Explanation/Reference:
Manage Core Sales Identities
Testlet 2
Background
Humongous Insurance provides fleet automotive insurance. The company's accounting year is July 1st-June
31st.
They have experienced rapid growth by acquiring brokerages that have locations in Canada, the United States, and the United Kingdom.
The company is making a big push for the start of their second quarter on October 1st.
Current environment
* United States salespeople are located in either the north, east, south, west, or national territory.
* Only national territory sales team members can send quotes and invoices across multiple territories.
* Sales managers route leads based on territory.
* Salesperson1 and Salesperson2 are part of the south region and the national account, respectively.
* Salespeople cannot accurately report progression of sales and whether they are closed or still in process.
* Manager and underwriter approval is communicated by email.
* Many salespeople use different quote layouts.
Requirements
Territories
* Each territory must be set up as a Business Unit for security.
* Each territory must have the ability to qualify its own leads.
Security
* National sales team members must have privileges in order to see sales and account information managed by the regional sales teams.
* Configure appropriate security for national and each regional sales.
Goals
* Salespeople's goals must roll up to their manager's goal.
* Goal metrics need to automatically calculate every 12 hours.
Quotes
* Set up version traceability for quotes.
* Quotes must be marked with the word "Final" when approved.
* Quotes and orders must be generated in their client's currency.
* Quotes and invoices must be able to be viewed across a variety of devices.
* Pricing must be standardized for insurance products while supporting tiered pricing across national and regional accounts.
Opportunities
* Closed opportunities that are won or lost must capture competitor information. The company wants a visualization built for the categories related to why the opportunities closed a certain way.
* When an opportunity is nearing time to quote, products should be added to the opportunity.
Other requirements
* Simplify data entry and reduce dual data entry.
* Help salespeople and their managers keep track of where they are in the sales process.
* Use out-of-the-box reports where possible.
* Generate invoice numbers automatically.
* Begin invoice numbers with the letters INV.
* Allow managers to be able to view a diagram and drill down to leads converted in the last 30 days.
Issues
* Salespeople cannot identify the sales process stage process for each customer.
* Updated products are not easily updated within the product groups.
* There is no pricing tool.
* Salespeople must research each product every time they have to quote a customer on a product.
* UserA is unable to qualify leads.
* The manager follows the process on an approved quote but an error occurs.
* ClientA purchases products from multiple regions for a single order.
* Not all products are available in regional pricelists or national pricelists.