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Business potential Created Jan 22, 2019 (05:44) by Unknown User (Sylvain Michel Alexandre Pingont) | In glossary Glossary (2) | In space My Business Apps

Definition

Functionality in Salesforce.com allowing to enter the expected potential for an opportunity product in the next 5 years in terms of yearly volume, target unit price and contribution margin

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Close stage Created Jan 22, 2019 (05:44) by Unknown User (Sylvain Michel Alexandre Pingont) | In glossary Glossary (2) | In space My Business Apps

Definition

Final stage of an opportunity in Salesforce.com. It allows entering the outcome (lost, stopped, won) and the reasons behind

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Competitive insight Created Jan 22, 2019 (05:44) by Unknown User (Sylvain Michel Alexandre Pingont) | In glossary Glossary (2) | In space My Business Apps

Definition

A process of registering and sharing market intelligence obtained from customers as a result of ongoing negotiations. Such information may be registered in Salesforce.com if the source / circumstances in which the data is obtained are mentioned.

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Cross-BU lead Created Jan 22, 2019 (05:44) by Unknown User (Sylvain Michel Alexandre Pingont) | In glossary Glossary (2) | In space My Business Apps

Definition

Functionality in Salesforce.com allowing to share with another GBU/BU a business lead learned during an interaction with the customer / market and that can potentially generate additional revenue for the Group.

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Dummy product Created Jan 22, 2019 (05:44) by Unknown User (Sylvain Michel Alexandre Pingont) | In glossary Glossary (2) | In space My Business Apps

Definition

If the customer doesn’t know exactly which product he is interested in or the product must still be developed, opportunity product cannot be defined by the user. Tthree ‘dummy’ products have been defined in Salesforce.com as alternative: ‘Product not yet know’, ‘product to be developed’, ‘product to be customized’

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Industrial testing stage Created Jan 22, 2019 (05:44) by Unknown User (Sylvain Michel Alexandre Pingont) | In glossary Glossary (2) | In space My Business Apps

Definition

Third phase in the process to manage product requiring qualification opportunities (growth) in Salesforce.com. In this stage, there is a sample request for industrial testing purpose.

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Involved account Created Jan 22, 2019 (05:44) by Unknown User (Sylvain Michel Alexandre Pingont) | In glossary Glossary (2) | In space My Business Apps

Definition

Accounts identified at the level of the opportunity in Salesforce.com, that could influence the deal, or should be considered for their influence

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Lab testing stage Created Jan 22, 2019 (05:44) by Unknown User (Sylvain Michel Alexandre Pingont) | In glossary Glossary (2) | In space My Business Apps

Definition

Second stage in the process for managing product requiring qualification opportunities in Salesforce.com. In this stage, there is a request for sample for lab testing purpose

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Negotiation stage Created Nov 5, 2018 (18:31) by Unknown User (ext-sinequaservice) | In glossary Glossary (2) | In space My Business Apps

Definition

Fourth stage in the process to manage product requiring qualification opportunities or second stage in the process to manage product qualified opportunities in Salesforce.com.

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Opportunity management Created Jan 22, 2019 (05:44) by Unknown User (Sylvain Michel Alexandre Pingont) | In glossary Glossary (2) | In space My Business Apps

Definition

Process in Salesforce.com that allows to follow revenue forecasts and revenue recognition, and manage the lifecycle of an opportunity.

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Opportunity product Created Jan 22, 2019 (05:44) by Unknown User (Sylvain Michel Alexandre Pingont) | In glossary Glossary (2) | In space My Business Apps

Definition

Solvay product linked to an opportunity in Salesforce.com

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Opportunity team Created Jan 22, 2019 (05:44) by Unknown User (Sylvain Michel Alexandre Pingont) | In glossary Glossary (2) | In space My Business Apps

Definition

List of Solvay colleagues that are directly involved in the opportunity and for whom a specific role can be defined in Salesforce.com (Account Manager, Customer Service Representative, Business Development / Marketing, Global Key Account Manager, Key Account Manager, Sales Support, Technical Marketing, Research & Innovation)

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Product qualified Created Jan 22, 2019 (05:44) by Unknown User (Sylvain Michel Alexandre Pingont) | In glossary Glossary (2) | In space My Business Apps

Definition

Type of opportunity available in Salesforce.com to be used whenever the product is known to, approved by and possibly being used by the customer, and that will generate growth.

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Product requiring qualification Created Jan 22, 2019 (05:44) by Unknown User (Sylvain Michel Alexandre Pingont) | In glossary Glossary (2) | In space My Business Apps

Definition

Type of opportunity available in Salesforce.com to be used whenever product testing (laboratory and/or industrial) and approval is needed before closing the deal. Typically used in innovation projects.

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Qualify stage Created Jan 22, 2019 (05:44) by Unknown User (Sylvain Michel Alexandre Pingont) | In glossary Glossary (2) | In space My Business Apps

Definition

First stage in the opportunity management process allowing creating the opportunity, entering general information, defining the opportunity team, selecting an opportunity product and end-use, entering the business potential, etc.

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Recurrent business Created Oct 10, 2018 (12:03) by Unknown User (be08834) | In glossary Glossary (2) | In space My Business Apps

Definition

Type of opportunity available in Salesforce.com to be used for contract renewals not generating growth.

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