Chapter10

Sales Process

A series of activities aimed at closing a sale, including various roles and subactivities within a company.

Information Silos

Isolated data systems that hinder the flow of information and processes across roles in an organization.

CRM (Customer Relationship Management)

Systems and strategies used by companies to manage interactions with current and potential customers.

E-commerce

The buying and selling of goods or services using the internet.

Business-to-Consumer (B2C)

A business model in which companies sell products or services directly to consumers.

Business-to-Business (B2B)

A business model in which companies sell products or services to other businesses.

Bill Due List

A listing used by companies to identify and manage outstanding invoices.

Sales Database (DB)

A database that monitors demand for materials in the sales process.

Warehouse Database (DB)

A database designed to manage inventory levels and stock availability.

Accounting Database (DB)

A database that manages accounting records, including accounts receivable.

Integration

The process of combining different systems or processes to enable them to work together efficiently.

Value Chain

The full range of activities that businesses engage in to bring a product or service to market.

E-commerce Merchant Companies

Businesses that directly sell products or services online, typically managing their own inventory.

Nonmerchant E-commerce

Models such as auctions and exchanges where transactions occur without direct selling of goods.

KPI (Key Performance Indicator)

A measurable value that demonstrates how effectively a company is achieving key business objectives.

Post Goods Issue

A transaction in inventory management that marks the goods as no longer available for sale.

Outbond Deliveries

The process of shipping goods to customers from a warehouse.

Subactivities

Smaller, detailed tasks that are part of the main activities in a sales process.