Sales Cycles

Learn about sales cycle and its phases.

A sales cycle defines a time period during which a specific item (e.g. asparagus in spring, products relating to seasonal holidays) is sold or during which specific targets should be achieved. A sales cycle can consist of several phases. For example, a rep may first prepare outlets for the sale of an item, then the item is promoted during the marketing phase before the item is put on display and made available for sale in the final phase.

When adding a sales cycle, you can define work orders assigned to reps, special offers that apply to items, promotional material to be used etc. Sales cycles can overlap.

Select (Marketing) > Sales Cycle to add a sales cycle.

Marketing activities can be assigned to a sales cycle. Each marketing activity includes the target group for a specific activity in the sales cycle (e.g. sending promotional material). Special offers including items (and possible conditions) that are relevant to the sales cycle can be linked to each marketing activity. Items are defined in the item master info area, and can then be added as special offer items. The quick add flags (e.g. Order, Refunding) need to be enabled in the item master.

A campaign can consist of several marketing activities, and thus may include multiple sales cycles. Individual marketing activities in a campaign can target different audiences at different times, but still be related to the same sales cycle. Work orders generated within the scope of a sales cycle are assigned to marketing activities.

Sales cycles can be linked to other records (activities, refunding etc.) via marketing activities, special offers or when adding new records based on the date and business area entered.

• If a marketing activity is assigned to a sales cycle, and linked to a special offer, activity or work order, the sales cycle entered in the marketing activity is entered in the linked record.
  Note: The sales cycle’s duration is transferred to special offers, but can be edited. If a special offer is added to a sales cycle and linked to a marketing activity, the sales cycle entered in the marketing activity is entered in the special offer.
• If promotional material, a sample, refunding item, listing, POS monitoring item or order/offer item is linked to a special offer, the sales cycle entered in the special offer is transferred to the linked record.

• POS monitoring items, offer/order items, refunding items, promotional material, samples, activities and work orders are assigned to a sales cycles based on their date and business area. The business area is determined based on the business area assigned to the rep entered in the record (and defined in the Rep Additional Info info area).

  The following table lists the date and rep fields that are used to determine the applicable sales cycle: