CRM 3.

0 Online
Sales and Marketing Project
User Manual
Version: 2
How to create opportunities and
GA / SME Responsible: JS
existing traffics (Sales Cycle)

In the sales cycle document, information about opportunities and existing traffics can be recorded. This
information completes the customer profile, stores quotes and rates and helps to identify synergy effects, trade
lane developments and direct competition.

1. Open a new Sales Cycle Document

a) In the BP Cockpit, click on the Sales Cycle pushbutton. Business Account, Contact Person and Sales
Responsible will transfer automatically to the document.

b) From the Easy Access Menu, go to Sales Cycle -> Pan Sales Cycle

2. The header level

2.1. The Overview Tab

Description field
Business Account
Contact Person
Sales Responsible
Editor
Free text field. Please enter a description that easily identifies the opportunity
Company Name (type in or search)
Contact Person at Company (type in or search). If relationship “Contact Person
is maintained, the field will automatically be filled out
Sales Responsible assigned to the company. If relationship “Sales Responsible”
is maintained, the field will automatically be filled out
User who is entering the data

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 CRM 3.0 Online
Sales and Marketing Project
User Manual
Version: 2
How to create opportunities and
GA / SME Responsible: JS
existing traffics (Sales Cycle)

Start date Automatically date the opportunity is created. Can be overwritten

Expected closing date For opportunities (Sales Phase 1-4), expected date when the Biz is won/lost
For existing traffics (Sales Phase 5-7), expected date when rate will expire/new
tender
Current phase Current sales phase
Chance of success Automatically filled out depending on sales phase
Phase since Automatically filled out and updated when sales phase changes
Status Open / won / lost / closed
Status since Automatically filled in when status changes
Reason Reason has to be filled out when status is won / lost
Expected Gross Profit Expected Gross Profit for this opportunity

2.2 The Sales Team Tab

Additional Sales Team members for this opportunity can be entered here

2.3 Goal Tab

Not mandatory to maintain

2.4 Products tab

Products are the Panalpina lanes. All possible lanes between Panalpina stations world wide exist in the system
on 3 levels:
a) PA station to Pa station
UN Country Code + UN City Code + UN Country Code + UN City Code
Product = CHZRHUSNYC
Product Description = From CH Zurich to US New York

b) Country to country
UN Country Code + XXX + UN Country Code + XXX
Product = CHXXXUSXXX
Product Description = Form CH unknown to US unknown

c) Region to Region
OE=Europe, OF= Far East, 0S = South America, OA=Africa
Product = OEXXXOAXXX
Product Description = From OE Europe to OA Africa

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 CRM 3.0 Online
Sales and Marketing Project
User Manual
Version: 2
How to create opportunities and
GA / SME Responsible: JS
existing traffics (Sales Cycle)

You can either type in the Product in the Product row or search on the database

You can either search by Product ID, e.g. CHZRH

Or by Product Description, e.g. *Zuerich*

Then, hit the enter button.

2.5 Competitors Tab

Please enter all direct competitors.
Important: You have to search for Business Partners with the Role Competitor. Only this will allow us later to get
reporting on competitor activities (e.g. Kuehne & Nagel) and not Kuehne & Nagel Basel, Mannheim etc.

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 CRM 3.0 Online
Sales and Marketing Project
User Manual
Version: 2
How to create opportunities and
GA / SME Responsible: JS
existing traffics (Sales Cycle)

2.6 Partner Tab

Here you can enter additional Contact persons or Foreign Partners (Shipper or Consignee). If the foreign
partner does not exist in CRM, it has to be opened by the ACR responsible of your country as a CRM
account.

3. Item Level (Products attributes)

Once you have entered the lane(s), double click on the row to enter the lane attributes

In the Item tab, enter traffic type, shipment type, incoterms and any other information you might have

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 CRM 3.0 Online
Sales and Marketing Project
User Manual
Version: 2
How to create opportunities and
GA / SME Responsible: JS
existing traffics (Sales Cycle)

In order to go back to header level, click right of the header description

To go back to item level, double click on the product row in the Product Tab

When you are finished with the data entry, hit the SAVE icon .

4. Going back to the BP Cockpit

In order to go back from the sales cycle document to the BP Cockpit, hit the BP Cockpit icon

Result:

The Sales Cycle document is listed in the BP Cockpit and can be accessed with the hyperlink.

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 CRM 3.0 Online
Sales and Marketing Project
User Manual
Version: 2
How to create opportunities and
GA / SME Responsible: JS
existing traffics (Sales Cycle)

5. Appendix

5.1 Downloading the Rate Request Report (Germany)

To request a quote for the Opportunity from Sales, the information entered can be downloaded into a document.

In the Sales Cycle, click on the Download icon .

Result: An excel report will be opened (not finished as of Jan, 2003)

5.2 Inserting an attachment (e.g. rate)

Click on the “insert document as attachment” icon .

Your browser opens and you can search for the document you would like to attach on your local computer. Hit
the open button to attach the document

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 CRM 3.0 Online
Sales and Marketing Project
User Manual
Version: 2
How to create opportunities and
GA / SME Responsible: JS
existing traffics (Sales Cycle)

Result: The document is attached to the Sales Cycle. It is stored on the server and is available to everybody.

In order to see the attachment, click on the “Attachment” button .

In order open the attachment, double click on the document.

In order to close the attachment window, double click on the “Attachment” icon again.

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