The document outlines the pre-sale activities and processes involving inquiries, quotations, and contracts. It describes the purpose and benefits of these processes, such as creating inquiries and sales orders, and highlights the roles and responsibilities of a pre-sales consultant. Key process steps include document flow for inquiries, quotations, and sales orders, as well as the creation of quantity contracts.

1. PRE-SALE ACTIVITIES
Decisions ! Delivered !!
SARAVANAN .M
SALES
MANAGER
19TH Nov 2013.
Index :
1. Purpose
2. Benefits
3. Process Steps
4. Process Flow
5. Roles and Responsibilities.

2. PURPOSE
Purpose:
 The pre-sales business processes includes the functions for inquiries, quotations and
contracts.
 The inquiry is used to enter a request from the customer into the system to either provide
him with a sales quotation or to store the inquiry electronically.
 A quotation presents the customer with a legally binding offer for delivering a product or
providing a service within certain fixed conditions.
 A quantity contract is an agreement that your customer will order a certain quantity of a
product from you during a specified period. The contract contains basic quantity and price
information but no schedule of specific delivery dates and quantities.

3. BENEFITS
Benefits:
 Creation of inquiry with release status and SAP mail to responsible person
 Quotation with automatic pricing from inquiry
 Sales order with reference to quotation/contracts
 Credit limit check

4. KEY PROCESS STEPS
 Inquiry
 Document Flow
 Create a Quotation
 Output of the Quotation Documentation
 Creation of a Sales Order with Explicit Reference to the Quotation
 Creation of a Sales Order without Explicit Reference to the Quotation
 Output of the Sales Order Confirmation
 Creation of the Quantity Contract Documentation
 Creation of a Sales Order with Explicit Reference to the Contract
 Creation of a Sales Order without Explicit Reference to the Contract
 Output of the Contract

5. PROCESS FLOW DIAGRAM
Inquiry
Document
flow
Create
quotation
Quotation
output
Document
flow
Create
Sales
order
Create
Sales
order
(w.r.t quote)
(w/o.r.t quote)
Document
flow
Contract
output
(w.r.t quote)
Create
quantity
contract
(w/o.r.t quote)
Document
flow
Sales
order
output

6. RESPONSIBILITIES OF A PRE SALES CONSULTANT
Responsibilities:
 Preparation of Proposals,
 Demonstrating some of the ERP products,
 Explaining how it can help the business,
 Creating some Proof of concept(prototypes)

7. THANKYOU
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