Upselling Service Contracts to Existing Customers
Question
Universal Containers is devising a separate sales methodology to upsell service contracts to its existing customer base. The company wants to track and report on these deals separately from other deals.
What should a consultant recommend to meet this requirement?
Answers
Explanations
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A. B. C. D.D
To meet the requirement of tracking and reporting on upselling service contracts separately from other deals, a consultant should recommend the following solution:
D. Create an opportunity record type and sales process for reporting on these deals.
Explanation:
Opportunity Record Type: An opportunity record type allows you to create different sets of picklist values, page layouts, and business processes for different types of opportunities. By creating a new record type specifically for upselling service contracts, Universal Containers can have separate fields, page layouts, and sales processes tailored to these deals.
Sales Process: A sales process represents the stages and steps that an opportunity goes through from initial contact to closing. By creating a new sales process specifically for upselling service contracts, Universal Containers can define a customized set of stages and steps that align with their specific methodology for these deals.
Advantages of this approach:
a) Customization: Creating a separate record type and sales process allows Universal Containers to customize the fields, picklist values, and page layouts specifically for upselling service contracts. They can capture and track the unique information and data points relevant to these deals.
b) Reporting: With a distinct record type and sales process, Universal Containers can easily generate reports and dashboards that focus solely on upselling service contracts. They can create summary reports, pipeline reports, or any other reports based on the specific stages and steps defined in the sales process for these deals.
c) Visibility: By segregating upselling service contracts from other deals using a separate record type, it becomes easier to identify, analyze, and measure the performance and success of these deals. This enhanced visibility helps in identifying trends, understanding customer behavior, and making data-driven decisions to improve the upselling process.
In summary, creating a separate opportunity record type and sales process provides the necessary customization and reporting capabilities to track and report on upselling service contracts separately from other deals, fulfilling the requirement of Universal Containers.
