Description
pre-requisites IT requirements to support sales
Information Technology for Sales Management
Roadmap
? Pre-Requisites I.T. requirements to support sales. ? Customer facing solutions ? Sales Force Automation
? Point of Sales System
? Head office support
Pre-Requisites I.T. to support sales.
? Comprehensive Product Master ? General Product Info, Images, Pricing, Promotions Mngt. ? Dimensions, Compliances Info. ? Features & Benefits, etc. ? Interface to front end Sales Force Systems, Internet, etc. ? Data warehousing or strong reporting solution for MIS, DSS. ? Efficient Warehousing & Internal supply chain with QC at
receiving. Smooth reverse logistics.
? Needless to say, the central order processing system.
Customer facing opportunities
? Website
?
Product information
?
?
With full search capabilities. Compare options (price, features)
? ?
Payment Transaction options Order management system with order tracking
? Kiosks
? ?
Product information Payment facility.
? Contact Centre
?
Order processing and CRM.
Sales Force Automation System
Sales Team Back Office Setup Sales Admin Team
Server Information on system
- Product Info., Images, FAB. - Product Launch and MKT Plans - Advertising Plan - Sales analysis, history, trends, MIS. - Availability of products
Functions
- Order Management - Inventory Management - Target Setting, Customer Allocations - Sales analysis, history, trends, MIS.
Functions
- Order Mngt and tracking - Accounts Receivable - Visit Reports
The same functionality can be derived using a website based solution too.
Point of Sales System
Retailer/Distributor
Sales, Stock, Order
Head Office Sales Admin
Retailer/Distributor
Server
Retailer/Distributor
Planogram at Retailer Outlets Inventory Distribution Promotion analysis
Head Office Support
? Marketing Support
? ? ?
Demand Planning (rolling 12 months) Market Analysis basis sales and point of sales data Promotion & scheme evaluations
? Production, Operations & Supply Chain
? ?
Production scheduling (rolling 12 months) Availability and distribution planning
? Sales Forecasting
?
Sales Planning (rolling 12 months)
? Accounting
?
Receivables, Credit Limits, etc.
Head Office Support – cont’d
? Data Warehousing - MIS ? Sales by category, region, product, period, etc. ? Customer profitability ? Product line profitability ? Point of Sales Stock ? Inventory holding, etc.
? Data Warehousing – DSS ? Introduction of new category ? Introduction of new range ? Store planogram design to enhance customer experience
Questions ?
Thank You
doc_436982917.pptx
pre-requisites IT requirements to support sales
Information Technology for Sales Management
Roadmap
? Pre-Requisites I.T. requirements to support sales. ? Customer facing solutions ? Sales Force Automation
? Point of Sales System
? Head office support
Pre-Requisites I.T. to support sales.
? Comprehensive Product Master ? General Product Info, Images, Pricing, Promotions Mngt. ? Dimensions, Compliances Info. ? Features & Benefits, etc. ? Interface to front end Sales Force Systems, Internet, etc. ? Data warehousing or strong reporting solution for MIS, DSS. ? Efficient Warehousing & Internal supply chain with QC at
receiving. Smooth reverse logistics.
? Needless to say, the central order processing system.
Customer facing opportunities
? Website
?
Product information
?
?
With full search capabilities. Compare options (price, features)
? ?
Payment Transaction options Order management system with order tracking
? Kiosks
? ?
Product information Payment facility.
? Contact Centre
?
Order processing and CRM.
Sales Force Automation System
Sales Team Back Office Setup Sales Admin Team
Server Information on system
- Product Info., Images, FAB. - Product Launch and MKT Plans - Advertising Plan - Sales analysis, history, trends, MIS. - Availability of products
Functions
- Order Management - Inventory Management - Target Setting, Customer Allocations - Sales analysis, history, trends, MIS.
Functions
- Order Mngt and tracking - Accounts Receivable - Visit Reports
The same functionality can be derived using a website based solution too.
Point of Sales System
Retailer/Distributor
Sales, Stock, Order
Head Office Sales Admin
Retailer/Distributor
Server
Retailer/Distributor
Planogram at Retailer Outlets Inventory Distribution Promotion analysis
Head Office Support
? Marketing Support
? ? ?
Demand Planning (rolling 12 months) Market Analysis basis sales and point of sales data Promotion & scheme evaluations
? Production, Operations & Supply Chain
? ?
Production scheduling (rolling 12 months) Availability and distribution planning
? Sales Forecasting
?
Sales Planning (rolling 12 months)
? Accounting
?
Receivables, Credit Limits, etc.
Head Office Support – cont’d
? Data Warehousing - MIS ? Sales by category, region, product, period, etc. ? Customer profitability ? Product line profitability ? Point of Sales Stock ? Inventory holding, etc.
? Data Warehousing – DSS ? Introduction of new category ? Introduction of new range ? Store planogram design to enhance customer experience
Questions ?
Thank You
doc_436982917.pptx