Opportunity (tdsmi1610m000)

Use this session to view, enter, and maintain opportunities.

A business partner can be linked to several opportunities. Information from this session can be used for follow-up activities by opportunity.

In this session you can, for example, execute the following:

  • Assign and reassign an opportunity to a sales person
  • Update the phase in the sales process that is linked to the opportunity
  • Update the opportunity status

You can start this session from the Opportunities (tdsmi1110m000) overview session, by double-clicking a record, or by entering a new opportunity. You can also start this session stand-alone.

To view the details of the opportunity, click Opportunity Details on the File menu of the current session. As a result, the Opportunities (tdsmi1110m000) session starts.

Tabs

 

Opportunity

Used by a sales person to record and monitor sales information related to a business partner with the purpose of selling a product or service to this business partner.

General Information

Use this field to enter a text with background details on the opportunity.

Sold-to Business Partner

Usually a customer's purchase department, the business partner who orders goods or services from your organization, that owns the configurations you maintain, or for whom you perform a project.

The agreement with the sold-to business partner can include the following:

  • Default price and discount agreements
  • Sales order defaults
  • Delivery terms
  • The related ship-to and invoice-to business partner
Business Partner Status

Indicates the actions that can be carried out for the business partner. The status can be: Active, Inactive, or Prospect.

For example, you cannot enter a sales order for a business partner with status Prospect, or ship goods to a business partner with status Inactive.

Allowed values

Business Partner Status

Assigned to

The sales representative to whom the opportunity is assigned.

Note

You can (re)assign the opportunity:

  • To another user by selecting a sales representative from the Employees - General (tccom0101m000) session
  • To yourself by clicking the Assign To Me button
Status

The status of the opportunity.

Allowed values

Opportunity Status

Sales Process

A standard sales methodology that must be followed when working on an opportunity. A sales process is split up in phases.

Default value

The Default Sales Process from the CRM Parameters (tdsmi0100m000) session.

Phase

The identification of a stage or phase in the sales process. For example, analysis, proposal, negotiation, and so on.

Note

You can maintain the progress on an opportunity by updating the phase and/or the probability percentage.

Probability Percentage

The probability percentage of winning the opportunity.

Note
  • The probability to win the opportunity increases with each successive phase in the sales process
  • You can maintain the progress on an opportunity by updating the phase and/or the probability percentage
Reason

For opportunities with the Won, Lost, or Canceled status, the reason for success, failure, or, cancellation.

Note

This code is used to analyze closed opportunities.

Type

A way to classify opportunities with similar characteristics for sorting and selecting purposes.

Default value

The Default Opportunity Type from the CRM Parameters (tdsmi0100m000) session.

Source

The places, events, or methods where or through which business partners come in contact with your company (for example, a trade fair or an advertisement).

Default value

The Default Source from the CRM Parameters (tdsmi0100m000) session.

Series

The series used for the opportunity.

Default value

The Opportunity Series from the CRM Parameters (tdsmi0100m000) session.

Include in Forecast

For opportunities with the Preliminary or In Process status, select this check box if the Expected Revenue must be included in the forecast.

Note

For traceability reasons, do not clear this check box if the opportunity obtains the Dead, Lost, or Won status.

Expected Revenue

The revenue that is expected from the opportunity.

Currency

The business partner's default currency.

Weighted Revenue

Weighted revenue = Probability Percentage * Expected Revenue.

Weighted Revenue

The currency in which the Weighted Revenue is expressed.

Item Revenue

The total amount of all selected items that are linked to the opportunity.

Note
  • You can add items to an opportunity on the Items tab
  • An item's Amount is only included in the item revenue if the Select check box is selected for the item
Item Revenue

The currency in which the Item Revenue is expressed.

First Contact

The date on which the first contact is made with the business partner.

Expected Close Date

The date the business partner is expected to decide on the opportunity.

Actual Close Date

The date the opportunity obtains the Won, Lost, or Canceled status.

Created by

The user who created the opportunity.

Creation Date

The date on which the opportunity is created.

Last Modified by

The user who last modified the opportunity data.

Last Modification Date

The last date on which the opportunity data is modified.

Sales Office

A department that is identified in the company business model to manage the business partner's sales relations. The sales office is used to identify the locations that are responsible for the organization's sales activities.

Default value

The following defaulting logic applies:

  1. Sold-to Business Partner (tccom4110s000)
  2. Sales User Profiles (tdsls0139m000)
Attention

The messages linked to business partners, opportunities, and so on that draw your attention to special events or circumstances.

Postal Address

The address all mail (for example, order acknowledgement, invoices) is sent to as defined for customers or suppliers. You can also record extra order-specific addresses.

Telephone

The business partner's telephone number.

Fax

The business partner's fax number.

Name

The business partner's name.

Search Key

Enter a search key to find opportunities.

Note

By default, LN takes the first 16 characters of the name after the last full stop and converts them into capitals. Example: "J. Johnson" becomes "JOHNSON". Do not enter J. Johnson L.t.d., but J. Johnson Ltd.

 

Assign To Me

Assigns the opportunity to yourself. As a result, your user name is displayed in the Assigned to field.

Generate Quote

Generates a sales quotation from the opportunity.