Sales Flashcards
1
Q
Sales Force Support
A
- Sales Lead Mgmt (collects any potential sales information at the beginning phase of sales pipelines)
- opportunity mgmt (records recognizes sales possibilites and tracks the progress across the sales cycle)
- activity mgmt (Plan, track and organize sales activities throughout the entire customer relationship life cycle
- account and contact. magmt (delivers sales force a holistic view of each customer with identified key contact and account data)
2
Q
Overview Order to Cash
A
- Presales: Opportunities, campaigns, …
- Sales: Quotation
- Sales: Order
- MRP: Demand mgmt.
- Warehouse: pick, pack, deliver
- Accounting: bill, receive cash
3
Q
Master Data for Business Partner
A
- General data (Adress data, communication data, unloading point)
a) Company code data (Bank data, insurance data, reminder data)
b) Sales Area data (Pricing data, delivery data, shipping conditions)
4
Q
Features and functions for Sales Order Process
A
- dynamic product proposal
- material listing and exclusion
- cross selling
- free goods
- material determination (substitution)
- availability check
- pricing
- determination of route and shipping point
- credit limit check
- requirement transfer to MRP
5
Q
Creation of outbound deliveries
A
- sales order and material master are checked for deliver block and completeness
- availability is checked and confirmed
- weight and volume of the delivery are calculated
- route is determined
- information relevant for export is added
- picking location is assigned
- batch is determined
- inspection lot for QM is created
- customer order is updated, e.g., its status
6
Q
Picking process
A
Picking can be executed
a) automatically during outbound delivery creation
b) regularly at certain times
c) manually according to employee’s workload
- quantities are defined by the delivery document
- storage locations are determined automatically
- serial number and batch number assignment is supported
- picking is integrated with Warehouse mgmt.
7
Q
Packing process
A
- Determination of allowed packaging material for a product is supported
- monitoring of returnable packaging stocks at a customer place is supported
- goods in a specific container are tracked and monitored
- weight and volume limits are controlled to ensure that products have been packed correctly
- delivery items can be packed into handling units
8
Q
goods issue
A
- change of legal ownership of the material
- stock quantities are reduced
- postings for GL-accounts triggered
- completes shipping
9
Q
Sales Order Process
A
- Create PO (Customer)
- Receive Po & Create sales order (Sales)
- Check credit limit (Sales)
- Check inventory availability (Sales)
- Confirm order (Sales + message to Customer)
- XOR (Distribution plann.)
- Standard: Request goods from warehouse XOR Trigger procurement (error: cancel procurement -> cancel order)
- Create delivery (Distribution plann.)
- Create delivery list (Distr. plann.) AND create invoice - send invoice (Accounts receivable)
- XOR Weekend? (Warehouse)
- pick goods (Warehouse)
- pack goods (Warehouse)
- issue goods (Warehouse)
- Verify invoice -> trigger payment (customer)
- Reiceive payment (Accounts receivable)
- Archive Order