This L3 process is depicted as: "Record all pertinent customer data" and it's located on Selling L2.

I can't figure out what kind of customer data is recorded at this point of the process, is this data regarding to prospects, sales oportunities?

thanks in advance!

Luz.

Hi Luz,

It is not the customer data but the prospect data that is recorded at this point of time -the basic details and the contact details of the prospect along with the products / services that the prospect might be interested in.

If the prospect places an order, then he gets converted to a customer where the remaining mandatory data necesary to build the relevant relationships in CRM is captured.

Hope this helps,

Regards,

Jagadish BS

Hi Jagadish:

Thanks a lot for your answer. I agree with you on the classic definition of prospect and i find it quite clear the Acquiere Customer Data process in that case.

However I'm analyzing the case of customers who are already operating with the company, but are considered, at the same time, prospects regarding to a particular sales lead that has been identified.

In these cases we're applying the term "prospect" to the combination of customer-sales lead  We didn't find a better way of representing the sales lead management that are in course regarding to existing customers.

These leads involve Acquiring data of that particular customer need, Qualify & Educate the customer on the solution to be offered, Negotiate the Sale, and so on. Every process of Selling is applicable, but as the customer is already operating we had to think about a "prospect" as the combination customer-sales lead.

Do you or anyone in the forum have any comments or suggestions on this?

Thanks a lot