Sales Process Flow (Quote-to-Cash)

Purpose

provides a comprehensive guide for the Sales, Warehouse, and Finance departments on using the ERP system to execute the entire sales cycle, from managing potential customers (prospects) to receiving payments.

Relevant Departement

• Sales Local & International Business: Responsible for the process from start to creation of Sales Orders.

• Warehouse: Responsible for the preparation and delivery of goods based on Sales Orders.

• Finance, Accounting, & Tax and Customs: Responsible for billing (invoices) and recording payments.

Proccess Flow Visual

Steps in the ERP System

1. Managing Prospects & Activities in CRM

   This initial step is important for recording all potential sales and customer interactions to ensure no opportunities are missed.

   - PIC: Sales Local, International Business.
   

   - When to Do: When there is a new potential customer or during sales interactions (phone, email, meetings).

   - Related Module: CRM.
   
   

2. Creating Official Quotations

   - PIC: Local Sales, International Business.

   - When to Do: When there is an official price request from a customer.

   - Related Module: Sales.
   
   

3. Confirming Orders with a Sales Order (SO)

   This document is an internal "contract" that triggers other departments to take action

   - PIC: Local Sales, International Business.

   - When to Do: After the customer approves the price quotation.

   - Related Module: Sales.
   
   

4. Preparing Goods Delivery (Delivery Note)

   -  PIC: Warehouse.

   - When to Do: After a valid SO (Sales Order) exists and the goods are ready to be shipped.

   -  Related Module: Sales, Accounts Receivable.
   
   

5. Creating a Sales Invoice (Invoice)

   -  PIC: Finance, Accounting, Tax and Bea.

   - When to Do: After the Delivery Note is confirmed (goods have been shipped).

   -  Related Module: Sales, Accounts Receivable.
   
   

6. Recording Payment Receipts

   The final step of the cycle, where customer payments are recorded to settle receivables.

   -  PIC: Finance.

   - When to Do: When receiving payment funds from customers (bank transfer, checks/giro, cash).

   -  Related Module: Accounts Receivable, Finance.