Sales ERP Requirements
Quotes, orders, pricing, CRM integration, and sales analytics. Review our comprehensive checklist to ensure your ERP covers every critical sales capability.
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Requirements
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Categories
6
Industries
6
Leading Vendors
Sales Requirements Checklist
Order Processing(7 requirements)
| Requirement | Description |
|---|---|
| Sales Order Management | Processes customer orders from entry through fulfillment, including availability checks and delivery scheduling. |
| Quotation & Proposal Management | Creates and tracks sales quotations with configurable pricing, validity periods, and conversion to orders. |
| Blanket Sales Agreements | Manages long-term customer agreements with scheduled deliveries and pre-negotiated pricing. |
| Available-to-Promise (ATP) | Checks real-time inventory and production schedules to confirm delivery dates to customers. |
| Order Promising & Allocation | Reserves inventory for specific orders and manages allocation priorities across competing demand. |
| Partial & Back-Order Fulfillment | Handles partial shipments and automatically creates back-orders for out-of-stock items. |
| Sales Order Approval Workflows | Routes high-value or exception orders through configurable approval chains before processing. |
Pricing & Revenue(7 requirements)
| Requirement | Description |
|---|---|
| Pricing & Discount Rules | Defines flexible pricing structures including volume discounts, customer-specific pricing, and promotional rules. |
| Commission Tracking | Calculates and tracks sales commissions based on configurable rules, tiers, and team structures. |
| Rebate Management | Manages customer and vendor rebate programs with accrual tracking and periodic settlement. |
| Revenue Recognition | Applies revenue recognition rules (ASC 606 / IFRS 15) to accurately record income across periods. |
| Promotional Pricing & Campaigns | Creates time-bound promotional pricing rules and tracks campaign effectiveness on sales volume. |
| Trade Promotion Management | Plans, executes, and measures trade promotions with fund allocation and ROI analysis. |
| Contract-Based Pricing | Applies customer-specific negotiated pricing from active contracts to sales orders automatically. |
Customer Management(7 requirements)
| Requirement | Description |
|---|---|
| Customer Relationship Management | Tracks customer interactions, opportunities, and history to improve sales effectiveness and retention. |
| Customer Credit Management | Sets and monitors customer credit limits, performs credit checks, and manages overdue collections. |
| Customer Portal | Provides customers with self-service access to place orders, track shipments, and view invoices online. |
| Sales Territory Management | Defines and manages sales regions, assigns reps, and tracks territory-level performance. |
| Customer Segmentation & Tiering | Groups customers by behavior, value, or demographics to enable targeted pricing and service levels. |
| Lead & Opportunity Management | Tracks sales leads through the pipeline with stage-based workflows and win/loss analysis. |
| Customer Satisfaction Tracking | Collects and monitors customer feedback scores (NPS, CSAT) to drive service improvements. |
Post-Sale(6 requirements)
| Requirement | Description |
|---|---|
| Returns & Credit Notes | Manages product returns, exchanges, and credit memo issuance with inventory and financial adjustments. |
| Sales Forecasting | Predicts future sales using historical data, pipeline analysis, and market trends. |
| Warranty & Service Contracts | Tracks warranty coverage and service agreements tied to sold products for post-sale support. |
| Service Level Agreements (SLAs) | Defines and monitors response time and resolution commitments for customer service and support. |
| Complaint & Dispute Management | Logs, investigates, and resolves customer complaints and billing disputes with escalation workflows. |
| Customer Retention Analytics | Analyzes churn risk, customer lifetime value, and engagement metrics to improve retention strategies. |
Industry-Specific Sales(10 requirements)
| Requirement | Description |
|---|---|
| Point-of-Sale (POS) Integration | Integrates with POS terminals for real-time sales capture, inventory updates, and customer data collection across retail locations. |
| E-Commerce & Marketplace Management | Manages product listings, orders, and inventory synchronization across online stores and third-party marketplaces. |
| Healthcare Patient & Payer Billing | Manages patient billing with insurance verification, claims submission, co-pay collection, and explanation of benefits processing. |
| Bid & Tender Response Management | Prepares and tracks responses to formal bids, RFPs, and tenders with document assembly, pricing, and submission workflows. |
| Subscription & Recurring Revenue Management | Manages subscription lifecycles including trial periods, upgrades, downgrades, renewals, and churn tracking with MRR/ARR metrics. |
| Channel & Franchise Management | Manages sales through distributors, dealers, and franchisees with territory controls, royalty tracking, and channel conflict resolution. |
| Foodservice Distribution & Route Sales | Supports route-based delivery sales with truck loading, route optimization, proof-of-delivery, and driver settlement. |
| Student Enrollment & Fee Collection | Manages student registration, course enrollment, tuition payment collection, and financial aid disbursement. |
| Government Contract Sales & Compliance | Tracks government sales opportunities with GSA schedule pricing, DCAA compliance, and progress reporting requirements. |
| Wholesale & Bulk Order Management | Handles high-volume B2B orders with pallet/case quantity breaks, freight optimization, and scheduled delivery windows. |
Select your Sales requirements interactively
Use our wizard to pick exactly which sales capabilities you need, then compare vendors.
Industries That Need Sales
These industries typically require strong sales capabilities in their ERP system:
How to Prioritise Sales Requirements
Not every requirement is equally important. Use this phased approach to prioritise:
Phase 1 — Must-Have
Core capabilities required for go-live. These are non-negotiable requirements that your business cannot operate without.
Phase 2 — Should-Have
Important capabilities needed within the first 12 months. Plan to implement these in a second rollout wave.
Future Phase — Nice-to-Have
Advanced capabilities for your long-term roadmap. Ensure the vendor supports these even if you don't need them now.
ERP Vendors with Sales Capabilities
| Vendor | Sales Strength | Details |
|---|---|---|
| Oracle NetSuite | strong | View Sales module → |
| Microsoft Dynamics 365 | strong | View Sales module → |
| Acumatica | strong | View Sales module → |
| Odoo | strong | View Sales module → |
| Certinia (FinancialForce) | strong | View Sales module → |
| Rootstock Cloud ERP | strong | View Sales module → |
| SAP S/4HANA Public Cloud | moderate | View Sales module → |
| SAP S/4HANA Private Cloud | moderate | View Sales module → |
| SAP Business One | moderate | View Sales module → |
| SAP Business ByDesign | moderate | View Sales module → |
| Oracle ERP Cloud | moderate | View Sales module → |
| Epicor Kinetic | moderate | View Sales module → |
Explore Other ERP Requirement Areas
Related Resources
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GuideEducation ERP Requirements: Complete Checklist (2026)
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GuideFinancial Services ERP Requirements: Complete Checklist (2026)
ERP requirements for financial services firms. Covers regulatory compliance, risk management, client engagement tracking, and 7 critical modules.
GuideFood & Beverage ERP Requirements: Complete Checklist (2026)
ERP requirements for food and beverage companies. Covers recipe management, batch processing, food safety compliance, traceability, and 8 critical modules.
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