The "Order-to-Cash" Process: Part I, Marketing and Sales (M/S)

Chapter 10
The “Order-to-
Cash” Process:
Part I, Marketing
and Sales (M/S)
PowerPoint Presentation
by Charlie Cook
Copyright © 2004 South-Western.
All rights reserved.
Learning Objectives
• To describe the business environment for the
M/S process
• To analyze the effect of enterprise systems and
other technologies commonly used in traditional
implementations for the M/S process
• To analyze how the integration provided by
enterprise systems and e-business add-ons can
improve effectiveness and efficiency of the M/S
process
Copyright © 2004 South-Western. All rights reserved. 10–2

Learning Objectives (cont’d)
• To describe the logical and physical
characteristics of the M/S process and its
support of management decision-making
• To describe and analyze controls typically
associated with the M/S process

The Order-to-Sales Process
FIGURE 10.1
M/S Horizontal Information Flows
• Customer places an order.
• Sales order department requires credit approval
from credit department.
• Credit department informs sales order
department of decision.
• Sales order department acknowledges the
customer order.
• Sales order department notifies shipping
department of the sales order.
M/S Horizontal Information Flows (cont’d)
• Sales order department notifies warehouse,
revenue collection process, payroll process, and
general ledger.
• Warehouse sends completed picking ticket to
shipping department.
• Shipping department informs sales order
department of shipment.
• Shipping department informs carrier and
revenue collection process of shipment.

A Horizontal
Perspective of
the M/S System
NOTES:
1. The pyramids represent the organizational structures within
which the sales order, credit, and shipping departments reside.
2. The horizontal lines numbered 1–9 represent information flows
generated by the M/S. As mentioned earlier, these information
flows support the repetitive work routines of the four
departments depicted. A short explanation of each flow is
FIGURE 10.2
provided in Table 10.1.
A Vertical Perspective of the M/S Process
NOTES:
1. This figure represents a partial organization
chart of the marketing function.
2. The broken lines represent vertical
information flows (often in the form of
management reports) based on data
generated or captured by the M/S process.
FIGURE 10.3
The M/S Process—Context Diagram
FIGURE 10.4
The M/S
Process—
Level 0
Diagram
FIGURE 10.5
Dissemination Documents
• Picking ticket
 Authorizes warehouse to “pick” goods, send to
shipping. Has warehouse location.
• Packing slip
 Attached to outside of carton; identifies customer and
goods.
• Customer acknowledgement
 Notifies customer of acceptance of order; shipping
date for order.

Dissemination Documents (cont’d)
• Sales order notification
 Internal form sent to billing department re pending
shipment
• Bill of lading
 Contract between shipper and carrier
 Carrier gets copy, shipper keeps copy.

Logical Data Descriptions
• Marketing data
• Customer master data
• Inventory master data
• Accounts receivable master data
• Sales order master data
• Completed picking ticket file
• Shipping notice file

Sample SAP Sales Order Entry Screen
FIGURE 10.6
M/S
Process
Flowchart
FIGURE 10.7a
M/S
Process
Flowchart
(cont’d)
FIGURE 10.7b
M/S
Process
Flowchart
(cont’d)
FIGURE 10.7c
Modified M/S Process
BCL = Sales order bar code label (one per carton)

BCT = Bar code ticket (one for each product item)
SO = Sales order TI 10.3
Sample SAP Sales Analyses Report
FIGURE 10.8

Control
Matrix for
the M/S
Process
Explanation of cell entries –
see Exhibit 10.1.
KEY:
Possible operation process goals are C—Provide assurance of customer’s creditworthiness. IV = input validity
(not intended to be all-inclusive): D—Provide timely shipment of goods to customers. IC = input completeness
A—Provide timely responses to customer inquiries. E—Comply with the fair pricing requirements of the IA = input accuracy
B—Provide timely acknowledgment of customer orders. Robinson-Patman Act. UC = update completeness
FIGURE 10.9a
UA = update accuracy
Control
Matrix for
the M/S
Process
Explanation of cell entries –
see Exhibit 10.1.
KEY:
Possible operation process goals are C—Provide assurance of customer’s creditworthiness. IV = input validity
(not intended to be all-inclusive): D—Provide timely shipment of goods to customers. IC = input completeness
A—Provide timely responses to customer inquiries. E—Comply with the fair pricing requirements of the IA = input accuracy
B—Provide timely acknowledgment of customer orders. Robinson-Patman Act. UC = update completeness
UA = update accuracy
FIGURE 10.9b
The M/S Process—
Diagram 1
FIGURE 10.10
The M/S Process—Diagram 2
FIGURE 10.11
The M/S Process—Diagram 3
FIGURE 10.12
Entry-
Relationship
(E-R)
Diagram for
the M/S
Process
FIGURE 10.13
Selected Relational
Tables (Partial) for
the M/S Process
FIGURE 10.14

The "Order-to-Cash" Process: Part I, Marketing and Sales (M/S)

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The "Order-to-Cash" Process: Part I, Marketing and Sales (M/S)

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Chapter 10

Copyright © 2004 South-Western. All rights reserved. 10–2

Copyright © 2004 South-Western. All rights reserved. 10–3

Copyright © 2004 South-Western. All rights reserved. 10–6

Copyright © 2004 South-Western. All rights reserved. 10–11

Copyright © 2004 South-Western. All rights reserved. 10–12

Copyright © 2004 South-Western. All rights reserved. 10–13

BCL = Sales order bar code label (one per carton)

Copyright © 2004 South-Western. All rights reserved. 10–19

Copyright © 2004 South-Western. All rights reserved. 10–26

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