In today’s series we will get to know about Enquiry Management. Enquiries are important aspects of every business. Because the business enquiries basically get converted into proposals or quotations. When these proposals and quotations are regularly followed-up gets converted into order which brings in revenue to the company. It becomes imperative that the system is put in place which can manage the enquiries. SAP Business One has a wonderful Enquiry Management functionality wherein any enquiry received, might it be through a phone call, mail or any electronic format can be recorded in SAP Business One. This particular process is fool proofed in such a manner that if enquiries received are not entered in SAP Business One, system will not let you to create a sales quotation. It is an interlocking system to make sure that the sales people can generate a quote or a proposal only if an enquiry is locked into the SAP Business One. This ensures that all the enquiries are mandatorily entered into SAP Business One. During a sales review meeting or the month end meeting, Sales head can come with SAP Business One report which clearly says, how many enquiries received in a month, against which proposals and quotations were sent, against sent quotes, how many orders were generated?

 

Let us say for example, If a company receives 100 enquires in a month which are locked into SAP Business One, against which 75 quotations sent out. SAP Business One report very clearly bring out report for 100 enquiries received only 75 quotations given and it prompts the management team to ask questions about unanswered enquiries. There might be genuine reasons like it’s out of scope or it headlines with too short. These reason quotes can be created in SAP Business One and the management can get to understand. Enquiries as we discussed earlier are pretty important for all businesses and losing an enquiry in a business environment is definitely not appreciable.

 

The report also goes further in explaining to the management, out of the sent quotations, how many has been converted into an order. Let us take the same example, if 75 quotations were sent and only 20 gets converted into order, this report brings out the conversion ratio or the efficiency of sales team. Currently the conversion ratio of the company is for every 100 enquiries received, 75 gets answered through quotation and for every 75 quotes, 20 quotes gets converted into an order. This brings in a core relation that for every 100 enquiries, you get 20 orders. If the management has to upgrade or bring in more people to increase incoming enquiries, you can extrapolate these figures and workout to improve your business. Hope you like this functionality in SAP Business One.

 

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