SALES - DISTRIBUTION CASE STUDY
Case
An interaction record was entered as a result of telephone communication with the customer who wanted to get information about our products. The Sales Manager, who sees the interaction record, conducts negotiations with the customer regarding this request and turns this process into an opportunity. As a result of the positive negotiations, the Sales Manager offers the customer a sales offer and, after the revisions, converts this offer into an order and carries out the sales transaction. 25% of the order is taken as advance payment from the customer. 50% of the remaining payment is received as bank transfer. The customer becomes delinquent and does not pay. A late payment invoice will be issued to the customer.
- The interaction will be recorded,
- The interaction will be turned into an opportunity,
- A sales offer will be given,
- A sales invoice will be issued,
- Risk limit will be defined,
- A 25% advance payment will be taken,
- Packing and shipment
- 50% payment will be received from the bank as a transfer,
- A late interest invoice will be issued,
- In this context, the following transactions are carried out:
Transactions
Premise Transactions
- Define the interaction categories.
- Define opportunity categories.
- Define opportunity probability ratios.
- Introduce the product and provide preliminary information.
- Send product-related documents to the customer.
- Check whether the company or customer to be registered for interaction exists in the corporate account, and if not, register the corporate account.
- Make sales planning.
Main Operations
- Make a record of the interaction of the customer contacted by phone and report it to the manager.
- Contact the customer again and turn the interaction into an opportunity.
- Prepare a sales proposal based on the product or products determined as a result of the interviews and forward it to the customer.
- Have discussions with the customer about the sales proposal.
- Revise the sales proposal in line with customer requests and repeat this process several times. Upd
- Convert your last sales offer into an order.
- Define a risk limit for the customer before ordering.
- Take 25% of the order as advance payment and record this transaction in accounting.
- Send orders with two delivery notes.
- Use packaging and shipping when shipping delivery notes.
- Issue the sales invoice.
- Receive 50% of the payment as bank transfer and record it.
- The customer does not pay the remaining amount on maturity.
- Issue a late payment invoice for not paying on time.
Subsequent Transactions
- Check the accounting records of incoming payments.
- Check the current accounts of the transactions made.
- Check budget records.
- Report orders.
- Check shipping plans.
- Check sales reports.
You can do testing and learning activities for your own study, training, and development purposes based on the example case above.