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A Classic Problem
Here’s what happens during a typical sales order, using All Around Sports’s paper-based sales and inventory system:
- Second Skin Scuba calls All Around Sports to place orders for its annual “Deep Savings Sale.” Before the sales representative (sales rep) can take the order, she needs to retrieve the file on Second Skin Scuba from the customer filing cabinets. Once she finds the folder, she copies the billing and shipping addresses from the folder onto an order form.
- The sales rep writes down the name, quantity, and price of each item that Second Skin Scuba wants. Referring to a typed list, the sales rep quotes prices and calculates the grand total. After hanging up, the sales rep copies all the information neatly onto the order from.
- The sales rep now needs to walk to the inventory filing cabinet, make sure the items are in stock, and subtract the newly sold items from the inventory sheets. Finally, the sales rep stores the order form where the Finance and Shipping departments can make copies.
Figure 1–1 shows the All Around Sports paper-based ordering process.
Figure 1–1: Paper-based Ordering Process
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Although the sales rep carried out her job correctly and in quick order, she has a surprise waiting for her when she returns to her desk—two more customers called while she was completing the paperwork on the Second Skin Scuba order.
Both management and the sales reps agree that the sales reps need to spend more time with their customers and less time on paperwork. Management decides that the time is right to bring computer professionals into All Around Sports. Management envisions a system where the sales reps can use computer terminals on their desks to take orders and check inventory while they are still on the phone with their customers.
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