Sales and CRM
Connect the sales conversation to reviewed prices, customer commitments and the orders finance and operations fulfil.
YouStageProposalNegotiationnext 30 days
- OPP-96208 · Opportunity 113ACC-3291119 SepProposal
- OPP-81881 · Opportunity 779ACC-8187904 OctNegotiation
- OPP-78794 · Opportunity 653ACC-7109217 SepProposal
- OPP-35599 · Opportunity 298ACC-1914725 SepNegotiation
- OPP-50576 · Opportunity 743ACC-2461516 OctProposal
Develop the account and opportunity
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.
StageQualifyDiscoveryProposalNegotiation
Resolve the price before reviewing the discount
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.
| Commercial basis | What follows the offer |
|---|---|
| Authorized list price | The effective product, currency, unit and price-book source |
| Offered net price | The actual amount after the approved discount |
| Cost and margin | The captured cost converted to the comparable currency, visible only to authorized roles |
| Customer acceptance | The exact version, quantities, terms and supporting evidence |
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.
Approval conditions
Sales Manager: Approve Quotes within own discount authority and protected margin policy independently when required
Sales Manager: Manage entity Leads, ContactPersons, Opportunities, Activities, draft Quotes/QuoteItems, SalesOrders/SalesOrderItems, Contracts/ContractItems/ContractCycles, PriceBooks/PriceBookEntries and customer Accounts excluding bank fields through reviewed master controls
Submitted
- QTS-37421 CUS-172 in 8 d
- QTS-92969 CUS-232 in 4 d
- QTS-64901 CUS-106 in 2 d
- QTS-87692 CUS-175 in 3 d
- QTS-23922 CUS-230 2 d
QTS-37421
- Customer
- CUS-172
- Opportunity
- OPP-89351
- QuoteDate
- 25 Sep
- ValidUntil
- 03 Oct
- GrandTotal
- 12,779.44
The Sales Rep may approve their own exact known within-limit/floor Quote revision only under the explicit policy exception; otherwise the Sales Manager independently approves within authority or returns it for revised terms.
Review the offer and preserve its accepted value
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.
StatusSubmittedOnCreditHold
Reserve credit across the customer's commitments
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.
StatusApprovedInProductionAllocatedPickedPartiallyShipped
Generate each contract cycle once
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.
Follow fulfillment and customer recovery
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.
Modules
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Ledger and close
Reconcile operating activity, review adjustments and produce a locked financial close with traceable group reporting.
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Payables and receivables
Match obligations to accepted work, control payment release and reconcile cash, credits and foreign-currency settlements.
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Sales and CRM
Connect the sales conversation to reviewed prices, customer commitments and the orders finance and operations fulfil.
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Purchasing and inventory
Control commitments, receipt quality and stock availability from the first requisition through delivery and returns.
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Production and quality
Plan the remaining demand, release a stable production plan and trace accepted output back to its material, time and quality checks.
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People and payroll
Connect employee changes, approved leave and time to a reviewed payroll run with clear settlement and correction history.
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Entities and master data
Set the entities, financial rules and approval boundaries that keep commercial, operating and employee records consistent.
Reports
All reportsSales Pipeline and Forecast
Open opportunities by entity, owner, stage, forecast category and expected close month, with weighted value = Amount × Probability / 100 and explicit reporting-currency conversion; actual closed-won uses ClosedDate and accepted scope, excluding duplicates and cancelled replacement offers.
Sales and Margin by Customer and Product
Posted invoice net revenue less original-linked credits by entity/customer/product/period; standard margin uses frozen InvoiceItems.StandardCostSnapshot while actual margin uses allocated shipment/service cost, with missing-cost coverage shown rather than fabricated zero margin; Sales Rep output excludes protected cost/margin.
Roles and permissions
Owns financial policy, independent finance decisions, reconciliation, the close and consolidation.
Captures and reconciles finance transactions, prepares payments and performs only the narrow routine settlement actions allowed by policy.
Works owned customers, contacts, leads and opportunities and prepares quotes and orders.
Owns commercial masters, customer contracts and the approved sales pipeline within entity authority.
Owns supplier purchasing and independent purchase decisions within authority, without receiving or approving their own order.
Related processes
Lead to cash
Carry an accepted offer through credit approval, fulfillment and invoice settlement without losing its commercial terms.
8 stages · 2 approvals
Plan to produce
Convert remaining demand into a released production plan, accepted output and a reconciled work-order cost.
8 stages · 3 approvals