DocumentCode :
1780317
Title :
Sales process management of project-based telecom services
Author :
Ruey-Sheng Horng ; Kuo-Dong Huang ; Chien-Cheng Shen ; Ya-Ting Hsu ; Min-Che Hsu ; Ming-Liang Fan
Author_Institution :
Customer Service Lab., Chunghwa Telecom Labs., Taoyuan, Taiwan
fYear :
2014
fDate :
17-19 Sept. 2014
Firstpage :
1
Lastpage :
4
Abstract :
The enterprise customer´s demands for telecom applications often vary from case to case and contain many customization needs. In order to meet the demands of enterprise customers, many project-based sales cases have been carried by the telecom carriers. It is important to build up a company-wide standard process to help the telecom carrier effectively manage these sales cases. In addition, a good sales process could help the sales team of telecom carrier to run the sales cases in the most efficient way and help the sales manager to monitor the sales cases and forecast the revenues explicitly. Based on the sales processes defined in eTOM, a sales process management approach is proposed and an experimental information system is implemented in order to manage the project-based sales cases and to verify the effectiveness of this sales process management approach.
Keywords :
forecasting theory; information systems; project management; sales management; telecommunication computing; telecommunication industry; company-wide standard process; eTOM; enterprise customer demands; experimental information system; project-based sales case management; project-based sales cases; project-based telecom services; revenue forecasting; sales process management; telecom applications; telecom carriers; Contracts; Process control; Proposals; Standards; Telecommunication services; Lead; Opportunity; Project Scale Level; Project Scale Value; Project-based Telecom service; Sales Process Management;
fLanguage :
English
Publisher :
ieee
Conference_Titel :
Network Operations and Management Symposium (APNOMS), 2014 16th Asia-Pacific
Conference_Location :
Hsinchu
Type :
conf
DOI :
10.1109/APNOMS.2014.6996109
Filename :
6996109
Link To Document :
بازگشت