SAP CRM Enterprise Applications ◾ 239
◾ Project overview: Expected sales volume, customer budget, chance of success, current phase
in the sales cycle, closing date, sales team, project goals of the customer, and sales goal
◾ Product overview: Products, quantities, and expected product value
◾ Buying center: Customer’s organizational chart with key people and denitive attributes for
inuence, opinion, and decision criteria
◾ Analysis of competitors: Strengths, weaknesses, and strategies of competitors
◾ Opportunity assessment: Evaluation of the chance of success as per sales employees and the
chance of success as per the system
◾ Activity plan: Overview of all activities, employees responsible, and the degree of completion
Opportunity mana ...