etom17.5版流程详细描述.xlsx

etom17.5版流程详细描述.xlsx

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BusinessProcessFrameworkSuiteGB921-BusinessProcessFrameworkProcessesinExcelRelease17.5.1April2018LatestUpdate:

TMForumRelease17.5.1TMForumApprovedSuitableforConformanceVersion17.5.1IPRMode:

RANDTMForum2018.AllRightsReserved.FrameworxProcessCategoryProcessIdentifierOriginalProcessIdentifierMarketStrategy&Policy

（2）eTOMProcessType1.1.11.2.1.1Gather&AnalyzeMarketInformation（3）eTOMProcessType1.1.1.11.2.1.1.1GatherMarketInformation（4）eTOMProcessType1.1.1.1.11.2.1.1.1.1AnalyzeMarketInformation（4）eTOMProcessType1.1.1.1.21.2.1.1.1.2EstablishMarketStrategy（3）eTOMProcessType1.1.1.21.2.1.1.2EstablishMarketParticipation（4）eTOMProcessType1.1.1.2.11.2.1.1.2.1EstablishMarketStrategyObjectives（4）eTOMProcessType1.1.1.2.21.2.1.1.2.2SupportMarketStrategy（4）eTOMProcessType1.1.1.2.31.2.1.1.2.3TMForum2018.AllRightsReserved.IdentifyEnterpriseareastomeetmarketstrategyobjectives（4）eTOMProcessType1.1.1.2.41.2.1.1.2.4EstablishMarketSegments（3）eTOMProcessType1.1.1.31.2.1.1.3IdentifyMarketSegments（4）eTOMProcessType1.1.1.3.11.2.1.1.3.1ManageMarketSegmentsoutcome（4）eTOMProcessType1.1.1.3.21.2.1.1.3.2Reporting-SpecificMarketSegments（4）eTOMProcessType1.1.1.3.31.2.1.1.3.3LinkMarketSegments&Products（3）eTOMProcessType1.1.1.41.2.1.1.4Linkconsumptionprofiles&availableproductfamilies（4）eTOMProcessType1.1.1.4.11.2.1.1.4.1Identifypotentialnewproductfamiliesformarketsegments（4）eTOMProcessType1.1.1.4.21.2.1.1.4.2AnalyzeMarketSegmentpurchaseandissues（4）eTOMProcessType1.1.1.4.31.2.1.1.4.3GainCommitmenttoMarketingStrategy（3）eTOMProcessType1.1.1.51.2.1.1.5IdentifyStakeholderstoMarketStrategy（4）eTOMProcessType1.1.1.5.11.2.1.1.5.1GainMarketStrategyStakeholderapproval（4）eTOMProcessType1.1.1.5.21.2.1.1.5.2GainEnterpriseCommitmenttoMarketStrategy（4）eTOMProcessType1.1.1.5.31.2.1.1.5.3TMForum2018.AllRightsReserved.SalesStrategy&Planning

（2）eTOMProcessType1.1.21.2.1.8DevelopSalesRelationship（3）eTOMProcessType1.1.2.1newEstablishSalesBudget（3）eTOMProcessType1.1.2.2N/ANewProcessEstablishSalesGoalsandMeasures（3）eTOMProcessType1.1.2.3N/ANewProcessTMForum2018.AllRightsReserved.DevelopSalesChannelStrategy（3）eTOMProcessType1.1.2.4N/ANewProcessEstablishRevenueCoveragePlan（3）eTOMProcessType1.1.2.5N/ANewProcessSalesForecasting

（2）eTOMProcessType1.1.31.2.1.9SetSalesForecastGoal（3）eTOMProcessType1.1.3.1GatherForecastData（3）eTOMProcessType1.1.3.2GatherIndustryForecastData（4）eTOMProcessType1.1.3.2.1GatherEnvironmentalForecastData（4）eTOMProcessType1.1.3.2.2DevelopSalesForecast（3）eTOMProcessType1.1.3.3TMForum2018.AllRightsReserved.ChooseForecastModel（4）eTOMProcessType1.1.3.3.1AnalyzeForecastData（4）eTOMProcessType1.1.3.3.2PrepareSalesForecast（4）eTOMProcessType1.1.3.3.3ApproveSalesForecast（4）eTOMProcessType1.1.3.3.4DistributeSalesForecast（3）eTOMProcessType1.1.3.4EvaluateSalesForecastOutcomes（3）eTOMProcessType1.1.3.5SalesDevelopment

（2）eTOMProcessType1.1.51.2.1.6TMForum2018.AllRightsReserved.MonitorSales&ChannelBestPractice（3）eTOMProcessType1.1.5.11.2.1.6.1DevelopSales&ChannelRequirements（4）eTOMProcessType1.1.5.1.11.2.1.6.1.1MonitorSales&ChannelPractices（4）eTOMProcessType1.1.5.1.21.2.1.6.1.2TMForum2018.AllRightsReserved.DevelopSales&ChannelProposals（3）eTOMProcessType1.1.5.21.2.1.6.2CreateSalesProposals（4）eTOMProcessType1.1.5.2.11.2.1.6.2.1GainSalesProposalsApproval（4）eTOMProcessType1.1.5.2.21.2.1.6.2.2TMForum2018.AllRightsReserved.DevelopNewSalesChannels&Processes（3）eTOMProcessType1.1.5.31.2.1.6.3DevelopExternalRelationships（4）eTOMProcessType1.1.5.3.11.2.1.6.3.1ManageProcess&ChannelCoordination（4）eTOMProcessType1.1.5.3.21.2.1.6.3.2DefineProcesses&Channels（4）eTOMProcessType1.1.5.3.31.2.1.6.3.3TMForum2018.AllRightsReserved.MarketSalesSupport&Readiness

（2）eTOMProcessType1.1.71.1.1.20TMForum2018.AllRightsReserved.SupportSelling（3）eTOMProcessType1.1.7.21.1.1.20.7EnsureSellingCapability（4）eTOMProcessType1.1.7.2.11.1.1.20.7.1TMForum2018.AllRightsReserved.ManageSalesChannels（4）eTOMProcessType1.1.7.2.21.1.1.20.7.2ManageSalesLeads（4）eTOMProcessType1.1.7.2.31.1.1.20.7.3TMForum2018.AllRightsReserved.UndertakeSellingTrendAnalysis（4）eTOMProcessType1.1.7.2.41.1.1.20.7.4ManageSalesInventory（3）eTOMProcessType1.1.7.41.1.1.20.12IdentifyRelevantSalesInventoryInformation（4）eTOMProcessType1.1.7.4.11.1.1.20.12.1MaintainSalesInventoryfacilities（4）eTOMProcessType1.1.7.4.21.1.1.20.12.2ManageSalesInventoryCapture（4）eTOMProcessType1.1.7.4.31.1.1.20.12.3ControlSalesInventoryAccess（4）eTOMProcessType1.1.7.4.41.1.1.20.12.4TMForum2018.AllRightsReserved.EnsureSalesInventoryDataQuality（4）eTOMProcessType1.1.7.4.51.1.1.20.12.5TrackSalesInventoryUsage（4）eTOMProcessType1.1.7.4.61.1.1.20.12.6IdentifySalesInventoryShortcomings（4）eTOMProcessType1.1.7.4.71.1.1.20.12.7TMForum2018.AllRightsReserved.SalesChannelManagement

（2）eTOMProcessType1.1.81.1.1.19TMForum2018.AllRightsReserved.Selling

（2）eTOMProcessType1.1.91.1.1.4QualifySellingOpportunity（3）eTOMProcessType1.1.9.11.1.1.4.2TMForum2018.AllRightsReserved.DefineAlternative/Customized