This process group covers the groundwork that sits behind a sales organisation before targets reach individual sellers. It takes in forecasting from order history and trend analysis, the selection and governance of partners and alliances, and the trade planning carried out with major customers. It also covers building the sales budget from share, revenue, variable and fixed cost and net profit figures, together with the goals, measures and customer measures used to steer selling.
The graph holds this control, the 0 it maps to, and the evidence behind each claim, over MCP and REST.