3.0 - Market and Sell Products and Services
PCF Category: 3.0
Total Elements: 202
Hierarchy Depth: Up to 4 levels
Overview
This category encompasses all processes related to market and sell products and services within an enterprise.
Process Groups (Level 1)
| Hierarchy ID | Process Group | Sub-Elements |
|---|---|---|
| 3.0 | Market and Sell Products and Services | 0 |
| 3.1 | Understand markets, customers, and capabilities | 17 |
| 3.2 | Develop marketing strategy | 43 |
| 3.3 | Develop and manage marketing plans | 46 |
| 3.4 | Develop sales strategy | 27 |
| 3.5 | Develop and manage sales plans | 63 |
Detailed Process Hierarchy
3.0 - Market and Sell Products and Services
PCF ID: 10004
3.1 - Understand markets, customers, and capabilities
PCF ID: 10101
| ID | Process | PCF ID | Metrics |
|---|---|---|---|
| 3.1.1 | Perform customer and market intelligence analysis | 10106 | Y |
| 3.1.2 | Evaluate and prioritize market opportunities | 10107 | Y |
3.1.1 - Perform customer and market intelligence analysis (8 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.1.1.1 | Conduct customer and market research | 10108 |
| 3.1.1.1.1 | Understand consumer needs and predict customer purchasing behavior | 10114 |
| 3.1.1.2 | Identify market segments | 10109 |
| 3.1.1.2.1 | Determine market share gain/loss | 10115 |
| 3.1.1.3 | Analyze market and industry trends | 10110 |
| 3.1.1.4 | Analyze competing organizations, competitive/substitute products/services | 10111 |
| 3.1.1.5 | Evaluate existing products/services | 10112 |
| 3.1.1.6 | Assess internal and external business environment | 10113 |
3.1.2 - Evaluate and prioritize market opportunities (7 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.1.2.1 | Quantify market opportunities | 10116 |
| 3.1.2.2 | Determine target segments | 10117 |
| 3.1.2.2.1 | Identify under-served and saturated market segments | 18941 |
| 3.1.2.3 | Prioritize opportunities consistent with capabilities and overall business strategy | 10118 |
| 3.1.2.4 | Validate opportunities | 10119 |
| 3.1.2.4.1 | Test with customers/consumers | 10120 |
| 3.1.2.4.2 | Confirm internal capabilities | 10121 |
3.2 - Develop marketing strategy
PCF ID: 10102
| ID | Process | PCF ID | Metrics |
|---|---|---|---|
| 3.2.1 | Define offering and customer value proposition | 11168 | Y |
| 3.2.2 | Define pricing strategy | 10123 | N |
| 3.2.3 | Define and manage channel strategy | 20000 | Y |
| 3.2.4 | Analyze and manage channel performance | 20006 | Y |
| 3.2.5 | Develop marketing communication strategy | 16848 | N |
| 3.2.6 | Design and manage customer loyalty program | 18924 | N |
3.2.1 - Define offering and customer value proposition (4 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.2.1.1 | Define offering and positioning | 11169 |
| 3.2.1.2 | Develop value proposition including brand positioning for target segments | 11170 |
| 3.2.1.3 | Validate value proposition with target segments | 11171 |
| 3.2.1.4 | Develop new branding | 11172 |
3.2.2 - Define pricing strategy (4 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.2.2.1 | Conduct pricing analysis | 13169 |
| 3.2.2.2 | Establish guidelines for applying pricing and discounting of products/services | 10124 |
| 3.2.2.3 | Establish pricing targets | 19999 |
| 3.2.2.4 | Approve pricing strategies/policies and targets | 10125 |
3.2.3 - Define and manage channel strategy (11 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.2.3.1 | Determine channels to be supported | 20001 |
| 3.2.3.2 | Establish channel objectives | 20002 |
| 3.2.3.3 | Determine channel role and fit with target segments | 10127 |
| 3.2.3.4 | Select channels for target segments | 10128 |
| 3.2.3.5 | Identify required channel capabilities | 20003 |
| 3.2.3.6 | Evaluate channel attributes and potential partners | 10126 |
| 3.2.3.7 | Orchestrate seamless customer experience across supported channels | 20004 |
| 3.2.3.7.1 | Define omni-channel strategy | 16590 |
| 3.2.3.7.2 | Define omni-channel requirements | 16591 |
| 3.2.3.7.3 | Develop omni-channel policies and procedures | 16592 |
| 3.2.3.8 | Develop and manage execution roadmap | 20005 |
3.2.4 - Analyze and manage channel performance (5 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.2.4.1 | Establish channel-specific metrics and targets | 16573 |
| 3.2.4.2 | Monitor and report performance | 16574 |
| 3.2.4.3 | Monitor and report events influencing factors | 16575 |
| 3.2.4.4 | Analyze performance | 16500 |
| 3.2.4.5 | Develop plan for improvements | 16501 |
3.2.5 - Develop marketing communication strategy (8 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.2.5.1 | Develop customer communication calendar | 16849 |
| 3.2.5.2 | Define public relations (PR) strategy | 16850 |
| 3.2.5.3 | Define direct marketing strategy | 16851 |
| 3.2.5.4 | Define internal marketing communication strategy | 16852 |
| 3.2.5.5 | Identify new media for marketing communication | 16853 |
| 3.2.5.6 | Define new media communication strategy | 16854 |
| 3.2.5.7 | Define point of sale (POS) communication strategy | 16855 |
| 3.2.5.8 | Define communication guidelines and mechanisms | 18627 |
3.2.6 - Design and manage customer loyalty program (5 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.2.6.1 | Define customer loyalty program | 20007 |
| 3.2.6.2 | Acquire members to customer loyalty program | 18925 |
| 3.2.6.3 | Build engagement and relationship with members | 18926 |
| 3.2.6.4 | Monitor customer loyalty program benefits to the enterprise and the customer | 16633 |
| 3.2.6.5 | Optimize loyalty program value to both the enterprise and the customer | 18927 |
3.3 - Develop and manage marketing plans
PCF ID: 20008
| ID | Process | PCF ID | Metrics |
|---|---|---|---|
| 3.3.1 | Establish goals, objectives, and metrics for products/services by channel/segment | 10148 | Y |
| 3.3.2 | Establish marketing budgets | 10149 | Y |
| 3.3.3 | Develop and manage pricing | 20593 | N |
| 3.3.4 | Develop and manage promotional activities | 20010 | N |
| 3.3.5 | Track customer management measures | 10153 | Y |
| 3.3.6 | Analyze and respond to customer insight | 16613 | Y |
| 3.3.7 | Develop and manage packaging strategy | 10154 | N |
| 3.3.8 | Manage product marketing content | 16629 | N |
3.3.2 - Establish marketing budgets (4 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.3.2.1 | Confirm marketing alignment to business strategy | 10155 |
| 3.3.2.2 | Determine costs of marketing | 10156 |
| 3.3.2.3 | Create marketing budget | 10157 |
| 3.3.2.4 | Determine projected ROI for marketing investment | 17683 |
3.3.3 - Develop and manage pricing (10 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.3.3.1 | Understand resource requirements for each product/service and delivery channel/method | 20009 |
| 3.3.3.2 | Determine corporate incentives | 18948 |
| 3.3.3.3 | Determine pricing based on volume/unit forecast | 10163 |
| 3.3.3.4 | Execute pricing plan | 10164 |
| 3.3.3.5 | Evaluate pricing performance | 10165 |
| 3.3.3.6 | Refine pricing as needed | 10166 |
| 3.3.3.7 | Implement promotional pricing programs | 11495 |
| 3.3.3.8 | Implement other retail pricing programs | 11496 |
| 3.3.3.9 | Communicate and implement price changes | 11497 |
| 3.3.3.10 | Achieve regulatory approval for pricing | 17684 |
3.3.4 - Develop and manage promotional activities (8 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.3.4.1 | Define promotional concepts and objectives | 10167 |
| 3.3.4.2 | Develop marketing messages | 10159 |
| 3.3.4.3 | Define target audience | 10160 |
| 3.3.4.4 | Plan and test promotional activities | 10168 |
| 3.3.4.5 | Execute promotional activities | 10169 |
| 3.3.4.6 | Evaluate promotional performance metrics | 10170 |
| 3.3.4.7 | Refine promotional performance metrics | 10171 |
| 3.3.4.8 | Incorporate learning into future/planned consumer promotions | 10172 |
3.3.5 - Track customer management measures (5 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.3.5.1 | Determine customer lifetime value | 10173 |
| 3.3.5.2 | Analyze customer revenue trend | 10174 |
| 3.3.5.3 | Analyze customer attrition and retention rates | 10175 |
| 3.3.5.4 | Analyze customer metrics | 10176 |
| 3.3.5.5 | Revise customer strategies, objectives, and plans based on metrics | 10177 |
3.3.6 - Analyze and respond to customer insight (5 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.3.6.1 | Monitor and respond to social media activity | 16627 |
| 3.3.6.2 | Analyze customer website activity | 16614 |
| 3.3.6.3 | Analyze customer purchase patterns | 16615 |
| 3.3.6.4 | Develop business rules to provide personalized offers | 16616 |
| 3.3.6.5 | Monitor effectiveness of personalized offers and adjust offers accordingly | 16617 |
3.3.7 - Develop and manage packaging strategy (4 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.3.7.1 | Plan packaging strategy | 10178 |
| 3.3.7.2 | Test packaging options | 10179 |
| 3.3.7.3 | Execute packaging strategy | 10180 |
| 3.3.7.4 | Refine packaging | 10181 |
3.3.8 - Manage product marketing content (2 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.3.8.1 | Manage product images | 16630 |
| 3.3.8.2 | Manage product copy | 18130 |
3.4 - Develop sales strategy
PCF ID: 10103
| ID | Process | PCF ID | Metrics |
|---|---|---|---|
| 3.4.1 | Develop sales forecast | 10129 | Y |
| 3.4.2 | Develop sales partner/alliance relationships | 10130 | N |
| 3.4.3 | Establish overall sales budgets | 10131 | Y |
| 3.4.4 | Establish sales goals and measures | 10132 | Y |
| 3.4.5 | Establish customer management measures | 10133 | Y |
3.4.1 - Develop sales forecast (4 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.4.1.1 | Gather current and historic order information | 10134 |
| 3.4.1.2 | Analyze sales trends and patterns | 10135 |
| 3.4.1.3 | Generate sales forecast | 10136 |
| 3.4.1.4 | Analyze historical and planned promotions and events | 10137 |
3.4.2 - Develop sales partner/alliance relationships (12 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.4.2.1 | Identify alliance opportunities | 10138 |
| 3.4.2.2 | Design alliance programs and methods for selecting and managing relationships | 10139 |
| 3.4.2.3 | Select alliances | 10140 |
| 3.4.2.4 | Develop customer trade strategy and customer objectives/targets | 11465 |
| 3.4.2.5 | Define trade programs and funding options | 11521 |
| 3.4.2.6 | Conduct planning activities for major trade customers | 11466 |
| 3.4.2.7 | Develop partner and alliance management strategies | 10141 |
| 3.4.2.8 | Establish partner and alliance management goals | 10142 |
| 3.4.2.9 | Establish partner and alliance agreements | 18629 |
| 3.4.2.10 | Develop promotional and category management calendars (trade marketing calendars) | 11522 |
| 3.4.2.11 | Create strategic and tactical sales plans by customer | 11523 |
| 3.4.2.12 | Communicate planning information to customer teams | 11468 |
3.4.3 - Establish overall sales budgets (6 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.4.3.1 | Calculate product market share | 17682 |
| 3.4.3.2 | Calculate product revenue | 10143 |
| 3.4.3.3 | Determine variable costs | 10144 |
| 3.4.3.4 | Determine overhead and fixed costs | 10145 |
| 3.4.3.5 | Calculate net profit | 10146 |
| 3.4.3.6 | Create budget | 10147 |
3.5 - Develop and manage sales plans
PCF ID: 10105
| ID | Process | PCF ID | Metrics |
|---|---|---|---|
| 3.5.1 | Manage leads/opportunities | 10182 | Y |
| 3.5.2 | Manage customers and accounts | 10183 | Y |
| 3.5.3 | Develop and manage sales proposals, bids, and quotes | 11779 | Y |
| 3.5.4 | Manage sales orders | 10185 | Y |
| 3.5.5 | Manage sales partners and alliances | 10187 | N |
3.5.1 - Manage leads/opportunities (13 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.5.1.1 | Identify potential customers | 10188 |
| 3.5.1.2 | Identify/receive leads/opportunities | 10189 |
| 3.5.1.3 | Validate and qualify leads/opportunities | 18115 |
| 3.5.1.4 | Match opportunities to business strategy | 11773 |
| 3.5.1.5 | Develop opportunity win plans | 18116 |
| 3.5.1.6 | Manage opportunity pipeline | 20011 |
| 3.5.1.7 | Determine sales resource allocation | 10209 |
| 3.5.1.8 | Manage customer sales calls | 10184 |
| 3.5.1.8.1 | Perform sales calls | 10190 |
| 3.5.1.8.2 | Perform pre-sales activities | 10191 |
| 3.5.1.8.3 | Manage customer meetings/workshops | 20012 |
| 3.5.1.8.4 | Close the sale | 10192 |
| 3.5.1.8.5 | Record outcome of sales process | 10193 |
3.5.2 - Manage customers and accounts (7 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.5.2.1 | Select key customers/accounts | 20013 |
| 3.5.2.2 | Develop sales/key account plan | 11173 |
| 3.5.2.3 | Manage sales/key account plan | 20014 |
| 3.5.2.4 | Manage customer relationships | 11174 |
| 3.5.2.5 | Manage customer master data | 14208 |
| 3.5.2.5.1 | Collect and merge internal and third-party customer information | 16598 |
| 3.5.2.5.2 | De-duplicate customer data | 16599 |
3.5.3 - Develop and manage sales proposals, bids, and quotes (15 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.5.3.1 | Receive Request For Proposal (RFP)/Request For Quote (RFQ) | 11781 |
| 3.5.3.2 | Refine customer requirements | 11780 |
| 3.5.3.3 | Review RFP/RFQ request | 11782 |
| 3.5.3.4 | Perform competitive analysis | 11783 |
| 3.5.3.5 | Validate with strategy/business plans | 11784 |
| 3.5.3.6 | Understand customer business and requirements | 11785 |
| 3.5.3.7 | Develop solution and delivery approach | 20015 |
| 3.5.3.8 | Identify staffing requirements | 11787 |
| 3.5.3.9 | Develop pricing and scheduling estimates | 11788 |
| 3.5.3.10 | Conduct profitability analysis | 11789 |
| 3.5.3.11 | Manage internal reviews | 20016 |
| 3.5.3.12 | Manage internal approvals | 20017 |
| 3.5.3.13 | Submit/present bid/proposal/quote to customer | 11790 |
| 3.5.3.14 | Revise bid/proposal/quote | 20018 |
| 3.5.3.15 | Manage notification outcome | 11793 |
3.5.4 - Manage sales orders (16 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.5.4.1 | Accept and validate sales orders | 10194 |
| 3.5.4.2 | Collect and maintain account information | 10195 |
| 3.5.4.2.1 | Administer key account details | 10201 |
| 3.5.4.2.2 | Retrieve full customer details | 10202 |
| 3.5.4.2.3 | Modify involved party details | 10203 |
| 3.5.4.2.4 | Record address details | 10204 |
| 3.5.4.2.5 | Record contact details | 10205 |
| 3.5.4.2.6 | Record key customer communication profile details | 10206 |
| 3.5.4.2.7 | Review involved party information | 10207 |
| 3.5.4.2.8 | Terminate involved party information | 10208 |
| 3.5.4.3 | Determine availability | 10196 |
| 3.5.4.4 | Determine fulfillment process | 10197 |
| 3.5.4.5 | Enter orders into system | 10198 |
| 3.5.4.6 | Identify/perform cross-sell/up-sell activity | 17404 |
| 3.5.4.7 | Process back orders and updates | 10199 |
| 3.5.4.8 | Handle sales order inquiries including post-order fulfillment transactions | 10200 |
3.5.5 - Manage sales partners and alliances (7 elements)
| ID | Process | PCF ID |
|---|---|---|
| 3.5.5.1 | Provide sales and product/service training to sales partners/alliances | 10211 |
| 3.5.5.1.1 | Provide certification enablement training | 20019 |
| 3.5.5.1.2 | Manage certifications and skills | 20020 |
| 3.5.5.1.3 | Provide support to partners/alliances | 20021 |
| 3.5.5.2 | Provide marketing materials to sales partners/alliances | 18641 |
| 3.5.5.3 | Evaluate partner/alliance results | 10214 |
| 3.5.5.4 | Manage sales partner/alliance master data | 14209 |
Change Summary (v7.2.1 vs v6.1.1)
Changes are indicated by:
+XXXXX- New element added (PCF ID)-XXXXX- Element removedcXXXXX- Element changedNEW- Newly introduced in v7.2.1
Full Process List
Complete 202 elements
| Hierarchy ID | Name | PCF ID | Change |
|---|---|---|---|
| 3.0 | Market and Sell Products and Services | 10004 | +20008, -10104 |
| 3.1 | Understand markets, customers, and capabilities | 10101 | - |
| 3.1.1 | Perform customer and market intelligence analysis | 10106 | c10111, c10112 |
| 3.1.1.1 | Conduct customer and market research | 10108 | +10114 |
| 3.1.1.1.1 | Understand consumer needs and predict customer purchasing be... | 10114 | NEW |
| 3.1.1.2 | Identify market segments | 10109 | +10115 |
| 3.1.1.2.1 | Determine market share gain/loss | 10115 | NEW |
| 3.1.1.3 | Analyze market and industry trends | 10110 | - |
| 3.1.1.4 | Analyze competing organizations, competitive/substitute prod... | 10111 | RENAME, WAS:Analyze competing organizations, competitive/substitute products |
| 3.1.1.5 | Evaluate existing products/services | 10112 | RENAME, WAS:Evaluate existing products/brands |
| 3.1.1.6 | Assess internal and external business environment | 10113 | - |
| 3.1.2 | Evaluate and prioritize market opportunities | 10107 | - |
| 3.1.2.1 | Quantify market opportunities | 10116 | - |
| 3.1.2.2 | Determine target segments | 10117 | +18941 |
| 3.1.2.2.1 | Identify under-served and saturated market segments | 18941 | NEW |
| 3.1.2.3 | Prioritize opportunities consistent with capabilities and ov... | 10118 | - |
| 3.1.2.4 | Validate opportunities | 10119 | +10120, +10121 |
| 3.1.2.4.1 | Test with customers/consumers | 10120 | NEW |
| 3.1.2.4.2 | Confirm internal capabilities | 10121 | NEW |
| 3.2 | Develop marketing strategy | 10102 | +20000, +20006, +16848, +18924, -10122, c10123 |
| 3.2.1 | Define offering and customer value proposition | 11168 | - |
| 3.2.1.1 | Define offering and positioning | 11169 | - |
| 3.2.1.2 | Develop value proposition including brand positioning for ta... | 11170 | - |
| 3.2.1.3 | Validate value proposition with target segments | 11171 | - |
| 3.2.1.4 | Develop new branding | 11172 | - |
| 3.2.2 | Define pricing strategy | 10123 | +13169, +19999, c10124, c10125, RENAME, WAS:Define pricing strategy to align to value proposition |
| 3.2.2.1 | Conduct pricing analysis | 13169 | NEW |
| 3.2.2.2 | Establish guidelines for applying pricing and discounting of... | 10124 | RENAME, WAS:Establish guidelines for applying pricing of products/services |
| 3.2.2.3 | Establish pricing targets | 19999 | NEW |
| 3.2.2.4 | Approve pricing strategies/policies and targets | 10125 | RENAME, WAS:Approve pricing strategies/policies |
| 3.2.3 | Define and manage channel strategy | 20000 | +20001, +20002, +20003, +20004, +20005, c10126, c10127, NEW |
| 3.2.3.1 | Determine channels to be supported | 20001 | NEW |
| 3.2.3.2 | Establish channel objectives | 20002 | NEW |
| 3.2.3.3 | Determine channel role and fit with target segments | 10127 | RENAME, WAS:Determine channel fit with target segments |
| 3.2.3.4 | Select channels for target segments | 10128 | - |
| 3.2.3.5 | Identify required channel capabilities | 20003 | NEW |
| 3.2.3.6 | Evaluate channel attributes and potential partners | 10126 | RENAME, WAS:Evaluate channel attributes and partners |
| 3.2.3.7 | Orchestrate seamless customer experience across supported ch... | 20004 | +16590, +16591, +16592, NEW |
| 3.2.3.7.1 | Define omni-channel strategy | 16590 | NEW |
| 3.2.3.7.2 | Define omni-channel requirements | 16591 | NEW |
| 3.2.3.7.3 | Develop omni-channel policies and procedures | 16592 | NEW |
| 3.2.3.8 | Develop and manage execution roadmap | 20005 | NEW |
| 3.2.4 | Analyze and manage channel performance | 20006 | +16573, +16574, +16575, +16500, +16501, NEW |
| 3.2.4.1 | Establish channel-specific metrics and targets | 16573 | NEW |
| 3.2.4.2 | Monitor and report performance | 16574 | NEW |
| 3.2.4.3 | Monitor and report events influencing factors | 16575 | NEW |
| 3.2.4.4 | Analyze performance | 16500 | NEW |
| 3.2.4.5 | Develop plan for improvements | 16501 | NEW |
| 3.2.5 | Develop marketing communication strategy | 16848 | +16849, +16850, +16851, +16852, +16853, +16854, +16855, +18627, NEW |
| 3.2.5.1 | Develop customer communication calendar | 16849 | NEW |
| 3.2.5.2 | Define public relations (PR) strategy | 16850 | NEW |
| 3.2.5.3 | Define direct marketing strategy | 16851 | NEW |
| 3.2.5.4 | Define internal marketing communication strategy | 16852 | NEW |
| 3.2.5.5 | Identify new media for marketing communication | 16853 | NEW |
| 3.2.5.6 | Define new media communication strategy | 16854 | NEW |
| 3.2.5.7 | Define point of sale (POS) communication strategy | 16855 | NEW |
| 3.2.5.8 | Define communication guidelines and mechanisms | 18627 | NEW |
| 3.2.6 | Design and manage customer loyalty program | 18924 | +20007, +18925, +18926, +16633, +18927, NEW |
| 3.2.6.1 | Define customer loyalty program | 20007 | NEW |
| 3.2.6.2 | Acquire members to customer loyalty program | 18925 | NEW |
| 3.2.6.3 | Build engagement and relationship with members | 18926 | NEW |
| 3.2.6.4 | Monitor customer loyalty program benefits to the enterprise ... | 16633 | NEW |
| 3.2.6.5 | Optimize loyalty program value to both the enterprise and th... | 18927 | NEW |
| 3.3 | Develop and manage marketing plans | 20008 | +20593, +20010, +16613, +16629, c10148, NEW |
| 3.3.1 | Establish goals, objectives, and metrics for products/servic... | 10148 | RENAME, WAS:Establish goals, objectives, and metrics for products by channels/segments |
| 3.3.2 | Establish marketing budgets | 10149 | +17683 |
| 3.3.2.1 | Confirm marketing alignment to business strategy | 10155 | - |
| 3.3.2.2 | Determine costs of marketing | 10156 | - |
| 3.3.2.3 | Create marketing budget | 10157 | - |
| 3.3.2.4 | Determine projected ROI for marketing investment | 17683 | NEW |
| 3.3.3 | Develop and manage pricing | 20593 | +20009, +18948, +11495, +11496, +11497, +17684, NEW |
| 3.3.3.1 | Understand resource requirements for each product/service an... | 20009 | NEW |
| 3.3.3.2 | Determine corporate incentives | 18948 | NEW |
| 3.3.3.3 | Determine pricing based on volume/unit forecast | 10163 | - |
| 3.3.3.4 | Execute pricing plan | 10164 | - |
| 3.3.3.5 | Evaluate pricing performance | 10165 | - |
| 3.3.3.6 | Refine pricing as needed | 10166 | - |
| 3.3.3.7 | Implement promotional pricing programs | 11495 | NEW |
| 3.3.3.8 | Implement other retail pricing programs | 11496 | NEW |
| 3.3.3.9 | Communicate and implement price changes | 11497 | NEW |
| 3.3.3.10 | Achieve regulatory approval for pricing | 17684 | NEW |
| 3.3.4 | Develop and manage promotional activities | 20010 | c10167, NEW |
| 3.3.4.1 | Define promotional concepts and objectives | 10167 | RENAME, WAS:Define promotional concepts |
| 3.3.4.2 | Develop marketing messages | 10159 | - |
| 3.3.4.3 | Define target audience | 10160 | - |
| 3.3.4.4 | Plan and test promotional activities | 10168 | - |
| 3.3.4.5 | Execute promotional activities | 10169 | - |
| 3.3.4.6 | Evaluate promotional performance metrics | 10170 | - |
| 3.3.4.7 | Refine promotional performance metrics | 10171 | - |
| 3.3.4.8 | Incorporate learning into future/planned consumer promotions | 10172 | - |
| 3.3.5 | Track customer management measures | 10153 | c10173 |
| 3.3.5.1 | Determine customer lifetime value | 10173 | RENAME, WAS:Determine customer loyalty/lifetime value |
| 3.3.5.2 | Analyze customer revenue trend | 10174 | - |
| 3.3.5.3 | Analyze customer attrition and retention rates | 10175 | - |
| 3.3.5.4 | Analyze customer metrics | 10176 | - |
| 3.3.5.5 | Revise customer strategies, objectives, and plans based on m... | 10177 | - |
| 3.3.6 | Analyze and respond to customer insight | 16613 | +16627, +16614, +16615, +16616, +16617, NEW |
| 3.3.6.1 | Monitor and respond to social media activity | 16627 | NEW |
| 3.3.6.2 | Analyze customer website activity | 16614 | NEW |
| 3.3.6.3 | Analyze customer purchase patterns | 16615 | NEW |
| 3.3.6.4 | Develop business rules to provide personalized offers | 16616 | NEW |
| 3.3.6.5 | Monitor effectiveness of personalized offers and adjust offe... | 16617 | NEW |
| 3.3.7 | Develop and manage packaging strategy | 10154 | - |
| 3.3.7.1 | Plan packaging strategy | 10178 | - |
| 3.3.7.2 | Test packaging options | 10179 | - |
| 3.3.7.3 | Execute packaging strategy | 10180 | - |
| 3.3.7.4 | Refine packaging | 10181 | - |
| 3.3.8 | Manage product marketing content | 16629 | +16630, +18130, NEW |
| 3.3.8.1 | Manage product images | 16630 | NEW |
| 3.3.8.2 | Manage product copy | 18130 | NEW |
| 3.4 | Develop sales strategy | 10103 | - |
| 3.4.1 | Develop sales forecast | 10129 | - |
| 3.4.1.1 | Gather current and historic order information | 10134 | - |
| 3.4.1.2 | Analyze sales trends and patterns | 10135 | - |
| 3.4.1.3 | Generate sales forecast | 10136 | - |
| 3.4.1.4 | Analyze historical and planned promotions and events | 10137 | - |
| 3.4.2 | Develop sales partner/alliance relationships | 10130 | +11465, +11521, +11466, +18629, +11522, +11523, +11468 |
| 3.4.2.1 | Identify alliance opportunities | 10138 | - |
| 3.4.2.2 | Design alliance programs and methods for selecting and manag... | 10139 | - |
| 3.4.2.3 | Select alliances | 10140 | - |
| 3.4.2.4 | Develop customer trade strategy and customer objectives/targ... | 11465 | NEW |
| 3.4.2.5 | Define trade programs and funding options | 11521 | NEW |
| 3.4.2.6 | Conduct planning activities for major trade customers | 11466 | NEW |
| 3.4.2.7 | Develop partner and alliance management strategies | 10141 | - |
| 3.4.2.8 | Establish partner and alliance management goals | 10142 | - |
| 3.4.2.9 | Establish partner and alliance agreements | 18629 | NEW |
| 3.4.2.10 | Develop promotional and category management calendars (trade... | 11522 | NEW |
| 3.4.2.11 | Create strategic and tactical sales plans by customer | 11523 | NEW |
| 3.4.2.12 | Communicate planning information to customer teams | 11468 | NEW |
| 3.4.3 | Establish overall sales budgets | 10131 | +17682 |
| 3.4.3.1 | Calculate product market share | 17682 | NEW |
| 3.4.3.2 | Calculate product revenue | 10143 | - |
| 3.4.3.3 | Determine variable costs | 10144 | - |
| 3.4.3.4 | Determine overhead and fixed costs | 10145 | - |
| 3.4.3.5 | Calculate net profit | 10146 | - |
| 3.4.3.6 | Create budget | 10147 | - |
| 3.4.4 | Establish sales goals and measures | 10132 | - |
| 3.4.5 | Establish customer management measures | 10133 | - |
| 3.5 | Develop and manage sales plans | 10105 | +11779, -10186, c10182 |
| 3.5.1 | Manage leads/opportunities | 10182 | +18115, +11773, +18116, +20011, c10184, c10189, RENAME, WAS:Generate leads |
| 3.5.1.1 | Identify potential customers | 10188 | - |
| 3.5.1.2 | Identify/receive leads/opportunities | 10189 | RENAME, WAS:Identify leads |
| 3.5.1.3 | Validate and qualify leads/opportunities | 18115 | NEW |
| 3.5.1.4 | Match opportunities to business strategy | 11773 | NEW |
| 3.5.1.5 | Develop opportunity win plans | 18116 | NEW |
| 3.5.1.6 | Manage opportunity pipeline | 20011 | NEW |
| 3.5.1.7 | Determine sales resource allocation | 10209 | - |
| 3.5.1.8 | Manage customer sales calls | 10184 | +20012, RENAME, WAS:Manage customer sales |
| 3.5.1.8.1 | Perform sales calls | 10190 | - |
| 3.5.1.8.2 | Perform pre-sales activities | 10191 | - |
| 3.5.1.8.3 | Manage customer meetings/workshops | 20012 | NEW |
| 3.5.1.8.4 | Close the sale | 10192 | - |
| 3.5.1.8.5 | Record outcome of sales process | 10193 | - |
| 3.5.2 | Manage customers and accounts | 10183 | +20013, +20014 |
| 3.5.2.1 | Select key customers/accounts | 20013 | NEW |
| 3.5.2.2 | Develop sales/key account plan | 11173 | - |
| 3.5.2.3 | Manage sales/key account plan | 20014 | NEW |
| 3.5.2.4 | Manage customer relationships | 11174 | - |
| 3.5.2.5 | Manage customer master data | 14208 | +16598, +16599 |
| 3.5.2.5.1 | Collect and merge internal and third-party customer informat... | 16598 | NEW |
| 3.5.2.5.2 | De-duplicate customer data | 16599 | NEW |
| 3.5.3 | Develop and manage sales proposals, bids, and quotes | 11779 | +11781, +11780, +11782, +11783, +11784, +11785, +20015, +11787, +11788, +11789, +20016, +20017, +11790, +20018, +11793, NEW |
| 3.5.3.1 | Receive Request For Proposal (RFP)/Request For Quote (RFQ) | 11781 | NEW |
| 3.5.3.2 | Refine customer requirements | 11780 | NEW |
| 3.5.3.3 | Review RFP/RFQ request | 11782 | NEW |
| 3.5.3.4 | Perform competitive analysis | 11783 | NEW |
| 3.5.3.5 | Validate with strategy/business plans | 11784 | NEW |
| 3.5.3.6 | Understand customer business and requirements | 11785 | NEW |
| 3.5.3.7 | Develop solution and delivery approach | 20015 | NEW |
| 3.5.3.8 | Identify staffing requirements | 11787 | NEW |
| 3.5.3.9 | Develop pricing and scheduling estimates | 11788 | NEW |
| 3.5.3.10 | Conduct profitability analysis | 11789 | NEW |
| 3.5.3.11 | Manage internal reviews | 20016 | NEW |
| 3.5.3.12 | Manage internal approvals | 20017 | NEW |
| 3.5.3.13 | Submit/present bid/proposal/quote to customer | 11790 | NEW |
| 3.5.3.14 | Revise bid/proposal/quote | 20018 | NEW |
| 3.5.3.15 | Manage notification outcome | 11793 | NEW |
| 3.5.4 | Manage sales orders | 10185 | +17404, c10195, c10198, c10200 |
| 3.5.4.1 | Accept and validate sales orders | 10194 | - |
| 3.5.4.2 | Collect and maintain account information | 10195 | +10201, +10202, +10203, +10204, +10205, +10206, +10207, +10208, RENAME, WAS:Collect and maintain customer account information |
| 3.5.4.2.1 | Administer key account details | 10201 | NEW |
| 3.5.4.2.2 | Retrieve full customer details | 10202 | NEW |
| 3.5.4.2.3 | Modify involved party details | 10203 | NEW |
| 3.5.4.2.4 | Record address details | 10204 | NEW |
| 3.5.4.2.5 | Record contact details | 10205 | NEW |
| 3.5.4.2.6 | Record key customer communication profile details | 10206 | NEW |
| 3.5.4.2.7 | Review involved party information | 10207 | NEW |
| 3.5.4.2.8 | Terminate involved party information | 10208 | NEW |
| 3.5.4.3 | Determine availability | 10196 | - |
| 3.5.4.4 | Determine fulfillment process | 10197 | - |
| 3.5.4.5 | Enter orders into system | 10198 | RENAME, WAS:Enter orders into system and identify/perform cross-sell/up-sell activity |
| 3.5.4.6 | Identify/perform cross-sell/up-sell activity | 17404 | NEW |
| 3.5.4.7 | Process back orders and updates | 10199 | - |
| 3.5.4.8 | Handle sales order inquiries including post-order fulfillmen... | 10200 | RENAME, WAS:Handle order inquiries including post-order fulfillment transactions |
| 3.5.5 | Manage sales partners and alliances | 10187 | +18641, -10212, -10213, c10211, c14209 |
| 3.5.5.1 | Provide sales and product/service training to sales partners... | 10211 | +20019, +20020, +20021, RENAME, WAS:Provide sales and product training to sales partners/alliances |
| 3.5.5.1.1 | Provide certification enablement training | 20019 | NEW |
| 3.5.5.1.2 | Manage certifications and skills | 20020 | NEW |
| 3.5.5.1.3 | Provide support to partners/alliances | 20021 | NEW |
| 3.5.5.2 | Provide marketing materials to sales partners/alliances | 18641 | NEW |
| 3.5.5.3 | Evaluate partner/alliance results | 10214 | - |
| 3.5.5.4 | Manage sales partner/alliance master data | 14209 | RENAME, WAS:Manage channel partner master data |
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