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14dis60s-analyzing sales

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14dis60s-analyzing sales

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    Unit 14Analyzing Sales

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    4/29/2010

    Unit 14Analyzing Sales Unit Introduction .............................................................................................................. 1

    Unit Objectives .......................................................................................................... 1

    Terminology ............................................................................................................... 2 Sales Analysis Integration ............................................................................................... 3

    Sales Analysis................................................................................................................. 4

    Sales Analysis Group Codes ..................................................................................... 5

    Sales History ............................................................................................................. 6 Sales Performance Management Product Integration ..................................................... 7

    Sales Performance Management (SPM)......................................................................... 8

    SPM versus Sales Analysis....................................................................................... 9

    Sales Order Data ..................................................................................................... 10

    Sales Data Entry ................................................................................................ 11

    SPM Concepts?Types of Sales Information .......................................................... 12

    Hierarchies and Drilldown ........................................................................................ 13

    Building Blocks of SPM ........................................................................................... 14

    Data Elements ................................................................................................... 14

    Element Sets ..................................................................................................... 14

    Data Elements Example ..................................................................................... 15

    Planning within SPM ............................................................................................... 16

    Planning Terms ................................................................................................. 17

    Other SPM Features ............................................................................................... 18

    Performance Measurement Cycle ................................................................................. 19

    Data Accuracy ......................................................................................................... 20

    Performance Measurement Process Flow............................................................... 21

    Performance Measurement Samples ...................................................................... 22

    Vendor Reject Percent by Item Type ................................................................. 22

    Shipping Performance ....................................................................................... 23

    Component Availability Percent by Item Planner ................................................ 24

     Table of Contents 14-i

    Analyzing Sales Review ................................................................................................. 25 List of Figures

    Figure 14-1. Sales Analysis Integration .......................................................................... 3 Figure 14-2. Sales History Files ..................................................................................... 4 Figure 14-3. Customer and Item Group Codes .............................................................. 5 Figure 14-4. Sales Units, Sales Amount, and Sales Cost .............................................. 6 Figure 14-5. Sales Performance Management Product Integration ................................ 7 Figure 14-6. SPM Hierarchies ........................................................................................ 8 Figure 14-7. Sales Order Data ..................................................................................... 10 Figure 14-8. Data Types ............................................................................................... 12 Figure 14-9. Hierarchy Level Groups ............................................................................ 13 Figure 14-10. Planning within SPM .............................................................................. 16 Figure 14-11. Planning Terms ...................................................................................... 17 Figure 14-12. Performance Measurement Cycle .......................................................... 19 Figure 14-13. Data Accuracy Requirements ................................................................ 20 Figure 14-14. Performance Measurement Flow Chart .................................................. 21 List of Tables

    Table 14-1. SPM Pre-defined Data Types .................................................................... 12 Table 14-2. Data Elements Example ............................................................................ 15 Table 14-3. Vendor Reject by Item Type Sample Results ............................................ 22 Table 14-4. Shipping Performance Sample Results ..................................................... 23 Table 14-5. Component Availability % by Item Planner Sample Results ...................... 24

14-ii Supply Chain Management WorkshopStudent Guide

     Unit Introduction

    This unit covers Sales Analysis, Sales Performance Management (SPM), and Performance Measurement (PRF). Topics include sales analysis group codes and history, SPM sales order data, hierarchies and drilldown, and planning. The PRF product helps evaluate the planning and execution of the various functions within distribution. Unit Objectives

    At the end of this unit you will be able to:

    ? Use Sales History during Sales Analysis. ? Define the sales analysis group codes. ? Define SPM drilldown.

    ? Discuss Sales Inquiry in SPM.

    ? Discuss SPM report types and user authority. ? Run Performance Measurement reports.

    ? Understand ways to evaluate your planning and execution performance.

     Analyzing Sales 14-1

    Terminology

    Listed below are terms presented in this unit.

Measurement of key database elements to determine Data Accuracy

    reliability of information supplied by a system.

    Combinations of hierarchy levels brought together for sales Data Summary Level

    summary totals to be stored based on that combination (i.e.

    storing sales summary at customer region/item brand level).

    Data captured into major classes for analysis. For example, Data Type

    the actual sales data type contains sales data, and the budget

    data type would contain budgets.

    To view increasingly lower levels of information. Drilldown

    Six data elements related to individual sales are retrieved: Element

    sales amount, stocking units, selling units, standard cost, list

    amount, and actual cost. Twenty-four levels of detail tracked in relation to sales invoice Hierarchies

    history.

    Total number of purchase orders in which the dates between Lead Time Violation

    the due date and the entered date is less than the lead time

    defined in the system. Use of historical data to judge operation and system Performance Measurement

    effectiveness.

    Provides sales statistics. Sales Analysis (SAL)

    SPM is a sales analysis and planning tool which combines Sales Performance

    powerful sales management functionality for use with sales Management (SPM)

    and open order data.

    14-2 Supply Chain Management WorkshopStudent Guide

Sales Analysis Integration

    The following figure illustrates the relationship between Billing and Sales Analysis and

    other BPCS products.

    Configurable

    Order

    Management

    Confirm Shipments

    Billing and Open InvoiceSalesAccountsSales Credit MemoPerformanceSalesInformationReceivable AdjustmentsManagementAnalysis

    FreightBilling TransactionsSpecial Charges

    OutboundConfigurableLogisticsLedgerManagement

    Figure 14-1 Sales Analysis Integration

     Analyzing Sales 14-3

Sales Analysis

    Sales Analysis is a portion of the Billing and Sales Analysis product. Sales Analysis

    Inquiries can be based on customer, item, salesperson, warehouse, or group sales analysis

    codes.

    The sales information is obtained from the Sales History (SSH), Invoice History (SIH),

    Salesperson Master (SSM), Customer Master (RCM), Item Master (IIM), Warehouse

    Master (IWM), and Transaction History (ITH) files. From this program, you can also

    access other inquiry programs: Customer (ACR310), Item (INV350), and Salesperson

    alpha (SAL310) inquiries; Order Inquiry (ORD300); Group Sales Analysis Inquiry

    (SAL305), and Material Status Inquiry (INV300).

    The figure illustrates from where the Sales Information is obtained.

    IWMSIHSSMWarehouseSalespersonSSHRCMMasterInvoiceMasterSalesCustomerHistoryHistoryMaster

    ITHIIM

    TransactionItem

    HistoryMasterSales

    Information

    SAL305ACR310

    Group SalesCustomer

    AnalysisAlpha

    InquiryLook-up

    ORD300INV350

    ItemOpen OrderAlphaInquiryLook-upINV300

    SAL310

    MaterialSalesperson

    StatusAlpha

    InquiryLook-up

    Figure 14-2 Sales History Files

    The fields Customer Number, Item Number, Salesperson Number, and Warehouse, and the

    five user-defined customer and item fields are remembered key fields.

    14-4 Supply Chain Management WorkshopStudent Guide

Sales Analysis Group Codes

    Sales analysis group codes offer additional reporting flexibility. The field headings are defined in System Parameters Generation (SYS800) and offer five customer options and five item options. Sales History Inquiry (SAL300) summarizes sales history by group code combination.

    The following are customer and item group code headings as they are used in Sales Performance Management (SPM).

     CUSTOMERITEM

     DivisionGroup

     RegionCategory

     AreaFamily

     TerritoryType

     TypeBrand

    Figure 14-3 Customer and Item Group Codes

     Analyzing Sales 14-5

Sales History

    The Sales History (SAL300) program allows you to perform sales history inquiries based on

    customer sales, item sales, salesperson sales, and warehouse sales.

    Inquiries can display month-to-date and year-to-date values for the selections made. Item-

    related measures such as: by item number, items by customer, and items by salesperson, will

    display sales history by units, amount, and cost.

    The figure illustrates Sales Units, Sales Amount, and Sales Cost.

    or

    Sales Units

    Sales Amount

    Sales Cost

    Figure 14-4 Sales Units, Sales Amount, and Sales Cost 14-6 Supply Chain Management WorkshopStudent Guide

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