Sales and CRM

Sales Rep records leads, contact people and activities within their account scope. Qualification matches or creates the correct account and contact before opening an opportunity. Original inquiry history remains linked; repeated qualification cannot duplicate the customer or deal.

Opportunities carry stage, probability, forecast category, expected close date and next action. Forecast category expresses the manager’s judgment separately from the sales stage. Sales Manager can review or reassign stalled work within their entity while retaining its prior ownership and activity history.

Pipeline Board and My Closing Opportunities bring the open commercial work into view. Sales Pipeline and Forecast uses the stated opportunity population and date basis; closed outcomes and live forecasts remain distinguishable.

A price book contains effective product prices for its currency and entity scope. The selected product, unit, date and book determine the authorized list price. Missing or overlapping applicable prices require resolution before an offer can be reviewed.

The effective discount is derived from offered price against the authorized list. Editing a discount label cannot conceal a lower offered price. Zero-price or missing-cost cases remain visible for the required exception review rather than producing a misleading percentage margin.

Sales Rep may approve their own quote only within the defined discount authority and with the other eligibility checks satisfied. An offer above that authority goes to an eligible Sales Manager. The review retains the actual signer, applicable limit, currency and complete submitted version.

Cost and margin remain hidden from the customer document and unauthorized roles. Sales Rep sees offered price and the required decision.

Changing quantity, price, currency, tax basis or terms invalidates the earlier decision for that changed scope. The revised offer is reviewed before sending. Acceptance identifies the current unexpired offer and all required signatures or reviewed equivalent authority. A partial or obsolete signature event does not accept the offer.

Conversion preserves the accepted net line amount. A discount applied to the quote is not applied a second time to the order or lost when preparing the invoice. Partial quantities retain their allocated net values and rounding, and repeated conversion returns the same order identities.

Sales orders identify entity, customer, delivery method, currency, promised date and line-level fulfillment needs. Credit exposure includes open receivables and approved unbilled commitments, so several unshipped orders cannot each pass as if the others did not exist.

Submission reserves the proposed exposure atomically within its defined customer and entity scope. Sales Manager approves within their order authority and the available customer credit. Controller reviews the exceptions and separately controls release of a credit hold. An amount exception does not silently lift an active hold.

Cancellation, fulfillment and invoicing move exposure between its states without counting the same obligation twice. The order retains its original and revised customer promise, allowing sales and operations to explain a changed delivery plan.

Supply agreements, maintenance and subscriptions retain accepted terms, signed-version evidence, effective dates and renewal lineage. Each line chooses a delivery route or direct recurring billing, with a stable cycle identity and quantity or value scope.

A delivery cycle becomes order demand and bills through its fulfillment route. A direct-billing service cycle creates its own eligible invoice obligation without requiring a fictitious warehouse shipment. Neither route can also generate a second invoice for the same cycle.

Once a contract cycle creates an order, the generated order replaces that cycle’s planning demand. MRP does not count both. Renewals preserve the prior agreement and the actual authority for the next term; a task reminder is not evidence that a new agreement was accepted.

Open Sales Orders connects remaining quantities to stock claims, production or seller-as-principal drop-ship delivery. Drop-ship goods follow the approved vendor PO and verified title-transfer/customer-delivery evidence. Designated in-transit ownership records inventory/GRNI then COGS with required quality evidence, without fabricated warehouse receipt or physical custody.

Sales Manager authorizes customer returns within the required scope. Actual returned custody, quality disposition, credit and replacement authority stay separate, each linked to the original shipment and commercial terms. Sales and Margin by Customer and Product identifies its standard or transaction-cost basis rather than recalculating history from today’s product cost.