Final StudySheet

Final StudySheet - Chapter 10 Order Ent ry/Sales process(OE...

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Chapter 10 Order Entry/Sales process(OE/) interacting structure of ppl, equipment, activities, & controls designed to achieve goals Primary function to create information flows: Repetitive work routines of the sales, credit, & shipping dept. & communicating sales-related data Decision need of those who manage various sales & marketing functions Horizontal Perspective 1. Customer places order 2. Sales Order dept. requests credit approval from credit department 3. Credit dept. informs sales order dept. of disposition of credit request 4. Sales order dept. acknowledges order to the customer, notifies the warehouse, shipping, & the B/AR/CR process of the sales order 5. Warehouse sends completed picking ticket shipping 6. Shipping dept. informs carrier, B/AR/CR process, general ledger process, & the sales order dept. of the shipment Data Maintenance must be performed to create customer master record, including credit limit, inventory master record including sales prices Vertical Perspective (Marketing) 1. VP Marketing 2. Manager: Advertising, New Product Development, Marketing Intelligence, Sales Promotion 3. Supervisor, Sales Order Dept. 4. Horizontal Info Flows Data Warehousing: usually focused on either operational or analytical applications. Operational applications focus on providing decision makers with info they need to monitor and control business processes. Data Mining: (analytical) intended to allow the use of sophisticated statistical and other analytical software to help an organization’s members develop insights about customers, processes, and markets. E-Business Buy Side: Electronic Data Interchange (EDI): allows organization to manage the entire purchase to pay business cycle with worldwide trading partners, e-procurement, and e-sourcing Sell Side: systems designed to allow a company to market, sell, deliver, & service goods & services to customers; can handle b2b & b2c; handle catalog browsing, sales, payments, customer support, and analytics (CRM), marketing mangmnt, catalog mangmnt, e-payments, & order mangmnt Customer Relationship Management (CRM) Customer Self-Service (CSS): Sales Force Automation (SFA) CRM: designed to manage all data related to customers; i.e. marketing, field service, & contact mngmnt Concept behind CRM to cultivate customer relationships by prospecting, acquiring, servicing, & retaining customers; CRM contact management facilitate the recording and storing of information related to each contact the organization has with a client including the context of the conversations or meetings; CRM supports organizing & retrieving information on historical sales activities & promotions planning “segmentation”; [Diagram] 1.1 Verify Inventory Availability; 1.2 Credit Check; 1.3 Complete Sales Order; [Dissemination: Validate Order] 1. A picking ticket authorizes the warehouse to pick the goods from the shelf and send them to the shipping department, identifies the goods to be picked & warehouse location
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2. Customer Acknowledgement notifies the customer that the sales order has been accepted & the expected shipping date 3. Sales Order Notification is sent to the billing dept. to notify them of a pending shipment
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