Universal Containers wants to track all stakeholders involved in its sales opportunities to ensure proper relationship management. Sales reps need to identify who has decision-making authority, who…

Question

Options

• AConfigure opportunity team members to track internal and external stakeholders.
• BSet up account teams to track stakeholders across multiple opportunities.
• CUse standard fields on opportunities to track stakeholder information.
• DUse contact roles on opportunities to identify stakeholder involvement and influence.

• A
  3% (1)
• C
  3% (1)
• D
  94% (34)

Explanation

Opportunity Contact Roles allow sales reps to link multiple Contacts to a single Opportunity and assign a specific "Role" to each, such as "Decision Maker," "Influencer," or "Economic Buyer." This provides the visibility needed to understand the "buying committee" for a deal. It also allows for the designation of a "Primary Contact." Opportunity Teams (Option A) are used to track internal staff working the deal. Account Teams (Option B) track collaboration at the account level but are not deal- specific. Standard fields (Option C) are insufficient for tracking a "one-to-many" relationship between an opportunity and multiple contacts with unique roles. Contact Roles are the standard feature designed exactly for stakeholder management in the sales process.

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