CH 3 Sales & Marketing

CH 3 Sales & Marketing - ERP Systems: Sales and M...

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Unformatted text preview: ERP Systems: Sales and M ar keting The lack of an integrated system can cause incorrect credit, inadequate inventory, shipping delays, incomplete invoices, and accounts receivable delays, which could significantly affect the profitability and customer service. Sales and marketing processes include Operational-level processes. This includes daily activities, such as prospecting, contact management, telemarketing, and direct mail. Management control processes. This includes sales management, product pricing, advertising and promotion, and sales forecasting. Sales and M ar keting Pr ocesses Sales and M ar keting Pr ocesses Traditionally, sales and marketing operational functions are supported by sales order processing systems and point-of-sale system [POS] that are linked with the inventory management system, which update inventory levels for stock items based upon sales data. M anagement Contr ol Pr ocesses in Sales and M ar keting Sales M anagement Pr ocesses Sales managers are responsible for: Creating territories, Allocating salespeoples time to generate maximum revenues, Deciding which customers are most profitable, Deciding which products are most profitable. These decisions are made on the basis of an analysis of Comparisons of sales, products revenues, customers revenues, and territory revenues, Comparisons of the productivity of each salesperson to the average for the department, Listing of most profitable products in each region, Listing of most profitable products by each salesperson, Listing of customers representing the highest percentage of sales for each salesperson. M anagement Contr ol Pr ocesses in Sales and M ar keting Sales management software is made to achieve following basic objectives:- To identify weak products in a territory To compare salesperson performance by product type and customer type To compare salesperson performance against sales goals To analyze salesperson performance within territories To identify trends in customer purchases To identify potential shortages or excess stock in inventory M anagement Contr ol Pr ocesses in Sales and...
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CH 3 Sales & Marketing - ERP Systems: Sales and M...

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