ORDER TO SALES PROCESS IN D365 FINANCE AND OPERATIONS – Part 1 (Lead to Customer process)
Every successful organization adopts a sales process that is best suited to meet its business goal of revenue generation. From generating leads to converting them to paying customers, D365 for Finance and operations is flexible and highly capable of facilitating simple to complex sales processes.
This a five-part series blog that details out how to use D365 Finance and Operations to effectively manage the entire cycle of the sales process.
Let us look at how D365 F&O can be used effectively to manage the sales process of a company.
Alpine systems Ltd sells car audio and other digital entertainment products. The diagram below describes the sales cycle at Alpine systems.
Lead to Customer process
In this first part of the blog series, we will learn how to create Leads, generate Opportunities from leads, convert an Opportunity to a Quote and finally create a Customer from a Quote.
David is a salesperson at Alpine systems and is responsible for selling its products to car owners by identifying leads, educating prospects on the features of the various products and furnishing these prospects with the best quotes before they become customers who make a purchase.
Creation of Lead
To create a Lead, click on Sales and marketing module> Relationships> Leads> All leads and click New. You can enter a brief summary and enter the name of the Lead. You can enter other, information like the Qualifying process, Type, and Priority of the Lead. You can also update the Address and Contact Information of the Lead.
Lead Qualification
To qualify the Lead, select Maintain> Change status> Qualify. Select a qualification reason and click Ok.
Generate an Opportunity from the Lead qualification
When the Lead is qualified, you can generate an Opportunity. The Opportunity can be setup to be generated automatically by marking the option ‘Create opportunity when qualified’ in the Sales and Marketing parameter form. To generate an Opportunity manually from the Lead, click on General> Generate> Opportunity.
Create a Sales quotation from the Opportunity
To create a sales quote from the opportunity, click on Opportunity> New> Sales quotation.
Update Sales quote
In the Quotation, select the Item that you need to give a price quote on. To add the price for a configurable product that has several components to it, click on Product and supply> Configure line and select the requested components.
Once you have updated the Price quote, you need to send the quotation to the potential customer. To send the quote to the prospect click on Quotation> Generate> Send quotation.
Convert Opportunity to Customer
If the potential customer agrees with the quotation and is ready to purchase the product, you can convert the Opportunity into a Customer from the Quote. To do this, click on Followup> Convert to customer. Enter the Customer ID and save customer information.
Stay with us for our next blog post which shows you how to create a sales order from a sales quote. This blog will also explain how to create a prepayment towards the sales order.