Sales Cycle Customization
Question
Universal Containers has four product lines, each with its unique sales cycle. Once the prospect is qualified, the sales reps should follow the product-specific sales cycle.
Which two actions should a consultant recommend to meet these requirements? (Choose two.)
Answers
Explanations
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A. B. C. D.AD
To meet the requirements of having product-specific sales cycles after qualifying a prospect, the consultant should recommend the following two actions:
Create Opportunity record types for each product line (Option C):
- Opportunity record types allow you to define different sets of picklist values, page layouts, and sales processes for different types of opportunities.
- By creating record types for each product line, you can customize the sales process and page layout specific to that product line.
- This ensures that sales reps follow the appropriate sales cycle based on the product they are selling.
- Each record type can have its own set of sales stages, customized fields, and related lists, providing flexibility in managing opportunities.
Implement sales processes that map to each Opportunity record type (Option D):
- Sales processes define the steps or stages a sales rep needs to follow to close an opportunity successfully.
- By implementing sales processes that align with each Opportunity record type, you can ensure that the sales reps are guided through the appropriate steps based on the product line.
- This helps streamline the sales cycle and ensures consistency in the sales methodology for each product.
- Each sales process can have its own set of stages, including qualification, needs analysis, proposal, negotiation, and closed-won/lost, tailored to the specific product line's sales cycle.
The other options, Process Builder (Option A) and Opportunity Teams (Option B), are not directly related to managing product-specific sales cycles:
Process Builder (Option A) is a tool used to automate business processes in Salesforce. While it can be used to automate certain tasks or actions based on specific criteria, it does not directly address the requirement of having product-specific sales cycles.
Defining Opportunity Teams for each product line (Option B) allows you to assign team members to opportunities. While teams can collaborate and work together on opportunities, they do not inherently enforce or guide the sales process based on the product line. The sales process and record types are better suited to meet the requirement of product-specific sales cycles.
