Chapter10

Introduction to the Sales Process

• Overview of SAP's role in supporting sales processes.

• Relevant details from the text include fundamental aspects of sales processes and integration with systems.

Learning Objectives

• Q10-1: Understand the fundamentals of a sales process.

• Q10-2: Examine the sales process at CBI without SAP.

• Q10-3: Explore the sales process at CBI with SAP.

• Q10-4: Analyze how SAP improves CRM processes at CBI.

• Q10-5: Discuss how e-commerce enhances industry processes.

• Q10-6: Look into new information systems that will affect sales processes by 2031.

Fundamentals of a Sales Process

• Sales Process Activities and Roles:

  • Different roles are performed in sales processes.

• Sales Process within the Value Chain at CBI:

  • How sales integrate into the overall business strategy.

• Main Sales Process Activities, Subactivities, and Actors:

  • Detailed activities involved in sales and the individuals responsible.

Sales Process Activities and Roles

• Overview of sales processes and their significance within the organizational structure.

Sales Process without SAP at CBI

• Roles in Sales Process:

  • Roles played by individuals and systems:

    • 3 roles by people: Sales Agent, Warehouse Manager, Accountant.

    • 3 roles by software applications: Sales DB, Warehouse DB, Accounting DB.

• Information Systems Silos:

  • Different databases lead to fragmentation in operations:

    • Sales DB for monitoring material demand.

    • Warehouse DB for managing inventory.

    • Accounting DB for managing receivables.

• Inefficiencies:

  • Lack of integration causes delays and errors.

Sales Process with SAP at CBI

• Role and System Integration:

  • Incorporates the same roles but integrates databases for seamless operations.

  • Functions across Sales, Warehouse, and Accounting.

• Pre-sales Activities:

  • Updating pricing conditions and capturing sales orders.

  • Integration with inventory management and accounting for efficiency.

Benefits of SAP Integration

• Facilitates generation of invoices, updates inventory transactions, provides oversight, and improves overall operational efficiency.

• Enhances communication between departments, thereby addressing previous inefficiencies.

• Detailed figures provide visual understanding of processes and improvements.

Improving CRM with SAP at CBI

• Data Sharing:

  • Emphasizes the importance of accessing consistent customer data across platforms.

• Process Integration:

  • Integration across functions boosts efficiency and service delivery.

• Challenges:

  • Implementation hurdles and adapting to new integrated systems.

E-commerce and Market Efficiency

• Understanding E-commerce:

  • Distinction between merchant and nonmerchant e-commerce.

• Impact on Market Efficiency:

  • Automation, speed, and accessibility foster greater market activity.

• Types of E-commerce:

  • B2C, B2B, and B2G, as well as nonmerchant types such as auctions and exchanges.

Conclusions on Sales Processes

• Recap of central queries regarding sales process fundamentals, impacts of SAP, e-commerce, and future IS developments in the sales realm.