Frameworx Process: Sales Development

Category: (2) eTOM Process Type

Process Identifier: 1.1.5

Original Process Identifier: 1.2.1.6

Maturity Level: 4

Description

Develop the Sales support and response for new and existing products, as well as existing and potential customers.

Extended Description

Sales Development processes develop the Sales support and response for new and existing products and services, as well as existing and potential customers. Sales Development processes develop product related compensation plans, define product revenue targets, develop product related sales training, develop prospective customer identification methodology, develop selling processes/methods and procedures for new products. As an aspect of this Sales Development processes define channels for selling the enterprise’s products. It develops or ensures development of channel ability to sell and support products, including negotiating for the specific channel, defining or updating the account management process, developing pricing for a specific channel, etc.

Explanatory

Reserved for future use.

Mandatory

Reserved for future use.

Optional

Reserved for future use.

Interactions

Candidate Explanatory

Not used for this process element

Candidate Mandatory

Sales Development processes develop the Sales support and response for new and existing products and services, as well as existing and potential customers.

Candidate Optional

Sales Development processes develop product related compensation plans, define product revenue targets, develop product related sales training, develop prospective customer identification methodology, develop selling processes/methods and procedures for new products.

Candidate Interactions

Not used for this process element

(2) eTOM Process Type Sales Development

Appears on these diagrams:

• 1. Market/Sales Management Domain
• 1.1.5 Sales Development
• Business Process Framework Level 1 Overview - START HERE
• Business Process Framework Level 1 Overview - START HERE backup
• Business Process Framework Top level Domain Only

is a more detailed diagram for the

• 1.1.5 Sales Development

Issues

• Any impact to customer payment channels and processes?
• Are there any changes to the ordering process?
• Business Process Framework 15.0 Modification
• Business Process Framework 15.5 Modification
• Design Digital Services
• Do you have a rule engine or analytic system to guide the interaction between customers and the CSR or other self-service channels?
• Does the service needs be recommeded at the time of sale?
• eHealth View
• Implement Digital Services
• Is the feature (specification) bundled or stand alone (component)?
• Monetize Services
• Offer Catalog browsing
• Operate Digital Services
• What are the customer eligibility/qualification criteria?
• What are the customer eligibility/qualification criteria? Could be different for premise or customer. Is driven by sales or resources.
• What are the pricing rules?
• Which sales channels will be driving the orders?
• Wholesale: what does the process of customer/partner on-boarding look like?

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