Sales in Business Central

You can easily create contacts using the contact card.

For each contact, you can then:

• Manage contact information,
• Interactions,
• Segments, and
• Sales opportunities.

By using duplicate checking (contact duplicates), you can avoid duplicate records or merge them.

You can create segments if, for example, an action (e.g., direct mailing) should only be shared with a specific selection of contacts.

If you discover a duplicate of a contact, i.e., a duplicate record in the system, the system offers a function to easily merge the two contacts. To do this, select the “Merge with…” function on the contact card and choose the second record for merging. The application will then show you an overview of the duplicated field values and provide functions to select which existing values to keep or discard.

When different employees create new contacts over time, or new records are automatically created during data migration, it may happen that there are multiple entries for a contact in the system. This is called a duplicate.

To prevent duplicates from occurring at all, there is duplicate checking. You can set up the application to automatically search for duplicates when you create a new contact. Alternatively, you can do this manually after creating the contacts. You can set the percentage of matches, i.e., the percentage of identical character strings that two contacts must have for the application to consider them duplicates.

Once you find a duplicate contact, you can merge the duplicates.

You can classify your contacts. To do this, you either use filters or the so-called questionnaire setup. With this, you can create individual questionnaires that must be completed when creating a contact.

Example 1: Type of relationship

• Customer relationship
• Supplier relationship
• Bank relationship

Example 2: ABC classification according to sales value

• from € 500,000
• from € 100,000
• up to € 100,000

You can easily plan the sales of your items and control your orders based on this, avoiding any stockouts. Ultimately, you can see if the item may soon be out of stock and when the inventory should be replenished.

The system predicts future sales based on past sales history. This forecast is made at the item level. In the “Item Planning” area, a chart is displayed showing the estimated sales of this item in the upcoming period.

Often, customers demand delivery date commitments for specific sales orders. With the system, you can easily and confidently make these commitments. Based on the known and expected availability dates of an item, the ERP system automatically calculates the delivery dates, which can then be promised to the customer.

When you enter a desired delivery date in a sales line, this date is used as the starting point for the following calculations:

• Desired delivery date – Transit time = Planned shipping date
• Planned shipping date – Outbound warehouse lead time = Shipping date

Within sales opportunities, you can assign various tasks and distribute them among your employees.

With the Anveo EDI app, you can easily exchange data

• with your customers (e.g., orders, invoices, credit notes, delivery notes, item data, availabilities, prices),
• with your partner companies (improve business relationships through automated processes),
• with delivery companies (e.g., order processing, confirmations, availabilities, or delivery notes), or
• between locations/clients (e.g., financial data and item information).

The system offers the ability to manage business interactions with your customers and delivery companies directly in Microsoft Outlook (Outlook client integration).

This means: Your Outlook window includes Dynamics 365 Business Central functions as part of the integration. For example, data about customers and delivery companies is automatically displayed in a split window with an email. Additionally, you can create and send documents (e.g., quotes, invoices) from Outlook.

You can easily simulate a direct delivery from one of your delivery companies directly to a customer in the system. When you create a sales order using the direct delivery feature and then create a purchase order, the customer is automatically entered in the “Ship to” field. This way, you can instruct delivery companies to send the goods directly to the customer.

Sales price management is flexible. Prices can be structured using various models, such as:

• Standard prices (set per item on the “Item Card”)
• Different price agreements for specific debtors/groups (customer-specific on the “Customer Card”)
• Individual price agreements with wholesale customers (order-specific on the “Sales Prices” page > “Special Prices and Discounts”)
• Time-limited prices with a start and end date
• (Individual) sales line or invoice discounts

Special prices can be set up using various options, such as:

• Campaign
• Item variant
• Unit of measure
• Minimum quantity purchased
• Order date
• Currency

You can easily document communication between your sales staff and existing or potential customers in the system. This gives you an overview of the sales and marketing activities directed at your contacts, allowing you to improve your future business interactions with them.

Contact-related activities include, for example:

• Meetings
• Letters
• Documents (app)*
• Email exchanges**
• Phone calls
• Sales opportunities

*Documents (app)
For professional document management, we offer an interface to third-party software. We work with partner companies such as d-velop (App d.3) or Continia (App Document Capture).

Continia Document Capture
With this tool, you can scan all types of documents, extract OCR data, register, and archive. PDF files are downloaded directly from specified email addresses and processed with OCR technology, if desired. This process runs automatically, without user intervention. Paper documents are scanned using a desktop or network scanner and processed in the same way.

d.3ecm
D3.ecm is a document management system that allows you to organize printed documents from your business applications, paper documents, business-related and evidence-relevant emails, and much more.

**Email Exchange
Dynamics 365 Business Central can work with Microsoft Exchange Online to keep a record of incoming and outgoing messages. You can view and analyze the content of each message on the “Activity Log Entries” page.

With a blanket order, you agree with your customer on a larger quantity of items that will be delivered in multiple releases. The ERP system allows you to clearly map blanket orders, including all details related to invoicing, delivery, and billing.

You can easily process returns from your customers. Review booked items, enter return agreements, book return documents, enter replacement items, and calculate restocking fees.

You use a sales quote to capture an offer for your customers and offer specific products under special delivery and payment terms. You can then send the sales quote from the ERP system to the debtor to inform them of the offer.

If your customer does not accept the offer directly but makes a counteroffer, you can modify the sales quote as needed and resend it. When the customer accepts the offer, you convert the sales quote into a sales invoice, where you book the sale.

You create a sales order when a customer purchases goods from you. You can create this manually or from a sales quote. You can then send the sales order from the system to the debtor to confirm the purchase. Unlike a sales quote, the sales order is embedded in the entire procurement logic of the ERP system. This means that various processes are triggered:

• A stock availability check is performed to see if there is enough stock
• the purchase department is informed if new goods are needed
• logistics is informed, etc.

It is also possible to process the order in partial deliveries.

You can also create sales opportunities. These must be assigned to employees from purchasing or sales and have a contact to be able to track potential sales.

Usually, you create sales opportunities through specific contacts (action “Create Sales Opportunity” under “Contacts”) or sales personnel (action “Create Sales Opportunity” under “Salespersons”).

Depending on your used webshop system, we are happy to develop a custom interface together with you according to your requirements.

For the Shopify shop system, there is already a practical Dynamics 365 Business Central Connector.

In campaign management, you first define the target segment. These are all the contacts you want to interact with as part of the planned campaign. In the example above, this would include all trade show guests who have provided you with their contact information and are interested in your new product. So, you group these individuals as the target audience in a segment.

After deciding which segment the campaign should include, you set the start and end dates.

In addition to the segment and timeframe, you have the option to customize prices and, if desired, set a discount percentage that the customer will receive on individual items. However, since not every campaign includes a price, this information is not mandatory.

It is possible to manage sales opportunities within campaigns.

Create activities for your campaigns to assign them to the appropriate salespersons.

You can access the system from any device. You can do this via the responsive Modern Client or, even better, through the software’s Universal App. This allows you to access all functions on the go, navigate through your business data, view current charts and KPIs, or send sales quotes and invoices via email.

With Anveo’s Mobile Sales App, your field employees have quick and easy access to data on the go – even offline. With the mobile connection, they directly access customer data, orders, and prices digitally. Additionally, sales conversations can be digitally supported (e.g., through digital product catalogs, saved items, joint order creation).