Carry the customer's requirements from the first conversation to an approved order.
7 stages · 2 approvals
Follow the process from start to finish. Select a step to see who acts and what changes.
Sales Representative records the business enquiry, source, contact and next action. Review possible duplicate customers and people before creating a new relationship. Keep communication preferences with the person and purpose; an imported address does not imply authority to accept an offer or permission for every message.
Record the enquiry and accountable follow-upSales Representative confirms the need, product fit and agreed next step. Convert the qualified lead into reviewed customer, contact and opportunity records, reusing the existing mapping on a repeated request. Conflicting identity evidence stays open. Prospect creation does not approve credit trading, reserve stock or release production.
Confirm the reviewed customer and opportunity mapping| Opportunity Number | Name | Account | Expected Net Amount | Currency |
|---|---|---|---|---|
| OPP-33000 | Opportunity 266 | ACC-110 | 660 | CRR-8379 |
| OPP-92804 | Opportunity 917 | ACC-110 | 380 | CRR-4498 |
| OPP-92781 | Opportunity 724 | ACC-140 | 260 | CRR-8366 |
| OPP-80466 | Opportunity 132 | ACC-130 | 70 | CRR-5488 |
| OPP-94920 | Opportunity 502 | ACC-110 | 430 | CRR-1098 |
| OPP-13485 | Opportunity 934 | ACC-140 | 40 | CRR-6575 |
Sales Representative records the product, quantity, price, tax basis and customer requirements. Keep drawings and specifications with the exact offer revision. Use current approved pricing and product units, preserving unavailable margin when cost is unknown. Opportunity probability remains an estimate rather than accepted order value.
Prepare the complete proposed agreementIndependent Sales Manager reviews the actual price or margin exception and its current complete revision. Required technical, quality or financial decisions remain with their domain owners. Changes after approval need renewed review; a manager's internal decision is not the customer's acceptance.
Independently decide the commercial exceptionSales Representative records actual agreement to the current unexpired offer by all required authorized customer parties. Successful sending and acceptance retain separate evidence. A superseded reply, contact job title or provider acknowledgment cannot establish the agreement. Changes to requirements return through the appropriate review and acceptance.
Preserve actual current customer agreement| Contact Code | Account | Name | Title | Purpose |
|---|---|---|---|---|
| CC-868 | ACC-150 | Person 399 | Active cp-663 | Billing |
| CC-157 | ACC-150 | Person 565 | Active cp-179 | Ordering |
| CC-182 | ACC-130 | Person 673 | Active cp-175 | Delivery |
| CC-484 | ACC-150 | Person 453 | Active cp-252 | General |
| CC-221 | ACC-150 | Person 410 | Active cp-237 | Billing |
| CC-581 | ACC-120 | Person 847 | Active cp-172 | Ordering |
Independent Sales Manager approves the customer-accepted order, excluding preparers and material editors. Check prices, quantities, destination, dispatch terms and current credit exposure. Finance Manager separately approves any required credit exception. Only the approved remaining customer requirement becomes firm manufacturing demand.
Independently authorize the accepted commitmentStatus: Draft → Submitted → Approved follows the valid OrderAcceptance decision after current customer acceptance, credit exposure, prices/margins, product specifications and dispatch-title terms are satisfied.
Approval waits for the sales manager.
Sales Representative records the actual won outcome and accepted commercial basis, preserving its previous stage and estimate history. A lost or reopened deal retains the original close event and reason. Commercial forecasts and accepted bookings stay separate from approved product-quantity forecasts used by production planning.
Preserve actual close history and distinct sales measures| Opportunity Number | Name | Account | Expected Net Amount | Currency |
|---|---|---|---|---|
| OPP-33000 | Opportunity 266 | ACC-110 | 660 | CRR-8379 |
| OPP-92804 | Opportunity 917 | ACC-110 | 380 | CRR-4498 |
| OPP-92781 | Opportunity 724 | ACC-140 | 260 | CRR-8366 |
| OPP-80466 | Opportunity 132 | ACC-130 | 70 | CRR-5488 |
| OPP-94920 | Opportunity 502 | ACC-110 | 430 | CRR-1098 |
| OPP-13485 | Opportunity 934 | ACC-140 | 40 | CRR-6575 |
Quotes, ApprovalDecisions, DocumentRevisions
SalesOrders, SalesOrderLines, CreditReviews, ApprovalDecisions
Review possible duplicate customers and people before creating a new relationship.
Independent Sales Manager reviews the actual price or margin exception and its current complete revision.
Finance Manager separately approves any required credit exception.
| Stage | Records | Effect |
|---|---|---|
| 1 Capture interest | LeadsActivitiesCommunicationPreferences | Record the enquiry and accountable follow-up |
| 2 Qualify | LeadsLeadConversionsAccountsContactPersonsOpportunities | Confirm the reviewed customer and opportunity mapping |
| 3 Prepare offer | QuotesQuoteLinesPriceListEntriesProductUnits | Prepare the complete proposed agreement |
| 4 Review exception | QuotesApprovalDecisionsDocumentRevisions | Independently decide the commercial exception |
| 5 Record acceptance | QuotesContactPersonsIntegrationDeliveries | Preserve actual current customer agreement |
| 6 Approve order | SalesOrdersSalesOrderLinesCreditReviewsApprovalDecisions | Independently authorize the accepted commitment |
| 7 Update pipeline | OpportunitiesOpportunityHistorySalesForecastLines | Preserve actual close history and distinct sales measures |
Historical OpportunityHistory and locked SalesForecastLines by entity/customer/owner/stage and expected-close cohort, with unknown values and current/actual close/reopen separately disclosed; weighted estimates, accepted quote bookings and approved order commitments are different measures and never manufacturing demand by themselves.
| Opportunity Number | Name | Account | Expected Net Amount | Currency |
|---|---|---|---|---|
| OPP-33000 | Opportunity 266 | ACC-110 | 660 | CRR-8379 |
| OPP-92804 | Opportunity 917 | ACC-110 | 380 | CRR-4498 |
| OPP-92781 | Opportunity 724 | ACC-140 | 260 | CRR-8366 |
| OPP-80466 | Opportunity 132 | ACC-130 | 70 | CRR-5488 |
| OPP-94920 | Opportunity 502 | ACC-110 | 430 | CRR-1098 |
| OPP-13485 | Opportunity 934 | ACC-140 | 40 | CRR-6575 |
Posted net revenue/credits and exact associated title-issue/customer-return costs for the same entity/customer/product quantity cohort; partial/unbilled/unpriced quantities are disclosed and zero net revenue gives unavailable percentage, not fabricated margin.
| Opportunity Number | Name | Account | Expected Net Amount | Currency |
|---|---|---|---|---|
| OPP-33000 | Opportunity 266 | ACC-110 | 660 | CRR-8379 |
| OPP-92804 | Opportunity 917 | ACC-110 | 380 | CRR-4498 |
| OPP-92781 | Opportunity 724 | ACC-140 | 260 | CRR-8366 |
| OPP-80466 | Opportunity 132 | ACC-130 | 70 | CRR-5488 |
| OPP-94920 | Opportunity 502 | ACC-110 | 430 | CRR-1098 |
| OPP-13485 | Opportunity 934 | ACC-140 | 40 | CRR-6575 |
Approved SalesOrderLines by customer/order/product, original promise and accepted scope, with actual dispatch, customer delivery, invoicing, returns, approved cancellation and remaining quantities from unique allocations; partial and open overdue cohorts remain visible and returns never erase actual original dispatch.
Approval waits for the sales manager.
An assistant cannot provide a required independent human approval, invent an inspection result or turn a plan into completed production. It cannot use a sales estimate as an accepted order, release held goods without the required quality decision, or treat an uncertain bank response as settlement. Material changes require the applicable renewed review.
Carry the accepted order through shipment, invoice approval and cash application.
5 stages · 2 approvals
Turn approved demand and engineering into completed, accepted production.
9 stages · 6 approvals
Purchase needed supply, accept the goods received and settle the right supplier balance.
8 stages · 4 approvals
Count a controlled stock population and review the exact quantity and value before correction.
7 stages · 2 approvals
Reconcile each entity's operational balances, review currency adjustments and close the books.
7 stages · 2 approvals
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