Page 69 -

CH A P TE R3

MARKETING INFORMATION

SYSTEMS AND THE SALES

ORDER PROCESS

L E ARNING O BJ ECTIVE S

After completing this chapter, you will be able to:
• Describe the unintegrated sales processes of the fictitious Fitter Snacker
company
• Explain why unintegrated Marketing and Sales information systems lead
to company-wide inefficiency, higher costs, lost profits, and customer
dissatisfaction
• Discuss sales and distribution in the SAP ERP system, and explain how
integrated data sharing increases company-wide efficiency
• Describe how SAP ERP processes a standard sales order
• Describe the benefits of customer relationship management (CRM)
software

I N TRODUCTION

In this chapter, you will begin learning about the operations of Fitter Snacker (FS), a fictitious

company that makes healthy snack bars. As you will see, the company’s current information systems

are not integrated, which causes problems in all of the functional areas. Throughout the remainder of

this book, we will use Fitter Snacker to illustrate information systems concepts in general and ERP

concepts in particular.

Copyright 2012 Cengage Learning. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s).
Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.