Sales business process

Hi Axapta mate! In this training lesson we examine the sale flow.

The following roles are involved in the sales process:

  • Sales Manager
  • Shipment Manager
  • Warehouse Worker
  • Truck Driver
  • Customer

First of all, the Sales Manager needs to find customers. For this purpose, the Sales Manager uses different techniques such as searching in targeted magazines and blogs, using telemarketing, direct marketing, taking part in job fairs, etc and noting, noting, and noting contacts of potential customers. All notes are recorded in the Customer Relationship Management system (CRM). Microsoft Dynamics AX also has the CRM module. In it, can find Business relations, Contacts, Leads, Opportunity, and Sales quotations. All these forms are used to manage the process of finding clients. We don’t go deep inside the customer search process, we just take this into account in order to understand that it is also an interesting flow. If we decide to create training for the CRM module, we will consider this flow together =).

Let’s assume that the Sales Manager has found a Customer. The Customer wants 1,000 items Bottle Red 0.5 and 200 items Can Standard Black.

The Sales Manage creates a sales order with two lines. The Sales Manager calls the Customer and agrees order details. Then, the Sales Manager prints the confirmation document. This document contains the information about items, item quantities, and prices. After that the Sales Manager sends this document to the Customer via fax or e-mail. The confirmation document is a guarantee that the Sales Manager and the Customer have cut a deal.

The Sales Manager creates warehouse orders (or posts a picking list). A warehouse order contains the information about the items to pick. A picking list contains warehouse orders.

At the same time, an empty truck stops near the warehouse door and is ready for loading the items.

The Shipment Manager registers the truck information in the system; this includes truck capacity, truck type, warehouse door, etc. Then, the Shipment Manager assigns warehouse orders that must be loaded into the truck.

After this the Shipment Manager run a specific program that takes into accounts all assigned warehouse orders and determines where an item from the warehouse order must be picked from. Then, he or she generates picking routes.

Picking routes are used by the Warehouse Worker and contain the information about an item, its quantity, its picking and destination location.

The Warehouse Worker selects and reads the information from the picking route and performs following steps:

  1. Goes to the picking location.
  2. Picks items.
  3. Moves items to the destinations location.
  4. Loads items into the truck.

When all warehouse orders are processed, i.e. loaded by warehouse workers into the truck, the Shipment Manager prints the Shipment list.

From Wikipedia:

“The Shipment list is a shipping document that accompanies delivery packages, usually inside an attached shipping pouch or inside the package itself. It commonly includes an itemized detail of the package contents and does not include customer pricing. It serves to inform all parties, including transport agencies, government authorities, and customers, about the contents of the package. It helps them deal with the package accordingly.”

Then, the Shipment Manager prints the Bill of lading and gives it to the Truck Driver to  sign (we assume that the items will be delivered by the carrier company and the Truck Driver works in this company). The Truck Driver returns the signed Bill of lading to the Shipment Manager. The Shipment Manager releases the truck.

From Wikipedia:

“The Bill of lading is a document issued by a carrier to a shipper, acknowledging that specified goods have been received on board as cargo for conveyance to a named place for delivery to the consignee who is usually identified. It is evidence of contract between carrier and shipper.”

In our case, a bill of lading is document that guarantees that 1000 Bottles and 200 Cans are received on board and will be delivered to the Customer. At the same time, our company should pay a specific amount of money to the carrier company.

When items are delivered, the Sales Manager posts, prints, and sends the Packing slip document to the Customer. The Packing slip document is a guarantee that the Customer receives items.

Finally, the Sales Manager posts, prints, and sends an invoice document to the Customer. This document confirms that the Customer must pay some amount of money to the company. This process creates a ledger transaction – the Inventory account is credited (decreased), the Accounts Receivable account is debited (increased).

Just the same as in the purchase business process, there is still one more step. It is the payment process. But it does not belong to the sales business process. Even more, the payment is out of the Trade and Logistics scope. Payment will be studied in the Microsoft Dynamics AX (Axapta) Financial training.


In this training lesson, we have learnt the sales business process. Let’s review the key personas and what they do:

  • Sales Manager
    • Finds a Customer
    • Creates a Sales order
    • Confirms a sales order (a guarantee that the Customer agrees the order details)
    • Creates warehouse orders
  • Tuck Driver
    • Drives the truck to a specific warehouse door
  • Shipment Manager
    • Registers the truck
    • Determines picking locations for warehouse orders
    • Creates picking routes
  • Warehouse Worker
    • Reads the picking routes
    • Goes to the picking location
    • Picks the items from the picking location
    • Moves the items to the destination location
    • Loads the items into the truck
  • Shipment Manager
    • Prints the Shipment list
    • Prints the Bill of lading (a guarantee that the carrier has received the items)
  • Truck Driver
    • Signs and returns the Bill of lading
    • Leaves the warehouse (with the items and the Shipment list)
  • Sales Manager
    • Posts the Packing slip document (a guarantee that the items are received by the Customer)
    • Posts the Invoice document (a guarantee that the Customer must pay)

In the next training lessons, we will understand how the sales process is implemented in Microsoft Dynamics AX.

Trade And Logistics training