SALES OPERATIONS BUSINESS PROCESS Flashcards
State the SALES OPERATIONS BUSINESS PROCESS
- Lead discovery (Own, Partner, Principal)
- Product Presentation
- Sizing and Scoping
- Deal Registration
- Request Vendor Quote
- Sent Quotation to Partner
*Request for Demo Unit - PO from Partner
*PO to Principal
*Shipment & Delivery
*Issuance of Invoice to Partner - Payment to Principal
*Collection of Receivable from Partner
*Release of MDF (Marketing Development Fund)
*Return of Hardware (RMA)
-PM have to ensure that every account is registered at the Partners Portal.
-PM together with either the CAM or BDM fill up the Deal Registration Form.
-Operations to record & monitor.
Deal Registration
-PM to check BOM & determine margin (including MDF & COM)
-CAM (1) to prepare cost sheet & quotation (2) obtain Reseller accreditation for new Resellers
- Operations to review & acknowledged cost sheet & quotation
Sent Quotation to Partner
-PM / CAM or BDM to request issuance of Demo Unit
-Technical to clear Demo Unit.
-PM to approve issuance/delivery of demo unit
-Operations (1) to schedule delivery of Demo Unit (2) record & monitor of demo unit
Request for Demo Unit
-PM to request issuance of PO to Principal
-PM & CAM to (1) ensure that the cost sheet & quotation is updated. (2) Endorsed documents needed to issue PO.
-CAM to provide End User & Partner details.
-If there is a CTP Service, Operations to issue Job Order (JO) to Technical Team
-All: (1) payment terms is in accordance with CTP quotation. (2) product & services placed in accordance with CTP quotation
PO from Partner
-PM to confirm product & services to be ordered to Principal
-Operations to (1) ensure all documentation required are complete prior to preparation of PO (2) obtain PO approval (3) issue PO to Partner
-Finance to issue Proforma Invoice for Partners with LC payment terms.
PO to Principal
- PM, if needed assists to obtain Proforma Invoice
-CAM inform Reseller of delivery & assists in obtaining DP/ PDC prior to delivery.
-Operations,obtain NTC & OMB permit, monitor shipment ETA, request payment of taxes & duties, receive shipment & schdule delivery
-Finance: (1) Payment of taxes & duties (2) ensure collection of DP/PDC prior to delivery (3) issuance of invoice.
-Operations to provide PM with serial numbers of the equipments delivered. PM to keep record.
Shipment & Delivery
-PM & CAM is notified by Finance of the issuance of invoice and takes note of this.
-Operations to provide all required documents to Finance for invoice issuance
-Technical to provide Acceptance Report / Completion Report.
-Finance to issue invoice and all other necessary documents.
Issuance of Invoice to Partner
-PM, if needed assists in obtaining completion/acceptance of services.
-Operations to confirm payment to Partner based on equipment received & completion / acceptance of services.
-Finance to settle Principal Invoice based on confirmation of delivery & acceptance/completion of product & services.
Payment to Principal
-CAM, if necessary assists in collection of receivable from Reseller.
-Finance, to send CAMs lists and reminder of their Partner’s AR.
-Finance,Collect receivables on time and provide AR monitoring.
Collection of Receivable from Partner
-PM CAM / BDM to allocate MMF when necessary in the cost sheet.
-PM to request to Operations release of MDF to Principal or Partner.
-Operations to monitor MDF, confirm & endorse release of fund to Finance.
-Finance to release MDF & inform Operations & PM once released.
Release of MDF (Marketing Development Fund)
-CAM, received return report from Reseller (either defective unit or for repair).
-Technical Team to check & examine report / unit.
-PM to process RMA report. PM to endorse to
-Operations, Logistics approval for return of RMA
-Operations,Logistics to arrange return of unit to Principal.
-Operations, Logistics to process Customs requirement for receiving shipment of new unit from Principal.
Return of Hardware (RMA)
