Learn the essential terms every sales and customer success team should know
ERP systems come with their own terminology, and if you’re new to them, it can sometimes feel like you’re learning a whole new language.
If you’re part of a sales or customer success team, understanding these key concepts will make conversations easier, improve decision‑making, and help you use your system more effectively.
In this article, we break down the core ERP terms every sales and customer success team should know!
Sales Order (SO)
A Sales Order, or SO, is a confirmation document used to record items or services a customer has purchased. They are typically generated after a customer’s purchase order or quote has been accepted.
Sales Order’s outline the items, quantities, prices and delivery details agreed upon, and they help a business to keep an accurate record of commitments made to their customers, as well as reduce the risk of miscommunication.
Quote / Estimate
A quote or estimate is a proposed price for goods or services. It is a document provided to a potential customer outlining the expected cost of goods or services before a sale is agreed.
Quotes/estimates typically include item descriptions, pricing, quantities and any terms or conditions that apply. They give customers a clear picture of what they can expect to pay, allowing them to make informed decisions before committing to a purchase. Once accepted, a quote often forms the basis for a sales order (SO) or purchase order (PO).
Customer Relationship Management (CRM)
Customer Relationship Management, or CRM, is a system to manage all interactions with current and potential customers, and stores contact details, communication history, and sales activity in one place.
A good CRM system, such as Sage CRM, helps businesses stay organised, spot opportunities for growth, and deliver a more personalised experience, ultimately improving customer satisfaction and retention.
Configure, Price, Quote (CPQ)
Configure, price, quote, often abbreviated to CPQ, is a tool that helps sales teams quickly and accurately generate quotes for products and services.
These tools are especially useful for businesses with a wide range of product variations or customisable products and services, as it removes any guesswork from the quoting process, helping to reduce errors and ensure customers receive accurate quotes every time.
If you’re working with an ERP system like Sage 200 or Sage Intacct, strengthening your knowledge of these key terms will help you get more value from your system and make smarter decisions for your business.
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