Business Application PDF

Chapter 1 Sales Order Processing System 1.0 Objectives 1.1 Introduction 1.2 Sales Enquiry & preparation of Quotation 1.3 Order acceptance 1.4 Dispatch & Invoicing 1.5 Sales Analy...

Chapter 1 Sales Order Processing System 1.0 Objectives 1.1 Introduction 1.2 Sales Enquiry & preparation of Quotation 1.3 Order acceptance 1.4 Dispatch & Invoicing 1.5 Sales Analysis (based on products, Customers) 1.6 Sales Invoice 1.7 Summary 1.8 Check your Progress – Answers 1.9 Questions for Self – Study 1.10 Suggested Readings 1.0 OBJECTIVES After studying this chapter you should be able be : 1. Understand Sales Enquiry and preparation of Quotation 2. Order acceptance, Dispatch and Invoicing 3. Sales Analysis and Sales Invoice 1.1 INTRODUCTION Companies often use a set of processes to complete the tasks and activities that occur in their business every day. Order processing also known as order fulfillment in the business environment is one of these activities. This process is often a system of steps repeated to fill customer orders. Historically, order processing detailed the activities a company completed for customer mail orders. Fulfillment is now more common with the advent of Internet websites, which customers use to purchase all sorts of products without ever stepping foot in a store. Order processing systems feature tasks that often include the picking, packing and shipping of products to consumers. A company typically completes these activities in its warehouse or a similar setting. This system can also include handling customer questions, returns or other issues. Sales order processing is considered as an important function in any business organization. Every organization is interested in important function in any business organization. A very wide variety of sales order processing systems are in use in a number of business organization. The objective and scope of the sales order processing system are governed by the type of organization, the market environment as well as the nature of the product and marketing organization. The sales order processing system for a heavy engineering organization would be different as compared with the system that is used for consumer nondurable products. Sales order processing system has considerable interfaces with many other application systems. Sales order processing system has interface with financial accounting system or accounts receivables system in respect of credit control. Sales Order Processing System / 1  1.2 SALES ENQUIRY AND PREPARATION OF QUOTATION Selling is a wonderful profession when approached ethically, constructively and helpfully. Happily much sales development theory takes this positive direction. The origins of the word 'sell' provide a useful reminder of its purest meaning. Selling is a wide subject, covering many selling methods, sales theories, models and sales training methods. The sales techniques and selling ideas here have all been effective at some stage. Many are still widely used. Think about what you are selling, the market that you're selling into, the people you meet in the selling process, and use what will help you sell better. If you are managing sales people, the best results generally come if you allow sales people to work to their strengths; in a way that is natural to them. Enquiry Preliminary response from prospective customers, generally following an advertisement or sales promotion campaign. Number of inquiries (and their conversion into sales revenue) is a measure of the effectiveness of a firm's marketing efforts. Also spelled as enquiry. What do you mean by "Sales Enquiry"? Typically, you would record the functional requirements (the user needs to be able to do step 1, step 2, etcetera). Then you would look at the functionality that is already available, and analyze where this does not meet the requirement, and if it doesn't, how you are going to address this gap in functionality, which is what is called the design. To come up with a good design, first you will need to have a clear definition of the requirement. Request for information about a product or service. An inquiry from a prospective customer may be unsolicited, but many advertising dollars are spent attempting to generate inquiries as well as purchases. Inquiry promotions identify individuals with an interest in the product or service, provide leads for follow-up sales calls or promotions, and measure both the effectiveness of various advertisements and also the demand for a product or service. It is important to answer all inquiries with a follow-up letter or sales call to convert the inquirer to a buyer. In some cases, the marketer must follow up with questions that qualify (see qualified leads) the prospect, determining if he is ready, willing, and able to buy. For example, if the inquiry concerns computer equipment, the seller can ask about the computing requirements of the inquirer and determine whether the need is imminent. See also inquiry and follow-up. Business Applications / 2 PREPARATION OF QUOTATIONS: Quotations shall be submitted on the forms provided and must be signed by the Offeror or the Offeror’s authorized representative. The person signing the Quotation shall initial any corrections to entries made on the Quotation forms. Offerors must quote on all items appearing on the Quotation forms unless specific directions in the advertisement, on the Quotation form or in the special provisions allowed for partial Quotations. Failure to quote on all items may disqualify the Quotation. 9When Quotations on all items are not required, Offerors shall insert the words “no Quotation” where appropriate. Alternative Quotations will be considered, unless otherwise stated, only if the alternate is: (1) Described completely, including, but not limited to, sample(s), if requested, and specifications sufficient so that a comparison to the request can be made; and (2) Submitted as part of the base Quotation response, i.e. it shall not be a separate document which could be construed as a second Quotation. Unless otherwise stated in the Request for Quotation (RFQ), the Offeror agrees that the Quotation shall be deemed open for acceptance for Sixty (60) calendar days subsequent to submittal to the City of Concord. Any questions or inquiries must be submitted in writing, and must be received by the Purchasing Agent no later than seven (7) calendar days before the Request for Quotations due date to be considered. Any changes to the Request for Quotations will be provided to all Offerors of record. The Offeror shall not divulge, discuss or compare this Quotation with other Offerors and shall not collude with any other Offeror or parties to a Quotation whatever. (Note: No premiums, rebates or gratuities permitted either with, prior to, or after any delivery materials are allowed. Any such violation will result in the cancellation and/or return of materials, as applicable, and the removal from Quotation List). The name of manufacturer, trade name, or catalog number mentioned in this Request for quotation is for the purpose of designating a minimum standard of quality and type. Such references are not intended to be restrictive, although specified color, type of material and pecified measurements may be mandatory. Quotations will be considered for any brand which meets or exceeds the quality of the specifications listed. On all such Quotations, the Offer or shall specify the product they are proposing and shall supply sufficient data to enable a comparison to be made with the particular brand or manufacturer specified. Failure to submit the above may be sufficient grounds for rejection of the Quotation. When samples are required, they must be submitted free of cost and will be returned unless otherwise specified. Items left for demonstration purposes shall be delivered and installed free of charge and shall be removed by the vendor at no cost to the City. Said demonstration units shall not be offered to the City as new equipment unless mutually agreed to. The vendor may be required to supply proof of compliance with Quotation specifications. When requested, the vendor must immediately supply the City with certified test results or certificates of compliance. Where none are available, the City may require independent laboratory testing. All costs for such testing, certified test results or certificates of compliance, shall be the responsibility of the vendor. Unless otherwise stated, all prices are F.O.B.: Destination. No charge for packing or drayage will be allowed. All deliveries are to be pre-paid, C.O.D.’s will not be accepted. Each shipment shall be identified by Purchase Order and/or RFQ number, commodity description and packing list. All items, packages, etc. shall have clearly identifiable external markings or tags for ease of identification. SUBMISSION OF QUOTATIONS: Quotations must be submitted as directed in the Request for Quotations, and on the form sprovided unless otherwise specified. Quotations must be typewritten or printed in ink. Quotations must be mailed or delivered in person. Quotations that are faxed or e-mailed will not be accepted. WITHDRAWAL OF QUOTATIONS: Quotations may be withdrawn prior to the opening date and time upon written, faxed, e-mailed or telegraphic request of the Offeror to the Purchasing Agent. Negligence on the part of the Offeror in preparing this Quotation shall not constitute a right to withdraw a Quotation subsequent to the Quotation opening. Quotations may not be withdrawn for a period of sixty (60) days after the date of opening indicated herein or as modified by addenda. Sales Order Processing System / 3 PROPOSERS INTERESTED IN MORE THAN ONE QUOTATION: If more than one Quotation is offered by any one party, or by any person or persons representing a party, all such Quotations shall be rejected. A party who has quoted prices to a Offeror is not thereby disqualified from quoting prices to other Offerors or from submitting a direct Quotation in its own behalf. RECEIPT AND OPENING OF QUOTATIONS: Quotations shall be submitted prior to the time fixed in the Request for Quotations. Quotations received after the time so indicated shall be returned unopened. QUOTATION RESULTS: All Quotations received shall be considered confidential and not available for public review until after a vendor has been selected. All quotations shall be subject to negotiations prior to the award of a contract. NO TELEPHONE REQUESTS FOR RESULTS WILL BE ACCEPTED OR GIVEN TIE QUOTATIONS: When identical Quotations are received, with respect to price, delivery, financial resources, experience, ability to perform and quality, award may be made by a toss of coin, with the following exception: When a tie Quotation exists between a local (a business establishment within City limits) Offeror and an out-of-town Offeror, preference will be given to the local Offeror. Any Offeror having a local agent who is a bona fide resident of the City is considered a local Offeror. If a tie Quotation exists between two local Offerors, or two out-of-town Offerors, the decision may be made by a toss of coin. LIMITATIONS: This Request for Quotation (RFQ) does not commit the City to award a contract, to pay any costs incurred in the preparation of a response to this request, or to procure or contract for services or supplies. The City reserves the right to accept or reject any or all Quotations received as a result of this request, or to cancel in part or in its entirety this RFQ, if it is in the best interest of the City to do so. QUOTATION EVALUATION: In an attempt to determine if a Offeror is responsible, the City, at its discretion, may obtain technical support from outside sources. Each Offeror will agree to fully cooperate with the personnel of such organizations. 1.3 ORDER ACCEPTANCE An order acceptance procedure, which includes an accept, review, reject process. There should be no doubt about which orders can be filled immediately and which should be reviewed. You could include some or all of the following:  establish the criteria for which orders you will accept - for example, orders below £15 where both Address Verification and Card Security Code match  establish the criteria for which orders should be reviewed – for example, all orders over £75, and all orders with either Address Verification or Card Security Code mismatch  establish the criteria for which orders should be rejected – for example, all orders over £75 where both Address Verification and Card Security Code mismatch and the delivery address differs from the billing address. Capture delay can be used to provide additional time for you to check orders before capturing the payment. Business Applications / 4 Order Acceptance Notice Attention Date We are submitting this notice to verify our acceptance of the following goods: Date P.O. $ Invoice # Packing Slip # We find these goods to be acceptable, in good condition, free of damage or defect, and in accordance to our order. We accept this shipment of goods. Thank you, Sincerely, _______________________________________________________ (Signature) _______________________________________________________ (Title) Seller’s Confirmation of Receipt & Acceptance of Order To: ______________________ ______________________ ______________________ Date: __________, 20__, No._____ We hereby confirm your order for the following goods: Item: ___________________________ Terms of Shipment: ______________ Delivery Date: __________________ Delivery Point: _________________ Terms of Payment: _______________ All prices herein are exclusive of sales, use, and other excise taxes. All such taxes, and any other taxes measured, in whole or part, by gross receipts applicable to this transaction are to be borne by the purchaser. All export, import and other duties, tariffs and customs shall be paid by the purchaser. If exemption is claimed by the purchaser from any of the foregoing, the purchaser shall furnish satisfactory proof of such tax exemption. ___________________________________ SELLER Date: ______________________________ Sales Order Processing System / 5 Seller’s Confirmation of Receipt & Acceptance of Order Review List This review list is provided to inform you about this document in question and assist you in its preparation. This document can be modified to reflect nonconforming elements about your customer’s order, unacceptable payment terms, and the like. This is a well care document designed to let your customers know you have received their order and how you plan to proceed. It also serves to cut down on incoming calls, faxes, emails, and letters because you have acted promptly in letting them know what’s what. 1. Make multiple copies. If possible, fax one to the customer. Keep a copy in the transaction file. 1.4 DISPATCH AND INVOICING Dispatch When businesses purchase goods from a company and the goods are shipped to them, the business receives them and that is receipt. Dispatch of goods is when that company ships out those goods purchased from them by the businesses. Dispatching is the part of production control that translates the paper work into actual production in accordance with the details worked out under routing and scheduling functions. Dispatching deals with setting the production activities in motion through the release of orders and instructions in accordance with previously planned timings as embodied in production schedules. James L. Landy has defined Dispatching as “The dispatching function involves the actual granting of permission to proceed according to plans already laid down. This is similar, in the casde of traveler to his employer finally approving his vacation leave.” According to Spriegal and Lansburg, “Dispatching involves the meeting of schedules by proper utilization of machines, work-places, materials and workers, as designed by the routing. The dispatching unit of the planning department thus includes all persons whose duty is to see that orders are issued to the shop that materials are at the work place that tools are provided, that job cards are issued and, in general all necessary steps are taken to ensure that the schedules will be properly carried out." Dispatching is a function of Production controlling. It ensures the timely movement of semi finished items from one machins to another machine.Ultimately the target set at the stage of production planning are achieved with the the help of this diapatching function , because it deals with the movement of semi finished items from one machine to another within a specified time frame. We have to follow this time constraints if we want to achieve efficiency in our plant.Thus in a nut shell dispatching is just like a steering of a BUS so that it can reach at its destination at scheduled time and safely. Invoicing Invoice is a statement which contains the under mentioned details compulsorily. 1. Invoice Number 2. Invoice date 3. Name and address of the person making the invoice ( Seller of goods and service) 4. Name and address of the person to whom invoice is made. ( Buyer of goods and service) 5. Description of goods / services involved 6. Applicable rates and taxes with percentages 7. Rate of the goods / services 8. Quantity of the goods and services 9. Quality or any other specifications 10. Price / Value of the goods and services 11. Invoice must be signed by the person making it 12. Terms and conditions of making the payment An invoice or bill is a commercial document issued by a seller to the buyer, indicating the products, quantities, and agreed prices for products or services the seller has provided the buyer. An invoice indicates the buyer must pay the seller, according to the payment terms. In the rental industry, an invoice must include a specific reference to the duration Business Applications / 6 of the time being billed, so rather than quantity, price and discount the invoicing amount is based on quantity, price, discount and duration. Generally speaking each line of a rental invoice will refer to the actual hours, days, weeks, months etc being billed. From the point of view of a seller, an invoice is a sales invoice. From the point of view of a buyer, an invoice is a purchase invoice. The document indicates the buyer and seller, but the term invoice indicates money is owed or owing. In English, the context of the term invoice is usually used to clarify its meaning, such as "We sent them an invoice" (they owe us money) or "We received an invoice from them" (we owe them money). Invoice processing involves the handling of incoming invoices from arrival to post. Invoices have many variations and types. In general, invoices are grouped into two types: 1. Invoices associated with a request 2. Invoices that do not have an associated request. Most organizations have clear instructions regarding processing incoming invoices. Different sets of instructions are commonly found in most organizations regarding the handling of purchase order invoices or non-purchase order invoices. The main department that processes invoices is known as accounts payable department. The process involving a supplier invoice is also known as purchase-to-pay. Typical process A typical process involving paying a supplier invoice begins at the arrival of invoice at the door of the organization regardless of the methods of arrival such as via email, snail-mail, faxes, etc. Once the invoice arrives, the accounts payable clerk must ensure that the document is indeed an invoice. Then the clerk classifies and sorts the invoice into various categories. The definition of various categories is not always the same across different organizations but is normally defined by each organization. Once its category defined, the invoice is forwarded to the responsible person for that particular invoice. This is normally the person who has placed that order. If there has been a purchase order involved when placing that order, the invoice must then be matched against the purchase order to ensure that the amount invoiced is correctly stated on the invoice. If the amount is right and the goods have arrived, the responsible person will have to approve the invoice by signing off on it. If the amount invoiced exceeds a certain amount that is limited by the organization, the superior of that person may have to approve the invoice as well. This, of course, differs from organization to organization. Sales Order Processing System / 7  Once the invoice has been approved and there have been no variances, the invoice is posted into the accounting system. A manual invoice process can sometimes exceeds 15 steps before the final posting is done. Automatic process Technology has long enabled the automation of invoice processing from arrival to post. This means that at arrival of the invoice, the same accounts payable clerk will only need to scan the invoice into an automation software. The automation software then converts the invoice's scanned image into a text searchable document. The different fields on an invoice can also be defined into the software so that it remembers which fields that it should capture and register into the ERP systems, for instance, the amount purchase, the quantity, the supplier name, the supplier code, and so on. Most automation software today integrates into common organizational ERP systems such as those offered by SAP, Microsoft and Oracle. Once the data is extracted or captured from the invoice, the data is sent into the system for automatic matching against the purchase order. This is done automatically. The responsible person will then receive an email alert so that he or she can approve the invoice. If there are other people involved in the approval work flow, email alerts to them will also be automatically generated. Automation software PayStream Advisors, an industry analyst, has defined accounts payable automation as the solutions and services which automate the people and paper-based processing invoices for approval and posting into the accounting system. More information about automating invoice processing with technology can be obtained from the common vendors' websites. According to the Document Imaging Report, issue no. 8-17-07, there are around 3757 invoice processing applications in the world. In the 2008 report, "Optical Character Recognition: Invoice Imaging and Data Capture for Accounts Payable," PayStream advisors writes: Intelligent Data Capture (IDC) or learning systems enable end users to extract content from invoices without the system having to learn the layout of the invoice. Some intelligent engines are able to correctly sort batches on the fly, locate data fields such as invoice and PO number, as well as line item information, and then extract the desired content from those data fields. Intelligent solutions do not require the coding of rules or design form templates. Rather the system learns by reviewing a relatively small number of invoice samples. This helps the system scale to large invoice volumes and widely varying document layouts without requiring a human operator to specify a template for each one, or explicitly create and tune an extensive library of keywords. Check your Progress -1 1. Define Sales Order Processing …………………………………………………………………………………………... …………………………………………………………………………………………... 2. What is enquiry. …………………………………………………………………………………………... …………………………………………………………………………………………... 3. What is invoice …………………………………………………………………………………………... …………………………………………………………………………………………... Business Applications / 8  1.5 SALES ANALYSIS (BASED ON PRODUCTS, CUSTOMERS) Determination of the extent to which a sales force has met its sales objectives within the specified timeframe. The essence of business analysis is to enable management to have accurate information on sales in an effort to improve company profit margins. Analysis helps a business come up with a sales strategy by identifying customers through demographics, for instance. Sales analysis also helps a business know which products are selling and which are not. Sales Analysis Through sales analysis, a business will become familiar with emerging trends in the marketplace. When sales fluctuate, it implies new trends manifesting that a company needs to master to keep sales on par with those of the competition. A company needs to know which products competitors are selling more of to draw its own strategy. Sales analysis helps the company know it is meeting its sales objectives in a given timeframe. Demographics Understanding demographics and their needs is part of sales analysis. You cannot flood a store with iPhones, for example, in an area predominantly inhabited by retiring babyboomers. Such gudgets are usually synonymous with the younger generations. Understanding your market helps a business draw an effective sales strategy. A good sales analyst has to understand marketplace trends. It is always good to know which product is selling at a particular time and where. In that sense, a business is able to identify which market segment is booming and bringing in more revenue. Technology Software to help a business keep track of sales is available. Most such technology will help the business owner know whether at least minimum profit is being realized on each product. The whole purpose of analysis is to derive an accurate picture of the performance of a business using available data. Syspro is one of the most commonly used programs in sales analysis. It integrates all the data required to assess sales. Scorecards To analyze sales, a scorecard, also known as The Balanced Scorecard (BSC) is needed. A BSC is a business performance yardstick which was developed by Robert S. Kaplan and David P. Norton and is used to provide a balanced measurement of financial performance, non-financial operations and innovations, among other things. Precisely, it looks at the key performance measures of the company to provide accurate information that can be used to assess how a company is performing overall. Sales Forescasting The available technology helps a business detect trends. It is imperative to know which trends are declining and which ones are on the rise. Such analysis allows a business to forecast its sales in every given market segment at a given time. Reporting After all these measures are put in place to analyze sales, a company needs a report called The Sales Analysis Report. It looks at gross profits or losses. The report also includes details such as sales done by each individual sales representative, for instance. Without sales analysis, it is difficult to know whether a business is doing well or not. Most businesses collapse because they did not do a good job analyzing their sales and company performance Sales Order Processing System / 9 Sales Analysis based on Products Product-related functions and processes are dependent upon a firm's R&D (Research & development) and manufacturing/purchasing capabilities. 1. The R&D function generates proprietary technologies that can be applied to the development and production of new products. In the electronics industry, access to basic components, like hard disk drives and floppy disk drives and high precision production equipment are fundamental to making smaller, lighter, higher quality products. Each generation of smaller products, like palm corders, stimulates market growth for the company that is first to the market. Each generation of smaller products also reduce packaging and shipping costs, reduce power consumption, extend battery life, and are more convenient to carry. 2. The time-to-market process is required to integrate new technology into a firm's products and services. Today, competitive advantage is often related to the speed with which a firm can introduce the next generation of technologies into the market through new product and process developments. Once the product is developed, production capacity often becomes the limiting factor of market growth. 3. The manufacturing function transforms a set of purchased components and software into a firm's products. Having acceptable products available in a timely manner for customers is central to making sales. The ability to provide the highest quality products in the most efficient allows companies to gain market share by offering competitive prices and ready availability. Experience curve effects from high volumes can lead to lower costs. 4. The integrated-supply-chain process coordinates purchasing of components for assembly, product outsourcing, otherwise making sure products are available to meet customer order requirements. Outsourcing and alliances increase a firm's ability to offer a wider range of products or to introduce new products more rapidly. Increased flexibility provides competitive advantage in responding to rapid market changes. Sales Analysis based on Customers Business Applications / 10 Customer Value Assessment Determine lifetime sales by customer and customer type to identify your most loyal customers and largest market opportunities. Identify and rank customers who are considered "high value" based on discount level and gross margin, and uncover areas where discounting is cutting into profits. Evaluate how sales revenues and gross profits are trending by customer and channel to anticipate future sales and profits and to focus retention efforts on customers whose purchases have decreased. Perform activity-based management analysis with the Profitability Performance Management module of Stratum to determine true net profitability by customer. Measure the impact of average selling price and cost of goods sold on gross profits to determine if prices or costs are eating away your profitability. Isolate the effect of freight and handling costs on customer profitability and discover low profit customers that may require more cost effective shipping methods. Assess year to date sales revenue performance relative to budgets, forecasts and last year's performance, to determine variance to plan. Customer Acquisition / Targeted Selling Segment customers by a Propensity to Buy (PTB) score to determine those customers most likely to purchase new products or more existing products. (The PTB metric is customized to accommodate those factors most relevant to your business model, and may incorporate previous sales volume, seasonal trends, regional sales, business type, etc.) Rank customers based on the recency of their purchases, frequency of their orders and the value of their purchases and then segment them into groups and design promotions and sales efforts to target each group with up sell and cross sell promotions. Isolate customers into "opportunity groups" based on purchasing behavior, such as customers that bought from you last year but did not buy this year. Utilizing the Marketing Performance Management module, create plans by group to estimate the expected incremental sales, gross margin and costs associated with generating new sales. Compare actual to expected results by campaign to measure campaign effectiveness and associated costs, and refine programs for future campaigns. Import campaign or sales transactions from your contact management system, if you are currently using one, to track results and measure sales revenue generated Sales Order Processing System / 11 Customer management Identify customer and product return patterns over time to uncover potential problem areas and measure the impact of returns on revenue. Explore product quality issues with the manufacturing performance management module. Compare order fill rates and order line fill rates this year versus last to determine if company goals are being met and what is causing any variances to plan. Improve customer service by analyzing what products are causing backorders and the duration of backorders, so that problems can be remedied and customer expectations met. Rank and measure the severity and type of customer complaints, as well as how effectively customer service representatives are responding to these complaints, to increase customer service levels. Review year-to-date sales revenue and problems reported by customers to identify any correlation and understand how customer service issues are impacting profits. 1.6 SALES INVOICE The sales invoice is perhaps the most common document in the business world. It is an important record for both the seller and the client, and it's an essential element in the management and bookkeeping of any business. Definition An invoice is a business document issued any time a sale takes place. Doctors issue invoices after a patient's appointment. Office-supply companies issue invoices when a client places an order. Information Contained Within Invoices serve as a permanent reminder of what was purchased, when it was purchased, how much it cost, who sold it, who bought it and how to reach them. Using the example of the doctor's office visit, an invoice would include the name, address and telephone number of the doctor's office; and the name, address and telephone number of a patient and the services the doctor performed (and charges for each). The Time Invoice Certain businesses deal in time, not in volume. Recording studios, for example, often charge by the hour. So an invoice from a studio would most likely include the number of hours the artist spent recording or working with previously recorded material. Uses The uses of an invoice are implied in the information they contain. They are a bill calling for payment from the buyer, a proof of purchase for both parties and can be a means of protection for the consumer in that they carry detailed pricing information about the items purchased (making it easier for the buyer to understand the transaction and charges involved). Modern Changes Traditionally, invoices were sent in the mail or, when the technology became available, via fax. Today, as businesses gravitate toward paperless operations, they are commonly sent via email and filed away on a computer. Business Applications / 12 Sales Invoice System This is a database project.It is very user friendly Once user has entered the information about the product ,there prices and supplier of the product all these fields will be automatically filled up in the invoice and purchase order form. As the name suggest Invoice means detailed list with price of goods supplied. Our software is vary reliable, easy to use ∓ the user interface is to good that a user who does not know any thing can also use this software by simply clicking the mouse button and can feed the information about customer as well as supplier. Our software contains two field mainly forms and report. By using this software Invoice Statements can be made very quickly Just by few mouse clicks. Key Features : 1) Searching options in all forms 2) Security options are Provided a) Administrator Login(Full Authorities Sales Order Processing System / 13 b) General User (Limited Options) 3) Backup Facility (Create compressed backup of database) 4) Option for compacting the database 5) Automatic generation of Reports(For taking hard-copy of data) 6) Online help and Context Sensitive Help ERD: Entity Relationship Diagram of Sales Order System. CUSTOMER 1 sends M ENQUIRY 1 QUOTATION 1 1 is sent of of by M M ITEMS CANCELLATION is M generated against AMENDMENT 1 1 M against SALES ORDER of PENDING ITEMS M 1 1 GIR against CHALLAN M 1 against INVOICE CLD: Context Level Diagram for Sales Order System Enquiry dtls CUSTOMER Tax details MANAGEMENT Quotation P.O. dtls Sales Order Item stds & norms System Challan / Invoice Business Applications / 14 DFD: Data Flow Diagram for Sales Order System. Customer dtls verified Customer Mast customer dtls CUSTOMER 1.0 quotation dtls Master Item Item-Mast Maintenance dtls MANAGEMENT Tax dtls Tax-Mast Customer Item reqt dts Item – Requirement Item Reqt dtls 2.0 Quotation Quotation File P.O. dtls Sales Order dtls Processing P.O. dtls P.O. File P.O. based S.O. dtls P.O.-S.O. File Challan dtls GRN dtls P.O. cum S.O. dtls 3.0 Invoice dtls Billing Challan Challan -File dtls GRN dtls GRN-File Invoice dtls Service dtls Invoice File 4.0 Rejection dtls Report Generation Total sales by roler report monthly Sales Report MANAGAMENT yearly quotation S.O. Amendment Report Cancellation dtls Sales Order Processing System / 15 Check your Progress – 2 Fill in the blanks 1. ………………… is a database project 2. ………………… It is an important record for both the seller and the client, and it's an essential element in the management and bookkeeping of any business. 3. ………………… is Determination of the extent to which a sales force has met its sales objectives within the specified timeframe. 4. The ………………… process is required to integrate new technology into a firm's products and services. 5. Certain businesses deal in time, not in ………………… 1.7 SUMMARY The sales techniques and selling ideas here have all been effective at some stage. Many are still widely used. Think about what you are selling, the market that you're selling into, the people you meet in the selling process, and use what will help you sell better. If you are managing sales people, the best results generally come if you allow sales people to work to their strengths; in a way that is natural to them. Enquiry Preliminary response from prospective customers, generally following an advertisement or sales promotion campaign. Number of inquiries (and their conversion into sales revenue) is a measure of the effectiveness of a firm's marketing efforts. Also spelled as enquiry. Preparation of quotations: Quotations shall be submitted on the forms provided and must be signed by the Offeror or the Offeror’s authorized representative. The person signing the Quotation shall initial any corrections to entries made on the Quotation forms. Offerors must quote on all items appearing on the Quotation forms unless specific directions in the advertisement, on the Quotation form or in the special provisions allowed for partial Quotations. Order acceptance Adopt an order acceptance procedure, which includes an accept, review, reject process. There should be no doubt about which orders can be filled immediately and which should be reviewed. Dispatch James L. Landy has defined Dispatching as “The dispatching function involves the actual granting of permission to proceed according to plans already laid down. This is similar, in the casde of traveler to his employer finally approving his vacation leave.” Invoice An invoice or bill is a commercial document issued by a seller to the buyer, indicating the products, quantities, and agreed prices for products or services the seller has provided the buyer. An invoice indicates the buyer must pay the seller, according to the payment terms. Sales analysis Determination of the extent to which a sales force has met its sales objectives within the specified timeframe. The essence of business analysis is to enable management to have accurate information on sales in an effort to improve company profit margins. Analysis helps a Business Applications / 16 business come up with a sales strategy by identifying customers through demographics, for instance. Sales analysis also helps a business know which products are selling and which are not. Sales Analysis based on Customers Customer Value Assessment Customer Acquisition / Targeted Selling Customer management Sales Analysis based on Products 1) The R&D function generates proprietary technologies that can be applied to the development and production of new products 2) The time-to-market process is required to integrate new technology into a firm's products and services. 3) The manufacturing function transforms a set of purchased components and software into a firm's products. 4) The integrated-supply-chain process coordinates purchasing of components for assembly, product outsourcing, otherwise making sure products are available to meet customer order requirements. Sales Invoice The sales invoice is perhaps the most common document in the business world. It is an important record for both the seller and the client, and it's an essential element in the management and bookkeeping of any business. Definition An invoice is a business document issued any time a sale takes place. Doctors issue invoices after a patient's appointment. Office-supply companies issue invoices when a client places an order. Sales Invoice System This is a database project.It is very user friendly Once user has entered the information about the product ,there prices and supplier of the product all these fields will be automatically filled up in the invoice and purchase order form. Source : www.answers.com(Link) 1.8 CHECK YOUR PROGRESS - ANSWERS 1: 1. Order processing also known as order fulfillment in the business environment is one of these activities. This process is often a system of steps repeated to fill customer orders. 2. Preliminary response from prospective customers, generally following an advertisement or sales promotion campaign. Number of inquiries (and their conversion into sales revenue) is a measure of the effectiveness of a firm's marketing efforts. Also spelled as enquiry. 3. An invoice or bill is a commercial document issued by a seller to the buyer, indicating the products, quantities, and agreed prices for products or services the seller has provided the buyer. An invoice indicates the buyer must pay the seller, according to the payment terms. Sales Order Processing System / 17 2: 1. Sales invoice System 2. Sales Invoice 3. Sales Analysis 4. time-to-market 5. Volume 1.9 QUESTIONS FOR SELF - STUDY 1. Explain Sales Invoice 2. Explain Sales Analysis. 3. What is Invoicing 3. Short Notes : a) Dispatch b) Order Acceptance 1.10 SUGGESTED READINGS Production and Operations Management - Mayer Modern Production Management - R V Badi  Business Applications / 18  NOTES Sales Order Processing System / 19  NOTES Business Applications / 20  Chapter 2 Purchase Order Processing System 2.0 Objectives 2.1 Introduction 2.2 Enquiry & receive of Quotation 2.3 Vendor Selection (Vendor Analysis) 2.4 Order preparation (with delivery schedule) 2.5 Order amendment 2.6 Receipt of material (goods Inward/GRN) 2.7 Supplier’s bill passing 2.8 Follow up of pending purchase order 2.9 Summary 2.10 Check your Progress – Answers 2.11 Questions for Self – Study 2.12 Suggested Readings 2.0 OBJECTIVES After studying this chapter you should be able be : 1. Understand Enquiry and receive of Quotation 2. Vendor Selection (Vendor Analysis) 3. Order preparation with delivery schedule, order amendment 4. Receipt of material (goods Inward/GRN) 5. Suppliers bill passing, followup of pending purchase orders 2.1 INTRODUCTION Purchase order processing system is example of transaction processing system. Purchase order processing system acquires importance in a business organization, as reaw materials constitute a major component of the total cost. It is common to fine the raw material costs to be in region 40 to 60 per cent of the total annual turnover of the organization. Different versions of purchase accounting system are used on a variety of hardware platforms. The scope and content of the purchase order processing system varies according to the type of product, the transaction volumes and the degree of integration with other transaction processing systems with the organization.12 Purchase order processing systems have interfaces with other transaction processing systems such as materials accounting systems. Production planning and control applications, manufacturing resource planning, financial accounting. In a number of organizations, the purchase order processing system is integratied with other application systems. The degree and complexity of such integration depends on a number of factors such as the extent of computer usage, complexity in terms of number of products, production processes, business functions and organizational policies. PO's allow buyers to clearly and explicitly communicate their intentions to sellers, and sellers are protected in case of a buyer's refusal to pay for goods or services. POs also help a purchasing agent manage incoming orders and pending orders. Purchase orders also are an economical choice for a business because they streamline the purchasing process to a standard procedure. A Purchase Order Form should be used to request products and services from suppliers. Rather than calling them to request your purchase, send them a Purchase Order Form. On the Purchase Order you describe what it is that you require, when you Purchase Order Processing System / 21 want it and how much you expect to pay for it. By using this Purchase Order Template, you can ensure you receive exactly what you have ordered, at the right time and the right price. Use of XML message format for electronic Purchase Order have occurred since the inception of XML in 1998. OAGIS has included a Purchase Order since its inception in 1996. Implementations of Purchase Orders based on OAGIS are common, including support by major enterprise business software vendors, as well as implementations by many of the worlds Fortune 500 companies. OAGi has a working relationship with UN/CEFACT where OAGi and its members participate in defining many of the Technology and Methodology specifications. OAGi also includes support for these Technology and Methodology specifications within OAGIS. While providing a Cross Industry representation of Purchase Order, OAGIS specifies industry specific requirements for the Industries that work with OAGi to identify these requirements. More information about OAGi, its members, Use Cases, access to OAGIS and more can be found on the OAGi Website 2.2 ENQUIRY AND RECEIVE OF QUOTATION An enquiry is any process that has the aim of augmenting knowledge, resolving doubt, or solving a problem. A theory of inquiry is an account of the various types of inquiry and a treatment of the ways that each type of inquiry achieves its aim. Quotation : Formal statement of promise (submitted usually in response to a request for quotation) by potential supplier to supply the goods or services required by a buyer, at specified prices, and within a specified period. It may also contain terms of sale and payment, and warranties. Acceptance of quotation by the buyer constitutes an agreement binding on both parties. 2. Trading: Bid and asked price cited for the sale or purchase of a commodity or security. The following is a "must have" in SFDC: - Quotes - Purchase Order from clients - Sales Order (with delivery date) - Invoice Sales Order (SO) can be created once the quote is accepted by your prospective customer (Prospect) AND a Purchase Order (PO)is received from your Prospect for further processing. After receiving the PO, some of the customers may request SOs to know the EXACT DATE OF DELIVERY of the goods/services. Also the inventory/production department looks at the list of SOs to see what needs to be shipped out (and WHEN). After the order is shipped and delivered to the customer an invoice is generated from the sales order for billing purposes. Precisely Sales Order is a confirmation document sent to the customers before delivering the goods/services. In general SO contains the SO number, date, line items (products) including the quantities and prices based on PO, Billing address, Shipping address, Terms & Conditions and others. Invoice could alson be issued once a delivery note (with list of goods) have been signed/receive from Customer. A request for quotation (RFQ) A request for quotation (RFQ) is a standard business process whose purpose is to invite suppliers into a bidding process to bid on specific products or services. RFQ generally means the same thing as IFB (Invitation For Bid) An RFQ typically involves more than the price per item. Information like payment terms, quality level per item or contract length are possible to be requested during the bidding process. To receive correct quotes, RFQs often include the specifications of the items/services to make sure all the suppliers are bidding on the same item/service. Logically, the more detailed the specifications, the more accurate the quote will be and comparable to the other suppliers. Another reason for being detailed in sending out an RFQ is that the specifications could be used as legal binding documentation for the suppliers. Business Applications / 22 The suppliers have to return the bidding by a set date and time to be considered for an award. Discussions may be held on the bids (often to clarify technical capabilities or to note errors in a proposal). The bid does not have to mean the end of the bidding. Multiple rounds can follow or even a Reverse auction can follow to generate the best market price. RFQ's are best suited to products and services that are as standardised and as commoditised as possible, as this makes each suppliers’ quotes comparable. In practice, many businesses use a RFQ where an RFT or RFI would be more appropriate An RFQ allows different contractors to provide a quotation, among which the best will be selected. It also makes the potential for competitive bidding a lot higher, since the suppliers could be quite certain that they are not the only ones bidding for the products. Requests for quotations are most commonly used in the business environment but can also be found being applied to domestic markets. 2.4 VENDOR SELECTION (VENDOR ANALYSIS) A supply chain is a network of four -departments, which is involved in various activities like product procurement to distribution of final product. The purchasing has gained importance in supply chain management due to the factors like globalization and technological changes. In this paper the supplier selection for the leading glass product manufacturing industry is taken. Here, a versatile technique namely “Analytical Hierarchy Process” has been used to select the best vendor. When any vendor for a particular item make changes for the parameters like price, quality and performance improvement to deliver better quality product to customer, the whole hierarchy process for arriving at developing ranking of vendors is to be performed again for finding out the best vendor. So, a suitable standard programming logic was developed to meet current requirement. The package can be executed seven number of times with changing input parameters values thus serving the purpose. Traditionally organizations have been divided in operative functions such as Marketing, planning, production, purchasing, finance, etc. Supply chain is a strategy that integrates these functions creating a general plan for the organization, which Satisfies the service policy, maintaining the lowest possible cost level due to the incredible competition environment that they are exposed to retailers. There has been an evolution in the role and structure of the purchasing function through the nineties. The purchasing function has gained great importance in the supply chain management due to factors such as globalization, increased value added in supply, and accelerated technological change. Purchasing involves buying the raw materials, supplies, and components for the organization. The activities associated with it include selecting and qualifying suppliers, rating supplier performance, negotiating contracts, comparing price, quality and service, sourcing goods and service, timing purchases, selling terms of sale, evaluating the value received, predicting price, service, and sometimes demand changes.. Finally, identify the suitability of the Analytical Hierarchical Process (AHP) to assist in decision making to resolve the supplier selection problem. The major objective is to evaluate the best vendor in a corporate environment using AHP (Analytical Hierarchy Process) and to develop software. Using oracle database which will accept the input values as input parameters such as price, performance, quality, delivery and returns the output values through output parameter, overall development priority ranking of different vendors and the maximum overall development ranking value can be picked, which will enable us to identify the most effective vendor. According to Simchi - Levi et.al, (2000) Supply Chain Management can be defined as “Supply Chain Management is a set of approaches utilized to efficiently integrate suppliers, manufactures, warehouses and stores, so that merchandise is produced and distributed at the right time, to the right location, in order to minimize system wide costs whole satisfying customer level requirements.” Johnson (1995) has quoted that Supply Chain Management is the process of strategically managing the movement and storage of materials, parts, and finished goods inventory from suppliers through the firm and to the customer. Beamon (1999) defines Supply Chain as “An integrated process when in a Purchase Order Processing System / 23 number of business entities (i.e. Suppliers, Manufacturer Distributors and Retailers) work together in an effort to acquire raw materials, convert these raw materials into specified final products and then deliver these final products to retailers.” Supplier Selection Process Experts agree that no best way exists to evaluate and select suppliers, and thus organizations use a variety of approaches. The overall objective of the supplier evaluation process is to reduce risk and maximize overall value to the purchaser. An organization must select suppliers it can do business with over an extended period of time. Step 1: Identify key supplier evaluation categories One of the first steps when developing a supplier survey is for the purchaser to decide which performance categories to include. The primary criteria are cost/price, quality and delivery, which are generally the most obvious and most critical areas that affect the buyer. For many items, these three performance areas would be enough, however for critical items needing an in-depth analysis of the supplier's capabilities, a more detailed supplier evaluation study is required. Step 2: Weight each evaluation category The performance categories usually receive a weight that reflects the relative importance of the category. The total of each weight must equal 1.0. An important characteristic of an effective evaluation is flexibility. One way that management achieves this flexibility is by assigning different weights or adding or deleting performance categories as required. Step 3: Identify and weight sub categories This process requires identifying any performance subcategories, if they exist, within each broader performance category. The sum of the subcategory weight must equal the total weight of the performance category. Step 4: Define scoring system for categories and subcategories A clearly defined scoring system takes criteria that may be highly subjective and develops a quantitative scale for measurement. Scoring metrics are effective if different individuals interpret and score the same performance categories under review. Step 5: Evaluate supplier directly A purchaser can compare objectively the scores of different suppliers competing for the same purchase contract or select one supplier over another based on the evaluation score. It is also possible, based on the evaluation that a supplier does not qualify at this time for further purchase consideration. Purchasers should have minimum acceptable performance requirements that suppliers must satisfy before they can become part of the supply base. Step 6: Review evaluation results and make selection decision The primary output from this step is a recommendation about whether to accept a supplier for a business. A purchaser may evaluate several suppliers who might be competing for a purchaser contract. The purpose of the evaluation is to qualify potential suppliers for current or expected future purchase contracts. Step 7: Review supplier performance continuously When a purchaser decides to select a supplier, the supplier must then perform according to the purchaser's requirements. The emphasis shirts from the initial evaluation and selection of suppliers to evidence of continuous improvement by suppliers. Business Applications / 24  THE NEED FOR THE ANALYTICAL HIERARCHY PROCESS One of the key kills required of an engineer is the ability to produce systems that satisfy user’s requirements, by the correct selection, configuration, integration, operation and control of proprietary building blocks. These component parts can be physical entities such as computer and manufacturing machinery and the hard system components. However, they can also be non physical entities such as software, algorithms, control strategies and methodsthe ‘soft’ systems components, if the wrong components are elected then the user requirements will not be satisfied. Ifsub-optimal. Components are selected then the system solution will be sub-optimal. Clearly, selection is a critical element of the engineering process. Therefore, it is essential that it is systematic, formalized and accountable, so that it is amenable to detailed analysis for the purpose of verification and optimization. To satisfy these requirements we have to use the Analytical Hierarchy Process. Check your Progress -1 1. What is request for quotation? …………………………………………………………………………………………... …………………………………………………………………………………………... 2. What is Purchase order processing system? …………………………………………………………………………………………... …………………………………………………………………………………………... 3. Steps in supplier selection process …………………………………………………………………………………………... …………………………………………………………………………………………... 2.5 ORDER PREPARATION (WITH DELIVERY SCHEDULE) The goods are received from other booking office, the receiving office have work of preparation of delivery receipt. It holds loading, unloading and transshipment, it Purchase Order Processing System / 25 have the lot of documentation preparation work in each section. Using our software, the user is simply fill the one form to automatically generates documents depends upon the each sections. Once the user enter the details of delivery, no data entry work in further documentation preparation. Order-preparation tasks Information flow from the order to delivery An order forms the basis for the information flow in a logistics system. It has three principal functions - it creates a flow of information that precedes the goods, accompanies them and follows them. The tasks of order processing are divided into six phases: order transmission, preparation, routing, picking, shipment and invoicing. The order and its impact The transmission of the customer’s order triggers the logistics processes within the company. On the information-flow level, order processing addresses the handling and monitoring of an order - from the time it is placed by the customer to the delivery of the shipment documents and invoice to the customer. The time required for order processing makes up a substantial amount of the total delivery time. Order transmission Order transmission can be done by mail, fax, telephone, e-mail or electronic data exchange (web-)EDI. To avoid uneven capacity use of a logistics system, the appropriate means of transmission should be selected in each case. Preparation Preparation adjusts the order to meet internal company requirements and integrates the order into the logistics system’s planning. This includes obtaining missing information, and checking pricing conditions, delivery conditions and customer creditworthiness as well as the availability of the material in the warehouse. Routing Order preparation is usually followed by order routing, a process that includes order confirmation and the generation of internal job orders - manually, mechanically or electronically. For example, a delivery notification containing all related shipping documents is prepared and tells the storage point to process the shipment. As the integration of electronic data processing expands, the routing process is becoming increasingly automated, reducing paperwork associated with the information flow. Picking Based on prepared and processed orders, goods are picked in the warehouse. Picking is organized according to factors such as order size, urgency and orders that have to be delivered simultaneously. In this phase, order processing provides information to the warehouse and inventories that can be used for tasks such as management of storage and retrieval equipment or for inventory book keeping. Shipment Picking is followed by preparation of shipping documents. When options are available, this phase includes selecting the optimal means of transport and route for Business Applications / 26 delivery. This information is closely linked to transportation because both loading and movement of goods are initiated in this phase. Invoicing Invoicing of orders may be done at various points - either as post-invoicing after shipping has been arranged or as pre-invoicing before or while compilation and shipping are being done. The strength of post-invoicing is that an order can smoothly proceed to the warehouse. The strength of pre-invoicing is that as much paperwork as possible can be completed in one phase. Functions of order processing Order processing serves to plan, manage and monitor the flow of goods. This requires an information flow that precedes, accompanies and follows the flow of goods. Advance information flow Once the customer has placed his order, the manufacturer or retailer sends the customer an order confirmation specifying the scheduled delivery time. All parties involved in the flow of goods also receive prompt notification about the scheduled delivery. As a result, these parties have the time they need to plan and schedule, two necessary conditions for optimally executing the flow of goods in terms of costs and services. Accompanying information flow The information flow that accompanies the flow of goods is designed to provide all parties with operational information needed on site to carry out transport, handling and storage activities. This information includes proper handling of hazardous goods. In addition, tracking of the flow of goods through the logistics network is to be supported. An RFID tag, for example, can be used in the information flow accompanying the flow of goods. A special sensor monitors and documents the temperature of the shipment throughout the transport. The measured data are available at each monitoring point, a feature that enables the shipper, recipient and controller to continually check the condition of the products. This is especially important for pharmaceutical products like vaccines whose effectiveness can be harmed by temperature fluctuations outside the recommended range. Follow-up information flow The information flow that follows the flow of goods consists of information that is available only after the flow of goods has been completed. A case in point is an invoice that the recipient receives a few days after a delivery. However, information can also flow in the opposite direction of the flow of goods. This involves a status report on the execution of the order – including information that is reported to the dispatching point about matters such as the time when the flow of goods passed critical stations in the transport chain. These stations can include borders in international shipments. This information is also part of the follow-up information flow. Delivery Schedule Timing or rate of delivery as required by a buyer, or as agreed between a buyer and a seller, for goods or services purchased for a future delivery period. GOODS DELIVERY NOTE Source: IFRC/Concern Worldwide Section 1 Delivered To: (Give project or store location) Delivered From: (Give project or store Number: (If not preprinted) location) Date: Copy No: (If not preprinted) Section 2 Section 4 WHAT are you sending? Goods Actually Received Supplie Releas Uni No Total Budge Projec Cost & Expir Descriptio Goo Missin Damage TypeofDamag Total s Req't e Req't t of Quantit t Code t Code Currenc y n d g d e Receive No. No. Size Units y y Date d Purchase Order Processing System / 27 Section 3 Despatched By: Delivered By: Storekeeper/Purchaser Driver to sign when vehicle is loaded Print Name: Print Name: Loading Date and Time: Vehicle No. Plate Section 5 Four copies to be used as follows: Copies 1,2 and 3 accompany goods Received By: Copy 1 Signed by receiver and returned to To be signed by receiving storeman, sender when goods are received Copy 2 Signed by receiver and retained by and section 4 is completed noting them damages/losses. Copy 3 Signed by receiver and given to Print Name: transporter Copy 4 Remain in book Received Date and Time: Please delete these instructions before emailing this form This form is used to deliver goods from one location to another and confirm receipt Sections 1,2 and 3 are completed at time of loading and dispatch Delivery Delivery is the process of transporting goods. Most goods are delivered through a transportation network. Cargo (physical goods) are primarily delivered via roads and railroads on land, shipping lanes on the sea and airline networks in the air. Certain specialized goods may be delivered via other networks, such as pipelines for liquid goods, power grids for electrical power and computer networks such as the Internet or broadcast networks for electronic information. The general process of delivering goods is known as distribution. The study of effective processes for delivery and disposition of goods and personnel is called Logistics. Firms that specialize in delivering commercial goods from point of production or storage to point of sale are generally known as distributors, while those that specialize in the delivery of goods from point of sale to the consumer are known as delivery services. Postal, courier, and relocation services also deliver goods for commercial and private interests. Consumer goods delivery from a point of production (factory or farm) through one or more points of storage (warehouses) to a point of sale (retail store), where the consumer buys the good and is responsible for its transportation to point of consumption. There are many variations on this model for specific types of goods and modes of sale. Products sold via catalogue or the Internet may be delivered directly from the manufacturer or warehouse to the consumer's home, or to an automated delivery booth. Small manufacturers may deliver their products directly to retail stores without warehousing. Some manufacturers maintain factory outlets which serve as both warehouse and retail store, selling products directly to consumers at wholesale prices (although many retail stores falsely advertise as factory outlets). Building, construction, landscaping and like materials are generally delivered to the consumer by a contractor as part of another service. Some highly perishable or hazardous goods, such as radioisotopes used in medical imaging, are delivered directly from manufacturer to consumer. Home delivery is often available for fast food and other convenience products, e.g. pizza delivery. Sometimes home delivery of supermarket goods is possible. A milk float is a small battery electric vehicle (BEV), specifically designed for the delivery of fresh milk. Delivery vehicles Vehicles are often specialized to deliver different types of goods. On land, semi-trailers are outfitted with various trailers such as box trailers, flatbeds, car carriers, tanks and other specialized trailers, while railroad trains include similarly specialized cars. Armored cars, dump trucks and concrete mixers are examples of vehicles specialized for delivery of specific types of goods. On the sea, merchant ships come in various forms, such as cargo ships, oil tankers and fishing boats. Freight aircraft are used to deliver cargo. Often, passenger vehicles are used for delivery of goods. These include busses, vans, pick-ups, cars (e.g., for mail or pizza delivery), motorcycles and bicycles (e.g., for newspaper delivery). A significant amount of freight is carried in the cargo holds of passenger ships and aircraft. Everyday travelers, known as a casual courier, can also be used to deliver goods. Delivery to remote, primitive or inhospitable areas may be accomplished using small aircraft, snowmobiles, horse-drawn vehicles, dog sleds, pack animals, on foot, or by a variety of other transport methods. Business Applications / 28 Periodic deliveries Some products are delivered to consumers on a periodic schedule. At the beginning of the 20th century, perishable farm items such as milk, eggs and ice, were delivered weekly to customers by local farms. With the advent of home refrigeration and better distribution methods, these products are today largely delivered through the same retail distribution systems as other food products. Some products, most notably heating fuels, are still delivered periodically. 2.6 ORDER AMENDMENT Amendment No addition, alteration or substitution of these conditions will bind Us or form part of the contract unless and until accepted in writing by Our Authorised Officer. A purchase order can be amended under the following circumstances: 1. A purchase order can be amended to reflect cost increases before the purchase order has been mailed or faxed to the vendor. 2. Once the vendor receives a purchase order, the vendor may call the Purchasing Agent and state that the prices given on the purchase order are incorrect. The Purchasing Agent notifies the Budget Manager of the information. If the merchandise has not been shipped, the purchase order can be amended to reflect cost increases. In order for the purchase order to be amended, the Budget Manager must approve the amendment and send verification to the Purchasing Agent that there are funds available in the budget to cover the additional cost. 3. A purchase order can be amended to reflect items ordered that the vendor has stated they will not be able to provide. When the amendment is processed, the encumbrance is removed from the money so it may be used for other purposes. Purchase orders are amended down only when there is an immediate need for the funds that would be made available. Another way to remove the encumbrance is to forward the purchase order to the Accounts Payable Office for complete payment when the vendor has filled what they can of the order. When the purchase order is paid complete, any encumbered funds not paid (expended) are returned to the budget. If the purchase order is not sent for complete payment, funds will remain encumbered. To make the encumbered funds available for use, request the purchase order be amended. To request a purchase order amendment, contact the Purchasing Agent. Purchase order amendment information is noted in the comments section of the purchase order by the Purchasing Agent 2.7 RECEIPT OF MATERIAL (GOODS INWARD/GRN) Receipt of Material This functionality is used to receive products from a vendor. It should be used by the warehouse stuff at the point of receival of goods from venor. When the material comes to warehouse from supplier. company will prepare these documents. 1. Gate inward entry ( with item details like item code, received qty , supplier code based on Delivery challan) 2. Material Inward register : this document is prepared by Stores person ( in this document fields are Received Qty, qty accepted , Qty rejected) 3. After the QC completed the above Material Inward register will with Qty accepted , Qty rejected. 4. Prepare GRN - Goods Confirmation Note based on the Material Inward register 5. Update stock ledger with Accepted Qty Purchase Order Processing System / 29 Goods Receipt Note Goods Receipt Note is a note given by Store department to Accounts/Supplier for Purchse of goods which are accepted after inspection of material. When Material comes to store ,only GIN(Goods Inward Note)is been done which is not of commercial use until GRN is made after Inspection of material Goods Receipt Note is a document used to record the inward entry of the any goods received at the premises of the organization. The document normally consist of the details of Quantity Received, Quantity Rejected and Quantity Accepted, Supplier Name & P.O. No. The practice of preparing GRNs is important as it promotes proper inventory control and restricts the unwanted, unauthorized entry of goods in the organization. The GRN preparation is a part of effective Inventory Control Management. Inventory Management module optimizes all purchasing processes with the workflow driven processing functions, enables automated procurement and storing with Business Applications / 30 accurate inventory management, and integrates purchase accounting as well as quality check of material at the time of receiving the same in the stores. ERP gives real-time inventory report quickly for JIT (Just-In-Time) inventory management. In a manufacturing company that is in the early stages of their ERP project, obtaining a 95% or higher IRA (Inventory Record Accuracy) number is a tedious, but absolutely necessary task. Inventory Master Item Master Goods Receipt Note (GRN) Purpose: Goods Receipt Note "Purchase Voucher” is used when material is received in the stores. PO is a parent document to make a GRN. User will select vendor name. All pending PO will default automatically. User will enter Quantity information and save the GRN. This document is active document. In ERP, user does not have to enter documents twice. Excisable purchase transaction will also record excise related information. In legacy parlance, this transaction is sometime called goods inward. In ERP the GIN is prepared for material received from the sub-contractor "Third Party". ERP distinguishes the material received from Vendor "Vendor" and sub-contractor, because sub-contractor material is actually our own item received in a new shape and / or size, after processing (or assembly). Goods Receipt Note Flow Chart Purchase Order Processing System / 31 Goods Receipt Note "Purchase Voucher" cum Goods Inward transactions does the following: 1. GRN will add material into stock (Hold location or material under inspection location 2. Credit the vendor 3. QC inspector / Quality Assurance can reopen GRN and enter accepted quantity – this will automatically add item into main stores and if item is rejected, add into Rejection Location. 4. Prepares short quantity debit note based on Challan quantity and received quantity. Business Applications / 32 5. Excise update button is given, here the excise person opens the document and enters the CenVAT amount, Cess amount and S. H. Cess amount and clicks the Excise update button. This will automatically update the CenVAT Credit Input register. 6. In Item level GRN there is facility to add Agents Name when user chooses the agent 7. In item level GRN facility to add Agent Bill No in GRN 8. Account passed procedure is for accountant control. 9. Short quantity debit note "Short quantity debit note" : ERP will raise a debit note (automatically generated), in case received quantity "received quantity" is less than challan quantity "challan quantity". Debit supplier and credit the purchase account. 10. When QC person opens the GRN (or GIN) and enters the accepted quantity: ERP will change and print remark below QC Done "QC Done" (changed from QC pending "QC pending" ). When the material is rejected, the credit posting in the creditor ledger "creditor ledger" (vendor ledger) shows full credit as per the total bill amount. Therefore, an additional Account remark should be printed: ‘Raise debit for Rs. nnnnn, against rejection’. This remark also will be printed in creditor ledger – particular column. 11. Account person will open this GRN again and approve the same by clicking ‘Account approved’ button. Until then, the GRN will be with remark ‘Account Pending’ Once the accountant saves the GRN, the remark will change to ‘account approved "account approved" ’. See a column in Creditor Ledger ‘ACCOUNTANT’ ERP will pint ‘OK’ if GRN (or GIN) is approved else by default ‘PENDING’ under this column. 2.8 SUPPLIER’S BILL PASSING Purpose The purpose of this procedure is to define a system for planning and controls of activities relating to payment to suppliers for supplies as per execution and terms and conditions of purchase order/agreement entered into with the contractors. Application This procedure is applicable to cover all the supply bills as per purchase order/ agreement. Responsibility Overall Responsibility rest with the Executive Engineer and Authority for various activities of project management is described in procedure part. Terms and definitions 1. Part bills or Running Account Bills: Denotes the account with a contractor when payment for work or supplies is made to him at convenient intervals subject to final settlement of the accounts on the completion or determination of his contract. Purchase Order Processing System / 33 2. On Account payment or payment on Account: Means a payment made on a running account, to a contractor in respect of work done or supplied made by him and duly measured. Such a payment may or may not be for the full value of work or supplied; if it is subject to the final settlement of running account on the completion of the contract for the work or supplies. 3. Intermediate payments: The term applied to a disbursement of any kind on a running account not being the final payment. It includes an “Advance payment”, a “Secured advance” and an “on account payment” (other than the final payment on a running account) or a combination of these. 4. Mobilisation Advance: Financial Assistance made to the contractor at a percentage of total contract value at an agreed rate of interest as per conditions of agreements and recoverable with interest before/ on completion of 75% of total value of contract. 5 Detailed measurement Book: A permanent record to record the detailed measurement of quantity of work carried out for the purpose of making payment and for recording details of payment. wherein the details of check measurements are taken by the AEE/EE as per codal provisions at certain percentage basis are recorded and forms important document for making payment. 6 Verification - Confirmation, through the provision of objective evidence, that specified requirements have been fulfilled. Procedures This procedure is to establish a systematic procedure for effective processing of supply bills for payment. The procedure also ensures that financial and are done as envisaged and there are no deviations and all deviations are properly explained. In addition the procedure ensures that the management is updated with the financial progress made at periodical intervals. This procedure covers all the processes of payment of supply bills. Wherever system procedures are established that provide detailed information about that process relevant procedures have been referenced. In order to facilitate easy understanding of process sequence, project-management process is divided into convenient process. Following abbreviations and terms are used in the table; D = Document R = Record CMD = Chairman and Managing Director ED = Executive Director FA = Financial Advisor EE = Executive Engineer AS = Account Superintendent 2.8 FOLLOW UP OF PENDING PURCHASE ORDER Follow-up Follow-up is an effort, on the part of a qualified ordering entity, to ensure that the vendor understands that the ordering entity expects timely delivery of an order, and that the delivery schedule set forth in a purchase order will be met. By practicing follow-up, an ordering entity places vendors on notice that orders are being monitored. This usually assures prompt delivery or an unsolicited response from a vendor when delivery delays are anticipated. Follow-up often prevents unnecessary purchase order cancellations due to communication problems between the vendor and the ordering entity. The purchasing process is complete only when the merchandise is delivered and the vendor paid. On the following page is a sample letter which may be used when following up on late shipments. Suggestions for follow-up include: Develop an effective system for making timely initial contact with vendors to let them know that you are a customer who expects delivery when promised. Initiate the follow-up process by mail or telephone. For delivery promises that take an extended period to accomplish, make a second follow-up contact about half-way through the delivery period to assure it is still on track. Forward copies of all correspondence regarding a late delivery to the appropriate CPA purchaser. Request assistance from the CPA, if needed, at any time. Business Applications / 34 Purchase order System ERD: Entity Relationship Diagram STORES To CHALLAN 1 1 1 sends sends GRN ON 1 M M To Requirement ITEM M 1 To QUOTATION sends To 1 1 M M 1 PURCHASE DEPT sends ITEM To VENDOR 1 LIST 1 1 generates sends M is P.O. sent to INVOICE M A/C DEPT 1 To Purchase Order System CLD : Context Level Diagram Vender dtls Requirement dtls VENDOR Quotation STORE P.O. dtls Invoice dtls Purchase Matarial std & Order Norms System Invoice dtls MANAGEMENT A/C DEPT Purchase Order Processing System / 35 DFD: Dataflow diagram for Purchase order system. MANAGEMENT Approved vendor dtls VENDOR FILE Material stds & Norms dtls Material Reqt file Vendor approval dtls 1.0 Requirement Verified Reqt dtls VENDOR vendor dtls Analysis STORES Mat. Reqt dtls Material Reqt dtls Verified Material dtls VENDOR 2.0 P.O. dtls Quotation Quotation dtls Analysis GRN dtls V. quotation dtls Quotation File Quotation file Purchase order Approved Quotation dtls P.O. dtls VENDOR CHALLAN Challan dtls 3.0 Challan dtls Purchase Invoice dtls P.O. FILE P.O. dtls Order GRN dtls Invoice dtls Preparation P.O. Amendments P.O. Cancellation dtls INVOICE FILE Invoice dtls A/c Dept GRN dtls Pending Material Report VENDOR GRN FILE GRN dtls 4.0 Vendor wise feedback Report P.O. File P.O. dtls Report Generation Quotation Analysis Report Quotation File Quotation dtls Monthly Purchase Report MANAGEMENT Check your Progress – 2 Fill in the blanks 1. Follow up is an effort on the part of a ……………………….. 2. ………………………..is used when material is received in the stores. 3. ………………………..is the process of transporting goods. 2.9 SUMMARY Purchase order processing system is example of transaction processing system. Purchase order processing system acquires importance in a business organization, as reaw materials constitute a major component of the total cost. Business Applications / 36 Enquiry An enquiry is any process that has the aim of augmenting knowledge, resolving doubt, or solving a problem. A theory of inquiry is an account of the various types of inquiry and a treatment of the ways that each type of inquiry achieves its aim. Quotation : Formal statement of promise (submitted usually in response to a request for quotation) by potential supplier to supply the goods or services required by a buyer, at specified prices, and within a specified period. It may also contain terms of sale and payment, and warranties. Acceptance of quotation by the buyer constitutes an agreement binding on both parties. A request for quotation (RFQ) is a standard business process whose purpose is to invite suppliers into a bidding process to bid on specific products or services. RFQ generally means the same thing as IFB (Invitation For Bid) Supplier Selection Process Experts agree that no best way exists to evaluate and select suppliers, and thus organizations use a variety of approaches. The overall objective of the supplier evaluation process is to reduce risk and maximize overall value to the purchaser. An organization must select suppliers it can do business with over an extended period of time. Step 1: Identify key supplier evaluation categories Step 2: Weight each evaluation category Step 3: Identify and weight sub categories Step4: Define scoring system for categories and subcategories Step 5: Evaluate supplier directly Step 6: Review evaluation results and make selection decision Step7: Review supplier performance continuously Order-preparation tasks Information flow from the order to delivery The order and its impact Order transmission Preparation Routing Picking Shipment Invoicing Functions of order processing Advance information flow Accompanying information flow Follow-up information flow DELIVERY SCHEDULE Timing or rate of delivery as required by a buyer, or as agreed between a buyer and a seller, for goods or services purchased for a future delivery period. Amendment No addition, alteration or substitution of these conditions will bind Us or form part of the contract unless and until accepted in writing by Our Authorised Officer. Receipt of Material This functionality is used to receive products from a vendor. It should be used by the warehouse stuff at the point of receival of goods from venor. Purchase Order Processing System / 37 Suppliers bill passing The purpose of this procedure is to define a system for planning and controls of activities relating to payment to suppliers for supplies as per execution and terms and conditions of purchase order/agreement entered into with the contractors. Goods Receipt Note (GRN) Purpose: Goods Receipt Note "Purchase Voucher" is used when material is received in the stores. PO is a parent document to make a GRN. User will select vendor name. All pending PO will default automatically. User will enter Quantity information and save the GRN. This document is active document. In ERP, user does not have to enter documents twice. Excisable purchase transaction will also record excise related information. Follow-up Follow-up is an effort, on the part of a qualified ordering entity, to ensure that the vendor understands that the ordering entity expects timely delivery of an order, and that the delivery schedule set forth in a purchase order will be met. By practicing follow-up, an ordering entity places vendors on notice that orders are being monitored. This usually assures prompt delivery or an unsolicited response from a vendor when delivery delays are anticipated. Source : success.salesforce.com(Link) 2.10 CHECK YOUR PROGRESS - ANSWERS 1: 1. A request for quotation (RFQ) is a standard business process whose purpose is to invite suppliers into a bidding process to bid on specific products or services. RFQ generally means the same thing as IFB (Invitation For Bid) 2. Purchase order processing system is example of transaction processing system. Purchase order processing system acquires importance in a business organization, as reaw materials constitute a major component of the total cost. 3. Supplier Selection Process Step 1: Identify key supplier evaluation categories Step 2: Weight each evaluation category Step 3: Identify and weight sub categories Step4: Define scoring system for categories and subcategories Step 5: Evaluate supplier directly Step 6: Review evaluation results and make selection decision Step7: Review supplier performance continuously 2: 1. qualified ordering entity 2. Goods Receipt Note "Purchase Voucher" 3. Delivery 2.11 QUESTIONS FOR SELF - STUDY 1. Explain Supplier selection process 3. What is Request for quotation 3. Explain Suppliers bill passing 4. Short Note a) GRN 2.12 SUGGESTED READINGS Production and Operations Management - Mayer Modern Production Management - R V Badi  Business Applications / 38  NOTES Purchase Order Processing System / 39  NOTES Business Applications / 40  Chapter 3 Inventory Management System 3.0 Objectives 3.1 Introduction 3.2 Stock accounting & Control 3.3 Stores transactions (Receipts, Issues & adjustments) 3.4 Beed time 3.5 BOM processing with product configuration 3.6 Inventory levels EOQ, ABC analysis 3.7 Inventory control Reports (slow running-non moving items) 3.8 Summary 3.9 Check your Progress – Answers 3.10 Questions for Self – Study 3.11 Suggested Readings 3.0 OBJECTIVES After studying this chapter you should be able be : 1. Stock accounting and control, stores transctions, beed time 2. BOM processing with product configuration 3. Inventory levels EOQ, ABC analysis, inventory control report 3.1 INTRODUCTION Inventory management system is example of computer application that helps in planning and control functions of management. The stores accounting systems which we discussed in the previous chapter were identified as transaction processing sysems. The objectives of the stores accounting system are mainly trascation oriented, that is to provide for error free accounting of stores transcations and accurate reporting. One of the objectives of the stores accounting system was to provide information support for better inventory control. The inventory management system has a wider horizon and the scope and its objectives too