Professional Documents
Culture Documents
SD Part2
SD Part2
Nov. 2000
Part II
Sales Process Overview Sales Documents Structure and Functions Sales Process - Pre-sales Activities Sales Process - Sales Order Processing Sales Process - Others
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Sales Process Overview Sales Documents Structure and Functions Sales Process - Pre-sales Activities Sales Process - Sales Order Processing Sales Process - Others
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Procurement Manufacturing Planning & Execution Sales and Distribution Financial / Management Accounting and Reporting
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SD
Pre-Sales Activities Sales Order Processing Inventory Sourcing Delivery Billing
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Sales Overview
Purchase order
Sales order
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SD
Sales & Distribution
FI
Financial Accounting
CO
Controlling
PP
Production Planning
R/3
Client / Server ABAP/4
WF PD
Personel Development
TR
Treasury
EC
Enterprise Controlling
QM
Quality ManageManage-ment
PS
Project System Workflow
IM
Investment Management
PM
Plant Main-tenance Main-
IS
Industry Solutions
PA
Personnel Administration
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Quotation Returns Sales Order Free Delivery Shipping Billing Debit Memo Credit Memo Delivery
M M
F I
Billing
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Sales Process Overview Sales Documents Structure and Functions Sales Process - Pre-sales Activities Sales Process - Sales Order Processing Sales Process - Others
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R/3 Documents in SD
Sales Order
Returns
Scheduling agreements
SHIPPING
Delivery
Shipment
Financial Accounting
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Materials management
Inquiry
Pre-Sales
Free of charge delivery Subsequent delivery free of charge
Quotation
Contract
Order
Returns
Scheduling agreement
Sales Shipping
Debit memo Delivery Goods Issue
Materials management
Invoice
Credit memo
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Inquiry Quotation Standard sales order Contracts Scheduling Agreements Sales Returns Debit/Credit Memo Requests Free of charge Delivery ... Etc
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Credit Management
Output
Each transaction or sales document makes the system perform certain functions. These functions affect how the document flows through the sales process cycle.
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Item Categories
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Material Master Item Category group Item Category Line item category
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Item 10 20 30
Qty 10 5 3
10
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Schedule Lines
. Delivery creation is based on the schedule line . Each schedule line has a category attached to it . The essential distinguishing criteria - Whether customer requirement considered - Is availability check required - Considered for Delivery or not ? - ...... . You can define new schedule line categories
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AT BN CN BP CP BT CT DN
Inquiry schedule line No MRP ----do--Deterministic MRP ----do--No inventory Management & No goods issue Returns
A -Inquiry B -Quotation C -Order D -Returns
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Header
Overviews
Item
Business Data
Data Entry
......Other Views
......Other Views
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Sales Document Edit Overview......... create change Display Create with reference
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Complete Reference
If the copying requirement is complete then You can not change the Quantity or Delete a Item If you try to delete or change a item the system will prompt you with the error message
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Reference is complete as soon as the item is referenced Only when the entire quantity is copied
If the item is rejected then the status will be updated with not referenced/updated
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Texts
Texts can be stored in the master data and proposed in the sales documents automatically Texts can be copied from reference documents Texts can be language specific You can specify the copying requirements If the text is copied with reference then you can not change the text. If you want to change then release the text This case the text is duplicated
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Sales Process Overview Sales Documents Structure and Functions Sales Process - Pre-sales Activities -- Sales Support -- Inquiry and Quotation --Outline Agreement Sales Process - Sales Order Processing Sales Process - Others
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Sales Support
Shipping Shipping
FI
FI
Billing Billing
CO
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SALES SUPPORT
Sales Support Maintain Master Data Maintain Sales activities Follow up activities Call Notes Sales Rep. call lists Sales Info
SALES PROCESS
Sales & Distribution Inquiry Quotation Sales Order Delivery Billing
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Customer
Sales employee
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Sales Process Overview Sales Documents Structure and Functions Sales Process - Pre-sales Activities -- Sales Support -- Inquiry and Quotation --Outline Agreement Sales Process - Sales Order Processing Sales Process - Others
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PrePre-Sales
Inquiry
Pre-Sales
Free of charge delivery Subsequent delivery free of charge
Quotation
Contract
Order
Returns
Scheduling agreement
Sales
Delivery Goods Issue
Materials management
Shipping
Debit memo Invoice Credit memo
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Inquiry A declaration without obligation, giving information about prices, terms of payment, etc.. Quotation A declaration of intention to sell products in a certain period of time under certain conditions
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Inquiry Definitions
Master Data Contract
Inquiry
Quotation
Sales Order
Inquiry: An inquiry is a customers request that we provide sales information without obligation or a quotation. An inquiry can relate to materials or services, conditions and, if necessary, delivery dates.
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Inquiry Function
As in the case of contracts and quotations, inquiries can be entered in the system. Pricing can be performed directly from the Inquiry document. Texts can be entered in the inquiry for information purposes. Inquiries entered in the system can be changed, e.g. updated, edited or rejected.
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Quotation Definition
Master Data Contract
Inquiry
Quotation
Sales Order
Quotation: A quotation presents the customer with a legally binding offer for delivering a product or providing a service within certain fixed conditions. This offer is legally binding within a specified time period.
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Quotation Function
If a quotation has been registered and a sales order is created for the same combination of customer/material, the system issues a message. The sales order can then be created with reference to the quotation. The open quantity of the quotation is decreased with the same amount as the order quantity of the sales order.
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You can create a quotation with reference to an inquiry. You can perform pricing in the quotation document. You can add information texts for internal or external use. You can list all the open quotations for a customer/material combination. You can reject a quotation partially or entirely. A reason for rejection is entered but the quotation remains in the system for follow-up reasons. You can enter an order probability for each item in the quotation. Depending on the probability, an estimated order value is calculated. You can enter a quotation for a non existing material. This can be done using a division-specific material called Miscellaneous Material N or K. There is also one common Miscellaneous Material. It is possible to enter a partner function called Contact Person as reference at the customers site.
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Sales Process Overview Sales Documents Structure and Functions Sales Process - Pre-sales Activities -- Sales Support -- Inquiry and Quotation --Outline Agreement Sales Process - Sales Order Processing
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Outline Agreements
There are two types of outline agreement: Contract For a contract, only the total quantity that the customer would like to order within a certain period is known. Scheduling agreement For a scheduling agreement, the order quantities and delivery dates are known and can be entered.
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Outline Agreement
Contract (CQ/MV/WV)
Validity period Material Total quantity (CQ) Conditions
Release Orders
Quantity Delivery date
Outline agreements
Scheduling Agreement
Validity period Material Total quantity Conditions
Delivery Schedules
Quantity Delivery date/time
Specific dates or quantities for individual deliveries are not set out in the Outline Agreement. This information is provided separately in Release Orders or Delivery Schedules.
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Releasing a contract
Inquiry
Quotation
Sales Order
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Contract Definition
Order Header
Item 1 Schedule line 1 Schedule line 2
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Contract Functions
When you create a contract release order, you refer to the relevant contract and the system automatically updates the released quantity in that contract. When you create a release order, the system checks whether:
the release order is within the contracts validity period the released quantity exceeds the remaining open quantities in the contract
Order Contract
If you have a contract with a customer and you create a sales order without referring to the contract, the system is set to propose the contract (as in the case with quotations).
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A quantity contract is complete when there are no more items to be delivered. If there are still outstanding items in the contract but you nevertheless want to complete it, you can assign a reason for rejection to these items. The system then sets the status of the contract to complete. You can edit proposed pricing. You can add information texts for internal or external use.
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Create a Contract
1. Initial screen
2. Header data
Material Quantity Delivery date
4. Item detail
3. Item overview
Vendor number
5. Additional data
Customer group
Save
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The R/3 documents are linked together sharing the same Master Data. Pricing is carried out and can be edited directly in the sales document.
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Inquiry
Quotation
Sales Order
You can create a quotation by referring to an inquiry You can create a sales order by referring to a quotation or inquiry A sales document is closed when it is fully referenced or rejected
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There are two types of outline agreements: contract and scheduling agreements
Outline agreements
Contract
Validity period Material Total quantity (CQ) Conditions
The contract does not provide information about deliveries, which is done in the delivery schedule part of the scheduling agreement
Scheduling Agreement
Validity period Material Total quantity Conditions
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Sales Process Overview Sales Documents Structure and Functions Sales Process - Pre-sales Activities Sales Process - Sales Order Processing Sales Process - Others
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Pricing Trading papers Word processing checking credit limits calculating taxes
Plant 1
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Inquiry
Pre-Sales
Free of charge delivery Subsequent delivery free of charge
Quotation
Contract
Order
Returns
Scheduling agreement
Sales
Delivery Goods Issue
Materials management
Shipping
Debit memo Invoice Credit memo
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SD.0294.ppt. - 28
Create Order : Function Overview Order entry Credit Limit Check Availability Check / Scheduling Shipping point / Routing determination Pricing Sales order completeness check
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Edit
Inquiry --> Order --> Order --> Order --> Order -->
Quotation --> Order Order Subsequent delivery, free of charge Credit memo request Contract
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Sales Order Structure The sales order structure consists of three levels : header, items and schedule lines
Header
Item 1 Schedule line 1 Schedule line 2 Administrative data about customers, conditions, partner functions etc. Information about material, conditions, partner functions, texts etc. information about confirmed quantity, dates etc.
Item Categories control the individual items in a sales order Item Categories are automatically assigned based on order types, item category groups, and higher-level item determination whether pricing should be carried out for the item whether it is a Third Party item whether it is a Free of Charge item etc.
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Order Types
There are various order types to choose between when creating an order:
Standard Order Returns Credit/Debit Memo Request Returnable Packaging Issue/Pickup
The order type controls the document on header level and generally on item level
e.g. partner functions linked to the document e.g. defaulted Item Category
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Availability Check
The availability of a material is automatically checked when a sales order is entered Since the availability check is done online it is possible that different users block each other from performing the check In this case the order can still be saved, and the availability check performed at a later stage
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Customer X Material Y
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Create a Standard Sales Order Enter Customer Number When creating a sales order its possible to enter the customer number, or use the search function to find the customer number
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This is always the proposed date by which the Customer should receive delivery of the goods From this date, the system counts backwards in order to decide material availability date, loading date etc. In R/3 there are pre-defined standard routes which are dependent on:
Where the delivery comes from Where it is going Under what conditions it is to be delivered
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When creating a sales order its possible to enter the material number, or use the search function to find the material number
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Material
ItCa
Item Category Individual purchase order items Third-party orders Free of Charge items Service items Non-stock items Billing plan
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In individual purchase order processing, we purchase material from a vendor, who ships the goods to our packing room and bills us. Then we deliver the material to our customer. A sales order may consist partly or entirely of individual purchase order items When saving an individual purchase order item, a purchase requisition is automatically generated
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In third-party order processing, we do not deliver the items requested by a customer. Instead, you pass the purchasing order along to a third-party vendor who then ships the goods directly to the customer and bills us A sales order may consist partly or wholly of third-party items Occasionally, you may need to let a vendor deliver items you would normally deliver yourself When entering a third-party order the system automatically creates a purchase requisition
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When a product should be sent free of charge, this will be defined on item level as a Free of Charge item The cost for the material has to be assigned to a certain profit center A record is created in the system but no value is created on the billing documents
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Technical Service, e.g. development of the new products Service Item, e.g. implementation, installation or other services
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A non-stock item is useful when we sell a material that is not related to a material number, e.g. exhibition materials A special material number will be created in R/3 for this purpose
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During certain kinds of sales order processing, you may want to bill a particular item according to a specified schedule This can be used when billing, for example, implementations (K specific)
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Create a Standard Sales Order Pricing and Conditions Pricing can be made in two different ways:
The price is automatically proposed by the system (customer/material price, price list, material price) The price can be entered/changed manually
Conditions represent a set of circumstances that apply when a price is calculated In the pricing screen, in the sales document, you can also manually enter, for example, commissions
There will be a report for all the commissions entered According to this report we can create credit memos
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Payer
Etc.
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Sales Document 1
Sales Document 2
Header texts
Header texts
Item texts
Sales text
Sales text
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Create a Standard Sales Order Availability Check If we are not able to meet required delivery dates or quantities, the system automatically suggests alternative options:
complete delivery: the first date when we can deliver the complete order quantity proposed delivery: an alternative delivery plan with several partial deliveries
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When an order is entered, the requested and confirmed dates are displayed in the screen Schedule lines The ordered and delivered quantities are displayed as well
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Order Acknowledgement
The order acknowledgement can be printed, automatically faxed or sent by EDI Information text can be entered on the order acknowledgement, e.g. if the order is changed or cancelled. This can be entered on header and/or item level.
Auto fax
Sales Order
EDI
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Sales Process Overview Sales Documents Structure and Functions Sales Process - Pre-sales Activities Sales Process - Sales Order Processing Sales Process - Others
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ThirdThird-Party Business
Order
Customer
5 Invoice
Company
Delivery
2 Supplier Invoice
Purchase order
Supplier
4
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Backorder Processing
Order list
Order Delivery priority
5 3 7
1 2 3
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Indirect invoice Company 1 Inter-company invoice Order Invoice Customer Delivery Company 2
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SD.0294.ppt. - 44
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Consignment Fill-up
SD Inc. Goods
Property of SD Inc.
Customer
Consignment issue
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Consignment fill-up
Delivery
Goods issue
Consignment issue
Delivery
Goods issue
Billing document
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Consignment Returns
Consignment Issue
Delivery
Billing Doc.
Consignment Returns
Returns Delivery
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Order
Customer 1 M1 P1 100 pc. 10 pal. TAN TAL
Delivery
Customer 1 M1 P1 100 pc. 10 pal.
Billing Document
Customer 1 M1 100 pc.
Goods issue
Goods
Warehouse Customer 1 M1
P1
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Returns Delivery
Customer 1
P1
10 pc
Goods receipt
Goods
Warehouse Customer 1 M1
P1
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Delivery
Customer 1 P1 5 pc
Billing Document
Customer 1 P1 5 pc
P1
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P1
Credit limit check Open items : $10,000 : $ 9,980
Item 10 20
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End of Part II
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