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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. [email protected]
• 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• [email protected]
• via your hkuportal email
• Subject: Lab4
• Content:• Your name and UID
Reference
• Essentials of MIS, 11th edition
• Sugar CRM
