Overview
Four level-2 processes have been nominated for the Sell macro process:
- Sell on Standard Terms
- Sell by Proposal
- Sell Custom Solution
- Sell Renewal
The determination is that all Sell processes have level-3 processes that include the following groupings of activities:
- Develop Profile
- Qualify
- Problem/Need Gathering
- Developing Product/Solution/Value Proposition (S1 - none, S2 - proposal, S3 - solution)
- Presenting Product/Solution/Value Proposition (S1 - brochure, trial, S2 - proposal, S3 - solution
- Evaluate customer Feedback/Refine Solution/Value Proposition
These groupings have more details when the process complexity increases S1 < S2 < S3.
Use Cases
- Capture Inquiry;
- Develop Profile; Buyer Persona. Gather business information.
- Qualify; Lead scoring. Preliminary credit assessment
Notes
- Q: Does the process substantially change if it is an online sales process (e.g. Amazon)?
- A: The (process) building blocks should not significantly differ, but the emphasis is going to be on the data analysis process ORwiki (Talk) 10:01, 4 August 2017 (PDT)
What does the Sales & Support Process Manage?
- Question: In supply chain a company manages supply in response to demand. Demand typically equals initially forecasted demand and later customer orders. What is it that the Sales process manages?
- Answer: A possible answer is quota and whatever we call what is in the funnel. The funnel is like the conceptual supply chain. We try to pull leads/prospects/potential customers in and convert them to customers (a customer is for most lines of business a contract or purchase).
- Question: So is the equivalent of supply/demand balancing in Supply Chain Planning the netting of quota and 'X', where X represents the thing we convert: leads/prospects/potential customers.
- Answer: Yes, it would be quota/X netting ;)
List of possible names for X:
Please explode Plan
We need to get level 2 process blocks for Plan/ss:P populated so we can discuss what level 3 should look like.
Level 2 proposal:
-
Plan Sales & Support Operations
-
Plan Sell
-
Plan Contract
-
Plan Assist
Note from ORwiki: This action needs to move to P. Action Complete