6. Basics of SeCM Corporation With Multiple Sales Channels Customer Distributor Self Service OEM Reseller Sales Force Selling Chain
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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
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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
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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
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