Sales process management of project-based telecom services

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.