Ideas in Enterprise Resource Planning second Edition Chapter 3 Marketing Information Systems and the Sales Order Proc

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Ideas in Enterprise Resource Planning 2 nd Edition Chapter 3 Marketing Information Systems and the Sales Order Process

Chapter Objectives Describe the un-incorporated deals procedures of Fitter Snacker, an imaginary organization whose operations are utilized for instance Explain why un-incorporated Sales and Marketing data frameworks prompt to far reaching wastefulness, higher costs, lost benefits, and client disappointment Discuss deals and dispersion in SAP's R/3 framework, and clarify how incorporated information sharing expands vast productivity Describe how SAP R/3 forms a standard deals arrange Describe the advantages of Customer Relationship Management programming, a helpful expansion of ERP programming

Introduction In many organizations, the showcasing capacity either chooses or has a key part in choosing: What items to create How quite a bit of every item to create How the items are to be advanced and promoted How the items ought to be appropriated for greatest consumer loyalty What cost ought to be charged for the items

Introduction Marketing and Sales is included in producing key information: Recording deals Creating client charges (solicitations) Allocating credit to clients An incorporated data framework considers effective utilization of exchange information Common database implies information is predictable between useful territories, yet Incorrect information from one module will extend to different modules

Overview of Fitter Snacker Fictitious Fitter Snacker Company produces two cafe: NRG-A: "Propelled Energy" NRG-B: "Working out proteins" Fitter Snacker has two deals divisions: Wholesale: offers to mediators who circulate bars to little shops, candy machine administrators, wellbeing nourishment stores Direct: substantial supermarkets, donning merchandise stores, other huge chain stores

Overview of Fitter Snacker Direct Sales: offers volume rebates to empower huge requests which are more proficient to process Wholesale: charges bring down settled cost since client requests are as of now huge (generally, the client would be taken care of by Direct division) Both divisions offer terms of 2-10, net 30 Customers get a 2 percent markdown in the event that they pay their solicitations inside 10 days Invoice is expected in 30 days Fitter Snacker additionally offers bars in store-mark wrappers for a few chains

Problems with Fitter Snacker's Sales Process Fitter Snacker has isolate data frameworks for three practical regions: Sales arrange handling Warehouse administration Accounting Sales exchange information is imparted to bookkeeping by means of occasional document exchanges Credit information is shared amongst bookkeeping and deals through paper printout High number of manual exchanges prompts to numerous open doors for information blunder

Sales Process The Sales Process includes a progression of steps that require coordination between: Sales Warehouse Accounting Receiving Note that assembling is not for the most part required in the business procedure as NRG bars are typically sold from distribution center stock

Sales Process

Quotations Fitter Snacker's present citation process is a paper-based process Sales quotes are composed up on a 3-section shape: Original goes to client First duplicate is faxed, then sent, to deals office Salesperson keeps second duplicate for individual records Common issues include: Salesperson may make a number-crunching mistake or offer erroneous rebates Customer may arrange before duplicate of quote is Faxed duplicate may not be readable

Sales Order Customers need conveyance information while putting in a business request Warehouse director gives shipping date in view of estimation of stock and requests remarkable Sales agent utilizes shipping date in addition to transportation technique to decide conveyance date Sales representative checks credit for existing clients against credit report produced on a week after week premise by bookkeeping Report may not reflect most current requests or installments

Sales Order Sales request is entered in client arrange PC program that: Stores client arrange information for deals investigation Prints out pressing rundown and delivery names for stockroom Produces information record to make solicitations Provides information petition for bookkeeping office for budgetary, impose and administrative bookkeeping purposes

Order Filling Small clients purchase in show confine amounts Large clients purchase case amounts Sometimes cases are opened to satisfy little requests Expensive (squanders work and bundling) Leads to stock error Inventory levels oversaw in a PC-based stock program Production records and pressing records are utilized to redesign stock levels Monthly physical stock tally used to check and right stock records

Order Filling When there is deficient stock to take care of a client request The request can be deferred until more bars are created The accessible amount can be dispatched on time, with the adjust sent in a different shipment when accessible The accessible amount can be delivered on time, with whatever is left of the request crossed out Information that adjust of request was drop must be passed on to bookkeeping so right receipt can be readied How to settle on right choice is confused at Fitter Snacker

Invoicing Accounting readies the receipt three times each week Accounting office loads information from circle gave by deals office Manual alterations are rolled out for improvements to deals arrange (e.g. incomplete shipments) When remedies aren't set aside a few minutes, broken solicitations are sent

Payment and Returns Numerous issues happen in getting client installments Customers may not give back a duplicate of receipt with installment, making it harder to match installment to client arrange Customer may pay amend sum, regardless of the possibility that receipt was not right Requires examination by bookkeeping Making beyond any doubt client merits 2% markdown for auspicious installment (2/10 net 30) requires manual exertion

Payment and Returns Customers may return obsolete or ruined lunch rooms or harmed or inadequate cases Customer gets an acknowledgment for returned things Customer should get a returned material approval (RMA) number from Fitter Snacker to put on the imperfect cafe before transportation them back Without RMA number, Fitter Snacker's accepting office does not know how to handle returned materials Without RMA, bookkeeping has a troublesome and tedious errand to credit legitimate record

Payment and Returns If installments or return credits are not appropriately credited, Fitter Snacker may trust that a client is over their credit point of confinement and: Block a business request that ought to be prepared Send a dunning letter that ought not be sent

Sales and Distribution in ERP There might be up to six occasions for a business arrange Pre-deals action Sales arrange handling Inventory Sourcing Delivery Billing Payment

Pre-Sales Activity Provide client valuing data by means of: Inquiry: explanation of costs for a specific client for a specific amount of item Quote: a coupling proclamation of costs for a specific client for a specific amount of item Presales exercises can likewise incorporate advertising exercises, for example, deals calls, visits and mailings Customer and deals information put away in the ERP framework helps in planning focused on promoting exercises

Sales Order Processing Process can begin by pulling information from request or quote Taking information specifically from request/cite that client has endorsed minimizes mistakes Process incorporates: Retrieving client contact information Recording things to be acquired Determining estimating Quantity rebates Customer-particular rebates Done consequently by framework in light of setup settings Automatic credit check

Inventory Sourcing Inventory records and generation arrangements can be checked to figure out if adequate material will be accessible to convey client's request on time This accessible to-guarantee (ATP) check incorporates shipping times and considers weekend and occasion shutdowns System can suggest expanded generation in view of higher than anticipated deals Sales orders put a reservation on material so that the material can't be sold to another client

Delivery in SAP implies making an electronic report that guides the stockroom to pick, pack and ship the client's request Deliveries can be assembled and discharged to make distribution center operations more effective

Billing and Payment The framework makes a receipt by replicating information from the business arrange The receipt can be printed and sent to the client, faxed or transmitted electronically by EDI (electronic information exchange) or the Internet The records receivable record is charged (expanded) and deals record is credited naturally The client can make an installment via mailing a check or electronically transmitting stores Timely recording of installments is essential for legitimately dealing with a client's credit restrict

Taking a request in SAP's R/3 To enter a business arrange in SAP's R/3, the business arrange agent must distinguish the client and material requested to the framework SAP recognizes clients and materials through a one of a kind number Search capacities permit the business arrange representative to discover a client or material number effortlessly

Taking a request in SAP's R/3 Sold-to gathering: Where the client's ID number is entered P.O. Number: The number doled out by the client to this business arrange Req. deliv. date: The date when the client might want to get the request Material and Order amount: What the client is requesting Figure 3-2 SAP R/3 arrange passage screen

Key Fields: Sales Order Screen

Sales Document Type SaTy: Sa les Document Ty pe Figure 3-4 Some of the business arrange (archive) sorts predefined in SAP R/3

Customer Search Clicking on Sold-to gathering handle creates an inquiry symbol. Tapping on the hunt symbol rings a pursuit window