Northern Trail Outfitters (NTO) has a multi-step selling process; every sales stage coincides with a step in this process. The first step is preliminary qualification in which opportunities should not contribute to NTO's forecast.
Which two methods should be used to ensure these conditions are met? (Choose two.)
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A. B. C. D.BD
To ensure that opportunities in the preliminary qualification stage do not contribute to Northern Trail Outfitters' (NTO) forecast, you should use the following two methods:
B. Configure the first stage with the omitted forecast category. By configuring the first stage with the omitted forecast category, you designate it as a stage that should not be included in the forecast calculations. This means that opportunities in this stage will not be considered when calculating NTO's forecast. It allows you to separate the preliminary qualification stage from the stages that contribute to the forecast.
D. Assign 0% probability to the first sales stage. Assigning a 0% probability to the first sales stage ensures that opportunities in the preliminary qualification stage have no impact on the forecast. Probability is used to estimate the likelihood of an opportunity closing successfully. By setting it to 0%, you indicate that the opportunity has no chance of closing at this stage, and therefore, it should not be considered in the forecast.
Both of these methods work together to ensure that opportunities in the preliminary qualification stage are excluded from NTO's forecast calculations. By using the omitted forecast category and assigning a 0% probability, you effectively isolate this stage from the forecast process.