Converting Leads
As mentioned at the beginning of this chapter, the only sales force automation (SFA) included by default in Microsoft Dynamics CRM is in Lead conversion. All other SFA is customizable by creating specific Microsoft Dynamics CRM workflow.
Leads are converted to customers when they have met internal qualifications and become customers. Internal qualifications can be anything from a Lead indicating that he is ready to buy, to a background/credit check and line of credit approval prepared by your accounting department. Additionally, Leads are converted to disqualified customers (and removed as active Leads) through the conversion processes for a variety of reasons, such as Lead disinterest or an inability to contact.
To convert a ...
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