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15 January, 2016 - 09:49

In business process analysis and design, we must carefully consider the business process as a whole—including all the interrelated parts that work toward the common purpose of meeting business process requirements. We follow this model in examining each of the business processes that enable organizations to successfully achieve their organizational goals. Accordingly, THE “ORDER-TO-CASH” PROCESS: PART I, MARKETING AND SALES (M/S) through THE BUSINESS REPORTING (BR) PROCESS  each explore aspects of business process design, including:

  • Process definition and functions
  • Organizational setting of the process
  • E-business technology used to implement the process
  • Enterprise system integration of related information processing activities
  • Decision making supported by the process
  • Logical process features
  • Logical database design
  • Physical process features
  • Control analysis applied to the process (including an examination of process goals)

This chapter introduces the marketing and sales process, and lays out the important role of this function within an organization. Because the Order-to-Cash process is the first business process we will examine, we consider the above topics in this chapter’s discussion of the Marketing and Sales (M/S) portion in some detail.


  • To describe the business environment for the M/S process
  • To analyze the effect of enterprise systems and other technologies commonly used in traditional implementations for the M/S process
  • To analyze how the integration provided by enterprise systems and e-business add-ons can improve effectiveness and efficiency of the M/S process
  • To describe the logical and physical characteristics of the M/S process and its support of management decision-making
  • To describe and analyze controls typically associated with the M/S process