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  • 04 - Marketing Information Systems and The Sales Order Process - For Students

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    Shantam
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    Marketing information systems help support sales and order processes in ERP systems. There are two main types of data - transactional data generated from business events and master data that remains consistent over time like customer information. The sales order process involves pre-sales activities, order entry, checking availability, order fulfillment through picking, packing and shipment, invoicing the customer, and receipt of payment. ERP systems are configured to model a company's specific business processes for activities like order management.

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    04--Marketing Information Systems and the Sales Order Process--For Students

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    Marketing information systems help support sales and order processes in ERP systems. There are two main types of data - transactional data generated from business events and master data that remains consistent over time like customer information. The sales order process involves pre-sales activities, order entry, checking availability, order fulfillment through picking, packing and shipment, invoicing the customer, and receipt of payment. ERP systems are configured to model a company's specific business processes for activities like order management.

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    Download as PDF, TXT or read online from Scribd
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    361 views13 pages

    04 - Marketing Information Systems and The Sales Order Process - For Students

    Uploaded by

    Shantam
    Marketing information systems help support sales and order processes in ERP systems. There are two main types of data - transactional data generated from business events and master data that remains consistent over time like customer information. The sales order process involves pre-sales activities, order entry, checking availability, order fulfillment through picking, packing and shipment, invoicing the customer, and receipt of payment. ERP systems are configured to model a company's specific business processes for activities like order management.

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    of 13

    3/31/2010

    MARKETING INFORMATION SYSTEMS AND THE SALES ORDER PROCESS

    Spring 2010

    Fundamentals of Business Information Systems

    Important Concept: ERP Data


    : frequently used data that remains the same over a long period of time.
    Often shared Of h db between diff different organizational i i l units i and among processes. Examples: customer information (address, contact info, etc.), material data, and more.

    : transitory y information generated g from independent business transactions.


    Customer orders, payment records, etc. Will be archived and accessible over time, but not reused with regularity.

    3/31/2010

    Transaction Data vs. Master Data

    Marketing Information Systems (MKIS) Overview MKIS defined: "set of procedures and methods for the regular, planned collection, analysis and presentation of information for use in marketing decisions" (American Marketing Association) Core ERP functionality. Commonly includes:
    Sales support and facilitation activities Order receipt and entry Shipping and Transportation (Logistics) Billing Credit Management

    3/31/2010

    Business Process in Depth: Sales Order Process


    Pre-sales Activities Sales Order Entry Check Availability Pick Materials Pack Materials Post Goods Issue

    Receipt of Customer Payment Invoice Customer

    Pre-Sales Activities
    : creating/tracking customer contact, communication, and other sales-related activity
    Phone call Ph ll records, d meetings, i l letters, sales l promotions i received, past interest, Internet activity, etc.

    : documents prepared to encourage and/or facilitate successful customer transactions.


    Identify possible sale and determine sale probability. Useful for

    3/31/2010

    Typical pre-sale documents


    --request from current/potential customer for information needed to evaluate and potentially place an order order. No commitment commitment. --legally binding representation by seller of product availability, price, selling terms, and fulfillment. Commonly given in response to an inquiry.
    In SAP, distinction between inquiries and quotations is subtle. Key concept: who initiated the process. Configuration permits "instantaneous" response to inquiry, eliminating inquiry-to-quotation cycle time.

    ERP Sales Support


    Goal: equip salesperson with all information needed to negotiate and complete sale. Information needed:
    Past sales activity Past communication Contact information General company info Credit limits and usage Current backorders

    3/31/2010

    Customer Relationship Management (CRM)


    CRM premise:

    More expensive to gain new customers than it is to keep existing ones. Learn more about customers to better meet needs.

    Ongoing relationship more valuable than sequence of independent transactions Most companies generate growth by

    SAP CRM Solution Map


    SAP ERP includes very basic CRM functionality ("CRM Light"). More functional CRM system available as part of SAP Business Suite Suite.

    SAP CRM Demo Oracle (Siebel) CRM

    3/31/2010

    Business Process in Depth: Sales Order Process


    Pre-sales Activities

    Sales Order Entry


    Check Availability Pick Materials Pack Materials Post Goods Issue

    Receipt of Customer Payment Invoice Customer

    Order Entry
    Orders may originate in many ways: phone calls, faxes, given to salespeople, etc.
    Both inquiries and quotations can be used as the basis f order for d entry.

    legally binding request for product purchase. Accepted or rejected (as is) by seller. Key order entry elements:
    Capture all necessary information at one time. Ensure order terms, PO match quotation quotation--may may vary among customers. Verify eligibility to order (credit, product restrictions, etc.) Company willing/able to accept order.

    Customer and product master data used in this process

    3/31/2010

    Creating an Order
    Customer Master Sold-to party 2540-00 For Delivery: 12/25/xxxx Item Material 1 1400-500-00 2 1400-100-00 Quantity 30 20 Shipping Config. Price 18.75 23.22

    Material Master

    Condition Data

    When sales order created in SAP, data copied from:


    Customer Master Material Master Condition Records for Pricing Configuration Tables for shipping point and route.

    Data can also be copied from an inquiry or quote.

    Business Process in Depth: Sales Order Process


    Pre-sales Activities Sales Order Entry

    Check Ch k Availability
    Pick Materials Pack Materials Post Goods Issue

    Receipt of Customer Payment Invoice Customer

    3/31/2010

    Check Availability
    Product currently available? When will it be available? C b Can be part of f order d acceptance process. How the product will be supplied. Possibilities:
    Stock on hand Planned production Expected order receipt Make-to-order production Shipped directly from external supplier Shipped from another plant or warehouse

    Business Process in Depth: Sales Order Process


    Pre-sales Activities Sales Order Entry Check Availability

    Receipt of Customer Payment Invoice Customer

    Pick Materials Pack Materials

    Post Goods Issue

    3/31/2010

    Order Fulfillment
    Creating picking orders (requests to warehouse for fulfillment) Creating delivery documents (shipping manifests) Provide packing information (if required) Post Goods Issue:

    Delivery Alternatives

    Sales Order

    Delivery Delivery

    Sales Order

    Delivery Delivery

    Sales Order Sales Order

    Delivery

    3/31/2010

    Business Process in Depth: Sales Order Process


    Pre-sales Activities Sales Order Entry Check Availability Pick Materials Pack Materials Post Goods Issue

    Receipt of Customer Payment

    Invoice Customer

    Invoicing/Billing the customer


    Document uses transaction data from order and delivery document, along with customer master data. data
    Discrepancy resolution

    Creating an invoice increases

    10

    3/31/2010

    Billing
    Sales Order Delivery Invoice Invoice Sales Order Delivery Delivery Sales Order Sales Order Delivery Delivery Delivery Invoice Invoice Invoice

    Invoice splits can be used to bill for different items like materials and services. Collective invoices can be used to consolidate deliveries onto one invoice to minimize paperwork.

    Business Process in Depth: Sales Order Process


    Pre-sales Activities Sales Order Entry Check Availability Pick Materials Pack Materials Post Goods Issue

    Receipt of Customer Payment y


    Invoice Customer

    11

    3/31/2010

    Payment
    Payment--final step in order management cycle. Includes:
    Posting payments against invoices. Reconciling differences, if necessary.

    May not always go as planned (material not in stock, defective material returned for credit, etc.). System must account for these. these Failure to pay may generate

    Posting Payments
    Invoice 1 Invoice 2 Invoice 3 Invoice 4
    First National Bank 2132 123123 54545 345 34

    Acme Corp.
    Pay to $

    4325 Dollars

    Customers may send one check to cover multiple invoices. May also send check for less than the full amount due. Must be allocated on account. Payment posting is performed by the accounts receivable department.

    12

    3/31/2010

    SAP Document Flow

    Business Process and Configuration


    Order process one example of many business processes which is modeled/facilitated in ERP systems. systems Process can be customized based on individual company processes.

    13

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