1. Chapter 8 Supporting the Sales Process with SAP Copyright © 2013 Pearson Education, Inc. Publishing as Prentice Hall 8-1

2. What Are the Fundamentals of a Sales Process? Figure 8-2 Sales Process Within the Value Chain of CBI Copyright © 2013 Pearson Education, Inc. Publishing as Prentice Hall 8-2

3. What Are the Fundamentals of a Sales Process? Figure 8-3 Main Sales Process Activities, Subactivities, and Actors Copyright © 2013 Pearson Education, Inc. Publishing as Prentice Hall 8-3

4. Copyright © 2013 Pearson Education, Inc. Publishing as Prentice Hall 8-4 3 People 3 Information Silos

5. What Were the Problems with the Sales Process Before SAP? Copyright © 2013 Pearson Education, Inc. Publishing as Prentice Hall 8-5

6. How Does CBI Implement SAP? Figure 8-7 Objectives and Measures for the New Sales Process Copyright © 2013 Pearson Education, Inc. Publishing as Prentice Hall 8-6

7. How Does the Sales Process Work at CBI After SAP? Copyright © 2013 Pearson Education, Inc. Publishing as Prentice Hall 8-7

8. How Does the Sales Process Work at CBI After SAP? Figure 8-9 Sales Order Screen in SAP of 50 Stream Bikes to Heartland Copyright © 2013 Pearson Education, Inc. Publishing as Prentice Hall 8-8

9. How Does the Sales Process Work at CBI After SAP? Figure 8-10 Outbound Delivery Screen In SAP Copyright © 2013 Pearson Education, Inc. Publishing as Prentice Hall 8-9

10. How Does the Sales Process Work at CBI After SAP? Figure 8-14 Post Incoming Payments Screen in SAP Copyright © 2013 Pearson Education, Inc. Publishing as Prentice Hall 8-10

11. How Can SAP Improve the Integration of Customer-Facing Processes at CBI? Integration of Customer-Facing Processes Improving Customer-Facing Process Integration by Sharing Data Improving Customer-Facing Process Increasing Process Synergy SAP Integration Problems with Emerging Technologies Integration Challenges and Lessons Copyright © 2013 Pearson Education, Inc. Publishing as Prentice Hall 8-11

12. How Can SAP Improve the Integration of Customer-Facing Processes at CBI? Integration of Customer-Facing Processes Customer Relationship Management (CRM) Figure 8-15 Sample of Customer-Facing Processes Copyright © 2013 Pearson Education, Inc. Publishing as Prentice Hall 8-12

13. Copyright © 2013 Pearson Education, Inc. Publishing as Prentice Hall 8-13