Difference between revisions of "S"

Revision as of 22:30, 5 August 2017

Sell is the macro process representing the processes associated with selling products and services to customers and partners. This includes understanding customer needs and communicating the value of products and services offered to support these needs.

Sell processes qualify leads and educate prospective and renewing customers depending on the type of sales model:

Selling Type	Sell	Input	Process	Output
Standard Terms	S1	Inquiry	Respond	Catalog
Proposal	S2	Inquiry/RFP Lead	Product Sales Service Sales	Opportunity to Price Qualified Opportunity
Custom Solutions	S3	Inquiry/RFI Lead Referral	Consultative Sales Customization Prototype	Solution to Price Qualified Opportunity
Renewal	S4	Expiration Renewal	Cross-sell Up-sell Renew	Renewal Opportunity Non-renewal

Webstore - A catalog of products organized by category, application, etc. This may include articles and videos explaining the application and/or use of the product or service
Product trial - A limited feature and/or time use of a product to experience its value
Customer presentation - A meeting presenting the value of the offering related to the
Product demonstration - A presentation of a product's capabilities to address a customer's needs
Consultative sales - Interactive sales process analyzing customer needs and developing a (custom) solution addressing these needs

This page needs to be updated. Please participate in the discussion at the Sell Discussion Page.

Sales Force Automation Customer Relationship Management System

Hierarchy

ID	Name	Level	x
SSO	Sales and Support Operations	0	SSO
S	Sell	1	S
S1	Sell on Standard Terms	2	S1
S2	Sell by Proposal	2	S2
S3	Sell Custom Solution	2	S3
S4	Sell Renewal	2	S4

Term(s)

ID	Name	x
CRM(S)	Customer Relationship Management System	CRM(S)
MOFU	Middle of Sales Funnel	MOFU
RFI	Request for Information	RFI
RFP	Request for Proposal	RFP
SFA	Sales Force Automation	SFA
Funnel	Sales Funnel	Funnel
Lead	Sales Lead	Lead

Workflow

From

Input(s)

Process

Output(s)

To

wf_process	wf_arrow
P	Sales Plan

S

Note: Common inputs and outputs are listed in alphabetical order. Other inputs and outputs may be required to support varying use cases.Sell Sales and Support Operations B00000 1 Sales, Leads, Samples, Customer, Needs, Product, Solution, Sales & Support Selling products and services to customers and partners. This includes understanding customer needs and communicating the value of products and services offered to support these needs

@@ Line 14: / Line 14: @@
 |
 * Respond
-* Product trial
 |
 * Catalog
@@ Line 23: / Line 22: @@
 * [[ss:S2|S2]]
 |
-* Inquiry
+* Inquiry/[[Link::t:RFP| RFP]]
-* [[Link::t:RFP]]
 * Lead
 |
@@ Line 38: / Line 36: @@
 * [[ss:S3|S3]]
 |
-* Inquiry
+* Inquiry/[[Link::t:RFI| RFI]]
-* [[Link::t:RFI]]
 * Lead
 * Referral
@@ Line 65: / Line 62: @@
 * Non-renewal
 |}
+=== Use Cases ===
+* Webstore - A catalog of products organized by category, application, etc. This may include articles and videos explaining the application and/or use of the product or service
+* Product trial - A limited feature and/or time use of a product to experience its value
+* Customer presentation - A meeting presenting the value of the offering related to the
+* Product demonstration - A presentation of a product's capabilities to address a customer's needs
+* Consultative sales - Interactive sales process analyzing customer needs and developing a (custom) solution addressing these needs
 {{update}}
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S