Sales management in an ERP system
The program implements commercial offers that allow you to record data on negotiations with customers to determine the composition of the nomenclatures and terms of sale. The order itself in the program is designed in such a way that it is the “control center” of all further operations and its processing. You can also reflect all stages of the order by selecting the desired status: “not confirmed”, “for payment”, “for provision”, “for shipment”.
Further, the order can act as an order for security, for shipment, for the execution of primary documents. The execution of all orders is monitored with details to each line of the order. In addition, it is possible to specify a payment schedule (both for advance payments and repayment of receivables), due to which it is possible to control the fulfillment of the client’s obligations and plan the receipt of revenue.
Planned and actual debts are recorded in the context of orders, payment terms and settlement documents. Manual posting of payments is carried out only for orders, while the distribution for other analytical sections is performed automatically in the background.
Maintaining mutual settlements with suppliers, that is, settlements for purchases, is implemented in the program in the same way as sales.
Let us consider in more detail each stage of sales in the 1C: ERP program.
Terms of work with clients and individual conditions of sale
The subsystem allows you to fix the terms of sale by selecting standard agreements for each partner, which allow you to set:
logistics conditions (delivery time, shipment warehouse);
financial conditions (calculation procedure, form of payment, currency, payment schedule);
price conditions (prices and discounts);
others (organization, taxation, customer segment, nomenclature segment, etc.).
Such agreements can be used to work with an unlimited number of clients, in addition, it is possible to create new various standard agreements if the terms of sale are different.
For special conditions of work with customers, individual conditions of sale can be used. Such conditions are established by means of an individual agreement for the client. An individual agreement can be based on a model agreement, or its terms can be refined.
1C:ERP. Enterprise Management monitors the implementation of sales rules. In case of deviations, changes can be made to the program after additional agreement. Coordination is carried out using a business process – the coordination of agreements with customers.
Setting prices and providing discounts (markups)
If you use different types of prices for goods, you can set your own prices, calculation rules, rounding methods, currency, etc. for each type. To do this, you need to set up your own rules for each type of price (price setting methods).
It is possible to refine the price calculation rules to price groups of goods. In each price group, you can customize the calculation formula using the formula builder. In addition, if you enter data on the prices of competitors and suppliers, you can get data on the minimum or average price of the market and, based on this data, already form a price calculation in the database.
Discounts and markups in the program can be set manually or automatically, using them for both wholesale and retail trade.
Discount (markup) can be set:
to a certain client on the basis of the conditions of sale (specify in an individual agreement with the client);
a group of clients with relevant sales conditions (specify in standard agreements with clients);
providing a loyalty card for the client, upon presentation of which a certain discount will be calculated;
sale of goods from a certain warehouse (store), under certain conditions.
In the program, you can set both percentage and sum discounts, as well as provide bonus discounts.
In the event that a promotion of the type “when buying three products – the fourth as a gift” is used, a quantitative discount will be used.
In addition, we may provide gifts with purchase under certain conditions. For example, when buying a certain segment of goods, another product is provided to the client as a gift. We can also reflect this option in the 1C: ERP program.
Preparation of a commercial offer to a client for the purchase of goods with the installation of all conditions is carried out through a document – a commercial offer to the client. It may reflect the processes of preliminary interaction with the client.
All prices, terms of payment and delivery are determined by standard and individual agreements, on the basis of which a commercial offer is formed. Document management is carried out using statuses, and in the process of approval it is possible to provide an additional discount or reduce the price of goods. If the client is not satisfied with the conditions, it is possible to edit the commercial offer or prepare a new one based on it.