Classification Files

Required licence

crm.

Six small lists give the sales side of CRM its vocabulary: what industry a prospect is in, how valuable you think they are, what kind of activity is due next, why you lost them, and what kind of campaign brought them in. They are all plain reference lists — a code and two names, sometimes one extra box — and none of them does anything on its own.

What is worth knowing is that they split into two very different halves. Three of them are part of a real state machine: every Call and every Visit can push a new value from these lists back onto the lead it was logged against. The other three are labels — you pick one when you create the record and nothing ever changes it again.

The six files

File	Where it lives in the menu	Where it is selected
Lead Classification / تصنيف العميل المرتقب	Support / الدعم	Lead and Potential; and the current / update to pair on Calls and Visits
Activity Type / نوع النشاط	Support / الدعم	Lead and Potential; and the current / next pair on Calls and Visits
Rejection Reason / سبب الرفض	Support / الدعم	Lead and Potential; and the current / new pair on Calls and Visits
Main Category / التصنيف الرئيسي	Support / الدعم	Activity Type — and nowhere else
CRM Industry / مجال خيط البيع	Marketing / التسويق	Lead and Potential
Campaign Type / نوع حملة	Marketing / التسويق	Campaign

Build them in this order, because only one dependency exists: Main Category first, then Activity Type (each activity type points at a main category). Everything else is flat and can be entered in any order.

The three that Calls and Visits drive

This is the one genuinely dynamic mechanism in the CRM master files, and it is easy to miss because it lives on the Call and Visit screens rather than here.

A Call or a Visit carries paired boxes. The first of each pair reads the lead's present value; the second says what it should become:

On the Call or Visit	Reads / writes
Current Lead Classification / تصنيف العميل الحالي	Filled from the lead when the box is still empty
Update Lead Classification To / تحديث تصنيف العميل إلى	Written back onto the lead on commit
Current Activity Type / نوع النشاط الحالي	Filled from the lead when the box is still empty
Next Activity Type / نوع النشاط التالي	Written back onto the lead on commit
Current Rejection Reason	Filled from the lead when the box is still empty
New Rejection Reason / سبب الرفض الجديد	Written back onto the lead on commit
Change Status To / تغيير الحالة إلى	Written back onto the lead on commit
Planned Re-Call Date / التاريخ المخطط لمعاودة الإتصال	Written back onto the lead on commit

So in the worked example, CALL-0342 on 14 January sets Change Status To = Contacted, Update Lead Classification To = LC-B (عميل متوسط / Mid-Market) and Next Activity Type = AT-02 (زيارة موقع / Site Visit). When the call is committed, lead LD-00417 carries those three values. Eight days later the call-back CALL-0357 moves the classification up to LC-A (عميل كبير / Key Account). Nobody edited the lead directly; the activity documents did it.

A cancelled Call or Visit does not undo what it wrote

The push onto the lead is one-way. If you cancel CALL-0357, lead LD-00417 keeps the LC-A classification and the status the cancelled call gave it. Somebody has to open the lead and correct it by hand.

A Visit Request carries the very same boxes underneath, but they are not on its screen and it never pushes anything. Only Calls and Visits do this.

The screens

Four of the six are as plain as a master file gets — Code, Group, Name1, Name2 and the Dimensions / محددات group, with no notes box:

• Lead Classification, Rejection Reason, Main Category — nothing else at all.
• Activity Type — one extra box, Main Category / التصنيف الرئيسي.

Lead Classification shows how little there is to one of them:

The two Marketing files are slightly fuller. CRM Industry and Campaign Type each add Responsible Employee / الموظف المسئول, Mediator / الوسيط and a spanned Remarks box.

Responsible Employee fills itself, whatever the settings say

Press New on an Industry or a Campaign Type and Responsible Employee is filled with the employee attached to your user. This happens unconditionally. The CRM setting named Fill Responsible Employee With Current Employee looks as though it governs this and does not — it is honoured by the Lead screen and nowhere else. Switching it off changes nothing here.

Main Category classifies exactly one thing

It sits in the menu as a top-level entry with an ambitious name, so it is worth saying plainly: Main Category is the grouping level above Activity Type, and it groups nothing else. No lead, no complaint, no problem and no campaign points at it. In the worked example MCAT-01 (أنشطة ما قبل البيع / Pre-Sales Activities) is the parent of AT-01 Follow-up Call, AT-02 Site Visit and AT-03 Technical Presentation, and that is the whole of its job.

Two labels that do not match their master file

Both of these are cosmetic, but they trip people up when they are told to "fill in the Industry" and cannot find a box with that name.

• CRM Industry appears in the menu as مجال خيط البيع and as CRM Industry in English — but the box on the Lead and Potential screens is labelled المجال / Industry. Same file, two different words.
• Activity Type is called نوع النشاط as a master file, but its box on the Lead and Potential screens reads نوع النشاط للفرع — "activity type for the branch". Nothing about the file has anything to do with a branch.

Reporting

Reporting: none. This module ships no system reports, and this screen has no print form. Counting leads by industry or by classification is a list-view, Excel-export or BI exercise.