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Lecture Concepts in Enterprise Resource Planning (2nd Edition) - Chapter 3: Marketing Information Systems and the Sales Order Process

Learning objectives of this chapter include: Describe the un-integrated sales processes of Fitter Snacker, a fictitious company whose operations are used as an example; explain why un-integrated Sales and Marketing information systems lead to company-wide inefficiency, higher costs, lost profits, and customer dissatisfaction; describe how SAP R/3 processes a standard sales order;. | Concepts in Enterprise Resource Planning 2nd Edition Chapter 3 Marketing Information Systems and the Sales Order Process Chapter Objectives Describe the un-integrated sales processes of Fitter Snacker, a fictitious company whose operations are used as an example Explain why un-integrated Sales and Marketing information systems lead to company-wide inefficiency, higher costs, lost profits, and customer dissatisfaction Discuss sales and distribution in SAP’s R/3 system, and explain how integrated data sharing increases company-wide efficiency Describe how SAP R/3 processes a standard sales order Describe the benefits of Customer Relationship Management software, a useful extension of ERP software Changed “unintegrated” to “un-integrated” (1st bullet, 1st line & 2nd bullet, 1st line) Introduction In most companies, the marketing function either decides or has a key role in deciding: What products to produce How much of each product to produce How the products are to be promoted and advertised How the products should be distributed for maximum customer satisfaction What price should be charged for the products Introduction Marketing and Sales is involved in generating key data: Recording sales Creating customer bills (invoices) Allocating credit to customers An integrated information system allows for efficient use of transaction data Common database means data is consistent between functional areas, but Incorrect data from one module will carry over to other modules Erased extra space between 1st & 2nd bullets Overview of Fitter Snacker Fictitious Fitter Snacker Company produces two snack bars: NRG-A: “Advanced Energy” NRG-B: “Body-building proteins” Fitter Snacker has two sales divisions: Wholesale: sells to middlemen who distribute bars to small shops, vending machine operators, health food stores Direct: large grocery stores, sporting goods stores, other large chain stores erased extra return between 1st & 2nd bullet) Overview of Fitter Snacker . | Concepts in Enterprise Resource Planning 2nd Edition Chapter 3 Marketing Information Systems and the Sales Order Process Chapter Objectives Describe the un-integrated sales processes of Fitter Snacker, a fictitious company whose operations are used as an example Explain why un-integrated Sales and Marketing information systems lead to company-wide inefficiency, higher costs, lost profits, and customer dissatisfaction Discuss sales and distribution in SAP’s R/3 system, and explain how integrated data sharing increases company-wide efficiency Describe how SAP R/3 processes a standard sales order Describe the benefits of Customer Relationship Management software, a useful extension of ERP software Changed “unintegrated” to “un-integrated” (1st bullet, 1st line & 2nd bullet, 1st line) Introduction In most companies, the marketing function either decides or has a key role in deciding: What products to produce How much of each product to produce How the products are to be promoted and .