Lab4Enterprise Resources Planning

Customer Relationship Management and Sales

Objective

• At the end of this lesson, you should be able to • Identify what are Sales and Customer Relationship Management (CRM)

systems and discover their benefits.

Customer relationship management (CRM)

• a business strategy to acquire and manage the most valuable customer relationships.

• requires a customer-centric business philosophy and culture to support effective marketing, sales and service processes.

Install the CRM Modulehttp://www.odoo.com

Click “CRM”

Click “START NOW”

Account Registration• Name

• <yourname>lab42017• E.g. alexterlab42017

• Email• It does not have to be real• “Name”@try.it• E.g. alexterlab42016@try.it

• Phone Number• 00000000

• Company Name• Same with Name

• Company Size• < 5 employees

• Primary Interest• I am a teacher or a student

Add modules

• Click “Apps”

Click “INSTALL” under “Sales”

Click “Sales”

Radio Frequency Identification(RFID)

• RFID systems use tiny tags with embedded microchips containing data about an item to transmit radio signals over a short distance to RFID readers.

• Unlike bar codes, RFID tags do not need line-of-sight contact to be read. Several tags could be read simultaneously.

Exercise 1Add the products in ODOO• We are a company which produces RFID tags.

• The products we produce are Low Frequency, High Frequency and Ultra High Frequency RFID tags

• Add Products to the Company

Exercise 2Sales Opportunity• We meet Mr Yeap, manager of costume distribution in Disney, in a

conference. He is looking for RFID tags which suit his company’s costume product.

• Your role is a sale representative. Create a new pipeline in CRM to keep track of the progress of this sales opportunity.

Prospecting stage

• We are now in the “NEW” stage of the sales process

• This is the first stage in the sales process

• The prospect is new and follow up action is needed

• In this stage, the success probability is as low as 10%

• Follow up action could be calling the prospect to identify the business need

Qualified stage

• In this stage, the sales representative is interacting with the prospect

• The success probability is increased, say, to 30%

• Follow up action could be sending catalog and price list

• We could also set the rating to indicate the importance of the sales opportunity

Proposition stage

• Click “PROPOSITION” to move to “PROPOSITION” stage

• This stage shows that the sales representative is proposing products/solutions to the prospect

Exercise 3Quotation and Invoice• Quotation could be then prepared and sent to prospect

• Click “NEW QUOTATION”

Mark an end in CRM

• We could mark down the successful deal with Mr Yeap in CRM module

• Click “Sales” then “My Pipeline”

Submission

• After clicking “MAKE WON”, make a screen capture

• Send the screen capture to• labsessionsubmission@gmail.com

• via your hkuportal email

• Subject: Lab4

• Content:• Your name and UID

Reference

• Essentials of MIS, 11th edition

• Sugar CRM