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Lab4 Enterprise Resources Planning Customer Relationship Management and Sales
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Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Apr 10, 2018

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Page 1: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Lab4Enterprise Resources Planning

Customer Relationship Management and Sales

Page 2: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Objective

• At the end of this lesson, you should be able to • Identify what are Sales and Customer Relationship Management (CRM)

systems and discover their benefits.

Page 3: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Customer relationship management (CRM)

• a business strategy to acquire and manage the most valuable customer relationships.

• requires a customer-centric business philosophy and culture to support effective marketing, sales and service processes.

Page 4: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Install the CRM Modulehttp://www.odoo.com

Page 5: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Click “CRM”

Page 6: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Click “START NOW”

Page 7: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Account Registration• Name

• <yourname>lab42017• E.g. alexterlab42017

• Email• It does not have to be real• “Name”@try.it• E.g. [email protected]

• Phone Number• 00000000

• Company Name• Same with Name

• Company Size• < 5 employees

• Primary Interest• I am a teacher or a student

Page 8: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products
Page 9: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Add modules

• Click “Apps”

Page 10: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Click “INSTALL” under “Sales”

Page 11: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Click “Sales”

Page 12: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Radio Frequency Identification(RFID)

• RFID systems use tiny tags with embedded microchips containing data about an item to transmit radio signals over a short distance to RFID readers.

• Unlike bar codes, RFID tags do not need line-of-sight contact to be read. Several tags could be read simultaneously.

Page 13: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Exercise 1Add the products in ODOO• We are a company which produces RFID tags.

• The products we produce are Low Frequency, High Frequency and Ultra High Frequency RFID tags

• Add Products to the Company

Page 14: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Exercise 2Sales Opportunity• We meet Mr Yeap, manager of costume distribution in Disney, in a

conference. He is looking for RFID tags which suit his company’s costume product.

• Your role is a sale representative. Create a new pipeline in CRM to keep track of the progress of this sales opportunity.

Page 15: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Prospecting stage

• We are now in the “NEW” stage of the sales process

• This is the first stage in the sales process

• The prospect is new and follow up action is needed

• In this stage, the success probability is as low as 10%

• Follow up action could be calling the prospect to identify the business need

Page 16: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Qualified stage

• In this stage, the sales representative is interacting with the prospect

• The success probability is increased, say, to 30%

• Follow up action could be sending catalog and price list

• We could also set the rating to indicate the importance of the sales opportunity

Page 17: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Proposition stage

• Click “PROPOSITION” to move to “PROPOSITION” stage

• This stage shows that the sales representative is proposing products/solutions to the prospect

Page 18: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Exercise 3Quotation and Invoice• Quotation could be then prepared and sent to prospect

• Click “NEW QUOTATION”

Page 19: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Mark an end in CRM

• We could mark down the successful deal with Mr Yeap in CRM module

• Click “Sales” then “My Pipeline”

Page 20: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Submission

• After clicking “MAKE WON”, make a screen capture

• Send the screen capture to• [email protected]

• via your hkuportal email

• Subject: Lab4

• Content:• Your name and UID

Page 21: Lab4 Enterprise Resource Planning Customer Relationship ...is/busi1003/Notes/Lab4_odoo.pdf · •Identify what are Sales and Customer Relationship Management (CRM) ... Add the products

Reference

• Essentials of MIS, 11th edition

• Sugar CRM