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Applications Administration Guide
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Enterprise Selling Process
This chapter contains the following topics:
About Enterprise Selling Process
Using ESP Methodology to Manage Accounts
Scenario for Enterprise Selling Process
Process of Enterprise Selling
Adding ESP Business Unit and Service Unit Information
Adding ESP Business and Service Unit Offerings
Conducting an ESP Organizational Analysis
Charting the Organization's Reporting Structure
Adding Partners for ESP Analysis
Viewing the BU/SU Offering Summary
Adding ESP Objectives
Adding ESP Account Plan Highlights
Viewing an ESP Manager's Review
Generating ESP Account Plan and Account Map Reports
Applications Administration Guide