Industrial Engineering: SALES INFORMATION SYSTEM

SALES INFORMAT ION SYSTEM

Information systems
Is a series of formal procedures by which data are collected, processed into information and distributed to the users. (Hall.2001: 7)

Sale
According to Henry Simamora in the book "Accounting for Decision Making Business Base" states that:
"Sales are prevalent in corporate revenues and a gross amount charged to customers for goods and services".

Sales Information System
Is sub. business information system that includes a set of procedures that perform, record, calculate, create documents and sales information for management purposes and other interested parts, starting from receipt of sales order to record the onset of bills / accounts receivable.

Sales type
There are several kinds of sales transactions according to La Midjan in his book "Accounting Information Systems 1" can be classified as follows:

a. Cash sales

Is sales are cash and carry generally occurs in cash payments and can also occur during a month are

    considered cash.

b. Credit sales
    Sales with a grace period is an average of over one month.

c. Tender sales
    Sales are conducted through a tender procedure for the tender held up In addition to the various

    procedures.

d. Export Sales
    Sales are conducted with foreign buyers who import goods.

e. Consignment sales
    Are sales made by deposit to the buyer as well as seller.

f. Wholesale sales
   Is not direct sales to buyers, but through a wholesaler or retail.

There are several ways to sell. Applied to the system adjusted to the operating field.

• Direct Selling is the sale by taking the goods from the supplier and delivered direct to the customer.
• Stock sales are sales of goods from the warehouse that has stock available in the warehouse.
• Combination Sales (direct + stock) with a sale that is taking most of the suppliers of goods and most of the

stock available at the warehouse.

Sales Goals
In an enterprise sales activity is an important activity, because with the activities of the sales profit will be formed to ensure the survival of the company.
General purpose sales by companies owned by Basu Swastha in his book "Sales Management", namely:
1. Achieving certain sales volume.
2. Got a certain profit.
3. Support the company's growth.

Factors Affecting Sales

Sales activity is heavily influenced by certain factors that can increase the activity of the company, therefore the sales managers need to pay attention to the factors that influence sales. Factors that influence the sale by Basu Swastha in the book "Sales Management" are as follows:

1. Condition and ability Sellers
Condition and capability consists of an understanding of some important issues related to the product being

sold, the amount and nature of salespeople is:

     a. The type and characteristics of the goods or services offered
     b. Price of the product or service
     c. Terms of sale, such as: payment, shipment

2. Market Conditions
    Market repurchases as groups or parties that were targeted in the sale and may also affect the sales

activities.

3. capital
Capital or funding is needed in order to transport the merchandise is placed or to expand their business.

4. Conditions Company Organization
At large companies, these vendors typically issue addressed by a separate section, which is part of the

sales held by people who are experts in the sale.

5. Other factors
Other factors such as advertising, demonstrations, campaigns, and gift giving is often expected to affect

sales due to factors that buyers will return to buy again the same product.

Sales Process

According to Basu Swastha in the book "Sales Management" mentions several sales stages, namely:

1. Preparation Before Selling
At this stage is to prepare the activities performed by salespeople provide an understanding of the goods it

sells, markets in the heading, and sales techniques that should be done.

2. Siting Potential Buyers
From this location it can be made a list of people or companies that are logically a potential buyer of the

product offered.

3. Preliminary approach
A wide range of information needs to be gathered to support its product offerings to the buyer, for example

on consumer habits, preferences, and so on. All of these activities are done as a preliminary approach to

the market.

4. perform Sales
Sales do stems from an attempt to lure the attention of prospective buyers, then sought to withdraw their

appeal. And finally the seller to sell their products to the buyers.

5. After Sales service
In this final stage of the seller should seek to overcome a variety of complaints or unfavorable responses