Fdocuments - in Sap SD Questionnaire

Sales and Distribution Questionnaire
Instructions
This questionnaire is a tool that you can use to collect information about your business that will
be useful for tailoring the R/3 System to your business needs. You will need Microsoft Word for
Windows to work with this document. Enter your answers in the fields after the questions, using
the TAB key to move from field to field. You may save and later change your answers in this
questionnaire just as you would with any other Word document.
1 Enterprise Structure
1.1 SD – Corporate Structure

What selling entities (Sales ?1
Organizations) are responsible for
establishing terms of sale?
To what markets (distribution channels) ?2
do you sell? (Retail, Wholesale, etc).
What product divisions (product lines) ?3
do you have?
What sales offices do you have? A ?4
Sales Office is a physical location
responsible for sales within a given
geographical location (optional).
What sales groups do you have? These ?5
are groups of people responsible for
processing sales of certain products or
services (optional).
Do you have more than one sales ?6
person responsible per customer?
What warehouses, production sites ?7
(Plants) do you have?
What are the storage locations at each ?8
Plant?
Within each plant, what are the areas ?9
© 1997 SAP Technology, Inc. 1

from which you ship? For example,

different loading docks that ship
different types of materials or a Federal
Express drop-off. (Shipping Point)
2 Master Data
2.1 Logistics Business Partners
What kinds of business partners do you 0 Sold-To 5 Competitors
have? 1 Ship-To 6 Sales Partners
2 Bill-To 7 Forwarding Agent
3 Payer 8 One Time Customers
4 Prospective
Customers
Do customers have multiple ship-to’s Yes No

and payers?
If yes, how do you choose? 0 Invoice-To partner 1 Payer partner
Do you have vendors that are also Yes No

customers?
Please define the structure of your ?10
current customer numbering:
2.2 SD Business Partners

SAP Customer Hierarchies define Yes No
complex buying structures within a
single company and allow different
pricing for each hierarchy. Do your
customers have multi-level complex
buying structures within their own
company?
Define the following optional Marketing information that can be attached to your
customers.
Industry Sectors for Customers? ?11
Customer Classifications? ?12

Nielson IDs? ?13

Legal Status? ?14
Define the following optional Sales information breakdowns that may be used for
reporting.
Customer Groups: ?15
Sales Districts: ?16
Define the following optional Delivery information.
Delivery priority levels. Also, ?17
explain the allocation process:
Customer Calendars: ?18
Customer Goods Receiving ?19
Hours:
Define the following information that will pertain to your billing documents.
Define your Billing Schedule: ?20
Customer Terms of Payment ?21
and cash discounts you offer:
Customer Incoterms? These are ?22
delivery terms you offer your
customers (i.e., FOB):
Do you record contact-person ?23
information for your customers?
Do you record sales employee ?24
information in your customer table?
Do you record customers who are Yes No
placed on a “Table of Denial”, thereby
denying deliveries to them?
2.3 Logistics Material

Do you record status information on Yes No
your material records that would
suggest a material should be blocked
from sales stages?

For example, blocking a sales

order because the material is
discontinued, or blocking a
delivery because the material is
still in development.
If yes, list the various status codes: ?25
Define the Length and Format of your ?26
material numbering scheme:
Define your material groups: ?27
This key allows you to group together
several materials and services that have
the same attributes. This grouping can
be used for reporting and pricing.
Define the product divisions that allow ?28
you to organize your sales structure
around groups of similar products or
product lines:
List your Storage Conditions for ?29
Material:
List your Temperature Conditions for ?30
Material:
List your Container Requirements for ?31
Material:
Do you wish to set up a product Yes No
hierarchy structure for reporting and
pricing?
If so, what are the hierarchy levels? Up ?32
to 9 levels can be used.
2.4 SD Material
Today, what information does your ?33
material master feed to the sales order
process?
Do you use Bills of Materials? Yes No
If yes, do you price at the header or Header Component

component level?
If yes, do you perform transfer of Header Component
requirements and inventory movements
on the header or component level?
Do you have Configure-to-Order Yes No
materials?
Do you sell any of your material in Yes No
batches?
3 Basic Functions
3.1 Pricing Condition Processing
What Master Data combinations do you Sales Organization / Distribution
base your pricing on? Channel / Sold-To Party / Material
Sales Organization / Distribution
Channel / Ship-To Party / Material
Channel / Material
Channel / Price List Type / Currency /
Material
Channel / Sold-To Party / Material Group
Describe all other combinations: ?34
To calculate a price, will R/3 have to ?35
read any information stored on an
external 3rd party or in-house system?
If yes, please describe: ?36
What pricing information do you ?37
capture for statistical purposes? (I.e., it
does not alter the price) For example,
material costs, profit margins, or sub-
totals to print on an invoice.

If you process Electronic Data ?38

Interchange orders, do you accept the
expected order price per item or the
expected order value?
If you process Inter-Company orders, ?39
do you charge the inter-company based
on a specified amount or on a
percentage of the item price?
Do you allow manual adjustments to Yes No
the Gross Price automatically generated
by the SAP R/3 system?
Do you manually alter prices for an Yes No
entire sales document at the header
level?
Do you use “Interval Graduated Scales” Yes No
pricing? Example: For the first number
of items purchased, the customer is
charged a certain price. Additional
items above a certain quantity level are
sold at a lower price.
Do you have multiple prices and Yes No
discounts for a customer, and require
the system to search the combination of
all-eligible prices and discounts and
give the customer the “best” or
“lowest” price?
Do you require the system to Yes No
accumulate the amounts for certain
conditions (like discounts) and de-
activate the discount once a specified
maximum value has been reached?
(Tracking Cumulative values)
Do you require the functionality to Yes No
create user-defined indexes in the
pricing tables? This will enable you to
search for your prices using company-
specific search criteria such as what
operator input what prices on a certain

day.
Do your prices include Sales Tax? Yes No
Do you ever base the price of an item Yes No
on the cost to manufacture or purchase
the materials?
Do you offer discounts to your Customer Ship-to Location
customers? If so, what are they based
on? Material Customer
Hierarchy
Customer /
Material Pallets
Customer Group / Mixed Pallets
Material
Describe all other
Customer Group / combinations:
Material Group
?40
Customer /
Material Group
Do you offer discounts to your ?41
customers that are based on a Sales
Promotion? If yes, please describe your
Sales Promotion and Sales Deal
structure.
Are these deals customer-specific or are ?42
they related to the product?
Are these deals off-invoice or accrued ?43
(or a combination of both)?
What date is pricing based on? Sales Valid-From date
Order date
Depends on the
Requested document type
Delivery
date
How do you calculate and charge ?44
Freight?
What subtotal information would you ?45
like to record on your pricing

procedure?
Will you need to pass pricing Yes No
information to the Sales Information
System?
Will you use the SAP Variant Yes No
Configuration feature for “configure to
order” materials? Example: When
selling an automobile, any options for
number of doors, color, engine size,
and music package will help determine
the price to be charged.
Do your customers have large, complex Yes No
buying structures that you wish to price
and discount according to? For
example, a large retail company might
send out purchase orders from different
buying offices, so that you could set up
a “customer-hierarchy” and offer
discounts and prices based on the level
to which the buying party belongs.
Do you calculate your prices by the use Yes No
of formulas?
What is your method of taxation? US Non Canadian
Jurisdiction
Mexico
US Jurisdiction
Other
Output Taxes
?46
3.2 Account Assignment

How do you determine which General Sales Org, Cust. Sales Org,
Ledger account should be posted for Grp, Mat. Grp, Account Key
Revenue? Acct.Key
Otherè
Sales Org,
Customer Group,
Account Key
Sales Org,
Material Group,

Account Key
Do you also post to Business Areas 9 Yes 10 No
(product groups) for internal reporting?
If yes, how? by Plant / by Sales Area
Division
Please list the revenue accounts: ?47
What accounts do you use to post sales ?48
deductions (discounts)?
What account do you use to post ?49
freight?
What accounts do you use to post tax? ?50
What account do you use to post ?51
rebates?
What accounts do you use to post ?52
rebate accruals?
Do you require the interface link from Yes No
SD to COPA?
3.3 Availability Check

Do you perform an availability check 11 Yes 12 No
against on the basis of “Available to
Promise” quantities?
13If yes, for what types of material? ?53
Do you perform an availability check 14 Yes 15 No
against on the basis of planned
independent quantities?
16If yes, for what types of material? ?54
Do you normally include replenishment 17 Yes 18 No
lead time in your available check?
Do you block a sales order if the Yes No
availability check fails?

For your different types of materials,

decide what to include in your
availability check:
safety stock stock in quality
Stocks to include: inspection
stock in transfer
blocked stocked
What Inward and Outward Movements purchase orders dependent
should be included? reservations
purchase
requisitions dependent
requirements
planned orders
sales requirements
production orders
delivery
reservations requirements
3.4 Output
What master data fields do you use to Sales Org / Customer
determine what output to send? Distribution
Channel / Customer Other: è
Group
Sales Org
What type of output do you send? Printed EDI
Fax Other: è
Collect print out (samples) of the Sales order Shipping

following documents: documents
Customer master
Invoice
Material master
Top 5 sales reports
Picking list
3.5 Material Determination

Skip this section if you do not utilize 19 Not Used
this functionality.
If a product is packaged differently for Yes No
a special event (e.g., Thanksgiving), do
you want the system to automatically
substitute the special packaging when

the product is ordered?

If yes, how does the substitution Customer Country Code
occur?
Material Another grouping?
For example, what master ?55
records do you perform the Customer &
substitution based on? Material
What are the different reasons you ?56

would substitute one product for
another or one packaging for another?
Do you want the originally ordered Original Substituted
product or the substituted product
information to be printed on the
output?
Do you want the product substitution to automatic offered a selection
occur automatically or should Data
Entry personnel be offered a selection
screen for substitutable products?
Do you want Data Entry personnel Yes No
alerted when a product is automatically
substituted?
Do you want the substituted product to sub-item replace
be listed as a sub-item to the originally
ordered product or should the
substituted product completely replace
the original product?
Do you want product substitution to Yes No
occur when the original ordered
product is not available?
3.6 Material Listings

this functionality.
Do you require that certain products or Yes No
customers must be pre-specified on a
“Material List” before a customer can
place an order for the material.

What Master Data fields will make up 21 Customer / Material 23 Ship To Location /
the key index for the “Material Material
22 Customer Group /
Listing” table? Material 24Specify Others: è
3.7 Material Exclusions

this functionality.
Do you require that certain products or Yes No
customers must be pre-specified on a
“Material Exclusion” table to block
selling that material to the customer?
What Master Data fields will make up 26 Customer / Material 29 Other: è
the key index for the “Material 27 Customer Group /
Exclusion” table? Material
28 Ship To Location /
Material
3.8 Credit Processing

Describe how your credit will be 30 One department (Credit Control Area) will
monitored: monitor the credit for all Company Codes.
31 Each Company Code will be monitored by its

own department. (Credit Control Area)
32 Other: è
?57
What categories of risk will you 33 Low Risk
monitor against your customer? Check 34 Medium Risk
all that apply. 35 High Risk
36 List any others: è
During which stages of the sales cycle 37 Sales Order 39 Post Goods Issue
will you perform a credit check? (shipment)
38 Delivery Creation
In the case of new customers, will 40 Yes 41 No

orders be accepted if the credit data has
not yet been maintained?
Do you want the credit check 42 Each Line Item 43 Saving of Document
performed during entrance of each line only
item or only when the document is
saved?

Is there a maximum value per Credit 44 Yes 45 No

Control Area that a sales document
cannot exceed?
Should a credit check be performed 46 Yes 47 No
when one of the following critical
fields are changed on a Sales Document
(Payment Terms, Additional Value
Days, Fixed Value Date)?
What is your policy when a customer 48 Cannot save Sales Order
fails credit? Do you block the order? 49 Save Sales Order but block Delivery document
Delivery? creation
50 Save Sales Order, but block Shipment (Post
Goods Issue)
51Describe others: è
3.9 Serial Numbers

Do you have serial numbers for your ?58
materials (e.g., model number)?
When do you want the system to assign 52 Sales Order 54 Post Goods Issue
serial numbers? 53 Delivery Creation
Do you want the system to assign serial 55 automatically 56 manually

numbers automatically or manually?
4 Sales
57
4.1 Inquiry/Quotation Processes
Skip this section if you do not utilize 58 Not Used 59
this functionality.
What kind of information is collected 60 existing products 63 pricing
for Inquiries? 61 potential new 64 validity dates
products 65 delivery schedules
62 qty
Do you currently support quotation 66 Yes 67 No

processing?
What kind of information is collected 68 existing products 71 pricing

for quotes: 69 potential new 72 validity dates

products
73 delivery schedules
70 qty
Does a quotation apply to one or many 74 one 75 many

customers?
Other additional information on ?59
Quotation processing:
4.2 Sales Order Processing

How do you receive orders? 76 EDI 78 Phone
77 FAX
Do you presently separate your ?60

standard orders by any variables (e.g.,
document type, sales organization,
sales representative)?
Do you convert sales orders from ?61
inquiries or quotations?
What information do you capture on a 79 PO# 81 person taking order
sales order? 80 Sales region 82 Additional
information: è
How do you determine/select a 83 manually 85 by name
customer at sales order entry? 84 by number
List the reasons for a Sales order to ?62

take place:
What reasons would an order or line ?63
item be rejected?
Does the line item detail of an order è
vary from line to line? For example,
does one line have a different ship-to
than the next?
Do you send letters of order ?64
confirmation? If so, what forms of
media do you use?
For sales documents, what information 86 Document Date 94 Material
do you consider required and would 87 Purchase Order

88Number
like to appear on an in-completion log 95 Order Quantity
if missing? 89 Document Currency
96 Net Price
90 Incoterms
97 Plant
91 Pricing Date
98 Shipping Point
92 Payment Terms
99List all others: è
93 Sold-To Party
Would it be valid to “save” the 100 Yes 101 No

document if this information is
missing?
Product Proposals: If a customer 102 Yes 103 No
routinely orders the same product or
group of products, do you have a
process that helps you simplify your
order entry?
If so, how does that process work? For ?65
example, do you record the product
proposals by Customer, Customer
group, or another grouping?
Do you have company-defined status ?66
codes that are tracked on a sales
document? If, so what do these status
codes represent?
Do you record “Minimum Delivery ?67
Quantity” on your materials?
If so, what happens during a sales order 104 Nothing 107 Depends on the
if a violation occurs? Material
105 Warning
106 Error ?68
Do you process backorders? ?69
What types of text do you require on ?70
your sales documents? Are they
required on output?
What information fields do you require ?71
on your sales order lists?

Commitments and checks at order ?72

entry:
?1 Do you use replenishment lead ?73
times to determine availability date
at order time?
?2 Do you include transit time to ?74
calculate the delivery date?
?3 When you schedule a delivery, how ?75
is it specified (Day, Week, Month,
Posting Period)?
?4 List your sales order types: ?76
4.3 Scheduling Agreements

?5 Skip this section if you do not 108 Not Used
utilize this functionality.
?6 Do you need to schedule requested ?77
deliveries per line item out into the
future?
?7 Are all customers and sales areas ?78
eligible for scheduling agreements?
?8 For Scheduling Agreements, is the ?79
delivery schedule for serial parts or
replacement parts?
?9 Do you schedule the requested ?80
deliveries by day, week, period, or
month?
?10Should an availability check take ?81
place for Scheduling Agreements?
?11How often do you receive changes ?82
to your delivery schedules? (hourly,
daily, weekly)
?12How do you receive the changes ?83
(EDI, telephone)?
Do you receive Schedule Agreements ?84
from External Service Agents or

directly from the customer (or both)?
4.4 Contracts
this functionality.
Do you negotiate contracts to use as a ?85
basis for sales orders?
Do these contracts contain dates and ?86
quantities that must be adhered to?
Is a distinct order type needed to ?87
indicate that the sales order references a
contract?
Is an availability check needed? ?88
If a contract already exists for a ?89
customer, do you want data entry
personnel to be notified when a sales
document is entered for this customer?
Do you offer special prices or discounts ?90
for contracts?
When a contract is created, do you ?91
want to have a follow-up activity
automatically created? If so, which type
of activity (Sales Call, Telephone Call,
Sales Letter)?
Are contracts for a set time period or ?92
do you offer renewals?
Do you offer rental contracts? ?93
Do you utilize resource-related billing 110 invoices are sent 111 payment is
for contracts?(Periodic or Milestone) periodically expected when major
milestones are reached
4.5 Third Party Orders

this functionality.
Do you sell goods that you purchase ?94

from a vendor? Are these materials

always purchased or just on certain
orders?
Do competing vendors make ?95
competitive bids on purchased
products? Do you compare bids by
price, quantity, quality, or what other
criterion?
Do you send rejection letters to vendors ?96
losing bids? Are quotes selected for
purchase order creation?
Will shipping notification create 113 Yes 114 No
expediting documents?
Are dunning reminders sent? How long ?97
is the wait period?
Do goods receipts have storage location ?98
determination?
?99
Is there blocked stock quality ?100
inspection, or other types of received ?101
stock? ?102
?103
Do you charge third-party accounts
right away or make separate postings?
Is a 3-way match required to post the 115 Yes 116 No
invoice?
Do you bill the customer for the ?104
amount shipped from the vendor? Do
you bill the customer after your invoice
is received from the vendor?
4.6 Consignment Orders

this functionality.
Do you allow customers to keep your ?105
material in stock while you retain
ownership?

Does the customer place the orders for ?106

material or do you ship on a regular
basis?
What method will be used to determine ?107
when to bill the customer for consumed
material?
How will you be notified when your ?108
customer has sold the product?
Are unused or unwanted materials ?109
returned to your location from a
consignment location?
Are customers allowed to place ?110
material back into consignment stock
after it has been issued? (Consignment
Return Delivery Processing)
For Consignment orders, is freight ?111
charged to the customer or is it a cost
that is absorbed by your company?
How and at what point in time do you ?112
reduce inventory when a customer
delivery has been made?
4.7 Free of Charge Orders

On certain types of orders, do you not ?113
charge for material?
Do these orders require separate order ?114
types (for example, samples and
donations)?
Do they require different account ?115
postings?
4.8 Rush Orders

Are there occasions when the delivery ?116
should be created as the order is
created?

Should an availability check take ?117

place?
Will you price differently for rush ?118
orders?
4.9 Cash Orders

Do customers place and pick up orders ?119
at your location and require immediate
receipt of a printed invoice?
Will you price differently for cash ?120
orders?
4.10 Credit Card Orders

Do you accept credit cards as payment ?121
verification when a customer places an
order or receives a delivery?
4.11 Subsequent Free-of-Charge

Do you send replacement or add-on ?122
materials free-of-charge?
Must they reference an existing order? ?123
4.12 Returnable Packaging & Returns

this functionality.
Do you give credit if the goods have 119 Yes 120 No
not been physically returned?
Do you accept returns without return 121 Yes 122 No
goods authorization?
What return documents are provided to ?124
customers?
Do you track packing material at the ?125
customer location? (e.g., Skids,
containers, etc.)

Do customers notify you when they ?126

intend to return the packing material?
Do you require an authorization ?127
number to accept returned goods at the
warehouse?
Is a confirmation of receipt required by 123 Yes 124 No
the customer?
When goods are received, do they 125 Yes 126 No
require inspection?
4.13 Warranties
Is warranty tracking a requirement? 127 Yes 128 No
What materials provide warranty ?128

agreements?
How is it done today? Automatic or ?129
manual?
4.14 Royalties or License Fees?

Do you use royalties or license fees? ?130
2How do you track them? ?131
3How do you pay them (credit ?132
note, check....)?
4.15 Stock Transfer Processing

this functionality.
What locations store materials for ?133
transfer?
Are these multiple stock locations? ?134
What type of stock is inventoried? ?135
Are you using SAP R/3 Warehouse ?136
Management?

Do you have special storage conditions ?137

for materials?
Do you have contracts or open ?138
purchase order arrangements for stock
transfers?
Is stock reserved prior to movement? 130 Yes 131 No
How can you break the reservation? 132 Yes 133 No
Do you forecast the expected transfer? 134 Yes 135 No
Should stock transfers be generated ?139

automatically?
Is planning done for all materials? 136 Yes 137 No
Is planning done for an individual 138 Yes 139 No

material? (MRP Individual MM)
Are multiple transfer order types used? ?140
What type of transfer is taking place?
Will shipping notification create ?141
expediting documents?
Are dunning reminders sent? 140 Yes 141 No
If yes, how long is the wait period? ?142

Is this a transfer from one storage ?143
location to another or from plant to
plant?
Are shipping papers required? ?144
Who will process the delivery due list? ?145
How will picking and goods issue be ?146
posted?
What movement type should be used? ?147
How will the transfer appear in the ?148
stock balance?
4.16 Make to Order Production


this functionality.
In the production planning process, ?149
what is the strategy for consuming
inventory?
Are the bills of material simple in ?150
structure (having one level) or are they
complex (having multiple levels)?
Do you plan at the top level or at the ?151
lower levels? (Processing of Rough-cut
Planning Profile)
What are the assembly steps taken in ?152
manufacturing? (Routing Processing)
Do you have sub-levels in your ?153
routings? (Reference Operation Set
Processing)
With your routings, do you note what ?154
may be needed in the assembly
process? (Production Resource)
Within your routings, are there trigger ?155
points within one routing that may set-
off other operations? (Standard Trigger
Point Processing)
How does the product look and act in ?156
the sales order process?
Do you state how components can be ?157
used within the configuration of a
product? (Maintenance of Object
Dependencies)
Does an engineering change affect the ?158
configured production that has been
ordered but not yet delivered?
If so, is this a manual process or ?159
automatic and how does that process
work?

What are the options and features that ?160

your products have? (Characteristic
Processing)
For the features and options of your ?161
products, do you group them in any
manner? (Class Processing)
Do you pass your sales plan to demand ?162
management?
Do you forecast? For example, history, ?163
forecast or formula? (Sales and
Operations Planning).
Where does the sales forecast come ?164
from?
?165
5 Delivery Processing
If you have multiple plants, how do ?166 Customer ?168
you determine what plant a product is Location Combination
delivered from?
?167 Product 143 Other: è
Location
Do your customers accept partial 144 Yes 145 No
deliveries?
Do your customers allow the 146 Yes 147 No
combination of multiple orders into
single deliveries?
Do you check the availability of ?169
product during delivery time?
Are deliveries created individually or ?170
collective?
What documents do you use to ?171
complete the delivery process, e.g.,
picking list, packing list or bill of
lading?
Do you track Over Delivery or Under ?172
Delivery tolerance percentages for your

customers?
What picking process activities do you 148 Print pick list 150 Bar code labels
perform? requirements
149 Picking
confirmation
How is packing done? ?173

Are you currently using any 3rd party ?174
software for packing?
Do you have material that: 151 Must be Picked 153 Cannot be Picked
152 Can Be Picked 154 Depends on the
Material Type
Do you confirm your picking process? 155 Yes 157 Depends on the
156 No Material Type
Do you have material that: 158 Must be Packed 160 Cannot be Packed
159 Can Be Packed 161 Depends on the

Material Type
Are you using bar code labeling? How? ?175

Do you have routing (truck stops)? ?176
How are freight charges handled? ?177
What shipping documents are ?178
generated?
Is backorder processing supported? ?179
How?
4Do you assign priorities to back orders or is it ?180
first-come-first-serve based allotments?
Do you have a standard lead time in ?181è

days for the customers requested
delivery date?
When you schedule a delivery, is it Day Month
specified per:
Week Posting Period
Do you allow items to be added to a 162 Yes 163 No
delivery without inclusion on the Sales
Order?

If so, what kinds of items? è

What are the reasons you would ever è
block a sales document from delivery?
For the delivery document, what 164 Document Date 170 Sold-To Party
information do you consider required 165 Purchase Order 171 Material
and would like to appear on an in- Number
172 Order Quantity
completion log if missing? 166 Document
173 Net Price
Currency
174 Plant
167 Incoterms
175 Shipping Point
168 Pricing Date
176List others: è
169 Payment Terms
What should happen when the Delivery 177 Nothing 179 Error
Quantity exceeds the Order Quantity? 178 Warning 180 Depends on the
Material
How do you determine your Pick/Pack 181 Not Determined 184 Ship Point, Weight
time? 182 Ship Point, Route, 185 Other
183Weight
How do you determine your Loading 186 Not Determined 189 Ship Point
time? 187 Ship Point, Route, 190 Other: è
188Loading Group
How do you determine your Transit 191 Not Determined 193 Other: è
time? 192 Route 194
How do you determine your 195 Not Determined 197 Other: è

Transportation Lead time? 196 Route
What types of text do you require on ?182

your Delivery Documents?
Are they required on output? ?183
What informational fields do you ?184
require on your Delivery Lists?

What informational fields do you ?185

require on your lists of orders ready for
delivery (Delivery Due List)?
How and at what point in time do you ?186
reduce inventory when a customer
delivery has been made?
What are your methods for tracking the ?187
cost of these materials?
Do you ever group deliveries together? Yes No
Do you require to print Freight Lists by Yes No
combining deliveries that meet defined
criteria?
6 Transportation
this functionality.
Do you interface to any third party Yes No
transportation systems?
If so, which ones? ?188
What carriers do you use for the ?189
transportation of goods?
Is freight charged to the customers or is ?190
it a cost that is absorbed by the
company?
How do you determine the itinerary for ?191
your shipments?
Do you have Individual and/or ?192
Collective Shipments?
Do they use one mode of transport or ?193
multiple?
What are your methods of shipping? ?194
(i.e. Truck, Mail, Train, Sea, etc.)

How are your transportation legs 199 No legs are 201 Prelim. legs
determined? determined according to loading
point, final legs according
200 According to to Ship-to point
departure point and
itinerary 202 Determine
preliminary and final
stages by delivery
Do you use Freight Forwarding ?195

Agents?
7 Foreign Trade
7.1 License
this functionality.
Define your legal regulations for each ?196
applicable country?
For each legal regulation, define the ?197
applicable license types?
Is the Export License specific to a 204 Yes 205 No
certain customer?
certain sales transaction type?
certain type of products?
certain destination country?
Is the Export License limited by a 212 Yes 213 No
dollar amount?
Is the Export License limited by a 214 Yes 215 No
quantity amount?
When do you wish to check for the 216 Delivery 217 Sales Order &
export license? Delivery

7.2 Foreign Trade Reporting

What declarations to the authorities must you make?
EU: Intrastat Extrastat Kobra
NAFTA: AERP HMF
Japan: Export Import
Switzerlan Yes
d:
8 Billing/Invoicing
Do you centralize or decentralize ?198
invoice processing? Please explain:
Frequency of invoice creation: 218 per 220 weekly
shipment
221 monthly
219 daily
Do customers have a predefined time ?199

when they receive invoices, billing
schedule?
Do you consolidate invoices: 222 by order 224 by customer ship
to
223 by date
225 Other: è
Do you split invoices? ?200
For example, if a single invoice ?201
is for multiple product
divisions, will multiple invoices
be generated by separating on
the divisions?
How are the billing documents ?202
generated, by delivery document, sold-
to, or some other variable?
What invoice documents are created? 226 Printed 227 EDI

Are pro forma invoices required? EDI 228 Other: è
Fax
Do you utilize periodic billing by for ?203

rental contract type documents?
Periodic allows a specified amount to
be billed over a certain time period.
Do you utilize milestone billing for ?204
make to order type documents?
Milestone billing allows you to bill
once a certain work level has been
reached.
How do you recognize price changes 229 Copy manual 232 Re-calculate all
that occur between the Sales Order and changes, re-determine prices including tax and
other freight
Billing time frame?
230 Copy prices 233 Other: è
unchanged, re-determine
freight charges
231 Re-determine taxes

only
234What are the reasons you would ever block ?205

a delivery from creating an invoice?
For the billing document, what ?206

information do you consider required
and would like to appear on an in-
completion log if missing?
What types of text are required on your ?207
billing documents? Are they required
on output?
What informational fields are required ?208
on your billing document lists?
What information fields are required on ?209
your lists of deliveries due for billing
(Billing Due List)?
8.1 Rebates


this functionality.
What % of customers are given ?210
rebates?
How are rebates calculated? 236 by Material 239 product group
237 Customer 240 O ther: è
238 Customer/Material
Is there a time commitment or not? ?211

Do you accrue the payment liability? ?212
How is payment done? 241 via credit/debit 242 check cut via AP
Do you allow partial settlements on the ?213

rebates?
If so, how often do you reimburse the ?214
customer (weekly, monthly, quarterly,
yearly)?
Do you offer Lump Sum rebates (not ?215
dependent on sales volume)?
8.2 Credit/Debit Memo

What types of adjustments are made: 243 unit price 246 list other reasons
for adjustment
244 quantity
?216
245 freight charge
adjustment
What adjustment methods are used? 247 free standing 248 tied to
order/invoice
Are you able to trace it currently? ?217

How are output documents generated? 249 printed 250 faxed
Do your debit and credit memos need ?218

to go through an approval process?

9 Reporting
Skip this section if you do not utilize this functionality.
What are the critical reports generated in each of the following areas:
5Sales order ?219
processing:
6Pricing: ?220
7Shipping: ?221
8Billing: ?222
What on-line (screen) reports are used ?223
for daily work (daily reporting)?
What general statistical reports are ?224
being used by managers and
executives?
How often do you update your data for ?225
statistical reporting?
Do you plan to utilize the Executive ?226
Information System?
10 Sales Information System

this functionality.
Please mark the Standard Information Structures you will use:
252 Customer (S001)
253(Sold-To, Sales Org., Dist. Channel, Division , Material)
254 Sales Office (S002)

(Sales Org., Group, Office, District, Dist. Channel, Division)
255 Sales Organization (S003)
(Sales Org., Dist. Channel, Division, Sales District, Material)
256 Material (S004)
(Material, Sales Org., Dist. Channel)

257 Shipping Point (S005)

258(Ship Pt., Route, Fwd. Agent, Dest. Country)
259 Sales Employee (S006)
(Employee, Sales Org., Dist. Channel, Division, Sold-To, Material)
260 Variant Configuration (S128)
(Class Type, Material, Int. Characteristic, Characteristic Value, Sales
Org., Dist. Channel, Division, Sold-To, Plant)
Will you need to create your own User- ?227
Defined Information Structures? If so,
what fields will be used as the index
key?
For your information structures, what Daily Monthly
time frame should the data be
accumulated? Weekly Period
For reporting purposes, do you need to ?228

combine SAP data with information
from a legacy or 3rd party software
package?
What exceptional conditions do you ?229
have that you would like to receive
warning about (Early Warning
System)?
Should these exceptional conditions be ?230
reported on a periodic basis or run on
demand?
Should these exceptional conditions be ?231
printed out or mailed to an employee’s
in-box?
Do you need to generate a Sales Plan ?232
(Budget)?
On what organizational levels do you ?233
budget?
On what sales figures do you budget ?234
(example: quantity, dollar volume,
returns)?

Do you need to transfer your Sales Plan ?235

to Demand Management?
Would you like to aggregate statistical ?236
information on any sub-totals from
your pricing procedure?
If you have created any custom ?237
business partners, do you need to
aggregate statistical information on the
new partners?
Do you need to perform statistical ?238
analysis on Inquiries or Quotes?
Do you wish to track service level ?239
statistics by comparing requested
delivery date with the actual delivery
date?
Do you need to combine information ?240
from multiple applications (i.e., SD and
MM) on a single report?
11 Sales Support System

this functionality.
Do you record information on ?241
competitors or competitor products?
Do you track information on ?242
prospective customers?
Do you perform the following for a 262 Direct Mailing 265 Other: è
sales promotion? 263 Address List
264
Do you perform the following sales 266 Sales Call 268 Sales Letter
activities? 267 Telephone Call 269 Other: è

12 Sales Commissions
If you are calculating sales person 270 Not Using 272 Rebate Partial
commissions, how will you calculate Settlement functionality
271 Sales Information
them? System 273 Other: è
How are commissions determined in 274 Customer specific 276 Order specific
your company? 275 Customer / 277 Other: è
Material specific
Is a customer assigned to a specific ?243

sales commission object
(representative, district, etc), or are
commissions determined at an order
level?
13 Electronic Data Interchange

this functionality.
What 3rd party translator do you plan to ?244
use?
Which data format will you use? ANSI ODETTE
EDIFACT VDA
What inbound messages would you like Request for quote Planning schedule
to use? w/ release
Purchase Order capability
Purchase order Shipping Schedule
change request (call-off)
What output messages would you like Quote Dispatch Advice
to use?
Purchase Order Delivery note
acknowledgment
Invoice
PO change
acknowledgment

14 Data Transfer
Do you require to transfer your open 279 Yes 280 No
orders from your legacy system?
Identify the file structure of open ?245
orders on your legacy system.
Do you require transfer of your current 281 Yes 282 No
prices from your legacy system?
Identify the file structure of prices on ?246
your legacy system.
15 Service Management
this functionality.
Do you serialize products that need to ?247
be tracked after the delivery?
Do you plan to record individual data ?248
for each piece of equipment (for these
serialized products)?
For example, tracking
maintenance and service
activities and scheduling
maintenance visits.
Do you schedule the installation and ?249
dismantling of equipment at a customer
site?
Do you need to track any permits ?250
related to the service of the product?
Will you use external or internal ?251
numbering for serial numbers?
At what point do you want to assign ?252
serial numbers (e.g., picking time)?

Do you need to track any special tools, ?253

such as calibration equipment, and plan
for their use?
Do you grant a warranty for certain ?254
products?
Do you check the warranty to see what ?255
services the customer is entitled to?
Do you place serialized products on a 284 Yes 285 No
service contract?
Is there periodic billing associated with ?256
these contracts?
Are there follow-up activities that need ?257
to be done on a service contract?
Do you have standard task lists (steps ?258
that need to be performed) when a
product is serviced?
Do you need to track the reason for ?259
service calls in both code and text
format?
Do you need to track the resources used ?260
to service a product? (Resources
include labor and material.)
Do you need to perform planning for ?261
these services?
Do you need to settle the cost of a ?262
service order to a work center, general
ledger account or other cost object such
as a service contract?
Do you need to bill the customer for ?263
the resources used during service of the
product?
Should this invoice consider ?264
warranties?
Are there contractual price agreements? ?265

16 Recap
Identity any major areas of your ?266
business which have not been
addressed in this questionnaire.
?267

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Sales and Distribution Questionnaire

Sales and Distribution Questionnaire

1.1 SD – Corporate Structure

© 1997 SAP Technology, Inc. 1

from which you ship? For example,

2 Bill-To 7 Forwarding Agent

3 Payer 8 One Time Customers

Do customers have multiple ship-to’s Yes No

Do you have vendors that are also Yes No

2.2 SD Business Partners

© 1997 SAP Technology, Inc. 2

Nielson IDs? ?13

2.3 Logistics Material

© 1997 SAP Technology, Inc. 3

For example, blocking a sales

© 1997 SAP Technology, Inc. 4

© 1997 SAP Technology, Inc. 5

If you process Electronic Data ?38

© 1997 SAP Technology, Inc. 6

© 1997 SAP Technology, Inc. 7

3.2 Account Assignment

© 1997 SAP Technology, Inc. 8

3.3 Availability Check

© 1997 SAP Technology, Inc. 9

For your different types of materials,

Collect print out (samples) of the Sales order Shipping

3.5 Material Determination

© 1997 SAP Technology, Inc. 10

the product is ordered?

What are the different reasons you ?56

3.6 Material Listings

© 1997 SAP Technology, Inc. 11

3.7 Material Exclusions

3.8 Credit Processing

31 Each Company Code will be monitored by its

In the case of new customers, will 40 Yes 41 No

© 1997 SAP Technology, Inc. 12

Is there a maximum value per Credit 44 Yes 45 No

3.9 Serial Numbers

Do you want the system to assign serial 55 automatically 56 manually

Do you currently support quotation 66 Yes 67 No

© 1997 SAP Technology, Inc. 13

for quotes: 69 potential new 72 validity dates

Does a quotation apply to one or many 74 one 75 many

4.2 Sales Order Processing

Do you presently separate your ?60

List the reasons for a Sales order to ?62

© 1997 SAP Technology, Inc. 14

Would it be valid to “save” the 100 Yes 101 No

© 1997 SAP Technology, Inc. 15

Commitments and checks at order ?72

4.3 Scheduling Agreements

© 1997 SAP Technology, Inc. 16

directly from the customer (or both)?

4.5 Third Party Orders

© 1997 SAP Technology, Inc. 17

from a vendor? Are these materials

4.6 Consignment Orders

© 1997 SAP Technology, Inc. 18

Does the customer place the orders for ?106

4.7 Free of Charge Orders

4.8 Rush Orders

© 1997 SAP Technology, Inc. 19