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  1. E-commerce CRM
  2. Process
  3. Account to proposal
Process · Account to proposal

Account to proposal

Establish the customer relationship, qualify the opportunity and record the product proposal activity.

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Step by step

  1. Establish the relationship Account Manager

    The Account Manager checks the customer account, segment and eligibility note, then identifies the intended contact. Prepare the opportunity with an owner, expected close date, expected USD value and next step.

    • Identify the customer, owner and commercial next step
    • Updates Accounts, Contacts, Opportunities

  2. Qualify the opportunity Account Manager

    The Account Manager uses Qualify Opportunity to record qualification activity and advance the opportunity to Qualified. Inspect the associated operation receipt alongside the activity to understand the recorded result.

    • Record qualification activity, Qualified status and the action result
    • Updates Opportunities, Relationship activities, Operation receipts

  3. Prepare the commercial lines Account Manager

    The Account Manager records the proposed item, quantity, USD unit price and any discount percentage. Link the product where appropriate and compare the line detail with the opportunity's stated value under the team's commercial procedure.

    • Describe the proposed items and their commercial values
    • Updates Opportunity lines, Products, Opportunities

  4. Record proposal submission Account Manager

    The Account Manager uses Submit Proposal to log proposal email activity and move the opportunity to Proposal. Retain the supporting document reference and use the chosen email process to confirm actual customer communication.

    • Record Proposal progress and the supporting communication reference
    • Updates Opportunities, Relationship activities, Operation receipts, Record attachments

Where it usually breaks

And how to keep it from happening.

  • The primary contact belongs to another account. Check the relationship before relying on that contact for the commercial conversation.
  • The expected value and line detail are unexplained. Compare them under the team's pricing procedure before the proposal is discussed.
  • Logged activity is treated as email delivery. Confirm delivery through the communication process the team actually uses.

Who does what

Roles and permissions
Account Manager
, Admin, Auditor.

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