CRM - Sales - Distribution Case Study

Case

As a result of communication on the phone with the customer who wanted to get information about our products, an interaction record was entered. The Sales Manager, who sees the interaction record, conducts negotiations with the customer regarding this request and turns this process into an opportunity. The Sales Manager, who presents a sales offer to the customer as a result of positive negotiations, converts this offer into an order after the revisions and performs the sales process. 25% of the order is received from the customer as an advance. 50% of the remaining payment is taken as a bank transfer. The customer is due and does not pay. An invoice is issued to the customer.

• The interaction will be recorded,
• The interaction will be turned into an opportunity,
• A sales offer will be made,
• Sales invoice will be issued,
• The risk limit will be defined,
• 25% advance will be taken,
• Packaging and shipping will be used,
• 50% of the payment will be taken from the bank as a transfer,
• The interest invoice will be issued,
• In this context, the following transactions are carried out:

Transactions

Preliminary Transactions

1. Define the interaction categories.
2. Define opportunity categories.
3. Define the opportunity probability rates.
4. Promote the product and give preliminary information.
5. Deliver the documents related to the products to the customer.
6. Check if the company or customer to be registered for interaction exists in your account records and if not, register the account.
7. Plan your sales.

Main Transactions

1. Record the interaction of the customer contacted by phone and notify the manager.
2. Re-negotiate with the customer and turn the interaction into an opportunity.
3. Prepare a sales offer on the product or products determined as a result of the negotiations and convey it to the customer.
4. Negotiate with the customer regarding the sales offer.
5. Revise the sales offer in line with customer requests and repeat this process several times.
6. Convert your last submitted sales offer into an order.
7. Before ordering, define the risk limit to the customer.
8. Receive 25% of the order as an advance and record this transaction.
9. Submit orders with two delivery notes.
10. Use packaging and shipping when shipping the delivery note.
11. Issue the sales invoice.
12. Get 50% of the payment as a bank transfer and register.
13. The customer does not pay the remaining amount on time.
14. Due to not being paid on due date, issue an interest invoice.

Post-Transactions

1. Check the accounting records of incoming payments.
2. Check the current accounts of the transactions made.
3. Check the budget records.
4. Report orders.
5. Check the shipping plans.
6. Check the sales reports.

You can do study, training, developmental testing and learning activities on your own through the example case above.