Order capture and order fulfillment are the core responsibilities of an internal sales representative. In today's world, managing increasing order volumes while tightly controlling sales operation costs are key contributors to a company’s margins. Therefore, efficiency and effectiveness are essential to the order and contract management process.
In this chapter, we review the order-to-cash process from the perspective of margin analysis. Starting with the receipt of customer orders, delivery, and invoicing, you see how the individual phases of the process are recorded in accounting and which evaluations are possible in margin analysis.