<p>Copyright TM Forum 2006-2008<br/></p><p><br/></p><p><b>Overview</b><br/></p><p>The Channel Sales Management application provides the necessary functionality to sell to a number of specific sales channels.<br/></p><p><br/></p><p>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:<br/></p><p><ul><li>Direct sales force (also known as field sales) - most handling corporate and medium sized businesses [see section]</li><br/></p><p><li>Telesales / ordering department - selling over the phone to consumers and small businesses</li><br/></p><p><li>Retail outlets - the Telco's branded retail stores, (mostly common in Wireless communication provides and mostly serving consumers and small businesses)</li><br/></p><p><li>Dealers - 3rd party retailers that sell the communications service provider's services, mostly to consumers</li><br/></p><p><li>VNOs - Virtual Network Operators, that sell their own branded services over the communications service provider's network </li><br/></p><p><li>Affiliates</li><br/></p><p></ul><br/></p><p><br/></p><p><b>Functionality</b><br/></p><p>This functionality is common and must be provided in each channel depicted below.<br/></p><p><ul><li>Create and promote leads. </li><br/></p><p><li>Create and promote contacts.</li><br/></p><p><li>Create and dispatch literature requests to customers.</li><br/></p><p><li>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.</li><br/></p><p><li>Sales quotation </li><br/></p><p></ul><br/></p><p><b>Supported Contracts</b><br/></p><p><ul><li>Product catalog (catalog browsing, selection of products/services, quoting)</li><br/></p><p><li>Resource management/Inventory Management (e.g., phone numbers, SIM cards, equipment)</li><br/></p><p><li>Credit check service (check credit history of the customer)</li><br/></p><p><li>Address validation/completion service </li><br/></p><p><li>Workforce Management (scheduling and installation)</li><br/></p><p><li>Fulfillment management (shipping)</li><br/></p><p><li>Billing/Accounts Receivable (creation of billing profile, payment and deposit handling)</li><br/></p><p></ul><br/></p>