PRD: Enquiry & Lead Management Enhancements¶
1. Goal & Overview¶
The Enquiry & Lead Management module is the primary engine for converting validated leads into commercial quotations. This enhancement focuses on priority-driven visibility, cross-departmental handovers (Sales vs. BD), and automated technical workflows (Samples/COAs).
2. Advanced Views & Prioritization¶
2.1 Enquiry Dashboard Sorting¶
Enquiries must be displayed in views categorized by strategic priority: - Priority Views: High-value and urgent enquiries must be pinned to the top. - Recurring Customers: Regular and recurring buyers have a dedicated "Top View" to ensure zero-latency response. - Auto-Scoring: Enquiries are automatically scored (1-100) based on: - Customer Rating (Good/Bad history). - Engagement Frequency. - Match with Product Strength.
2.2 Subject Line Automation¶
- Auto-Fill Logic: The system generates a suggested subject line:
[Company Name] - [Product Name]. - Multi-Product Handling: If multiple products exist, use the name of the first product followed by a
*(e.g.,Alpha Corp - Resin*). - Editable: Users can override the auto-filled subject line.
2.3 Visual Intelligence (Hovers & UI)¶
- Product Drill-down: The inquiry view shows the primary product and a
+icon. Clicking+opens a dropdown list of all products in that enquiry. - Company Hover: Hovering over a Company name displays a tooltip with the Basic Address.
- Contact Hover: Hovering over a Contact name displays the Phone Number.
- Access Control: Master Data links (Company/Product) are hidden from users who do not have "Open Master" permissions.
3. Team Collaboration & Handover Logic¶
3.1 Marketing → Sales → BD Funnel¶
- Pre-Lead Validation: Marketing team validates pre-leads (CIN/GST/Email).
- Auto-Conversion: Validated pre-leads are auto-converted to Leads.
- Team Assignment:
- Sales Team: Standard product requirements are routed here.
- Business Development (BD): Specialized product requirements or long-term strategic needs are routed here. BD also receives "Qualified Leads" from the Sales team.
- Qualification Parameters: Handover is justified by tagging: Budget, Timeline, Requirements Feasibility, and Customer Rating.
3.2 Inactivity Management (The 45-Day Rule)¶
- Auto-Drop Suggestion: If a lead shows no progress (no status change or note) for 45 days, the system prompts to "Drop".
- Extensions: Users can request a "Drop Time Extension" with an justified reason.
4. Concurrent Workflows & Automation¶
4.1 Parallel Processing¶
Unlike a linear pipeline, the system supports concurrent operational stages: - Pending Status: Multiple sub-statuses can run together (e.g., requesting a Sample and a Vendor Quote (VQ) simultaneously).
4.2 Automated Document Triggers¶
Based on the Lead Status, the system auto-triggers email alerts and notifications to relevant departments for: - Supplier RFQ - VQ Requests - Technical Packs: COA, MSDS, TDS, MOA. - Samples (Status: Requested → Dispatched → Received → Feedback).
5. Decision Support & History¶
5.1 Historical Visualization¶
Every enquiry record must display a context panel showing: - Transaction History: Previous purchases for the same product and other products. - Success Metrics: Count of "Won" vs. "Drop/Lost" deals. - Recency: Won and most recent transactions are displayed at the top.
5.2 Contextual Specification Inputs¶
When a product is selected from the Master: - Dynamic UI: The system displays specific fields based on the product category (e.g., Chemical Content, Purity, Mesh Size, Grade).
6. Approvals (Diff-Only Workflow)¶
- Logic: Approval requests must only highlight the Edited or Added fields, not the entire record.
- Visual: A "Diff View" compared against the current master version must be shown to the approver.