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Chapter 3
Accounting
document
90000002,
66
accessible
from the
document
flow screen

Accounts
affected by
the sales
order

Source Line: SAP AG.
FIGURE 3-12 Accounting detail for the West Hills sales order

This document shows that, as a result of this sales order, West Hills Athletic Club has
paid Fitter $4,815. The Sales Revenue account (account number 600000) records sales
revenue of $5,350 dollars, which is broken down into the revenue for the NRG-A bars
($2,400) and the revenue for the NRG-B bars ($2,950). These amounts represent the list
prices of the snack bars on the order. The 10 percent discount is applied to the NRG-A
bars ($240) and NRG-B bars ($295) dollars and is recorded in the Sales Discount account
(account number 610000). Because the accounting documents are created automatically
with the sales order, the Accounting Department is using the same data as the Sales
Department, which results in up-to-date and accurate information. If Marketing needs a
report on the size of discounts currently being offered, the system can easily generate a
report of that data, and it will be up to date and accurate as well.
Now that you have looked at how an ERP system can help a company’s sales order
process, we will examine how data obtained during that process might be further used to
help Fitter build long-term business relationships with its customers and improve business
performance.

CUSTOMER RELATIONSHIP MANAGEMENT (CRM)
Companies without a good connection between their workers and their customers run
the risk of losing business. Take Fitter Snacker, for example. Say a salesperson calls on a good
customer, Health Express. The salesperson offers Health Express deep discounts for buying a
certain number of NRG bars. At the same time, the Marketing Department is running a sale

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