8.5.1. Manage Leads/ Opportunities
- Definition: Discover leads through IT applications, cold calling, reference/network development, or other sales and business development techniques
- Example: DiscoverOrg provides sales lead lists from business contacts database and sales solution. Another way that companies can use is participating in different business conferences, etc.
- Synonym: leads
- Cloud services: none
8.5.2. Manage Customers And Accounts
- Definition: Manage relationships with customers and the data it holds on them, as well as the sale of its products/services to these customers. Devise a recipe for handling the organization's key customers in order to manage their expectations with tact and responsibility while maximizing revenue.
- Example: Using Key Account Management. According to the Harvard Business Review, customer satisfaction increases 20% within a few years of starting a key account management program. Profits and revenue, meanwhile, can increase by 15%.
- Synonym: Account Management
- Cloud services: CRM_Onboarding_Cloud_Service,
Fusion_CRM_Base_Enterprise_Offering_Cloud_Service
8.5.3. Develop Sales Proposal
- Definition: Understanding and refining the customer requirements as provided in a RFP (Request for Proposal) or RFI (Request for Information)
- Example: For military contracts and supplying fuels to railroads and major fuel users, there is a bidding process. These entities ask for bids from the refiners to supply fuel at a given location
- Synonym: Sales proposal
- Cloud service: Profitability_and_Cost_Management_Cloud_Service
8.5.4. Manage Sales Orders
- Definition: Monitoring status from order receipt to customer delivery/customer invoicing.
- Example: Monitoring status from order receipt to customer delivery/customer invoicing.
- Synonym: sales orders
- Cloud services: PAS_Business_Intelligence_Accelerator
8.5.2. Manage Customers And Accounts
- Definition: Manage relationships with customers and the data it holds on them, as well as the sale of its products/services to these customers. Devise a recipe for handling the organization's key customers in order to manage their expectations with tact and responsibility while maximizing revenue.
- Example: Using Key Account Management. According to the Harvard Business Review, customer satisfaction increases 20% within a few years of starting a key account management program. Profits and revenue, meanwhile, can increase by 15%.
- Synonym: Account Management