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Sales & Support Operations

Sales & Support operational processes describe the day-to-day activities performed by Sales And Customer Support functions. This includes the activities defined as Plan, Sell, Contract and Assist

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The collection of processes associated with generating demand (selling products and services to customers). Sales and Support Operations includes the daily planning and execution processes required to sell products and contract services and support customers acquiring and using these products and services.

Planning

P Plan Sales & Support

Execution

S Sell

S1 Sell on Standard Terms	S101 Land/Welcome Lead	S102 Identify Needs	S103 Direct to Offerings	S104 Provide Features and Advantages	S105 Upsell and Cross Sell	S106 Transfer to Contract
S2 Sell by Proposal	S201 Identify Leads	S202 Qualify Leads	S203 Select Engagement Model	S204 Analyze Needs	S205 Develop Solution	S206 Present Solution	S207 Refine Solution	S208 Obtain Acceptance
S3 Sell Custom Solution
S4 Sell Renewal	S401 Initiate Renewal	S402 Schedule Renewal	S403 Notify Customer	S404 Refresh Customer Needs	S405 Develop Solution	S406 Present Solution	S407 Review Feedback

C Contract

C1 Contract Standard Terms	C101 Receive Request	C102 Create Pricelist	C103 Publish Pricelist	C104 Negotiate	C105 Obtain Signatures	C106 Release Contract
C2 Contract by Proposal	C201 Receive Request	C202 Initiate Proposal	C203 Develop Proposal	C204 Obtain Approvals	C205 Submit Proposal	C206 Refine & Negotiate	C207 Obtain Signatures	C208 Release Contract
C3 Contract Custom Solution
C4 Contract Renewal	C401 Receive Request	C402 Develop Renewal	C403 Present Renewal	C404 Negotiate	C405 Obtain Signatures	C406 Update Contract

A Assist

A1 Assist with Inquiry	A101 Receive Inquiry	A102 Route Inquiry	A103 Identify Solution	A104 Present Solution	A105 Transfer	A106 Distribute Solution	A107 Close Inquiry
A2 Assist with Claim	A201 Receive Claim	A202 Assign	A203 Investigate	A204 Determine Action	A205 Propose Action	A206 Implement Action	A207 Settle Claim	A208 Close Claim
A3 Assist with Custom Solution
A4 Assist with Advisory	A401 Identify Advisory	A402 Initiate Advisory	A403 Develop Action Plan	A404 Implement Action Plan	A405 Publish Advisory	A406 Monitor Effectiveness	A407 End Advisory

Hierarchy

ID	Name	Level	x
SSO	Sales and Support Operations	0	SSO
P	Plan	1	P
S	Sell	1	S
C	Contract	1	C
A	Assist	1	A

Sales and Support Operations 0 0 Sales, Demand, Management, Customer, Support, Pipeline, Contract, Leads, Sales & Support, Demand Chain, CCOR The collection of processes associated with generating demand (selling products and services to customers). Supply and Support Operations includes the daily planning and execution processes required to sell products and contract services and support customers acquiring and using these products and services

File:2017 SSO Quick Reference Card.pdf