Section 5 - Sales Process and Forecasting

Flashcards about Salesforce Sales Process

Sales Processes

Custom set of sales stages that an opportunity must pass through during the lifecycle from open to closed.

Opportunities

Track sales deals in Salesforce and advance through various sales stages until they are closed won or lost.

Sales Process

Can be created to define a custom sequence of sales stages and assigned to an Opportunity Record Type.

Opportunity Splits

Opportunity revenue or other opportunity currency fields can be split among opportunity team members.

Quote

Can be created from an opportunity and related products to generate proposed prices of the products for a customer.

Pipeline Forecasting or Forecasting

Can be utilized to predict sales revenue and quantities from the opportunity pipeline.

Order

An agreement with a customer to provide products or services.

Reduction Orders

Used for cancellations, returns or reductions.

Stage

The key field to track the opportunity as it advances.

Forecast category

Used when displaying forecasts.

Probability

Used for calculating expected revenue.

Sales Path

A customizable visual representation that provides tailored guidance at each stage of the sales process in Lightning Experience.

Expected Revenue

Calculated by multiplying the amount by the probability percentage.

Sales Processes

Used to define a custom series of sales stages.

Pipeline Forecasting or Forecasts

Estimating revenue for products and services in the future based on Opportunities and their stages and values.

Forecast Categories

Group opportunities together based on Opportunity Stage.

Standard Values of Forecast Category

Pipeline, Best Case, Commit, Omitted, and Closed. Most Likely can be added.

Forecast Types

Uses a specific type of data and determines how Salesforce calculates forecasts.