Final Project II-PresentationPresented by:

M.Gohar Iqbal

5052

Business Process Reengineering for Sales & Marketing Module

Contents

Purpose of BPR

Scope

Sales and Marketing

Proposed ERP

AS-IS

Documents integration

Flaws

To-Be

GAP Analysis

Implementation Methodology

Of BPR activity:

Following are the some main purpose of doing BPR observed:

Process Information

Process Tracking

Redundancy elimination

Reduction Of Cost

Process Efficiency

Time efficient

Scope The scope of this project is limited to a departmental processes of S&M,

but it gets extended when we integrate the processes to other department. Still In this report we are focusing in Sales only and following processes of sales:

Enquiry Processing,

Quotation,

Sales Order,

Delivery Order,

Payment,

Customer Complain,

Direct Sales/Tendering,

Disposal of dead inventory/ by product.

Sales And Marketing

SalesThe act of selling goods or services.

MarketingThe art of promoting product and services, the art of generating leads from customer, satisfaction of customer and with the help of sales dept. The art of finally selling a product categorizes Marketing function.

General Process:

Proposed ERP SAP-B1 is proposed for this Sales Process

This is Because

It is an efficient SAP solution For Small and mid size organizations.

And also it contains all the processes with best practices.

It contains the following processes:

SALES in SAP-B1

We have given following process to work on for Sale module:

Enquiry Processing

Quotation

Sales Order

Delivery Order

Payment

Customer Complain

Tendering

<I have picked Sales order just for presentation.>

AS-IS General Process:

End

Tendering

Enquiry Processin

g

Send Quotation

Receive req. for

tendering

ReceivePurchase Order

Receive Payment

Credit Allowed / within

Credit Limit / LC

Prepare Delivery Order

Prepare Sales Order

No

Yes

Start

Sales Order

No

Yes

Yes No Agreed to lift the

material immediately

End

Send letter to Customer against MRN for material

Lifting

Prepare Letter or telephone customer for lifting material

Follow up

Create S.O(RS)

Start

Check if Inventory is

available

Receive Letter from Customer/Telephonic

confirmation

Verify and Recommend

Create Sales Order (IQ)

Send to Customer

Receive MRN

Approved

Send to Planning

Documents Integration:

Documents Departments

Enquiry 

Sales

Quotation 

Sales

Purchase Order(customer) 

Sales and QA

Inquiry (SO) 

Sales, Planning and QA

Ready Stock (SO) 

Sales, Inventory

Delivery Order 

Sales

Payment 

Finance

Tendering

Human Resource

Ambiguity in Legacy System;

From the Process given by the company, there are observed many problems. They are listed as follows:

Manually performed activities

Inefficient Planning

Redundant Processes

Time consuming processes

Inadequate use of resource

Less security

Slow and inadequate report acquisition

TO-BE (Sales Order)Sales OrderTitle

Cu

sto

me

r S

ale

s

Phase

No

Yes

Yes No Agreed to lift the material immediately

End

Email or telephone customer for lifting

material

Start

Check if Inventory is

available

Receive confirmation from

Customer

Send to Planning

Create Sales Order (IQ)

Create S.O(RS)

Module Panel

Sales Order Screen

Sales Order Making in SAP B1 Sales module

GAP AnalysisAS-IS TO-BE

All documents are manually wrote All documents are generated from system 

All the decisions were taken physically. All the decisions accept one or two are in system. Systems defines what to do as it is programed or configures 

Payment is manually taken Payment is automated through SAP system. 

Many processes were lengthy and iterative Now processes are short and mostly one go. Because ERP system have taken control of many decisions and verifications. 

Verifications were done manually Verification e.g. stock level are now in system 

Implementation Methodology

For the implementation of proposed blue print, we have selected the SAP “ASAP” methodology.

ASAP stands for “Accelerated System Applications And Products in data Processing”. And it contains following steps:

Any Question?