Chapter 10 notes - The Order Entry/Sales (OE/S) Process...

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The Order Entry/Sales (OE/S) Process --The order entry/sales process includes the first four steps in the order-to-cash process, presales activities, sales order processing, picking and packing the goods and shipping. --A complete study of AIS requires that you understand both the operations process and information process functions of each business process. Process Definition and Functions Order entry/sales: reflects an interacting structure of people, equipment, activities, and controls that is designed to achieve certain goals --The primary function of the OE/S process is to create information flows that support the following: --Repetitive work routines of the sales order department, credit department, and shipping department --Decision needs of those who manage various sales and marketing functions --The OE/S process supports the repetitive work routines of the sales order, credit and shipping departments by capturing, recording, and communicating sales-related data --The OE/S process supports the decision needs of various sales and marketing managers --The ultimate goal of activities depicted in figure 10.1 is to create value for the customer. Organizations often assign an owner to this process to coordinate the activities to ensure that customer value expectations are met. --Data maintenance must be performed to create a customer record, including a credit limit, and also must be performed to create one or more inventory master records, including sales prices. --Sales-related data are captured in the sales order department and then flow vertically to managers housed within the marketing organizational structure Decision Making and Kinds of Decisions 1. Where is sales volume concentrated? 2.
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Chapter 10 notes - The Order Entry/Sales (OE/S) Process...

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