Module 3 - Sales Management Flashcards
What is a lead?
A lead represents a potential customer with whom an existing relationship does not exist.
What is a disqualified lead?
A potential customer is no longer interested in your products or services, so you mark the lead as disqualified.
Can a disqualified lead be reactivated?
Yes
Reasons for disqualification
- No longer interested in products or services
- Your company does not have the products or services they are interested in
- Not good for either of the two companies to do business together for other reasons
Why would you disqualify rather than delete a lead?
If you disqualify a lead, it retains the records in case they are required in the future, and the lead can be reactivated. Deleting a lead remove all of the information from the system and is not recommended.
A lead is either viable or not.
If the lead is not viable, the lead is disqualified. If it is viable, the lead is a potential customer and sale.
Qualified leads become what?
Opportunities
What happens when you put a lead into disqualified status?
The lead becomes inactive and you can no longer modify or update it.
Can a disqualified lead be reactivated?
Yes
What happens when you qualify a lead?
The lead record becomes locked, as it is converted into an opportunity. You cannot then modify or update a qualified lead.
What 3 records is a qualified lead automatically converted to?
Account, Contact & Opportunity
What are Opportunities?
When the prospect or customer expresses a qualified interest in buying the business’s products or services, they’re considered an opportunity.
Opportunities are always attached to what type of record.
An account record.
What are 3 statuses an Opportunity can have?
Open, Won or Lost
If an Opportunity is Open or Lost, can it be reopened later?
Yes
