Difference between revisions of "S"

Revision as of 21:17, 26 October 2021

Overview

Four level-2 processes have been nominated for the Sell macro process:

1. Sell on Standard Terms
2. Sell by Proposal
3. Sell Custom Solution
4. 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: