فصل: Chapter 1: Fundamentals
Managing accounts and targets
A customer living in one salesperson's memory is not a customer of the business. When that person leaves, half the market leaves with them.…
From order to cash
This is where sales meets the warehouse and accounting, joined by one cycle: order → issue → invoice → collection. Every weak link in…
What does the purchasing function do?
To add a hundred thousand to profit, sales must win a great deal of extra business. Purchasing needs to save a hundred thousand and…
Defining the need and the specification
Most buying problems are not born at the negotiating table but in the first line of the request. A vague specification produces a vague…
Selecting and comparing suppliers
Three offers on the table at different prices. And the question that seems obvious — "which is cheapest?" — is the worst one to…
From requisition to payment
Three documents protect a business from paying for what it did not order or did not receive: the purchase order, the goods receipt note…
What is inventory and why manage it?
Inventory is cash that has changed shape. You paid money and it became goods, and it will not be money again until it is…
The warehouse, its movements and documents
A stock balance in the system is not a number somebody types. It is the result of documented movements. Every item that comes in…
Stock levels and reordering
"When do we order?" and "how much do we order?" are two entirely different questions, each with its own answer. Confusing them is why…
Item classification and performance measures
A warehouse holding five thousand items cannot give the same attention to every one of them. Classification decides where your attention goes, and the…