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Opportunities and Cases

Opportunities are records of any potential revenue generating events. Opportunities must be parented by a single Contact or Account record, but might have an unlimited number of associated contacts referred to as “Other Contacts.” In a Business to Consumer business model, an Opportunity will be parented by a Contact. In a Business to Business model, an opportunity will be parented by an Account. In their traditional usage, Opportunities are generally given a projected value (revenue potential), close date, and close probability (best guess as to whether you get the deal). However, in the case of a Financial Services sales professional whose job it is to influence brokers to influence their customers to buy particular securities, it might be impossible to assign projected revenue, close date, and close probability. Rather, you are tracking an ongoing process of relationship building that results in a steady stream of sales. A discussion of Business to Business (B2B) and Business to Consumer (B2C) models can be found in Chapter 7, “Sales Force Automation.” Figure 4.8 shows the Microsoft CRM Sales Opportunity screen.

Figure 4.8. The Microsoft CRM sales opportunity.



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