The basic concept of the Inquiry, Lead and Opportunity in the DSW system is depicted below.
The customer sales experience starts with the Inquiry placed by the customer that is taken over by a sales advisor who needs to qualify the prospect customer and then confirm that there is an actual interest.
Upon successful qualification, the inquiry becomes a Lead that can be managed by the same sales advisor or can be assigned to another member of the sales team. When the Lead becomes a "hot" sales case, then the system will transform the Lead to an Opportunity.
The whole lead/opportunity sales process is guided and controlled by a workflow, the heart of the DSW system.
More details about the sales process are available in the next pages.
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