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Sales & DistributionSales & Distribution
- Sales Process Overview -- Sales Process Overview -
Pre sales activates
Pre sales activities
• Sales activities like direct mailing, internet campaign, trade fair or telephone can trigger sales processes.
• Inquiry and Quotation helps in determining important sales data and can be saved.
• If the customer places a order, these data can be accessed.
Sales — Inquiry & Quotation
• Support pre-sales processes
• Are time sensitive
• Automatic availability check
• Automatic pricing
• No impact to FI
• Can be used as reference documents
Pre sales activities
• Inquiry - IN
• Quotation - QT
• Contract - QC
• Scheduled agreement - DS
Inquiry
• Initial activity in the sales process
• Carries the information related to customer and material.
• The order type for inquiry is IN.
Quotation• An offer from the enterprise to the
customer.
• It’s a valid document, will carry validity dates.
• Pricing conditions will be mentioned in the document.
• The document type for quotation is QT
Outline Agreements
• Contracts
• Schedule Agreements
Contracts
Contracts
• Defined quantities and validity period for a customer
• The contract is fulfilled by orders placed against the contract - release orders
• Contracts are automatically updated through release order processing
• Pricing can be assigned to a contract
Contract
• An agreement between enterprise and customer. It is also a legal document. It will carry valid dates.
• Types of contracts
Types of contract
QC-Quantity contract
WK1-Value contract
MS-Master contract
SC-Service contract
Contracts
ContractTarget Qty: 900Order Qty: 700
ContractTarget Qty: 900Order Qty: 750
...
Release OrderOrder Qty: 200
Release OrderOrder Qty: 150
Scheduling agreement
Scheduling Agreements• Defines specific product quantities and delivery
dates for a customer• Schedule lines and processed through standard
delivery processing• Availability check is performed during creation
and quantities are passed to MRP• System automatically updates delivered
quantities
Delivery 5/10 100
Delivery 6/10 100Delivery 7/10 200
Delivery 8/10 300
Scheduling Agreements
Scheduling Agreement
Date Qty05/15 10006/15 10007/15 20008/15 300
Structure of contract
HeaderLine Item#1
Scheduline agreement #1Scheduline agreement #2
Line Item #2Scheduline agreement #1Scheduline agreement#20
Item Categories for Contracts
• Standard Item-KMN
• Free of charge-KMNN
Schedule agreement
Structure of Scheduling agreement
HeaderLine Item#1
Scheduline agreement #1Scheduline agreement #2
Line Item #2Scheduline agreement #1Scheduline agreement#20
Order management
Standard order• A sales order is a record of your customer's request for goods or
services.
• The sales order contains all information to process the customer's request throughout the whole process cycle.
• The sales component thus automatically suggests data from master records and control tables that you previously put aside. As a result, possible input errors occurring during sales order processing and entering of redundant data is avoided.
• You can enter a sales order with many items in a single screen.
Order Processing Functionality
• Delivery scheduling• Availability check• Transfer of requirements
to MRP• Pricing• Credit check• Shipping point & route
determination• Foreign trade & license
processing• Document flow
Standard order
• Systematic process like order delivery billing and payment.
• Delivery will be scheduled after 1 weak.
• Billing is delivery related billing.
• The decampment type is – OR.
Item categories
Item categories
• Item categories control the item data.
• Item data carries the information related to materials in the sales document.
• Item categories are dependent to document types.
• Every sales document will have individual item categories.
Item categories
Type of item categories
• Standard item
• Free of charge item
• Text item
• Non stock item
Item categories for pre sales activities
• Inquire item- AFN, AFNN, AFX, AFTX.
• Quotation- AGN AGNN, AGX, AGTX.
• Contract-
• Scheduling agreement
Item categories for sales documents
• Standard order- TAN, TANN, TATX, TAX.
• Cash sales – BVN, BVNN.
• Rush order – TAN, TANN, TATX, TAX.
Schedule line categories
Schedule line categories
Types of schedule line categories
• Inquiry – A• Quotation – B• Order – C• Returns - D
• D- No inventory mgt.• X- No inventory mgt with
goods issue.• N- No MRP• P-Material Requirement
Planning.• V-Consumption based
planning.
Special sales documents
Special sales documents
• Rush order
• Cash sales
• Free of charge subsequent deliveries
• Free of charge delivery
• Invoice correction request
• Consignment process
Cash sales
• Order, delivery and billing is done on the same day.
• Document type is CS.
• Item category is BVN, BVNN.
Rush order
• Order and delivery is done on the same day.
• Billing can be done later date.
• Document type is RO.
• Item category is TAN, TANN
Returns
• Customer returns damaged goods.
• Document type – RE
• Item category – REN
SAP AG
Returns and Complaints Overview
Returns & Complaint Processing : Process Flow
OwnCustomer
Create Return Delivery
SAP
Post Goods Receipt
Inspect Goods Receipt
Release credit memo request to billing
Create Usage Decision
Return Request
Create Return Order & Assign Batch Number
Search for sales order with reference to Batch Number
Create Credit Memo
Business View – ReturnsReturnOrdersReturnOrders
ReturnDeliveriesReturn
Deliveries
CreditCredit
Quality checksManual Defect Recording
Goods receipts
Returns - Order
PricingPricing
EAN/UPCEAN/UPC
Order
Customer: C6000
Product: Material J60
Price: INR 100 / pc
Quantity: 10 pallets
BatchesBatches
No• Availability Check• Check of the Credit Limit• Listing• ...
Billing
Returns - Delivery
AprilApril
2323Order
BatchesBatches
ShippingShipping
documentsdocuments
Order
Customer: C6000
Product: Cookies
Price: 5 CNY / pc
Quantity: 10 pallets
Returns & Complaints
Complaints
Customer
Credit Memo RequestCustomerProductOrder ReasonCredit Value
C6000
YB211600001
Billing
• Credit Memo (Value)
1000 INR
Credit memo request
• Settlement for returns, customer balances
• Document type – G2
• Item category – G2N
Returns – Credit MemoAprilApril
2323
Order / Delivery
Subsequent Subsequent refundsrefundsPricingPricing
Credit memoCredit memoCentral payer,Central payer,
purchasing grouppurchasing group
Order
Customer: C6000
Product: Cookies
Price: 5 CNY / pc
Quantity: 10 pallets
OwnCustomer
SAP
Create credit memo request
Release credit memo request to billing
Create credit memo
Customer Complaint
Debt memo request
• Collecting extra charges from the customer.
• Document type – L2
• Item category - L2N
Subsequent free of charge
• Issuing of fresh stock for damaged stock.
• Document type
• Item category
Free of charge delivery
• Sample to customer and employees.
• Document type
• Item category
Invoice correction request
• Invoice correction procedure.
Consignment process
• Consignment fill-up
• Consignment issue
• Consignment return
• Consignment pick-up
Consignment Processing : Fill UP ProcessFill Up Order
Create Fill Up Delivery
Picking
Goods Issue
Excise Invoice
Print Excise Invoice
Stock Overview
Consignment Processing : Issue Process Flow
Consignment issue
Create Issue Delivery
Billing
Picking
Goods Issue
Stock Overview
Consignment Processing : PICK UP Process Flow
Pick Up Order
Create Pick Up Delivery
Picking
Goods Receipt
Stock Overview
Consignment Processing – Fill Up : Process in SAP
Fill Up Order
Outbound Delivery with SO Reference
Product Costing
Create Excise Invoice
Print Excise Invoice
Update Excise Registers
Proforma Billing
PickingGoods Issue
Consignment Processing – Issue : Process in SAP
Product CostingBilling
Outbound Delivery with SO Reference
Picking Goods Issue
Issue Order
Consignment Processing – Pickup : Process in SAP
Pick Up Delivery
Pick Up Order
Outbound Delivery with SO Reference
Picking
Goods receipt
J66: Make-to-Order Quotation Processing / Order Processing
Overview
SAP AG
Scenario – Make-to-Order Quotation Processing / Order
Processing
Overview•This scenario is made up of several building blocks, which contain the preconfiguration settings required for the Make-to-Order Quotation Processing / Order Processing scenario. Building blocks can help you to implement the solution and put it into production quickly.
•To illustrate the scenario presented in this overview document, the business view and the component view provide two different perspectives on the business scenario.
•Business View
•The business view shows the business partners participating in the Make-to-Order Quotation Processing / Order Processing scenario, the entire scope of the business processes, and the benefits for the parties involved.
•Component View
•The component view shows the processes and technical components that are involved in the Make-to-Order Quotation Processing / Order Processing scenario.
Business View – Make-to-Order Quotation Processing/ Order
Processing
Business Benefits Supplier Customer Business Benefits
Credit limit check:The document is blocked if the customer's credit limit has been exceeded. The document is blocked for further processing for credit reasons.
Differentiation between original and follow-on quotation: Copy control for creation of follow-on quotations with reference to an original quotation
Variant configuration with BoM explosion: Configuration of the selected robot using characteristic value assignments and dependencies for the specific specifications
Pricing for components including variant conditions
Request for Quotation
Request for Technical Change
Follow-on Quotation
Request for Commercial Change (Price Reduction)
Recalculation and Resubmission to Customer
Acceptance of Quotation
First Quotation with Variant Configuration
Credit Limit Check
Business View – Make-to-Order Quotation Processing/ Order
Processing
Business Benefits Supplier Customer Business Benefits
Billing plan includingdown payment: - Creation of billing plans
with down payment agreements in sales documents
- Creation of down payment requests
- Posting of incoming payments for a down
payment request - Creation of partial or final
invoice with down payment clearing
Sales Order Creation with Reference to Quotation
Material Requirements Planning
Order Confirmation and Down Payment Request
Down Payment
Production Order Processing
Delivery Processing
Invoicing
Component View – Make-to-Order Quotation Processing /
Order Processing
SAP R/3
Manufacturer prints out the quotation and sends it to the customer.
Credit limit check (optional): The credit limit check is automatically carried out when the quotation is saved. If the customer credit limit is exceeded, further sales order processing is blocked.
Pricing estimation based on variant configuration. Robot is only configured at the top configuration level.
Configuration of the selected robot using characteristic value assignments based on the characteristics given in the customer specification (RFQ).
First quotation: Preselection of the configurable robot using classification criteria. Manufacturer uses both prefabricated components and components that are produced to order.
Manufacturer prints out the quotation and sends it to the customer.
Realization of the required technical changes (delete items, change quantities, add alternative items,add individual material, add text position) and resubmission to the customer (follow-on quotation).
Recalculation\ commercial change (discount at item level) of the follow-on quotation and resubmission to the customer.
Manufacturer prints out the quotation and sends it to the customer.
Sales order creation with reference to the follow-on quotation
Continued on next page
Customer requests a technical change to the quotation.
Request for commercial change (price reduction)
Customer accepts the quotation.
Customer Supplier
Customer sends a request for quotation (RFQ) for a robot.
Component View – Make-to-Order Quotation Processing /
Order Processing
SupplierCustomer
SAP R/3
Down payment
Determination of production dates according to delivery date
Display/print out order confirmation and down-payment request and send to the customer
Material Requirements Planning (Generation of planned orders; purchase requisition)
Post down payment receipt from the customer
Delivery processing (picking, goods issue)
Creation of billing document
Production order processing (order release, material staging, completion confirmation, production controlling, goods receipt)
(Automatic) determination of confirmation date for delivery
Convert planned order to production order and adjust order according to exception messages
Make-to-Order (MTO): Quotation Processing
Machinery and Equipment Value Chain 4Machinery and Equipment Value Chain 4 Baseline
O v e r v i e w C o n t e n tJ66
Make-to-Order
Quotation Processing - Selection of the configurable robot via classification data - Configuration of the robot via characteristic value assignment - Pricing based on variant configuration - Credit limit check - Technical and commercial changes of the quotation - Follow-on quotation - Sales order creation
Quotation Processing - Selection of the configurable robot via classification data - Configuration of the robot via characteristic value assignment - Pricing based on variant configuration - Credit limit check - Technical and commercial changes of the quotation - Follow-on quotation - Sales order creation
Quotation Processing
Make-to-Order (MTO): Sales Order Processing
Machinery and Equipment Value Chain 4Machinery and Equipment Value Chain 4 Industrial Machinery & Components
O v e r v i e w C o n t e n tB
Make-to-OrderSales Order Processing
Summary Content
Machinery and Equipment Value Chain 4Machinery and Equipment Value Chain 4
O v e r v i e w C o n t e n tJ66
Baseline
Sales Order Processing Make-to-Order
Sales order processing
- Sales order creation - Material Requirements Planning (MRP) - Order confirmation - Down payment - Production order processing - Delivery processing - Billing
Organizational Structure
BP01
BP01Production
Plant
BP01 BU SMB Company
BP01
BP02Distribution
Center
BP03 Storage
01
ControllingArea
Company
Code
Plant
CountryCity
Sales Org.
Distribution Channel
Division
OperatingConcern
BP0X
BU SMB Inter C US
BP0XIC Plant
BP0X
BP02 BP03
BP01
01 02 0301 01 02 01
01 01 01 01
Material Master Data
BIMC-100000 Six-Axes Industrial RobotB1110 Wrist IW 49IIB1111 Wrist IW 90 IIB1120 Arm type 30-K/1B1121 Arm type 60-K/1B1122 Arm type 60L45-K/1B1123 Arm type 60L30-K/1B1130 Link arm 50B1133 Device for add. axis B1135 Link arm 65B1136 Link arm 80B1137 Energy supply system A1B1138 Electronic probeB1139 Belt tension measure deviceB1140 Counter balance system 30B1141 Counter balance system 45B1142 Counter balance system 60B1150 Rotating columnB1160 Base frameB1161 Hexagon boltB1162 Locating bin
SAP AG
J54: Third Party with Shipping Notification
Overview
Scenario – Third Party with Shipping Notification This scenario is made up of several building blocks, which contain the preconfiguration settings required for the Third party with shipping notification scenario. Building blocks can help you to implement the solution and put into production quickly.In third-party order processing, your company does not deliver the items requested by a customer. Instead, you pass the order along to a third-party vendor who then ships the goods directly to the customer and bills you. In this scenario, the shipping notification is entered as a dummy goods receipt in consumption. For this, the customer invoice can be created before receiving the incoming invoice from the vendor.
Business ViewThe business view shows the business partners participating in the Third party with shipping notification scenario, the entire scope of the business processes, and the benefits for the parties involved.
Overview
Sales Order
Billing
Purchase Order
Vendor Invoice
Goods Receipt
Third Party with Shipping Notification
Business Benefits
Supplier Trader CustomerBusiness Benefits
Handover of customer’s requirements directly to external supplier
Invoice from trader to customer bases on quantities from the shipping notification
Invoice from trader to customer can be created as soon the shipping notification is received
Fulfillment of customer’s requirements despite of material shortage
Customer requirements (Sales
order)
Send shipping notification
Receive shipping notification
Invoice from supplier to trader
Invoice from trader to customer
Procure material from external supplier (Purchase Order)
Delivery from supplier to customer
Third Party Sales with Shipping Notification : Process in SAP
Create Sales Order
Product CostingBilling
Vendor Invoice
Create Purchase Order
Automatic Purchase Req. generation
Goods Receipt
SAP AG
J55: Third Party without Shipping Notification
Overview
Scenario – Third Party without Shipping Notification
• This scenario is made up of several building blocks, which contain the preconfiguration settings required for the Third party without shipping notification scenario. Building blocks can help you to implement the solution and put into production quickly.
• In third-party order processing, your company does not deliver the items requested by a customer. Instead, you pass the order along to a third-party vendor who then ships the goods directly to the customer and bills you.
• In this scenario, no shipping notification is sent by the external supplier. The incoming invoice from the vendor updates the billing quantity, so that the customer-billing document is only possible after entering the invoice from the vendor.
• Business View
The business view shows the business partners participating in the Third party without shipping notification scenario, the entire scope of the business processes, and the benefits for the parties involved.
Overview
Sales Order
Billing
Purchase Order
Vendor Invoice
Third Party without Shipping Notification
Business Benefits
Supplier Trader CustomerBusiness Benefits
Handover of customer’s requirements directly to external supplier
Invoice from trader to customer bases on quantities from suppliers invoice
Fulfillment of customer’s requirements despite of material shortage
Customer requirements (Sales
order)
Invoice from supplier to trader
Invoice from trader to customer
Procure material from external supplier (Purchase Order)
Delivery from supplier to customer
Third Party Sales without Shipping Notification
Create Sales Order
Product CostingBilling
Vendor Invoice
Create Purchase Order
Automatic Purchase Req. generation
SAP AG
Sales at Depot Overview
Sales from Depot : Process Flow
Sales Order
Create Delivery
Billing
Excise RG 23D Updation
Stock Transfer PO
Delivery From factory
Create Excise Invoice
Goods Receipt at Depot
Manufacturing Plan
Update GR in RG23D
Depot
Printing Billing Document
Sales from Depot : Process in SAP
Create Sales Order
Outbound Delivery with SO Reference
Create Shipment
Product Costing
Print Excise Invoice
RG23D
Update
Billing
Create Excise Invoice at Factory
Outbound Delivery at Factory
Create Stock Transfer PO
GR at Depot and RG23D Update
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