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Chp07 Se Cm
- 1. Chapter Seven Transforming Customer Contact into Revenue: Selling-Chain Management
- 4. Evolution of the Sales Process
- 6. Basics of SeCM Corporation With Multiple Sales Channels Customer Distributor Self Service OEM Reseller Sales Force Selling Chain
- 8. Multiple Sales Channels – Example from Siebel Systems Source: Siebel Systems Siebel .COM Applications Siebel Call Center Siebel Sales Siebel Field Service Siebel eChannel Siebel Marketing Back Office Applications
- 9. Collaborative Selling Scenarios Delivered by SAP Source: SAP AG Manufacturer/ Supplier Customers (Consumers/ Business Partner) Distributor/ Reseller Internet Sales B2B Mall B2R Network
- 13. First Generation SFA - Lead Management 3 rd Party (e.g., D&B) Web Sales Pipeline Lead Qualification Lead Gathering and Target ing Selling, Contracting Hot Cold B A C D Customer Status Process Business Partner Lead Opportunity Warm Sales Tele Analyze, learn, grow customer Qualified Lead Qualified Lead Sales Channels Source: SAP AG
- 16. Elements of E-Sales Lead, Proposal & Quote Generation Commission & Contract Mgmt. Order Entry & Mgmt. Sales Configurator Pricing Prospect or Customer Fax Email Telephone VRU Web Enterprise Architecture
- 21. E-Business Strategies, Inc. www.ebstrategy.com [email_address] 678-339-1236 x201 Fax - 678-339-9793
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- The E-Business material shall at all times remain the property of E-Business Strategies, Inc. No license under any trade secrets, copyrights, or other rights is granted by this Agreement or any disclosure of Confidential Information hereunder. Any such permitted copies will be considered Confidential Information. Confidential Information of E-Business Strategies, Inc. may not be copied or reproduced by the Recipient without E-Business Strategies, Inc. prior written consent. The E-Business material may not be re-sold. It is intended to be used solely for the purpose of accompaniment of the E-Business 2.0 Roadmap for Success book in an instructional manner.