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Selling chain management

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Roy Antony Arnold G
Roy Antony Arnold G

The document discusses selling chain management (SeCM) and how it can help companies improve links between marketing and sales. SeCM establishes linkages between previously disconnected sales functions and processes. It provides an integrated application framework that supports the complete order lifecycle from inquiry to order fulfillment. The document also discusses challenges companies face in implementing SeCM and gives examples of how Cisco and a shoe company called Custom Foot implemented SeCM solutions.

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[object Object],[object Object],[object Object],Selling-Chain Management Transforming Customer Contact into Revenue G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Introduction G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Introduction G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India
[object Object],[object Object],[object Object],Basics of SeCM G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India
Basics of SeCM Corporation With Multiple Sales Channels Customer Distributor Self Service OEM Reseller Sales Force Selling Chain G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India
[object Object],Defining SeCM Cross-Functional Processes Breaking Down Departmental Walls Inquiry/ Prospect Customize Integrated Selling Chain Application { Order Sales Lead Configurator Contract Pricing Complete Integrated Solutions Partial Functional Solutions Customer Lifecycle Commit Order Entry Product Catalog Available to Promise Proposal & Quote Commission G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India
Collaborative Selling Scenarios Delivered by SAP G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India Manufacturer/ Supplier Customers (Consumers/ Business Partner) Distributor/ Reseller Internet Sales B2B Mall B2R Network
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Defining SeCM G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India
[object Object],[object Object],[object Object],[object Object],[object Object],Business Forces Driving SeCM G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Technology Forces Driving SeCM G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Universal Business Problem: Managing the Order Acquisition Process G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India
[object Object],[object Object],[object Object],[object Object],[object Object],Universal Business Problem: Managing the Order Acquisition Process Understand Customer Needs Prepare Order Identify Potential Customer Validate Needs with Customer Develop Alternative Scenarios Translate into Production Terms Determine configuration, cost and price Determine terms, availability and delivery Present Bid/Proposal to Customer Evaluate and Revise Bid G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India
Elements of Selling Chain Architecture Lead, Proposal & Quote Generation Commission & Contract Mgmt. Order Entry & Mgmt. Sales Configurator Pricing Prospect or Customer Fax Email Telephone VRU Web Enterprise Architecture G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India
Cisco and SeCM Phase 0 Phase 1 Phase 2 Phase 3 Phase 4 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],“ Old Way” Information Center Internetworking Product Center Custom Fulfillment Relationship Management G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Custom Foot: Transforming Shoe Sales with Technology G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Custom Foot: Transforming Shoe Sales with Technology G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India

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Selling chain management

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  • 5. Basics of SeCM Corporation With Multiple Sales Channels Customer Distributor Self Service OEM Reseller Sales Force Selling Chain G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India
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  • 7. Collaborative Selling Scenarios Delivered by SAP G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India Manufacturer/ Supplier Customers (Consumers/ Business Partner) Distributor/ Reseller Internet Sales B2B Mall B2R Network
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  • 13. Elements of Selling Chain Architecture Lead, Proposal & Quote Generation Commission & Contract Mgmt. Order Entry & Mgmt. Sales Configurator Pricing Prospect or Customer Fax Email Telephone VRU Web Enterprise Architecture G Roy Antony Arnold Lecturer Panimalar Engineering College Chennai, Tamilnadu, India
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