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CRM_CSDR_SURVEY - Define Questionnaire

CRM_CSDR_SURVEY - Define Questionnaire

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Before you invest in a sales project, you must be sure that the potential sales volume and chance of success reasonably balances against the necessary investment.

The project assessment is a predefined questionnaire that supports the sales employee in qualifying projects. The questionnaire is displayed in the project on the Assessment tab page.

Note
The Assessment tab page is only displayed in the project if the questionnaire is assigned to the corresponding transaction type in Customizing.

You should specify the following in this step:

  • the layout of the questionnaire
  • the questions
  • the possible answers and how the user can select these answers (for example, by using selection buttons or a selection list)
  • the weighting of the questions
  • point values per answer

You can specify different answers for each question. However, you can also specify the same answer possibilites for all the questions.

Chance of success calculated by system

Based on the weighting of the questions and answers, the system calculates the chance of success. The sales employee can use this information to help him make a decision. The chance of success calculated by the system is displayed in the project on the Overview tab page, next to the sales employee's estimated chance of success.

A weighting factor is issued per question (for example, 1 = normal weighting, 2 = very important, high weighting).
A point value is issued per answer: for example, yes = 3 poionts, no = 0 points.
The system then calculates per question: Weighting factor x points. The result is cumulated for all questions, and is then compared with the "optimal" result possible. The sales employee then receives the following output in the project assessment:
"225 out of a total of 250 possible points were gained. This corresponds to 90%."
This means in this case, the chance of success is 90%.

Questions in the project assessment can include:

1. Do you understand the requirements and the expected results?

2. Does your solution match the requirements?

3. Do you have the necessary know-how and resources?

4. Do you fully understand the customer's decision criteria?

5. Is there sufficient funding to finance the project?

6. Do you know enough about the competitors?






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