SAL - Sales Management
Independent of sectors, the CANIAS ERP Sales module helps
the user department to minimize order lead time from the offer
stage until delivery of the product. Although the CANIAS ERP
Sales module can operate independently, it is most efficient
and productive when integrated with the other CANIAS ERP System
components such as PPC (Product Planning and Control), inventory
management, financial accounting and product costing.
Sales reflects a company's position in the market. In order
to satisfy the requirements of today's fast moving markets, sales
must be flexible and react quickly. With the best control of sales
activities, company targets can be attained in the most profitable
way. Such targets include productivity, product quality, prices,
meeting delivery deadlines and customer services. More than any
other department in a company, sales puts more contradicting demands,
due to its nature and that of its operations, on standard software.In
a company, there are sales activity connections with the CANIAS
ERP components related to all economic and some technical areas.
- Price lists
- Offer management
- Order procedure
- Contracts and delivery plans
- Delivery notes
- Goods issue
- Invoicing (or invoice creation)
- Dispatch papers
Integration into an overall system
In no other area of a company is the integration of decentralized
information used as intensively as it is in the CANIAS ERP Sales
module. The overview demonstrates the connections between the CANIAS
ERP Sales module and the various economic and technical sections
of the company. Like all other CANIAS ERP System modules, the CANIAS
ERP Sales module can operate perfectly well independently of other
modules, thanks to its internal integration. For this reason, all
business activities are controlled by a document flow system. These
documents include all business activities, from the making of an
offer through order and delivery note to the invoice.
A completed business transaction is generally represented
by the following sales documents flow: Sales offer, sales
order, sales delivery note, sales invoicing.
With the planning of an order, all the offer data pertaining to
this product are automatically transferred to the order document.
In addition, these previously created documents are always stored
with the current document in order to facilitate the management
of documents. In the CANIAS ERP System, sales activities are represented
in sales documents specific to offers, orders, deliveries and invoices.
All of these contain relevant information about the corresponding
business activities. Each document consists of a document header
and as many line items as are needed.
The document header contains all necessary data for all documents,
including sales document number, customer number and address,
delivery conditions, discounts, texts, consignees and invoice
recipients and document value, among others. For frequently
used sales documents, a standard document can be created and
new documents can easily be prepared by transferring information
with a simple copy function. Conditions pertaining to a particular
customer are automatically transferred to the standard document
and displayed there.
A document item contains information about goods and services.
Included in this information are product number, quantity, price,
export data, discount on the item, texts. The current price list
or conditions for a product are transferred to the price and discount.
The use of the document item is controlled with the item category:
and so on.
- How should price-finding result?
- Should a goods issue be implemented?
- Should the item be printed?
- Should availability be tested?
- Which G/L account should be used?
Partial and collective delivery/invoice
In addition to transferring document items to delivery notes
or accounts, CANIAS ERP Sales offers a separation or combination
of order and delivery note items. Moreover, for invoices it
is possible to distinguish between quantity-invoices and value-invoices.
Thanks to these special characteristics, the user can prepare
invoices and delivery notes in almost any way desired.
In the CANIAS ERP System, a document is defined as follows:
1) Utilization of the document
The utilization defines the basic class of the document. It
can be offer, order, delivery
note or invoice.
2) Characterization of the document
The characterization defines the document more precisely.
It specifies how the
document functions (e.g. an offer document can include order
and delivery note
3) Characterization types
Each characterization can have different types according to
necessity. (In the
CANIAS ERP System, an order might have the following characterization
types: standard order, quantity order, value contract).
Since an original document can be given several characterizations
in the CANIAS ERP System, multiple documents are frequently
used. For example, in the case of spot orders both order and
delivery notes are prepared simultaneously and can be managed
with a multiple document. The invoice is prepared later. In
cash sales, only one document is necessary. This document
includes order, delivery note and invoice.
Check and control tables
The check table function included in all modules of the CANIAS
ERP System enhances the integration and user friendliness
of the system to a great extent. With their help, data used
in a variety of areas of the company can be filed and managed
centrally, and the cost of repeated recording, and the possible
errors this entails, are greatly reduced. Application data
can be selected directly from the check tables, thus providing
the greatest ease of operation. The system also compares new
entries with the relevant check tables and rejects invalid
data. The more detailed and consciously these check tables
are organized, the more effective the utilization of data
in the application.
The necessity of making different prices for a product is
fulfilled by the use of price lists in the CANIAS ERP Sales
module. For each product the price (gross price) can be determined
according to quantity, customer or customer category (for
example wholesale trade or retail trade). Prices can also
be fixed directly from the material master data.
The effectiveness and performance of the CANIAS ERP Sales
module reach their highest levels when it is integrated with
the PPC, inventory management, financial accounting and product
costing elements of the IAS-System:
Production planning that leads to either a production order
or a procurement must be initiated with the placing of an
If a delivery is to be made, first the availability of the
product must be verified, then the stock must be prepared.
Every invoice is recorded in accounts records.
Before permission is given to an offer to be made or accepted,
a preliminary costing is carried out. After the preparation
of an invoice, a final price calculation takes place.
The sales statistics programs of the CANIAS ERP System provides
the user with a tool for the evaluation of data which performs all
the statistical functions required in the business world today.
The data can be evaluated in the form of journals and graphics.
To this end, CANIAS ERP System offers the user direct access to
MS-Excel. CANIAS ERP data are directly transferred to the chart
calculation program and can be managed in tabular or graphic form.