Relationships in Sales and marketing in Microsoft Dynamics 365 F&SCM

 
You can use Sales and marketing to obtain, store, and use various types of customers in the sales and marketing flow. This data includes the original marketing initiative, future follow-up action, and additional stages of clients becoming a real customer.

Below you may find the illustration of the Relationships from Sales and marketing

Business scenario:

When any responsible person finds a potential customer or account who hasn't yet done any business with the company, such customer will be recorded as the Prospect in Microsoft Dynamics 365 F&SCM.

When Prospect is recorded, company lacks of information from him (which products he's interested in, what is the time frame he's planning the purchase or what his budget for purchase is). Upon communication, sales people qualify them, communicate with them to figure out what specifically they are interested in, when they plan the purchase and what their budget is. As the result, prospect get's converted to Opportunity.

Another branch of finding the potential customers is marketing. Marketing team might execute different campaigns to attract new clients and generate new leads. If client responds to marketing campaign, such customer will be recorded as the Lead. Lead it is a not yet qualified opportunity. 

Once lead is handed over from marketing to sales, sales people qualify them, communicate with them to figure out all the details. This process is called lead qualification and as a result of this process lead, if he meets qualification criteria (which may be different from company to company), get's converted to opportunity. 

Opportunity is then taken by sales people and usually goes through a series of steps that are a part of sales process. Sales job is to convert opportunities (qualified leads) to Customers.