Chapter 8 - The sales/collection business process. The objective of this chapter is to encourage an in-depth understanding of the sales/collection business process, with a focus on the modeling of this transaction cycle with the REA enterprise ontology and querying to meet information needs for this cycle. | Chapter 8 The Sales/Collection Business Process Chapter Learning Objectives Identify activities and documents common to sales/collection business processes for various enterprises Recognize similarities and differences between different types of revenue-generating enterprises Identify the components of the REA ontology in the sales/collection business process Explain how the sales/collection business process fits into an enterprise’s value system Explain how the sales/collection business process fits into an enterprise’s value chain Create a REA business process level model for an enterprise’s sales/collection business process Create queries to meet common information needs in the sales/collection process 8- Sales/Collection Process in an Enterprise Value System 8- Sales/Collection Business Process in Enterprise Value Chains 8- REA Sales/Collection Business Process Level Pattern 8- Sales/Collection Process Events Instigation Events in the Revenue Cycle May be internally instigated (marketing events such as sales calls, advertising campaigns, or promotions) May be externally instigated (customer inquiries) Internal agents involved in revenue cycle instigation events usually are sales/marketing personnel or customer service representatives External agents involved in revenue cycle instigation events usually are customers Typically there is no need to specifically identify a good or service for purposes of instigation events; information about the type of good or service promoted is usually sufficient 8- Customer Inquiry Event An instigation event that is externally initiated; typically involves a customer contacting the enterprise, either via telephone, e-mail, or in person, to inquire as to the pricing and availability of products or services Data is not typically captured for this event; the customer’s questions are answered and if the customer does not immediately place an order, the customer may be added to a sales representative’s list of . | Chapter 8 The Sales/Collection Business Process Chapter Learning Objectives Identify activities and documents common to sales/collection business processes for various enterprises Recognize similarities and differences between different types of revenue-generating enterprises Identify the components of the REA ontology in the sales/collection business process Explain how the sales/collection business process fits into an enterprise’s value system Explain how the sales/collection business process fits into an enterprise’s value chain Create a REA business process level model for an enterprise’s sales/collection business process Create queries to meet common information needs in the sales/collection process 8- Sales/Collection Process in an Enterprise Value System 8- Sales/Collection Business Process in Enterprise Value Chains 8- REA Sales/Collection Business Process Level Pattern 8- Sales/Collection Process Events Instigation Events in the Revenue Cycle May be .
