Issues in Telecommunications

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96.503 Issues in Telecommunications Sales Plan Sales Channels Sales Forecast Plan to achieve forecast Sales Organization Pre-Sales support Post-Sales support Pricing Risk and risk management Time line with major milestones “Sales Management”, by R. Calvin, McGraw hill, 2000. 15 January 2002 96.503 Issues in Telecommunications

96.503 Issues in Telecommunications Sales Channels Direct Sales Channels Using own sales forces Indirect Sales channel Distributors, broker and retailers Value-added Reseller, system integrator, OEM Solution sell partnership Mix of above Determining direct vs. indirect Customer reach, customer influence, capability, margin Implications of direct vs. indirect Selling, marketing, post-sales support In both cases, Selling can be In person using sales force On-line Telesales 15 January 2002 96.503 Issues in Telecommunications

96.503 Issues in Telecommunications Sales Forecasting Quarterly, annually Micro forecast Bottom up: Past & present sales trend Factor changes to competition Factor changes to customers Factor changes to market Organize based on: Region, district, territory, account Product line, feature Macro forecast, Top down Economic condition trend (recession, growth) Target market condition Income statement, cash flow Market share objective Achieving Forecast: Sales force growth, geographical growth, address competitor changes 15 January 2002 96.503 Issues in Telecommunications

96.503 Issues in Telecommunications Human Resources Organization structure & Profile with time Key employee Hiring plan Local awareness campaign Benefits plan Company culture Performance review Partners plan Risk and risk management Time line with major milestones 15 January 2002 96.503 Issues in Telecommunications

96.503 Issues in Telecommunications Operation & Admin Procurements Major contractual agreement Manufacturing management Suppliers & Partners relationship Inventory & component supply IT, facilities Company operation (payroll,..) Company data base (ERP) Customer support (1st line of support) Back end process: trouble shooting, R&R repair & return, sparing Risk and risk management Time line with major milestones 15 January 2002 96.503 Issues in Telecommunications

96.503 Issues in Telecommunications How Does it all fit? 15 January 2002 96.503 Issues in Telecommunications