The configuration implements sales process management: regulation of process stages, control of process execution, and analysis. For this, the 1C:Enterprise business process mechanism is used, which automatically tracks the process route and generates corresponding tasks for performers. In addition, a simplified mode for managing the sales process with manual stage transitions is provided. Various types of processes with different stage compositions are allowed. Storage of auxiliary documents—regulations, instructions, document templates, etc.—necessary for process execution is supported.

The system accumulates statistics on ongoing processes, allows calculating the probability of converting existing sales potential into successful results (“sales funnel”), and analyzes process bottlenecks.

All initiated sales (“deals”) are recorded in the system. They consolidate all information collected during the preparation and execution of the sale—emails, call and meeting details, processed orders, invoices, delivery notes, additional files, etc.—facilitating the organization of sales managers’ work. The system allows registering and analyzing the deal environment: competitors, subcontractors, influencers, and their relationships. Based on deal statistics, the system estimates the likelihood of successful completion. Thus, the system automates and supports not only the sales stage but also sales preparation.

Additionally, the system allows analyzing failed deals, which is necessary for improving the sales department’s performance.

Lists of counterparties are separated in terms of regulated accounting (legal entities and individuals) and business interaction objects (clients, suppliers, competitors, and other partners). This allows accounting not only for “formal” counterparties’ sales and relationship history but also for companies (groups of legal entities) and independently operating units of counterparties. Management of partner company contacts and inter-partner relationships is supported.

The configuration “Trade Management for the Baltics” supports managing a company’s product assortment, prices, and discounts.

The program automates operations related to product assortment:

• registration and storage of the company’s goods and services nomenclature;

• registration and storage of various price types, printing price lists;

• registration of discounts and markups;

• setting and changing prices, calculating prices based on base prices, product prices, or customer-specific prices, rounding.

The program supports:

• storing pricing methods (base prices and percentage markups), supporting dynamic and calculated prices;

• storing the format of the product price type used in price list output;

• storing information about the user who changed the product price.

The pricing mechanism includes the ability to assign price calculation algorithms using arbitrary database queries or custom formulas (e.g., “Retail = Wholesale * 1.2”).

An automatic discount mechanism is implemented, allowing different types of discounts to be configured under various conditions, as well as rules for simultaneous application of multiple discounts.

The concept of a trade agreement with a client has been introduced, combining prices, payment terms, and other sales conditions. The system automatically enforces compliance and blocks user actions that violate the agreement. Agreements can be individual or standard, describing similar sales conditions for a segment of clients.

The segmentation mechanism allows defining stable customer groups (e.g., “dealers,” “unreliable debtors”). Groups can be used to restrict trade agreements (in the future, segments will also serve as analytical filters). Both manual and automatic (via arbitrary query) segment formation is supported. Product segments are implemented similarly.

The system registers and analyzes the sources of client interest (both new clients and repeat deals), optimizing marketing actions toward potential clients.

The system implements commercial offers, allowing the recording of the history of negotiations with clients regarding the composition and terms of sales.

Significant functionality has been developed for managing orders as a “central control point” for all subsequent actions. Orders have statuses (“Not Approved,” “Approved,” “To Be Secured,” “For Shipment,” “Closed”) describing the stages of order processing. Based on status and payment/shipment data, the system automatically calculates the current readiness of the order (“Advance Expected,” “Ready for Shipment,” etc.).

The system automatically enforces compliance of orders with trade agreements, preventing users without proper rights from violating them. For approval of deviations from agreement terms, users can initiate an order approval business process. The system automatically assigns approval tasks to authorized users and confirms the order if the approvers’ decision is positive.

At different stages, an order can serve as a directive for securing, shipping, or document processing. Execution of directives is monitored down to individual order items. The system prevents “over-execution” of directives.

The configuration allows specifying a payment schedule for a client order (both advance payments and receivable settlements). This enables planning revenue receipts by day, controlling client compliance with payment deadlines, and identifying overdue receivables. The system allows classifying overdue receivables by aging intervals.

Planned and actual receivables are tracked by orders, payment terms, and settlement documents. User work is simplified: manual allocation of received payments is done only by orders, distribution to other analytical dimensions is handled automatically in the background.

For returns from clients, return and replacement requests can be used, which, like orders, manage the entire subsequent process.

The set of print forms is translated into Latvian, Estonian, and Lithuanian, and forms comply with the tax legislation of Latvia, Lithuania, and Estonia.

Similarly, functionality exists for supplier orders and purchase settlements.

The configuration can be used in automated and non-automated retail outlets. It supports:

• quantity and value accounting;

• creation and printing of labels and price tags;

• connection of trading equipment.

The following reports can be generated:

• report on product movements and balances at retail prices;

• report on sales at retail prices.

Functionality for managing sales representatives (agents) has been implemented: assigning agents to clients, setting visit schedules, planning client visits, creating detailed tasks for order collection and handling other arbitrary issues. Task completion results are recorded, and plan-versus-actual analysis is possible.

To support the procurement process of goods, services, and supplier management, the following operations are automated:

• registration of suppliers and their contact information;

• storing supplier and competitor prices, printing a partner price list;

• storing price types, discount types, and contract-specific partner price types;

• recording the user who modified the partner item prices;

• registering and storing contact persons of partners and their contact information;

• recording events during interactions with suppliers and contractors – incoming and outgoing calls, emails, meetings, etc.;

• creating supplier orders and monitoring their execution;

• forming delivery schedules;

• calculating stock requirements, identifying shortages, and generating recommendations for replenishing stock by creating supplier orders.

Receipt of inventory at the enterprise can be reflected in various ways:

• receipt for payment from a partner,

• acquisition by a responsible person,

• acceptance for consignment sale from a commission agent.

A function is supported for recording additional costs associated with the acquisition of inventory.

The goods reservation mechanism allows planning shipments from the warehouse (based on outbound orders) while taking into account future receipts (based on inbound orders), ensuring that the resulting inventory schedule does not fall into negative values. When creating a customer order, the sales manager specifies the desired shipment date; the system checks the availability of free stock on that date and, if unavailable, suggests the nearest possible shipment date.

Both manual and automatic rolling control of the boundary for inventory schedule management are supported.

It is important to note that in the configuration, schedule control is applied during order entry, editing, and backdating, eliminating the possibility of errors in these scenarios.

At the same time, control can be completely disabled or switched to a mode where shipments are fulfilled only from available stock (without considering planned receipts).

The application allows automatic calculation of stock requirements and creation of purchase orders (from the supplier or another warehouse). Multiple replenishment strategies are supported: volume-calendar planning based on demand forecast, “reorder point” ordering (with fixed quantity or regular delivery interval), and “make-to-order.” Different replenishment strategies can be assigned individually for each product at each warehouse – automatically based on ABC/XYZ classification or manually.

The order-based warehouse accounting scheme can be applied independently for shipment and receipt operations. Warehouse orders are strictly issued based on directive documents, which can be orders or invoices. Received but unfulfilled directives are tracked; the warehouse workflow can be entirely based on “electronic directives.”

Address-based storage of goods is implemented, i.e., tracking inventory by storage locations (bins, shelves, racks) and packaging units. The system allows management of item placement upon receipt, picking from storage locations for shipment, moving, and unpacking goods. Algorithms embedded in the system automatically select optimal storage locations during placement and picking and monitor for collisions during high-intensity warehouse operations.

Address-based storage is optional. In addition, reference linkage of storage locations is supported.

A multi-step inventory process is implemented, including creation of inventory orders, issuing directives for recounting stock at storage locations, and separate accounting of surpluses and shortages in operational and financial records.

The configuration implements functionality for cash request applications, supporting the stages of request creation and approval, and monitoring payment execution according to requests. Based on these requests and the payment schedules for customer and supplier orders, the system generates a payment calendar, which allows detailed planning of cash flows and balances, allocation of outgoing payments, identification of cash gaps, and taking measures to eliminate them.

In cashless funds accounting, operational information on incoming and outgoing payments (based on primary payment documents) is separated from statement registration (implemented as a separate document). This increases the operational efficiency of accounting (including intercompany settlements) without distorting the accounting of funds in bank accounts, simplifies processing of payment orders and statements, and provides complete control over funds in the process of receipt, disbursement, or transfer.

In addition to registering payment and refund operations via payment cards, the functionality includes a stage for registering bank reports on acquiring transactions, including payment receipts, refund deductions, and commission retention, allowing each transaction to be tracked from payment execution to funds being credited to the account.

In “1C: Trade Management for the Baltics,” a workflow is supported where goods are purchased under one company organization and sold under another (“intercompany”). According to configured rules, the system automatically selects the organization owning the sold goods and processes the resale of goods between organizations within the company. Organizations can be located in different countries (Latvia, Lithuania, Estonia).

Cost accounting in the configuration is performed by organization, increasing comparability with accounting records.

Financial results (profit, loss) are accounted for by business directions. The composition of business directions can be defined very flexibly—for example, directions may correspond to sales points (for retail companies), assortment (for distributors), projects, etc.

Custom rules for allocating cost and revenue from sales to business directions, based on sales analytics, are supported.

This allows for detailed analysis of enterprise efficiency and business development by optimizing the composition of business directions.

Other expenses are registered and accounted for by expense categories and additional analytical objects defined by the expense item. Additional analytics can be configured in “1C:Enterprise” mode. For example, additional costs for purchase or sales can be attributed to a specific order, storage costs — to a warehouse, etc. This allows detailed analysis of expense structure while correlating expenses with revenue by the same analytical objects.

When allocating other expenses, they can be included in the cost of inventory or, according to custom rules, assigned directly to business directions; they can be recorded as expenses of past or future periods.

Other income is accounted for in a manner similar to other expenses.