodology Setup
    • Default Sales Methodology
    • Sales Methodology Usage
  • Prerequisites
  • Forms Used to Set Up Sales Methodologies
  • Setting Up Sales Methodologies
• Setting Up Qualification Scripts
  • Understanding Qualification
    • Qualifications
    • Qualification Questions
    • Answers
    • Qualification Script Example
  • Forms Used to Set Up Script Information
  • Creating Qualifications
  • Creating Questions and Answers

4 Managing the Sales Force

• Understanding the Sales Force
• Adding Sales Team Members to Territories and Industry Groupings
  • Understanding Sales Teams by Territory and Industry Groupings
    • Territories
    • Industry Groupings
  • Prerequisites
  • Forms Used to Add Sales Team Members to Territories and Industry Groupings
  • Adding Sales Team Members to a Territory
  • Adding Sales Team Members to an Industry Grouping
• Assigning Sales Team Members to Customers
  • Understanding Sales Force Alignment
    • Territory Assignment
    • Industry Grouping Specification
    • The Automatic Alignment Process
    • The Batch Alignment Process
    • Remove a Member from a Sales Team
    • Exclude Accounts from Automated Alignment
    • Manually Assign Sales Team Members
    • Sales Team Roles
  • Forms Used to Assign Sales Team Members to Accounts
  • Entering Customer Overrides for Sales Alignment
  • Running the Sales Team Alignment TC program (R90CA18A)
  • Manually Assigning Sales Team Members to Customers
  • Manually Assigning Sales Team Members to Opportunities
• Reviewing Sales Team Information
  • Understanding Sales Team Information
    • Customer Information
    • Partner Information
    • Opportunities
  • Forms Used to Review Sales Team Information
  • Reviewing Customers Associated with Sales Team Members
  • Reviewing Partners Associated with Sales Team Members
  • Reviewing Opportunities Associated with Sales Team Members

5 Managing Sales Leads

• Understanding Leads
• Entering a Lead
  • Understanding Lead Entry
    • Import Leads
  • Forms Used to Enter Leads
  • Entering Leads
  • Importing Leads
  • Setting Processing Options for the CRM - Manage Leads Program (P90CB010)
    • Defaults
    • Display
    • Process
    • Versions
  • Setting Processing Options for the Import Leads Program (P90CB015)
    • Versions
    • Process
• Maintaining and Updating Leads
  • Understanding Lead Maintenance
    • Classification Information
    • Address Information
    • Lead Qualification
    • Product Interests
    • Partners
    • Activities and Action Plans
  • Prerequisites
  • Forms Used to Maintain and Update Leads
  • Qualifying Leads
  • Assigning Product Interests to Leads
  • Assigning Partners to Leads
  • Adding New Activities to Leads
  • Linking Action Plans to Leads
• Converting Leads
  • Understanding the Lead Conversion Process
  • Forms Used to Convert Leads
  • Converting Leads to Opportunities
  • Locating the New Customer Record
  • Locating the New Contact Record
  • Locating the New Opportunity Record

6 Managing Sales Opportunities

• Understanding Sales Opportunities
• Entering Opportunities
  • Understanding Opportunity Entry
    • Credit Check
  • Forms Used to Enter Opportunities
  • Entering Basic Opportunity Information
  • Setting Processing Options for the Opportunity Program (P90CB020)
    • Display
    • Default
    • Process
    • Versions
• Managing and Maintaining Opportunities
  • Understanding Opportunity Maintenance
    • Qualification
    • Product Information
    • Sales Drivers, Influencers and Competitors
    • Track Costs
    • Activities and Action Plans
    • The Opportunity Sales Team
    • Cycle Step History
    • Attachments
  • Forms Used to Maintain Opportunities
  • Qualifying Opportunities
  • Adding Products to Opportunities
  • Updating Sales Drivers on Opportunities
  • Adding New Sales Drivers to Opportunities
  • Adding Influencers to Opportunities
  • Adding Costs to Opportunities
  • Adding Competitors to Opportunities
  • Adding New Activities to Opportunities
  • Attaching Action Plans to Opportunities
  • Assigning Sales Team Members to Opportunities
  • Updating Sales Team Information
• Creating Quotes and Sales Orders for Opportunities
  • Understanding Quotes and Sales Orders
    • Quotes
    • Sales Orders
  • Prerequisites
  • Forms Used to Create Quotes and Sales Orders for Opportunities
  • Editing Quotes Associated with Opportunities
  • Editing Sales Orders Associated with Opportunities

7 Generating Sales Proposals

• Understanding Proposal Generation
• Creating a Template
  • Understanding Proposal Template
    • Tags
    • Tags for Insertion into a Template for Sales Proposal
  • Forms Used to Create Templates
  • Creating a Template
• Managing Proposal Templates
  • Understanding Template Management
  • Forms Used to Manage Templates
  • Copying a Template
  • Modifying or Deleting a Template
• Creating Proposals (Release 9.2 Update)
  • Understanding Proposal Creation
  • Forms Used to Create a Proposal
  • Running the Proposal Generation Program

8 Managing Sales Data

• Understanding Sales Data
• Managing Competitor Data
  • Understanding Competitors
    • Competitor Products
    • Opportunities and Pipeline
  • Forms Used to Manage Competitor Data
  • Adding a New Competitor
  • Entering Contact Information for a Competitor
  • Attaching Product Information to a Competitor
  • Adding Competitor Opportunities
  • Setting Processing Options for the Competitor Find Browse Program (P90CA061)
    • Defaults
    • Versions
  • Setting Processing Options for the Competitor Application Program (P90CA060)
    • Defaults
    • Versions
• Forecasting Sales Revenue
  • Understanding Sales Forecasts
    • Forecast Dates
    • Revenue Calculation Methods
  • Understanding Sales Pipelines
  • Prerequisite
  • Forms Used to Forecast Sales Revenue
  • Creating a Sales Forecast
  • Associating Opportunities with a Forecast
  • Setting Processing Options for the Manage Forecasts Program (P90CB060)
    • Process
    • Version
• Reviewing Sales Pipelines
  • Understanding the Sales Pipeline
    • Using the Pipeline Chart
  • Forms Used to Review Sales Pipelines
  • Reviewing a Sales Pipeline

9 Appendix A - Delivered Workflow for JD Edwards EnterpriseOne Customer Relationship Management Sales Applications

• Delivered Workflow for JD Edwards EnterpriseOne Customer Relationship Management Sales Applications
  • Opportunity Creation and Sales Cycle Step Change Notification
    • Description
    • Workflow Objects

10 Appendix B - JD Edwards EnterpriseOne CRM Sales Application Reports

• JD Edwards EnterpriseOne CRM Sales Application Reports: A to Z
  • Lead
  • Opportunity
  • Forecast
  • Action Plan/Activity
  • Competitor
  • Customer
  • Employee
  • Partner
  • Contact
  • Product Catalog
• JD Edwards EnterpriseOne CRM Sales Applications: Selected Reports
  • R90CA1301B - Activities For A Customer Contact Report
  • Processing Options for the Activities For A Customer Contact Report (R90CA1301B)
    • Defaults
  • R90CA13D - Periodic Planner Report
  • Processing Options for the Periodic Planner Report (R90CA13D)
    • Process
    • Print
  • R90CA080B - Customer/Contact Summary Report
  • Processing Options for the Customer/Contact Summary Report (R90CA080B)
    • Defaults
  • R90CA0101E - Employee Phone List Report
  • Processing Options for the Employee Phone List Report (R90CA0101E)
    • Defaults
  • R90CA0111A - Contacts for a Customer Report
  • Processing Options for the Contacts for a Customer Report (R90CA0111A)
    • Defaults
  • R90CB010A - Lead Tracking Report
  • Processing Options for the Lead Tracking Report (R90CB010A)
    • Process
  • R90CB020A - Opportunities by Channel Report
  • Processing Options for the Opportunities by Channel Report (R90CB020A)
    • Default
  • R90CB020B - Opportunities by Probability Report
  • Processing Options for the Opportunities by Probability Report (R90CB020B)
    • Default
  • R90CB020C - Opportunities by Probability for a Sales Rep Report
  • Processing Options for the Opportunities by Probability for a Sales Rep Report (R90CB020C)
    • Default
  • R90CB020D - Opportunities by Territories Report
  • Processing Options for the Opportunities by Territories Report (R90CB020D)
    • Default
  • R90CB020E - Opportunities by Channels for a Sales Rep Report
  • Processing Options for the Opportunities by Channels for a Sales Rep Report (R90CB020E)
    • Default
  • R90CB020F - Pipeline Review By Close Date Report
  • Processing Options for the Pipeline Review By Close Date Report (R90CB020F)
    • Review Opportunity Pipeline
  • R90CB020I - Opportunity Summary Report
  • Processing Options for the Opportunity Summary Report (R90CB020I)
    • Default