Additional process requirements

During the requirement gathering carried out for the core sales process that we learned about in Chapter 3 – The Core Sales Process, it is highly likely that you captured requirements that went beyond that single process and the capability we reviewed in that chapter. It is very common to identify requirements or at least requests for functionality that enables everything a salesperson might have to do – for example, providing a potential customer with different prices based on a time-bound discount or for different product mixes.

These might have been excluded from the scope of an initial implementation but if they are in scope, it is as important to understand and capture the requirements on these as it is for the core process. Common things that you will want to listen out for and ask for more detail about are whether they need to send a quote document to the customer, whether they typically provide multiple prices, whether they need...