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Chapter Seven Transforming Customer Contact into Revenue: Selling-Chain Management
Introduction ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Introduction ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Evolution of the Sales Process
Basics of SeCM ,[object Object],[object Object],[object Object]
Basics of SeCM Corporation With  Multiple Sales  Channels Customer Distributor Self Service OEM Reseller Sales Force Selling Chain
Defining SeCM ,[object Object],Cross-Functional Processes  Breaking Down Departmental Walls Inquiry/ Prospect Customize Integrated Selling Chain Application { Order Sales Lead Configurator Contract Pricing Complete Integrated Solutions Partial Functional Solutions  Customer Lifecycle Commit Order Entry Product Catalog Available to Promise Proposal  & Quote Commission
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
Collaborative Selling Scenarios Delivered  by  SAP Source: SAP AG Manufacturer/ Supplier Customers (Consumers/ Business Partner) Distributor/ Reseller Internet Sales B2B Mall B2R Network
Defining SeCM ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Business Forces Driving SeCM ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Technology Forces Driving SeCM ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
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
Universal Business Problem:  Managing the Order Acquisition Process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Universal Business Problem:  Managing the Order Acquisition Process ,[object Object],[object Object],[object Object],[object Object],[object Object],Understand Customer Needs Prepare Order Identify Potential Customer Validate Needs with Customer Develop Alternative Scenarios Translate into Production Terms Determine configuration, cost and price Determine terms, availability and delivery Present Bid/Proposal to Customer Evaluate and Revise Bid
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
The Digitization of Selling in the Travel Industry ,[object Object],[object Object],Intermediary Travelocity Expedia Trip.com Delta.com Priceline.com Airlines Vacation Package Cruise-Lines Online Travel Management Community Travel Information Consolidators Travel  Agencies Search Bots Hotels Car Rentals Online Auctions Air Car Hotel Cruise Vacations Tours 2.4 Trillion $$$ Travel Agent  --->  Digital Selling ,[object Object],[object Object],[object Object]
Custom Foot:  Transforming Shoe Sales with Technology ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Custom Foot:  Transforming Shoe Sales with Technology ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Cisco and SeCM Phase 0   Phase 1  Phase 2  Phase 3  Phase 4 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],“ Old Way” Information  Center Internetworking Product Center Custom  Fulfillment Relationship Management
E-Business Strategies, Inc. www.ebstrategy.com [email_address] 678-339-1236 x201 Fax - 678-339-9793

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Chp07 Se Cm

  • 1. Chapter Seven Transforming Customer Contact into Revenue: Selling-Chain Management
  • 2.
  • 3.
  • 4. Evolution of the Sales Process
  • 5.
  • 6. Basics of SeCM Corporation With Multiple Sales Channels Customer Distributor Self Service OEM Reseller Sales Force Selling Chain
  • 7.
  • 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
  • 10.
  • 11.
  • 12.
  • 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
  • 14.
  • 15.
  • 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
  • 17.
  • 18.
  • 19.
  • 20.
  • 21. E-Business Strategies, Inc. www.ebstrategy.com [email_address] 678-339-1236 x201 Fax - 678-339-9793

Notes de l'éditeur

  1. 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.
  2. 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.