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Special Edition Using® Microsoft® CRM by John Gravely, Laura Brown

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Opportunities and Cases

Opportunities are records of any potential revenue generating events. Opportunities must be parented by a single Contact or Account record, but might have an unlimited number of associated contacts referred to as “Other Contacts.” In a Business to Consumer business model, an Opportunity will be parented by a Contact. In a Business to Business model, an opportunity will be parented by an Account. In their traditional usage, Opportunities are generally given a projected value (revenue potential), close date, and close probability (best guess as to whether you get the deal). However, in the case of a Financial Services sales professional whose job it is to influence brokers to influence their customers to buy particular securities, ...

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