Business Development with Accounts and Contacts

Accounts and contacts are the foundation of a Customer Relationship Management (CRM) approach. Accounts are typically organizations that you already do business with or organizations that contain opportunities that have been converted from leads and are in the sales cycle. Contacts are people within these organizations that you have already contacted for various purposes, such as sales, marketing, or billing.

The following topics are covered in this chapter:

• What are accounts and what are they used for?
• What are contacts and what are they used for?
• What are relationships and what are they used for?

With the help of these topics, we will gain skills in creating an account and we will see what an account record contains. We will also learn how to create a contact and learn what a contact record contains. Lastly, we will look at how to create a relationship and what a relationship record contains.