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Marketing Information Systems and the Sales Order Process
The screen shows the price that Fitter is offering to West Hills Athletic Club for
10 cases of NRG-A bars. The base price is $240/case, and West Hills is being given a
10 percent discount automatically.
The screen in Figure 3-11 shows that the SAP ERP system has been configured to give
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West Hills Athletic Club a 5 percent discount for ordering over $1,000 worth of a
particular type of snack bar, and a 10 percent discount if the order for a particular type of
snack bar is over $1,500 in value.

If a line in the
order is over
$1,000, the
discount is
5 percent
If a line in the
order is over
$1,500, the
discount is
10 percent
Source Line: SAP AG.

FIGURE 3-11 West Hills Athletic Club price discount

If you look again at Figure 3-10, you can see the SAP ERP system automatically applied
the 10 percent discount (since the total amount of the order was over $1,500), so the net
price for 10 cases of NRG-A bars is $2,160. Figure 3-10 also shows that Fitter will still make
a profit on this order, because the cost to produce 10 cases of NRG-A bars is $1,992.

Integration of Sales and Accounting
In Fitter’s old system, sales records were not integrated with the company’s accounting
records, so Accounting often did not have the most up-to-date information. By contrast,
ERP systems integrate Accounting with all business processes, so when a sales order is
recorded, the related accounting data are updated automatically.
In the document flow shown in Figure 3-9, Accounting document 90000002 is part of
the sales order process. The clerk can select this line, and then click the Display
document button to get the accounting detail shown in Figure 3-12.

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