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Prentice Hall, 2005: Enterprise Resource Planning, 1st Edition by Mary Sumner
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Objectives
Prentice Hall, 2005: Enterprise Resource Planning, 1st Edition by Mary Sumner
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Prentice Hall, 2005: Enterprise Resource Planning, 1st Edition by Mary Sumner
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Operational-level processes
Daily activities
Contact management
Databases, lists
Support
Sales order processing system
POS (point of sales) systems
Prentice Hall, 2005: Enterprise Resource Planning, 1st Edition by Mary Sumner
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Comparison of sales
Analysis of revenues against benchmarks
Listing of most profitable products, sorted by territory and
salesperson
Software often used
Prentice Hall, 2005: Enterprise Resource Planning, 1st Edition by Mary Sumner
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Sales forecasting
Advertising
Predicts trends
Determine customers needs in different market
segments
Based on sales history, customer demands,
demographic trend, competitor information
Identifies channels that will be most effective
Product pricing
Prentice Hall, 2005: Enterprise Resource Planning, 1st Edition by Mary Sumner
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Purpose
Benefits
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Prentice Hall, 2005: Enterprise Resource Planning, 1st Edition by Mary Sumner
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CRM
Sales activity
Sales and territory management
Contact databases
Leads generation and monitoring
Product-specific configuration support
Knowledge and information resource management
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CRM
Financial Accounting
Materials Management
Human Resources
Quality Management
Controlling
Prentice Hall, 2005: Enterprise Resource Planning, 1st Edition by Mary Sumner
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Consistent
Seamless
Online kiosk
Prentice Hall, 2005: Enterprise Resource Planning, 1st Edition by Mary Sumner
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Standardized systems
Web services
Prentice Hall, 2005: Enterprise Resource Planning, 1st Edition by Mary Sumner
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Summary
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