Opportunity Processing 

Purpose

An opportunity is a recognized possibility for business, for example, the sale of products or services. The opportunity makes up the framework for displaying sales projects from the beginning, and monitoring their success.

An opportunity goes through a sales cycle that is characterized by different phases. Different activities are carried out in each phase. The sales cycle is determined from the point of view of time by the start and expected end date of an opportunity. The sales process ends with an order, a contract or a cancellation.

Process Flow

The following process takes place in SAP CRM.

       1.      You create an opportunity.

       2.      You put the sales team together, and enter members of the sales team in the opportunity.

       3.      You enter the required products or product categories of the prospect.

       4.      The SAP CRM System creates an activity plan according to the Customizing settings that proposes specific activities (business activities and tasks) for the different phases of the opportunity. You can find more information in the section Sales Assistant.
You activate the required activities, and add new ones as required. In this way, you put together a specific activity plan for the opportunity.

       5.      You qualify the opportunity using the Opportunity Assessment, together with the chance of success calculated by the system resulting from the assessment. On the basis of this, you decide whether the project will be continued (“Go/No Go decision”).

       6.      You work with other elements of the Sales Methodology, such as the Buying Center, Project Goals, and Competitor Information.