Value Reference Model - Sales
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Value Reference Model - Sales

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The sales processes of a generic manufacturing company are described using an enterprise architecture tool.

The sales processes of a generic manufacturing company are described using an enterprise architecture tool.

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  • 1. Value Reference Model Sales
  • 2. Executing – Supply Chain Value Reference ModelPlanning Governing Executing Business Human Product Supply Chain Customer Auxiliary Services Resource Development Services Relations Services Services Services
  • 3. Supply Chain - Sales Supply Chain ServicesBranding Marketing Purchasing Warehousing Producing Sales Sales Order Disposal & Fulfilling Recycling
  • 4. Sales Sales Direct Sales Channel Price Managing eCommerce Sales Back Services Managing Office ServicesProspects Quotation Sales Order Sales ContractManaging Managing Managing Managing
  • 5. Manage Prospects Prospect Target ContactCustomer Information Qualify Product inquiry Target Designing inquiry response Develop Relationship Assess Need Position Solution Present Proposal Prospect Needs
  • 6. Sales Sales Direct Sales Channel Price Managing eCommerce Sales Back Services Managing Office ServicesProspects Quotation Sales Order Sales ContractManaging Managing Managing Managing
  • 7. Sales Sales Direct Sales Channel Price Managing eCommerce Sales Back Services Managing Office ServicesProspects Quotation Sales Order Sales ContractManaging Managing Managing Managing
  • 8. Sales Order Management Sales Order Management Product Roadmap Fulfill Sales Order Accept Sales Order ProductRoadmap Sales OrderDefining Consumer Data Check Consumer Consumer Data Sales Order Submit Order Change Request Consumers
  • 9. Fulfill Sales Orders Order Fulfillment Sales Create Internal Producing Warehousing ShippingOrderlines Order Controlling Authorize Delivery Product Request Delivery Handle Sales Sales Invoice Accounting Invoices Services
  • 10. Sales Sales Direct Sales Channel Price Managing eCommerce Sales Back Services Managing Office ServicesProspects Quotation Sales Order Sales ContractManaging Managing Managing Managing
  • 11. Manage the Channel Channel ManagingManage Manage Reward Sales ProvideDealers Agreements Channels Dealer Support
  • 12. Manage DealersPlan Dealers Channel Score DealersPromotion Plan Operate Dealer Dealer Scores Boosting Campaigns Dealers Incentives Dealers Data
  • 13. Manage the Channel Channel ManagingManage Manage Reward Sales ProvideDealers Agreements Channels Dealer Support
  • 14. Provide Dealer Support Dealer Request Training Request ProvideCommercialInformation Support Request Provide Dealer Training Provide Dealer Technical Support Channel Plan Provide Dealer Helpdesk Service Dealer Feedback
  • 15. Sales Sales Direct Sales Channel Price Managing Sales Back eCommerce Services Managing Office ServicesProspects Quotation Sales Order Sales ContractManaging Managing Managing Managing
  • 16. Price ManagementPrice Management Control Set Up Control Sales Commission Commission Price and Rebate and Rebate Commission / Rebate Sales Sales Prices Order Fulfilling
  • 17. Sales Sales Direct Sales Channel Price Managing Sales Back eCommerce Services Managing Office ServicesProspects Quotation Sales Order Sales ContractManaging Managing Managing Managing
  • 18. Sales Back Office Activities Sales Back Office Services Sales Sales Targets Handle Price Commissioning Sales HistoryForecasting Assignment List Mgmt accesses creates Commissioning Commissioning Data Report
  • 19. Sales Sales Direct Sales Channel Price Managing Sales Back eCommerce Services Managing Office ServicesProspects Quotation Sales Order Sales ContractManaging Managing Managing Managing
  • 20. eCommerceeSourcing eOrdering eFulfilling eBilling ePayment Executing Fulfill with Bill with Credit Report State of Issue Internal Handle Sales Accounts Receipt Advice Note Order Order Bill with Debit Fulfill with Note Despatch Advice Provide Catalogue Self Bill with Credit Note Certificate the Origin of Goods Self Bill with Self Billing Credit Note Punchout Execute Trans port Service Perform Freight Billing Report Status of Remind for Perform Buyer Goods Payment Initiated Sourcing
  • 21. Provide Catalogue CreateCatalogue Update Catalogue Item Specification Update Catalogue Pricing Delete Catalogue
  • 22. Create CatalogueReceiver Provider Start Request Respond to Catalogue Request Request Catalogue Reject Request Sales Acknowledge Send Accept Rejection Provider Response Rejection Request Closure Send Provider Response Acceptance Response Prepare Catalogue Information Receive Distribute Produce Catalogue Catalogue Catalogue Revise Catalogue Content Review Decide Catalogue Receiver Response on Action Content (Revision Request) Receiver Response (catalogue Acceptance) Acknowledge Stop Acceptance End Accept Catalogue
  • 23. Provide Catalogue CreateCatalogue Update Catalogue Item Specification Update Catalogue Pricing Delete Catalogue
  • 24. Update Catalogue Item Specification Receiver Provider Receiver Request Respond to Supplier Initiated Catalogue Catalogue Update Request Requests Initiated Request Update Request Reject Send Rejection Request Accept Update Acknowledge Provider Response Request Rejection (Rejection) Send Acceptance Prepare Catalogue Provider Response Response Item Update (Acceptance) Information Receive Item Update Catalogue Item Specification Update Distribute Item Modifications Revise Review Catalogue Item Item Receiver Response Item Update Details Decision (Query changes) Accept Changes Activate Acknowledge Receiver Response Changes Acceptance (Acceptance) Stop Apply Changes End
  • 25. Provide Catalogue CreateCatalogue Update Catalogue Item Specification Update Catalogue Pricing Delete Catalogue
  • 26. Update Catalogue PricingReceiver Provider Supplier Cus tomer Reques t Res pond to Catalogue Update Reques t Initiated Initiated Catalogue Reques ts Reques t Update Update Accept Acknowledge Send Reques t Rejection Provider Res pons e Rejection (Rejection) Prepare Send Catalogue Pricing Provider Res pons e Acceptance Update Information (Acceptance) Res pons e Receive Pricing Catalogue Pricing Dis tribute Update Specification Update Pricing Modifications Revis e Catalogue Item Review Decide Pricing Details Receiver Res ponse on Pricing (Query Changes ) Action Accept Changes Cancel Acknowledge Activate Trans action Acceptance Receiver Res ponse (Acceptance) Changes Pricing Apply End Clos ure Changes
  • 27. Provide Catalogue CreateCatalogue Update Catalogue Item Specification Update Catalogue Pricing Delete Catalogue
  • 28. Delete CatalogueReceiver Provider Identify Catalogue Deletion Notify of Start Catalogue Report Catalogue Deletion Insist on Deletion Receiver Decides on Action Review Deletion Cancel Receiver Response of Catalogue Deletion (Catalogue Deletion) Accept Catalogue Deletion Acknowledge Cancelation Cancel Catalogue Receiver Response Deletion (Accept) Closure Delete End Catalogue
  • 29. eCommerceeSourcing eOrdering eFulfilling eBilling ePayment Executing Fulfill with Bill with Credit Report State of Issue Internal Handle Sales Accounts Receipt Advice Note Order Order Bill with Debit Fulfill with Note Despatch Advice Provide Catalogue Self Bill with Credit Note Certificate the Origin of Goods Self Bill with Self Billing Credit Note Punchout Execute Trans port Service Perform Freight Billing Report Status of Remind for Perform Buyer Goods Payment Initiated Sourcing
  • 30. PunchoutCustomers System Seller Catalogue Initiate a Punchout Catalogue Build Shopping Basket Session Transaction Mgt Receive Quotation Quotation Transaction Send Shopping Basket Mgt Quotation
  • 31. eCommerceeSourcing eOrdering eFulfilling eBilling ePayment Executing Fulfill with Bill with Credit Report State of Issue Internal Handle Sales Accounts Receipt Advice Note Order Order Bill with Debit Fulfill with Note Despatch Advice Provide Catalogue Self Bill with Credit Note Certificate the Origin of Goods Self Bill with Self Billing Credit Note Punchout Execute Trans port Service Perform Freight Billing Report Status of Remind for Perform Buyer Goods Payment Initiated Sourcing
  • 32. Handle Sales OrderDelivery Recipient Buyer Seller Place Order Sales Order Receive / Review Order Send Reject Order Order Response Receive Response Response Accept Order Add Detail Buyer Cancels Change Order Order Order Change Confirm Order Order Cancellation Seller Cancels Order Receive Advice Di spatch Advi ce Despatch Order Items Receive Advice Di spatch Advi ce Receive Stock Receipt Advice Raise Invoice Reconcile Invoice Invoice
  • 33. Despatch Order Items Product InventoryPlace Demand Product items available Confirm Delivery Item Delivery Inventory Inventory Updating Checking items not available Internal Order Notify Delay Items Creation Arrival Create Create Internal Vendor Order Order
  • 34. Handle Sales OrderDelivery Recipient Buyer Seller Place Order Sales Order Receive / Review Order Send Reject Order Order Response Receive Response Response Accept Order Add Detail Buyer Cancels Change Order Order Order Change Confirm Order Order Cancellation Seller Cancels Order Receive Advice Di spatch Advi ce Despatch Order Items Receive Advice Di spatch Advi ce Receive Stock Receipt Advice Raise Invoice Reconcile Invoice Invoice
  • 35. Raise Invoice Buyer Seller Reconciliation Invoice Create Invoice Process Acknowledgement Create Invoice Process Invoice Response Invoice Response Response (Approved) Approved Payment AwaitGenerating Payment Buyer Dispute As agreed by Trading Partners, Issue resolution Seller DisputeResolution Process may take place via phone, email, etc. Resolution Process
  • 36. eCommerceeSourcing eOrdering eFulfilling eBilling ePayment Executing Fulfill with Bill with Credit Report State of Issue Internal Handle Sales Accounts Receipt Advice Note Order Order Bill with Debit Fulfill with Note Despatch Advice Provide Catalogue Self Bill with Credit Note Certificate the Origin of Goods Self Bill with Self Billing Credit Note Punchout Execute Trans port Service Perform Freight Billing Report Status of Remind for Perform Buyer Goods Payment Initiated Sourcing
  • 37. Fulfill with Receipt AdviceBuyer Deliverer Seller Receive From Order Stop Order Items Sales Check Status Send Receipt Receipt Receive Adjust Closure of Items Advice Advice Receipt Advice Supply Status Accept Items Advise Buyer of Status Send Order Cancel Order Cancellation Order Cancellation Adjust Order Change Order Order Change
  • 38. eCommerceeSourcing eOrdering eFulfilling eBilling ePayment Executing Fulfill with Bill with Credit Report State of Issue Internal Handle Sales Accounts Receipt Advice Note Order Order Bill with Debit Fulfill with Note Despatch Advice Provide Catalogue Self Bill with Credit Note Certificate the Origin of Goods Self Bill with Self Billing Credit Note Punchout Execute Trans port Service Perform Freight Billing Report Status of Remind for Perform Buyer Goods Payment Initiated Sourcing
  • 39. Fulfill with Despatch AdviceDeliverer Despatcher Receive Order Despatch Order Start Items Items Receive Send Despatch Despatch Advice Despatch Advice Advice Check Status Stop of Items Receive Receipt Adjust Supply Advice Status Adjust Order Accept Item(s) Stop Send Receipt Advice Receipt Advice
  • 40. eCommerceeSourcing eOrdering eFulfilling eBilling ePayment Executing Fulfill with Bill with Credit Report State of Issue Internal Handle Sales Accounts Receipt Advice Note Order Order Bill with Debit Fulfill with Note Despatch Advice Provide Catalogue Self Bill with Credit Note Certificate the Origin of Goods Self Bill with Self Billing Credit Note Punchout Execute Trans port Service Perform Freight Billing Report Status of Remind for Perform Buyer Goods Payment Initiated Sourcing
  • 41. Certificate the Origin of GoodsExporter Issuer Endorser Importer Apply for CoO Issue CoO Start CoO Amend CoO Receive Response if required Endorse Reject CoO CoO Apply for Endorsement End Endorser Receives CoO Send CoO Importer CoO Receives CoO
  • 42. eCommerceeSourcing eOrdering eFulfilling eBilling ePayment Executing Fulfill with Bill with Credit Report State of Issue Internal Handle Sales Accounts Receipt Advice Note Order Order Bill with Debit Fulfill with Note Despatch Advice Provide Catalogue Self Bill with Credit Note Certificate the Origin of Goods Self Bill with Self Billing Credit Note Punchout Execute Trans port Service Perform Freight Billing Report Status of Remind for Perform Buyer Goods Payment Initiated Sourcing
  • 43. Transport ServiceConsignee Consignor Freight Forwarder Carrier Ordering Send Shipment Request Logistic Receiv e Process Data Shipment Data Forwarding Instructions Serv ice Transport Serv ice Request Request Transport Serv ice Packing List Transport Serv ice Request Receiv e / Send Bill Send Bill of Lading End Receiv e Bill of Send Bill of Lading Bill of Lading of Lading Lading to Bill of Lading Consignor Receiv e / Send Send Way bill to Send Way bill Transport Items to Receiv e Way bill Cosignee Way bill Way bill Way bill Consignor Way bill Transportation Forwarder Report Transportation Carrier Reports Receiv e Status Transportation Receiv e / Send Status Status Status Status Report Status Status Report
  • 44. eCommerceeSourcing eOrdering eFulfilling eBilling ePayment Executing Fulfill with Bill with Credit Report State of Issue Internal Handle Sales Accounts Receipt Advice Note Order Order Bill with Debit Fulfill with Note Despatch Advice Provide Catalogue Self Bill with Credit Note Certificate the Origin of Goods Self Bill with Self Billing Credit Note Punchout Execute Trans port Service Perform Freight Billing Report Status of Remind for Perform Buyer Goods Payment Initiated Sourcing
  • 45. Status of GoodsConsignee Consignor Freight Forwarder Request Status of Receive / Transmit Receive Request Start Goods Status Request Request Status Request Receive / Transmit Report Status Receive Status End Report Status Report Transportation Status Transportation Status Reporting Procedure
  • 46. eCommerceeSourcing eOrdering eFulfilling eBilling ePayment Executing Fulfill with Bill with Debit Report State of Issue Internal Handle Sales Accounts Receipt Advice Note Order Order Bill with Credit Fulfill with Note Despatch Advice Provide Catalogue Self Bill with Credit Note Certificate the Origin of Goods Self Bill with Self Billing Credit Note Punchout Execute Trans port Service Perform Freight Billing Report Status of Remind for Perform Buyer Goods Payment Initiated Sourcing
  • 47. Bill with Debit NoteCustomers Suppliers Receive Invoice Raise Invoice Electronic Invoice Start Customers Send Account Customer Receive Account Suppliers Reconcile Response Response Response Reconcile Charges Charges agree to over charges charged Raise Debit Note Receive Debit Debit Note Note End
  • 48. Supply Chain – Sales Order Fulfillment Supply Chain ServicesBranding Marketing Purchasing Warehousing Producing Sales Sales Order Disposal & Fulfilling Recycling
  • 49. Sales Order Fulfillment Sales Order Fulfilling Sales Order Sales Order Load Planning Inquiring Confirming Receiving Sales Order Sales Order Products from Filling Shipping Warehouse Sales Order Customer Product Delivering Receipt Installing & Verifying Testing Customer Invoicing