1. Customer Relationship Management for Sales Implementation Guide
  2. Understanding Sales Opportunities

Understanding Sales Opportunities

Opportunities represent potential revenue to a sales organization. They are the leads that have been qualified and have progressed to a point where there is a higher probability of closing a sale. You can enter opportunities manually or allow the system to create opportunities when converting leads.

You access opportunity forms and programs using the Manage Opportunities program (P90CB020); however, the system uses all of these programs to process opportunity information:

  • Opportunity - Sales Methodology Search & Select Program (P90CB021).

  • Opportunity_Qualification Search and Select Program (P90CB022).

  • Opportunity - Sales Cycle Search & Select Program (P90CB023).

  • Opportunity Reusable Subforms Program (P90CB024).

  • Opportunity Competitor Program (P90CA06C)

  • Opportunity Search and Select Program (P90CB025).

  • Opportunity Sales Team Program (P90CB026).

  • Opportunity Sales Driver Program (P90CB027).

  • Opportunity Cost Program (P90CB029).

  • Opportunity Influencer Program (P90CB030).

Depending upon the type of information that you include on the opportunity, records are created in these tables:

  • F90CB020

  • F90CB02C

  • F90CB02D

  • F90CB02E

  • F90CB02I

  • F90CB02J

  • F90CB02M

  • F90CB05B

  • F90CA61E

After you enter the opportunity, you can then attempt to qualify it to determine whether the organization should pursue the opportunity further into the sales cycle. If the opportunity is qualified, members of the sales team can continue through the sales cycle in hopes of converting the opportunity into a sale.

To manage and maintain the opportunity effectively, you must provide as much information as possible to each member of the sales team. You can enter and update information for each opportunity, such as:

  • The products and quantities that the customer is interested in.

  • The factors that drive the customer's decision to purchase goods or services from the organization.

  • Who the influential people are that make decisions regarding the opportunity.

  • The costs that the sales team incurs when working with the opportunity.

  • The activities that should be completed to successfully convert the opportunity to a sale.

  • The members of the sales team who are actively working on the opportunity.

If a sales team is able to manage the opportunity successfully, and continue further along into the sales cycle, the opportunity contact might want to receive a formal quote for the goods or services in which they are interested. You can create a quote directly from the Manage Opportunities program. Sales quotes are managed and processed in Oracle's JD Edwards EnterpriseOne Sales Order Management system.

Lastly, you can convert the opportunity into a sales order. You can create the sales order from the Manage Opportunities program, however, you use the JD Edwards EnterpriseOne Sales Order Management system to manage and process the sales order information.

See also: