The assessment and implementation of sales order analysis
Business contracts and special contracts for large orders to conduct the assessment, we must establish a reasonable review process and the corresponding responsible person. Sales managers and related personnel to the sales orders of the implementation of real-time monitoring to ensure on time delivery, through the sale of daily report, orders for delivery of inquiries about the implementation of sales orders, and can identify problems in time to resolve.
Sales results analysis: structural analysis of the horizontal with sales (either by product line, by customer, by region analysis), Vertical has sales trend analysis and comparative analysis of the same period (also can be by region, by customer, product line analysis), This business can focus on a timely grasp of market demand and market changes in trends, put more energy into more important customer, but more importantly the region, more market potential and profitability of products that adorns it.
Sales of funds withdrawn from circulation management
For each sale of an enterprise of funds withdrawn from circulation is very important reminder by the sales, reimbursement and cash discount policy for effective funds withdrawn from circulation.
1) Every salesperson responsible for the timely recording of his contract back to each customer each paragraph, and to be denied access to timely feedback, which also can serve as a salesman selling an important criterion for performance evaluation.
2) Through a reminder receivable management inquiries that have been or will be tardy payments due for collection, print accounts receivable reminder letters to customers, to achieve debt collection.
3) For the corresponding provisions of clients develop customer discounts to encourage early or timely reimbursement to achieve cash discount policy management, such as receivables at different times in different discounts to encourage early or timely reimbursement.
Sales operations in other key control
Customer credit limit is the customer's credit situation to control, set the customer's credit rating and credit limit, in the sales occur, the system will automatically check whether the customer owed overrun in order to freeze the tips or sales orders to prohibit the supply. Customers include not only the actual debt balance of accounts receivable, but also including the un liquidated portion of shipping, so that is beneficial to each customer's credit control, to avoid a large number of bad loans, increase enterprise sales credit management capacity, enhance the recovery rate speed up the corporate cash flow, improve enterprise real profits.
Sales reserved for control and management companies may encounter this problem: while there are several clients scheduled to correspond to products, while stocks can not be fully met all of our customers want to be reserved for important clients, but sometimes there is an emergency order to an ordinary customer, will be directly delivered it to the general customers, and important customers may not hair goods, resulting in great loss, how to control?
The allocation of sales orders for the supply, you can specify the distribution of sources of supply, you can also automatically allocate available inventory to achieve customer shipments for a specified set aside to reduce the inventory shortage of resources resulting from delivery contradictions, but here the focus is best for the customer the high degree of customer and credit, do not set aside for the uncertain demand for and distribution of excess, resulting in product inventories.
Sales staff and sales performance management, sales staff and sales department's performance appraisal and management is difficult, in particular, to assess each salesperson and departments, the completion of the sales plan targets, traditional statistical methods are very cumbersome. ERP sales management systems can provide reliable and effective data for decision-making analysis of enterprise managers. Completed through the sale of a situation analysis, sales volume and Sales Outstanding of query and analysis systems of the detailed indicators of sales staff and sales department performance evaluation.
Pre-sales of receivables and raise the purchase price control and management based on specific provisions of the contract of sale, sales and withdrawals in advance sales, customers have to pay after the company before taking delivery, how to control the issue of their goods and pre-payment and raise the purchase price to the associate account the situation? This is the pre-payment sales of receivables and put control and management to achieve goals. If the order specified, advance, or to mention the purchase price, sales staff should be maintained in a specific order on the mark, and with the Sales Outstanding together. Sales shipped in timely check whether the funds actually received advances and put money has reached the prescribed amount, does not comply with a ban on shipments. Here applied to ensure that the pre-payment of receivables and to mention a timely manner to maintain the system after the Dao Zhang, avoid the following paragraph Daozhang phenomenon can not be shipped.
Summary
Only grasp the sales management system, implementation of the key points, it does not make ERP is just a process optimization tools to really make the business to management for efficiency through the ERP to achieve the objective. Sales management core competencies can be summarized as the following:
1) To strengthen the sales department and other sectors coordination and communication capabilities, rapid response to customers; to improve sales forecasting and planning capabilities to effectively guide production. Through the sale and production of integrated on-demand production and supply and demand balance, production management, reduce inventory.
2) Improve product price management system, facilitate the offer, offer the ability to improve quickly, which will help product sales price of standard control and red-line price controls. Improve the credit management tools to reduce bad debt losses, speed up cash flow.
3) Support for a variety of sales discounts, rebates and other price control measures, to achieve corporate sales policy management tools to enhance the competitiveness of the enterprise market.
4) Standardize sales processes, sales management process controls, to enhance the efficiency of business processes spread; enhance sales management capabilities and means to achieve multi-directional, multi-angle performance assessment and evaluation.
5) Increasing the market capacity and market decision-making mining the level of sales of the structural adjustment of enterprises and other enterprises to provide strong strategic development help; increase sales of mining analysis capabilities of the enterprises competitive products, high-margin products to treat classification strategy, and for different production and marketing business strategy.
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