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This slideshow explains basic concept of the pre-sales and sales modules of ERP software. This business process makes the main foundation for the CRM. 1.1. Key MIS reports1.1.1. Enquiry Register. Automatic report of enquiries for which quotation not given.1.1.2. Quotation Register. Automatic report of quotation for which order not received.1.1.2.1. Automatic Pending Quotations Report (Quotation given but order not received).1.1.3. Order Acceptance (Sales Order) Register. ORI register – (i) All; (ii) Open; (iii) Used; (iv) Amended; (v) Booked; and ((vi) Terminated.1.1.3.1. Automatic Pending Orders Report (order received but not dispatched).1.1.4. Proforma invoice register.1.1.5. Customer rating based on share of business, payment promptness.1.2. ERP features1.2.1.1. State wise ‘Road permit’ info. (Master).1.2.2. Sales Officer wise Order booking. 1.2.3. Multiple contact names for one customer can be stored with their individual email id and cell number. This helps in follow-up with the right person.1.2.4. Sales schedule linking.
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ERP - PRESALES AND SALES MODULE
CRMCRM
SALES &DISTRIBUTION
EXPORTEXPORT
Social Media Marketing
1 J. Zaveri
ABC MANUFACTURING Co.
Sales Enq. Enquiry
Sales Quot. Rejection
LOCATION
Enquiry Received
from Customer.
d i
F G
QC
Q C
SHOP
Order Receiptinformation ORI
Customer’s PO is F.G.
STORES
PRODUCTION
REPAIRSTOR
UE)
STORES
Bought Out RM STORES
FLOORPO is received
MachineOPERATIONS
CAPTIVECAPITALIZATION
location
B-C
ON
TRACT
OCESS +
VALU
SC IN Location
SU
B(P
RO
CASH / hin
e
plie
r
Fixed Assets Location
2
CASH / BANKM
ach
Supp
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ERP concepts
MARKETING OR ORDER FULFILLMENT Presale Module
Enquiry BASED ONBOM MASTERq y
C ti /
BOM MASTER
Costing / Estimate Automation
Q iQuotation ORI or
Internal ORI
(OA)ORI = Order Receipt Information = Sales Order
3 J. Zaveri
= OA = Order Acceptance
MARKETING OR ORDER FULFILLMENT Presale module and sales accounting is integratedg g
Enquiry BASED ONBOM MASTER
Costing / Estimate
BOM MASTER
Estimate Automation PROFORMA
INVOICE
INVOICE
Quotation
ORI orInternal ORI
MONEY RECEIPT
ORI(OA)
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ERP concepts
Order Fulfillment Module
• CRM – Customer Relationship Management• Sales Module.
– CRM Module (Customer relationship management) and pre-sales module.
•
– MastersMasters• Marketing Master – Commercial terms.
– Transactions• Sales Enquiry.• Sales Quotation (as per ISO format).• Internal Order Acceptance (Internal ORI).• Order Acceptance or OA or Sales Order, (Customer Purchase Order
link). Order Receipt Information (ORI). [With Sales Schedule -Optional]
• Proforma invoice (optional).• ORI status entry by Marketing/Production/Dispatch Department• Quotation
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Key MIS reports
• Enquiry Register. Automatic report of enquiries for which quotation not given.
• Quotation Register Automatic report of quotation for which order not • Quotation Register. Automatic report of quotation for which order not received.
– Automatic Pending Quotations Report (Quotation given but order not received).
• Order Acceptance (Sales Order) Register. ORI register – (i) All; (ii) p ( ) g g ( ) ; ( )Open; (iii) Used; (iv) Amended; (v) Booked; and ((vi) Terminated.
– Automatic Pending Orders Report (order received but not dispatched).
• Proforma invoice register.• Customer rating based on share of business, payment promptness.
• ERP features– State wise ‘Road permit’ info. (Master).
• Sales Officer wise Order booking. g• Multiple contact names for one customer can be stored with their
individual email id and cell number. This helps in follow-up with the right person.
• Sales schedule linking (optional).
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Sales Module. (Shipping).( pp g)
• F. G. inventory (dispatch) and sales accountingaccounting.
• MastersC t T M t•Customer Type Master.
•Customer Master.E i •Enquiry type master.
•Delivery mode master.•Sales coordinator master.•Officer Master (engineer or staff
b h d name can be attached to customer.
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Transactions
• Commercial Invoice• Sales Invoice. Preparing Challan cum Sales Invoice (CCI)
T I i (D ti ) Li k t O d R i t I f ti – Tax Invoice (Domestic). Link to Order Receipt Information (ORI)/Internal ORI (Projection ORI for stocking)
– Scrape sales Invoice.– Trading Invoice. (Optional)– Invoice with zero sales value (free
samples). Complementary.– Purchase return invoice. (For excisable material returned to
supplier).• Sales Return transaction. Goods returned from Customer.• Automatic Inspection Report (QC) for finished goods along with
sales invoices (ISO 9000).• Replacement Challan non-excisable (linked to sales and RGN).Replacement Challan non excisable (linked to sales and RGN).• Stock Transfer Invoice. (To transfer material to own stock
locations, such as branch, franchises, etc.).• ‘Repairing Invoice’ (Sales bill towards repair service charges).• Packing Slip• Packing Slip
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Key MIS reports
• Invoice register – Customer details.– Invoice register – Product (item) details.
• RGN (Return Goods Note) register.• Transfer Invoice register (Optional).• Trading Invoice register (optional).• Ledger (Debtor Ledger)• Ledger. (Debtor Ledger).
– Customer ledger.– Age wise outstanding report– Age wise overdue reportg p
• Product wise invoice list.• Customer Master List. User can select fields to prepare excel
file, e.g. to prepare phone book, select customer name, phone number email idnumber, email id.
• ‘Repairing Invoice’ Register.• Price List – with filter to select a given category or
subcategory.
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ERP features
• Multiple Delivery sales schedule (Sales Order) Report.– Sales invoice link to sales schedule (for OEM).
R l t t li k d ith i t d l ti• Replacement management – linked with inventory and sales accounting.• Sales Returned Goods Note (RGN) for item received back, link to sales
account and excise.• Sales Invoice Link with sales order (ORI) to ensure accurate and fast
billing preparation.• Automatic posting to Customer Account, Excise Books, VAT / Sales Tax,
and Inventory.• Information about the Contact details such as multiple contact person
names, telephone numbers, email id, etc., for Customer.• Classification of customer Geographically (Region, state, city, Country),
Segment wise.• Credit control. Credit Limits for the customer. Automatic pop-up based on p p p
link with credit limit of Customers and outstanding amount, while preparing sales invoice.
• Capturing CT 3 information (Optional).• Customer Grading , for preferential treatment as part of CRM Custo e G ad g , o p e e e t a t eat e t as pa t o C
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Sample management module (Optional)
Customer gives sample for manufacturing the item e g Blue color pigment (chemical)the item e.g. Blue color pigment (chemical)
• Master– Customer master– Item master
• Transactions– Sample received– Sample sent
K MIS t• Key MIS reports:– Sample received register– Sample sent registerSample sent register
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ORI = Order Receipt Information
• TRIGGER FOR ALL ACTIVITIESPURCHASE–PURCHASE
–MATERIAL ISSUE–SHIPPING
•Tax Invoice• ORI = Order Acceptance or Order
Acknowledgment• User can also make Internal ORI
(trigger for projection based manufacturing)manufacturing)
12 J. Zaveri
CITY – STATE Master for City wise / state wise sales analysis
IN MOZILLA FIREFOXBROWSER
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CUSTOMER MASTER
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Multiple Contact Names
* Means mandatory fields
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Presale Module (Cont..)
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ERP concepts
Sales Enquiry
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Sales Enquiry reportShow enquiries for
Which quotation is not made
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Create sales quotation in ERPPrepares quotation register automaticallyUse ‘filter’ to select a product for ‘Product wise information report’
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Use filter to select a product for Product wise information report
Quotation – in .PDF format that can be attached with email can be read by Adobe Acrobat readerwith email – can be read by Adobe Acrobat reader
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Sales Quotation – parent transaction is enquiry
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SALES ORDER SALES ORDER (ORI) (ORDER ACCEPTANCE)
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ORI of SOFA = Order Receipt Information = OA
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PROFORMA INVOICE LINKED TO ORI AND SALES INVOICE
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AUDIT TRAIL is a unique advantage of ERPq g
• What is audit trail?– ERP is a multi-user system for ERP is a multi user system for
management. Enterprise software will capture users information automatically
– From login id and secret gpassword
• Purpose– Management will know
• Who entered?Who entered?• When the transaction was
saved?• Who printed?
• Full accountability and full E.g. Who raised the PO? Who printed • Full accountability and full
responsibility comes because mistakes can be traced easily.
PO? Who printed, when? Who made that
proforma invoice?
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ERP concepts
TAX INVOICE
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ERP concepts
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IMPRESS YOUR CUSTOMER WITH CRISP INVOICE
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ERP concepts
MIS FOR Sales
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Quotation register – product wise; for a given period, list for specific customer or for select ‘all’specific customer or for select all .
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Order Acceptance register or ORI register
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SALES INVOICE REGISTER
FOR A GIVEN PERIOD
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SALES ORDER – ITEM WISE REPORT SHOWS ‘PENDING / DISPATCHED’ STATUS DISPATCHED STATUS
33 J. Zaveri
Sales invoice register – item wise
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Sales (Customer) Ledger / Debtor Ledger
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Age wise analysis of outstanding bills:Receivable over one month two months etcReceivable over one month, two months, etc.
Useful for collection follow-up
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ERP concepts
SALES MIS- PRICE LIST
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SALES MIS- PRICE LIST
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MIS – Customer wise / month wise sales
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MIS – Item wise / month wise sales
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EXCEPTION REPORTS
• Most reports can prepared as per user requirements instantly by using filtersq y y g–E.G. Show sales for a given product
for a given period report can be prepared using drill down buttonprepared using drill down button
• Dash board gives important summary figures to top management
• Work bench report gives project wise or order wise report showing all related transactions transactions
41 J. Zaveri
EXPORT
42 J. Zaveri
EXPORT SALES INVOICE
43 J. Zaveri
ERP concepts
Export Invoice
44 J. Zaveri
ERP concepts
Tax Invoice
45 J. Zaveri
EXPORT INVOICE
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PACKING LIST FOR EXPORT
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ARE 1 (required in India)
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Export Sales Register
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Export Sales Register - Excel
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S & D MODULE
SALES &DISTRIBUTION
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S & D MODULE
• MANY ENTERPRISES HAS MULTIPLE • MANY ENTERPRISES HAS MULTIPLE LOCATIONS
• NUMBER OF FACTORIES (PLANTS)( )• NUMBER OF OUTLETS, BRANCHES, DEPOTS,
STOCKIEST, FRANCHISES, ETC.THE FOLLOWING SLIDES EXPLAINS SUPPLY • THE FOLLOWING SLIDES EXPLAINS SUPPLY CHAIN FOR ORGANIZATIONS WITH MULTIPLE LOCATIONS
52 J. Zaveri
CORPORATE
OFFICEDISTRIBUTION MODULE
H. O.DEPOT
CFABRANCH
DEPOT
CFA
PLANT 1R & D
FACTORIES
PLANT 2Sub-contractor
S b t t
53
PLANT 2Sub-contractorWAREHOUSE
J. Zaveri
ERP concepts
WORK FLOW / DOCUMENT FLOWFOR DISTRIBUTION MODULE
STOCK TRANSFER
DISPATCH ORDER FOR OWN DEPOT
TRANSFER INVOICE FOR OWN DEPOT
OWN DEPOTSTOCK IN HAND ? YES
SALES ORDER NO
SALES INVOICE
WORK ORDER
54 J. Zaveri
ERP concepts
WORK FLOW / DOCUMENT FLOW DISPATCH STOCKDOCUMENT FLOWFOR DISTRIBUTION MODULE LINKED TO PRODUCTION
DISPATCH ORDER
STOCK TRANSFER
INVOICESALES ORDER
STOCK IN HAND ? YES
NO
SALES INVOICE
WORK ORDER
PRODUCTION ENTRY
55
ENTRY
J. Zaveri
ERP concepts
CORPORATE
OFFICEDISPATCH
H. O.DEPOT
PLANT IFACTORIES
CFABRANCH
PLANT II
Sub-contractor
Sub-contractor DEPOT
56WAREHOUSE
J. Zaveri
ERP concepts
CORPORATE
OFFICEDISPATCH
H. O.DISTRIBUTOR
DISTRIBUTOR
PLANT IFACTORIES
R & DPLANT II
Sub-contractor
DISTRIBUTORDEALERS
57VENDOR
Sub-contractorWAREHOUSE
J. Zaveri
ERP concepts
CORPORATE
OFFICE
H. O.DEPOT
FACTORIESPLANT I
FACTORIES
CFABRANCH
PURCHASE ORDER
PLANT IIPLANT II
Sub-contractor
DEPOT
WAREHOUSE
58VENDOR
Sub-contractor
WAREHOUSE
J. Zaveri
ERP concepts
Supply chain management -SCM -
conceptW 1WORKS + LL
W 1WAREHOUSE
PRIMARY SALE MR
W 2 STOCKIEST
SECONDARYSALE
CFA / CA
Depot ManagementFRANCHISES /DISTRIBUTOR
System
CORPORATE
RETAILCONSUMER
OFFICE
59
VENDORField Management
SystemH. O.
J. ZaveriERP concepts
Shipping & LogisticsWarehouse
2. RFID reader at 4.
RFID reader at warehouse dock
door records container
warehouse dock
door records container arrival.
departure.
Container DepotRFID tagged pallets aggregated and loaded into container Container Yard
5.RFID tag on container read by RFID reader at container yard entrance at seaport.
RFID tag on container read by RFID reader at exit from the
loaded into container. Warehouse Management System ensures correct pallet gets loaded onto the container using tag
Sea Port
exit from the container depot.
1.
3
container using tag info. from container and pallet.
60
3.
The Intelligent Supply Chain for e-Business
ManufacturerDistributor Retail
• POS Data Sharing• Inventory levels
Product Flow
Information Flow
Consumer demand drum-beat sets pace for entireSupply Chain
• Fill Rates• Forecasts• Promotional Activities• New Product
Introduction
61
Information & Intelligence Sharing for Effectiveness
Supply ChainIntroduction
Adding Intelligence to the Supply Chain
ManagementTelephony
InfrastructureManufacturerTransportationDistributors
Direct Marketing
Web Infrastructure
Transportation
Overnight
Distributors
ERP SERVER
Data Mining Retailers
gDelivery
Fully informed - Network model
Customers
62
Fully informed Network modelBi-directional information flow through Internet
J. ZaveriERP concepts
Social media marketing
• Depending on the target audience organization needs to change the marketing strategies to g g ginclude social media platforms for cyber branding, colleting enquires and even orders on the e-commerce websites.commerce websites.
• The sales module and the accounts module are tightly integrated with the website.Pl t t ti Di it l • Please see a separate presentation on Digital marketing.– Published on E-learning site www.dnserp.com
J. Zaveri63
THANK YOUTHANK YOU
E-learning site by Jyotindra Zaveri www.dnserp.com
ERP Training Blog http://dnserp.wordpress.com Follow on Twitter http://twitter.com/followERP
Join ERP Forumhtt // li k di / R i t ti ? id 1877952http://www.linkedin.com/groupRegistration?gid=1877952
Email j zaveri@dnserp comEmail j.zaveri@dnserp.com
64 J. Zaveri
ERP concepts
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