The implementation of ERP Sales Management Analysis
ERP system has been an increasing number of enterprises used by different enterprises, but its effect was very different. Most businesses are thinking about improving their management level to enhance the competitiveness of enterprises on the ERP, but the ERP implementation of the business complex, the implementation process of the difficulties many companies do not see the ERP bring "benefits of spring." So the correct perception "What companies need ERP and accurate use of ERP to benefit," ERP implementation is the top priority, can not expect the ERP "omnipotent", but if you want ERP "do everything." Here we are, according to sales management system shows that sales management module in ERP implementation critical point analysis, and analysis of distribution system should meet the business management point of decision analysis.
Sales-based data preparation
Sales management system is based on data generally include: Customer Information Classification maintenance, sales staff information maintenance, outstanding sales orders, issued by the beginning of goods, such as outstanding payments. Here to show customer information and sales staff relations, you can specify a customer's sales staff, easy to sell the division of responsibilities and performance assessment of staff, but also can be divided by region, customer and sales staff to implement the regional responsibility. Outstanding Sales Order refers to the system-on-before a decision has not yet received a sales contract for delivery orders, sales contracts and systems to ensure consistency; the issuance of the beginning of goods are on the system, even before the shipment of goods has not yet issued sales invoices details need to be clarified is the beginning inventory of financial accounts or in-kind accounts prevail, and then make the appropriate treatment. Missed payments can be divided into accounts receivable and arrears, where the management and financial accounts receivable and sales staff check closely related arrears and timely reminder.
Sales Management
Marketing plan is based on recent sales of businesses, market demand, especially focus on customer's sales forecasts for product sales forecasts, product sales and the development of sector plans, and gradually break down into salesperson sales plans and key customers sales plans, marketing plans last, to complete the analysis . Retail enterprises or repeat sales of mass-produced products such as steel, auto parts, TV sets, cotton yarn, etc. must be achieved through sales forecasting production plan of arrangement, forecast results should be conducive to an urgent need for goods to prevent the production cycle than to cargo period when the demand for emergency orders.
The forecast results broken down into specific marketing plans to sell the program more granular management, corporate sales department to sales staff to the division of responsibility and to distinguish between key customers and non-key clients. Mainly based on historical sales business situation and market demand, corporate strategic decision-making and performance evaluation need to be developed, including department, sales staff, key customers such as sales of product plans. Sales completed analysis completed the analysis, evaluation, and incentives based on the results can be relevant departments, and personnel responsibilities, key customers for the enterprise can be developed to allocate limited resources to achieve maximum benefits.
Product price management system
Price Management System can be divided into: the new analog product pricing, product price list, the red line price controls. Through these three areas of control, forming a complete price management system is the enterprise-based implementation of differentiated pricing strategy.
Simulation of the new product offer is achieved through the following procedures: the simulation of materials, simulation of work, the list of simulated structures, analog process route, analog convolution calculation of the cost of simulation quotations maintenance, etc.; business primarily through a newly developed analog products structure, process route, the expected cost of engineering fees and charges and convolution, together with expected profits to simulate the product pricing, which greatly enhanced the cost of new product forecasting management.
Product price list can be established enterprise, the uniform price sheet information, but can also pairs of the same product for each customer to establish a different price list information and price discounts for information, for business customers different levels of different pricing strategies management;
Red price controls: for each customer or product to establish a minimum sales limit is the salesperson about the sales contract price of the product baseline, followed by automatic sales order confirmation, the system corresponding to each customer sale price not lower than the price of red early-warning.
Entirely possible for enterprises according to their own actual conditions to carry out the management of selling prices, through the simulation of new products offer new products to achieve cost projections, using uniform price list for products or sub-grade standardized management, the red line, compared with prices of products provide bottom-line prices in ensuring the bottom line can be realized under two kinds of control: a strictly according to price list for product pricing, especially for key customers at discounted prices list strategy to ensure that the price transparency; 2 as the standard price list, allowing sales staff has been independently the flexibility to negotiate prices with customers.
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