Category: (1) TAM Application Type
Application Identifier: 3.4
Maturity Level: 4
Overview
The Channel Sales Management application provides the
necessary functionality to sell to a number of specific sales
channels.
Area contains several level 2 applications, each
supporting different channels. This application contains core functionality
shared amongst level 2 applications, and functionality specific to each channel.
This section is organized to reflect Common Functionality, then addresses the
specificities of each channel:
- Direct sales force (also known as field sales) –
most handling corporate and medium sized businesses [see section]
- Telesales / ordering department – selling over the
phone to consumers and small businesses
- Retail outlets – the Telco’s branded retail
stores, (mostly common in Wireless communication provides and mostly serving
consumers and small businesses)
- Dealers – 3rd party retailers that sell the
communications service provider’s services, mostly to consumers
- VNOs – Virtual Network Operators, that sell their
own branded services over the communications service provider’s network
- Affiliates
Functionality
This functionality is common and must be provided in
each channel depicted below.
- Create and promote leads.
- Create and promote contacts.
- Create and dispatch literature requests to
customers.
- Lead Management: A lead is a person with an
interest in the CSP’s service offering(s). The lead, for example, may have
requested information about the CSP’s services. The direct sales application
should provide the support and functionality CSP’s need to efficiently move
the lead through the relevant stages in the lead qualification phase of the
sales cycle.
- Sales quotation
Supported Business Services
- Product catalog (catalog browsing, selection of
products/services, quoting)
- Resource management/Inventory Management (e.g.,
phone numbers, SIM cards, equipment)
- Credit check service (check credit history of the
customer)
- Address validation/completion service
- Workforce Management (scheduling and installation)
- Fulfillment management (shipping)
- Billing/Accounts Receivable (creation
of billing profile, payment and deposit
handling)
