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This is an example of a web help glossary.
Glossary
address
A physical location for a customer or a contact.
booked date
The date that an order is booked, signifying that the order is firm and includes all the information necessary to be processed through its order cycle.
close date
The date by which you expect your prospect to make a purchase decision. The close date determines which period an opportunity is forecasted for.
close reason
The reason an opportunity is no longer active. An opportunity closes because it turns into a sale, is lost to a competitor, expires because of inactivity, or is not viable for some other reason.
competitor
A company that competes for business with yours.
contact
An employee of one of your customers, associated with a particular site. A contact is also associated with the opportunities in which they have expressed interest. A contact can have a private mailing address different from the account address.
customer
A company or other entity that, at some time, has placed an order with your enterprise.
customer number
A system-generated number that uniquely identifies a customer or prospect.
decision maker
A contact having authority to make purchase decisions.
discount
A reduction of the list price of an item.
do not mail
A check box indicating to exclude this account or contact from promotional mailings.
drill down
A term referring to clicking on an item within a screen to open a submenu or another screen.
expected purchases
Products or services you expect to sell with this opportunity.
forecast
Based upon a sales quota, a forecast of future sales can be entered either by a sales representative or managers.
fuzzy find
A feature you use to search for a name, address or account for which you are not sure of the exact spelling or wording. Fuzzy find follows a prescribed set of rules to accomplish its search.
interest
See interest type.
interest code
A code created by your system administrator for an item or business area that you use to track account, contact, and opportunity interests. Each primary code can have secondary codes, so that you can break your account and contact interests down. For example, you might have one product that is available in more than one version or model. You can create a primary interest code for the product itself and then link it to a number of secondary codes representing the different versions or models.
interest type
A classification of the type of business area a contact is interested in. This can be anything such as a type of product, a technology, or a business sector. Interest types are created for you by your system administrator.
key site
A site you work with frequently.
lead
See opportunity.
list price
A standard item cost charged to a customer for your product.
note
A piece of information about a site, opportunity, or contact. A note is either entered by you or generated automatically to record the occurrence of a specific situation such as the receipt of a telephone call from a contact.
opportunity
A qualified sales opportunity with the potential to bring in revenue. An opportunity has a life span and it eventually closes either because it turns into a sale, is lost to a competitor, or is a bad opportunity. An opportunity is assigned to one or more territories based on a variety of criteria and may be worked on by a single sales representative, by a team of employees, or by a sales partner.
opportunity number
The unique identifying number for an opportunity.
order line number
A number that uniquely identifies a specific line of a sales order.
order number
A number that uniquely identifies a sales order.
order type
A classification of a sales order.
original pipeline
Consists of the actual Opportunity amounts, totaled by Won, Forecast, and Upside statuses.
partner
A company acting on behalf of your enterprise that helps close business for you by selling your products.
pipeline
An accumulation of the forecasted opportunity purchase lines that contain a status of Upside or Forecast.
plan element
Terms defining what conditions a salesperson must meet to be paid compensation, and how much compensation will be paid. A plan element includes one or more revenue classes, quota, transaction factor, incentives and compensation rate.
primary code
See interest code.
product category
A product category is a concatenation of interest type, primary interest code, and secondary interest code, or it is an inventory item description.
prospect
A company or other entity that has not yet placed a purchase order with your enterprise.
purchase item
A line item associated with an opportunity.
purchase order (PO)
A document used to buy and request delivery of goods or services from a vendor.
quantity
The number of items ordered on a sales order line.
quota credit
For an expected purchase, the amount that you can count as credit towards quota. If you enter a value here, the system automatically calculates the Quota Percent.
quota percent
For an expected purchase, the percentage of the amount that you can claim as credit towards your quota. If you enter a value here, the system automatically calculates the Quota Credit.
quota type
You can choose to view forecasts of actual revenue amounts or non-revenue amounts used for quota credits. Non-revenue amounts are created only for the purposes of sales representative remuneration.
quote
A quote is a list of items and prices presented to a prospect. It is created by a sales representative once a contact, agreement, price list, and ship to site have been specified.
reference
A check box that indicates whether a customer, site, or contact is trusted enough to act as a reference to other prospects.
revenue class
A user-defined category of business revenue. Revenue classes are assigned to plan elements and help determine if sales credit is applied toward a compensation payment.
revenue percent
For an expected purchase, the percentage of the amount that you can roll upwards on a revenue forecast. If you enter a value here, the system automatically calculates the Revenue Amount.
rollup territory
A territory without rank or group that represents a region. Your rollup territories can be customer-based, geographically-based, product-based or any combination of these and other factors. Each rollup territory is of a particular territory type and is defined by a set of territory values.
revenue amount
For an expected purchase, each item, the amount you can roll upwards on a revenue forecast.
sales channel
A method used to generate a sales order, such as telemarketing, direct marketing or sales partner. Sales Channels are set up by the administrator using QuickCodes.
sales group
A sales organization within your enterprise that has a manager.
sales partner
A company acting on behalf of your enterprise helping close business for you by selling your products. Examples of sales partners are reseller or dealer.
sales rep
A sales representative or salesperson.
sales rep territory
A sales area that you assign to an employee or team. Your sales rep territories can be customer-based, geographically-based, product-based or any combination of these and other factors. You can also base a sales rep territory on any number of rollup territories such that the sales rep territory automatically inherits the qualifier values of the rollup territories. Each sales rep territory is of a particular territory type within a particular territory group, and has a rank.
sales stage
A defined step in the sales cycle. Your implementation team defines permissible values based on the sales methodology employed by your sales organization.
sales status
A defined step in the sales cycle. Your enterprise's implementation team defines permissible values based on the sales methodology employed by your sales organization.
sales team
A sales team is a group of sales representatives and partners associated with a particular site or opportunity.
secondary code
See interest code.
selling price
List price less any discounts.
ship to
The address of the customer who is to receive products listed on the invoice or order.
site
A specific location (address) for a customer or prospect. There can be many sites associated with one customer or prospect.
site code
A system generated number that uniquely identifies a site.
territory
An artificial aggregation of accounts, contacts, or leads.
territory group
A territory group is a set of territory types that compete with each other when assigning leads and accounts to employees by territory. For a particular lead or account, access is granted to the employees whose territories rank highest within each territory group.
total product value
The total product list value less the total product discount value.
total order value
The total product value plus the total service value.
total commitment value
The dollar value of a contractual guarantee, with a customer, for future purchases.
user currency
The currency which the user has defined as the preferred currency.
win probability
The likelihood that the opportunity can close as a win by the expected close date. Your implementation team determines permissible values. Win Probability can be linked to Status so that Status automatically updates when Win Probability changes.
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