Explain general sales cycle steps?

Answer

• A Sales representative receives a qualified lead (Hot Lead).
• When this Hot Lead is accepted by the sales representative, the system creates an Opportunity.
• Within SAP CRM actual sales process begin with an opportunity. It is not mandatory to use Lead to create the Opportunity.
• The sales representative then contacts the customer and updates the opportunity with further data.
• Also there is option to activate activities available in the Sales Assistant or create new activities. These activities can be configured for different stages of the Opportunity.

• The Opportunity needs to be evaluated by the sales representative with positive or negative decision.
• Opportunity ends with the creation the quotation, or rejection from the customer.
• The solution derived from the opportunity is presented to the customer and the sales representative creates quotation.
• Once the sale representative secures agreement based upon the quotation, sales order can then be created.
  • Delivery is not part of the SAP CRM and for that it is integrated with a back-end SAP ERP system.
• Billing for the sales orders can be performed within the SAP CRM.
• Also SAP CRM offers SAP BI in order to analyze the complete sales project based on the outcome of the opportunities.