Frequently Encountered Scenarios

Scenario A: I got a name card from an exhibition

1) Check for duplicates in Organization or Client Intelligence, then register in Inquiry Manager
(Type: PIP).
2) Make cold calls to client, record your findings in Communication Manager or Related
Communication in your inquiry. Close the inquiry if client has no interest to process.
3) If client would like a quotation, apply for WICE code in AMP. In your inquiry page, click on
Create Sales Opportunity button to be transferred to Client Intelligence page.
4) Ensure all known information is accurate in the Client Intelligence and click yes when ask to
convert into opportunity upon saving. You will be redirected to the opportunity page.
5) Enter the request information in the Opportunity Details page and Value Analysis, then record
your follow up communications (if any) in the Related Communication section.
6) Request rates from Tariff and Rates/ Pricing and revert to client via email.
7) Update the end results (won, lost or abandoned) and close your opportunity.

Scenario B: My existing client is asking me for a quotation

1) Go into Opportunity Manager and create new opportunity, then link your existing Organization
under Organization Details section.
2) Enter the request information in the Opportunity Details page and Value Analysis.
3) Record your follow up communications with the client in the opportunity’s Related
Communication.
4) Request rates from Tariff and Rates/ Pricing and revert to client via e-mail.
5) Update the end results (won, lost or abandoned) and close your opportunity.

Scenario C: I have a Sales Lead for another office

1) Check for duplicates in Organization or Client Intelligence, then register in Inquiry Manager.
2) Under Inquiry Type, select SLO Sales Lead Outgoing.
3) Record all your findings in the Notes section and click Refer To> Refer to Organization.
4) Search for the branch you wish to assign to (For easier search, input AHA under Code filter
and enter branch’s location in UNLOCO filter). Do not assign to a specific sales rep!
5) Complete the Lead Source details and enter your own branch in Referring Organization.
6) You may follow up with an e-mail to the referred to branch, if necessary.

Scenario D: I received a Sale Lead from another office (Managers or assigned personnel
only)
1) Search your branch’s Dashboard (using Refer To Organization filter) and check if you have a
sales lead from another office.
2) If any, select the record with Type: SLO Sales Lead Outgoing and double click inside.
3) Check the content (ie. Notes and addresses) if the sale lead is assigned to your branch
correctly. If the sales lead is indeed correct, change the Type from SLO Sales lead outgoing to
SLI Sales lead incoming.
4) Assign a sales rep you reckon is the most suitable for handling this account (staff assignment
process will depend on your local office SOP).
5) Remove your Branch’s organization code from the Refer to Organization area. Doing this will
remove this sales lead from your branch’s Dashboard, making it easier for you to distinguish
which sales lead record has been assigned or still pending.
6) You may follow up with the assignee verbally or electronically, if necessary.

Scenario E: I received a sales lead from someone

1) Go into Dashboard (your name is set in the filter as default) and click find.
2) Double click on record that indicates Type: SLI or SLO
3) Check the content (ie. Notes and addresses) if the sales lead was meant for you to follow up.
4) Change the Type from SLI or SLO to PIP Pipeline (Potential Clients)
5) Follow up further with the inquiry.

Scenario F: I want to see all my existing clients

1) Search your name under Client Intelligence by using filter: Staff Assignments- Staff
2) Double click your desired organization to review.

Scenario G: I created a few inquiries last week, and would like to follow up today
1) Go into Dashboard (your name is set in the filter as default) and click find.
2) Follow steps in Scenario A to follow up further.

BONUS: Most common encountered issue in Jucari Training’s Sales & Marketing Activity
Worksheets:

Here is the list of the most common incorrect answers, with the correction:

1. Reference - Level 2 – Mission 7 – Create a New Inquiry: Type should be 'PIP'

2. Reference - Level 2, Mission 8 - Assign Sales Lead – Outgoing: Type should be 'SLO'
3. Reference - Level 2, Mission 9 – Local Sales Lead: Type should be 'SLI'
4b) Demonstrate the Sales lead that you are reviewing: Type should be 'SLO'
4c) Reassign the lead to another Sales Representative: Type should be 'SLI'
5) Reference - Level 2, Mission 11 - Pick up Sales Lead: 5b) Change the Type Code: - Type
should be 'PIP'