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Chapter 7. Transforming Customer Contact... > The Basics of Selling-Chain Manageme...

The Basics of Selling-Chain Management

Selling-chain management is an application framework that helps sell better—and more effectively—across all channels (see Figure 7.1) by establishing linkages between previously disconnected sales functions within a company and the firm's sales processes. Such links integrate the complete sales cycle: initial customer contact, configuration, and ordering. The strength of selling-chain management is that it can enable the creation of new revenue channels while simultaneously improving the effectiveness of a company's existing channels.

Figure 7.1. Types of Sales Channels



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