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)
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2
Q

Overview Order to Cash

A
  1. Presales: Opportunities, campaigns, …
  2. Sales: Quotation
  3. Sales: Order
  4. MRP: Demand mgmt.
  5. Warehouse: pick, pack, deliver
  6. Accounting: bill, receive cash
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3
Q

Master Data for Business Partner

A
  1. 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)
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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
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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
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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.

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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
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8
Q

goods issue

A
  • change of legal ownership of the material
  • stock quantities are reduced
  • postings for GL-accounts triggered
  • completes shipping
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9
Q

Sales Order Process

A
  1. Create PO (Customer)
  2. Receive Po & Create sales order (Sales)
  3. Check credit limit (Sales)
  4. Check inventory availability (Sales)
  5. Confirm order (Sales + message to Customer)
  6. XOR (Distribution plann.)
  7. Standard: Request goods from warehouse XOR Trigger procurement (error: cancel procurement -> cancel order)
  8. Create delivery (Distribution plann.)
  9. Create delivery list (Distr. plann.) AND create invoice - send invoice (Accounts receivable)
  10. XOR Weekend? (Warehouse)
  11. pick goods (Warehouse)
  12. pack goods (Warehouse)
  13. issue goods (Warehouse)
  14. Verify invoice -> trigger payment (customer)
  15. Reiceive payment (Accounts receivable)
  16. Archive Order
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