sd1 sales overview
Post on 24-Oct-2014
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Right Solution, Right Time, Right Price
Sales and Distribution Overview<Site>
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Business Process Workshop
The objectives of the Sales and Distribution Overview workshop is to:
• Provide an overview of the Sales and Distribution Business Process
• Demonstrate how SAP will be used to manage this process
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Agenda
Topics:
I. Master Data in Sales & Distribution
II. The SD Business Process
III. Collection
IV. Reporting and Analysis
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I. Master Data in SD
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• Master Data is centrally stored (shared across application modules) and processed to eliminate data redundancy.
• These three master data records are critical to sales order processing:
– Customer Master
– Material Master
– Pricing Condition
Master Data in Sales & Distribution
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Customer Master RecordConsists of the following views:
GeneralData
Sales AreaData
Company CodeData
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Customer Master• The customer master contains all customer-related data
necessary for processing orders, deliveries, invoices, quotation and customer payments.
• A customer number will be automatically assigned to a new customer at the time of customer creation.
• 99% of our customers will belong to one Sales Area. If a customer belongs to more than one Sales Area, SAP will prompt you to choose one at order entry.
General dataGeneral data
Sales & Distribution dataSales & Distribution data
Company code dataCompany code data
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Customer Master Record
Reconciliation acctReconciliation acct 121000121000Payment termsPayment terms NT30NT30Sort keySort key 001001
Reconciliation acctReconciliation acct 121000121000Payment termsPayment terms NT30NT30Sort keySort key 001001
Sales districtSales district 0000100001Sales officeSales office 0101Price groupPrice group 0101
Sales districtSales district 0000100001Sales officeSales office 0101Price groupPrice group 0101
General data
Bank details
Company code data Sales data
Accounting data Sales area data
General data
Company code - Y012
ClientClient
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Customer Master
Account ControlTax InformationReference Data/ Area
Control Data
AddressCommunicationTax Jurisdiction
Address
View Field Groups
GeneralData:
Marketing Not implemented in current Stage
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Customer Master
Not implemented in current Stage
Contact Person
Unloading PointCustomer Factory Calendar
Unloading Points
View Field Groups
Payment Transactions
Bank DetailsPayment Transactions
GeneralData:
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Customer Master
View Field Groups
Account ManagementInterest CalculationReference Data
Account Management
Payment DataAutomatic Payment TransactionsPayment Advice Notes
PaymentTransactions
Export Credit InsuranceInsurance
Dunning DataCorrespondencePayment Notices To
Correspondence
CompanyCode Data:
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Customer Master
View Field Groups
Sales OfficeSales GroupCustomer Group
Orders
Delivery PriorityDelivering PlantPartial Delivery Indicator
Shipping
Terms Of PaymentTax Classification
Billing
Sales andDistribution
Data:
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Customer Master
Forwarding AgentSales Employee3rd Party Rep
View Field Groups
PartnerFunction
Sales andDistribution
Data:
Sold To CustomerShip To CustomerBill To CustomerPayer Customer
Partner Function
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Business Partners
CustomerCustomerMasterMaster
Ship-to party
PayerBill-to party
Sold-to party
Customer master records can be defined as business partners. The following four partners are mandatory in the sales order (when creating a Sold-To customer all 4 are
automatically created):
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Create sold-to partyCreate sold-to party
Account Group
Customer : 1000012
Sales organization : 0010
Distribution Channel : 10
Division : 02
Account Group : 0001
Customer : 1000012
Sales organization : 0010
Distribution Channel : 10
Division : 02
Account Group : 0001
0001 Sold-to party
0002 Ship-to party
0003 Payer
0004 Bill-to party
Z001 Related Party
0001 Sold-to party
0002 Ship-to party
0003 Payer
0004 Bill-to party
Z001 Related Party
ACCOUNT GROUPACCOUNT GROUP Field selectionNumber AssignmentOne-time account: yes/noOutput Proposal
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Material Master
• The material master contains all data required to define and manage material.
– It integrates data from engineering, manufacturing, sales and distribution, purchasing, accounting, and other departments.
• The material master is used as a source of data for sales order processing throughout the customer order management cycle.
General dataGeneral data
Purchasing dataPurchasing data
Accounting dataAccounting data
Sales dataSales data
Manufacturing dataManufacturing data
(etc.)(etc.)
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Pricing Condition Record
Condition Type: PR00
Condition types determines selling price of materials
Automatically copied into Sales Order
Pricing Master Records are located in condition types in Sales and Distribution. Material Price (known as List Price in BOSS) is no longer maintained in the Material Master Record.
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Prices and Discounts
Pricing is carried out automatically based on predefined prices, discounts, and surcharges. Prices can be manually overrode on the sales order (when applicable).
ConditionsConditions
Price list Material price Customer/material
Price list Material price Customer/material
PricesPrices
Customer Customer/Material pricing group 3rd Party Commissions
Customer Customer/Material pricing group 3rd Party Commissions
Discounts/surchargesDiscounts/surcharges
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Sales & Distribution OverviewReview Questions • In SAP, a customer is also referred to as this.• What is the means through which material/services reach the
customer called ?• What is the combination of the sales organization/distribution
channel and division referred to as ?• What are the 3 views in the customer master called?• Where is the material price (known as list price today) stored
in SAP?• What is the physical location where material is managed
called?
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II. The SD Business Process
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Business Processes Cycle
QuotationPre-Sales Activities
Sales Order ProcessingSales Order Processing
Inventory SourcingInventory Sourcing
DeliveryDelivery
BillingBilling
PaymentPayment
Invoice
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Business Process Summary
MMAATTEERRIIAALLSS
MMAANNAAGGEEMMEENNTT
Pre-Sales
Delivery
Billing
PickingPicking
Accounts Receivable
Accounts Receivable
Inventory Sourcing
ContractContract
SSAALLEESS
IINNFFOORRMMAATTIIOONN
SSYYSSTTEEMM
Invoice
Order
QuotationQuotation
DeliveryDelivery Goods IssueGoods Issue
Material Stock Account
Material Stock Account
Sales OrderProcessing
Customer payment/Financial Accounting
Inquiry
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Review of Business Processes
QuotationPre-Sales Activities
Sales Order ProcessingSales Order Processing
Inventory SourcingInventory Sourcing
DeliveryDelivery
BillingBilling
PaymentPayment
Invoice
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Pre-Sales
Data from
Inquiry…
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Pre-Sales
Can beused togenerate aQuote, Order,etc…
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Sales
Which can beused togenerate aSales Order
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Review of Business Processes
QuotationPre-Sales Activities
Sales Order ProcessingSales Order Processing
Inventory SourcingInventory Sourcing
DeliveryDelivery
BillingBilling
PaymentPayment
Invoice
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Sales Order Processing
• Customers place orders
• Standard orders normally contain:– Customer and material information– Pricing for each item– Delivery schedules and requirements– Billing information
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Business Process Flow in SAPInvoiceDeliveryOrder
Document flow of a sales documentDocument flow of a sales document
Order 900Order 900. Delivery 80000459. Delivery 80000459. . Picking request 17951109. . Picking request 17951109. . GD goods issue: delvy 49001828. . GD goods issue: delvy 49001828. . Invoice 90000333. . Invoice 90000333. . . Accounting document 100000276. . . Accounting document 100000276
Document flow of a sales documentDocument flow of a sales document
Order 900Order 900. Delivery 80000459. Delivery 80000459. . Picking request 17951109. . Picking request 17951109. . GD goods issue: delvy 49001828. . GD goods issue: delvy 49001828. . Invoice 90000333. . Invoice 90000333. . . Accounting document 100000276. . . Accounting document 100000276
Payment
Sales documents represent transactions in the system.
They form a chain of related documents.
The entire chain of documents creates the document flow.
The system copies data from one document into another to reduce data entry and make problem resolution easier.
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Creating an Order
Material masterMaterial master
Customer masterCustomer master
When you create a sales order without reference, the system automatically copies the:
Sold-to party and its partner data from the Customer Master records
Line item or material data from the Material Master record
Item
1
2
Material
SGMAH-02BAF41
SH10VA-S50
Quantity
10
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Sold-to party 1000016
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Review of Business Processes
QuotationPre-Sales Activities
Sales Order ProcessingSales Order Processing
Inventory SourcingInventory Sourcing
DeliveryDelivery
BillingBilling
PaymentPayment
Invoice
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Availability Check in Order Processing
• Availability check occurs during sales order, rescheduling and delivery processing:
• It occurs in the plant determined for the customer/material
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Availability Checking in SAPAdvantages of the Availability Check:
– Real-time status of inventory allocation
– Accurate delivery dates
– Automatic scheduling
– Configurable scope of check for inward and outward movements
– Considers lead times
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Inventory SourcingInventory Sourcing determines:
– If the product is available (availability checking)
– How the product will be supplied:• From stock on hand
• By replenishment activities (production order, purchase order)
• Make to order
• Shipped by an external supplier (3rd Party)
• Shipped from another warehouse
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Backorder ProcessingBackorder processing is a manual process of reallocating stock from one sales order to another.
– Stock allocated and confirmed for one sales order can be moved manually to another sales order.
– You should use an availability check indicator in which requirements are processed individually. This makes the sales order number visible on the backorder processing screen.
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Review of Business Processes
QuotationPre-Sales Activities
Sales Order ProcessingSales Order Processing
Inventory SourcingInventory Sourcing
DeliveryDelivery
BillingBilling
PaymentPayment
Invoice
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Delivery
.......................... .......................... ..........................
. . . . . . . . . . . . . .
WarehouseWarehouse
• Manual PackingManual Packing
• Shipping papersShipping papers • Goods issueGoods issue
SalesSalesorderorder
• PickingPicking
• Updating inventoryUpdating inventory• Updating general ledgerUpdating general ledger
DeliveryDeliverydocumentdocument
• Creating delivery Creating delivery documentsdocuments
.......................... .......................... ..........................
. . . . . . . . . . . . . .
.......................... .......................... ..........................
. . . . . . . . . . . . . .
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Creating Delivery Documents
The delivery document is used to initiate all activities relevant to shipping, such as picking, packing, and transportation.
A delivery document is created for a shipping point for an order that is due for delivery. The system copies the relevant data from the order.
Sales Order 1Customer 1
Sales Order 2Customer 1
Sales Order 3Customer 2
Delivery
Shipping pointDue dateCustomer
Delivery
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Different Types of Order FulfillmentComplete deliveryComplete delivery
Partial deliveryPartial delivery
Order combinationOrder combination
Sales orderSales order
DeliveryDelivery
DeliveryDelivery
DeliveryDelivery
DeliveryDelivery
DeliveryDelivery
Sales orderSales order
Sales orderSales order
Sales orderSales order
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Collective Processing in DeliveryDelivery due listDelivery due listDelivery due listDelivery due list
DeliveryDelivery
DeliveryDelivery
DeliveryDelivery
Sales orderSales orderSales orderSales order
Sales orderSales order
Sales orderSales order
Sales orderSales order
Sales orderSales order
The delivery due list allows you to create more than one delivery at a time. This function can be executed by:
– Online processing of the delivery due list
– Creating a batch job in the background to be executed during off-peak hours
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Review of Business Processes
QuotationPre-Sales Activities
Sales Order ProcessingSales Order Processing
Inventory SourcingInventory Sourcing
DeliveryDelivery
BillingBilling
PaymentPayment
Invoice
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Billing
Billing supports:– Creating invoices for deliveries and services
– Creating credit and debit memos on the basis of requests
– Canceling business transactions
– Transferring posting data to financial accounting
Invoice
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Options for Creating Invoices
The system can create a separate invoice for each sales order or part of a sales order, an invoice for each delivery, or an invoice for a combination of sales orders and deliveries.
Sales orderSales order DeliveryDeliveryInvoiceInvoice
InvoiceInvoiceInvoice split
DeliveryDelivery
DeliveryDelivery
DeliveryDelivery
Sales orderSales order
Sales orderSales order
Collective invoice InvoiceInvoice
Sales orderSales order
DeliveryDelivery
DeliveryDeliveryInvoiceInvoice
InvoiceInvoice
Separate invoiceper delivery
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Collective Processing in Billing
The billing due list allows you to create more than one invoice at a time. This function can be executed by:
– Online processing of the billing due list– Creating a batch job in the background to be
executed during off-peak hours
Billing due listBilling due listBilling due listBilling due list
InvoiceInvoice
InvoiceInvoice
InvoiceInvoice
DeliveryDeliveryDeliveryDelivery
DeliveryDelivery
DeliveryDelivery
DeliveryDelivery
DeliveryDelivery
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III. Collections (Returns / Credit)
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Review of Business Processes
QuotationPre-Sales Activities
Sales Order ProcessingSales Order Processing
Inventory SourcingInventory Sourcing
DeliveryDelivery
BillingBilling
PaymentPayment
Invoice
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Customer Payment
• Final step of the cycle
• Customer Payment includes:– Posting payments against invoices
– Reconciling differences, if necessary
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Returns and Credits Overview
Return Order ProcessingReturn Order Processing
ReceiptReceipt
PaymentPayment
BillingBilling
CreditMemo
Damaged
Damaged
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When Do Credit and Debit Memos Occur?
Return Delivery Credit memoReturn order (authorization)
BillingDeliveryOrder
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How Are Returns Processed?
Returnsdelivery
Credit memoReturn request(authorization)
Accept returned Accept returned goods (Post goods (Post goods issue)goods issue)
Place in restricted Place in restricted stockstock
Credit memo Credit memo created after created after removing the removing the billing block.billing block.
Invoice
Invoice
SalesOrder
Billing blockBilling block
Order reason Order reason required to create required to create Return OrderReturn Order
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Credit and Debit Memos
Credit memo
Debit memo
Credit memo request
Debit memo request
Credit MemosCredit Memos
Debit MemosDebit Memos Billing blockBilling block
SalesOrder
Invoice
SalesOrder
Invoice
Invoice
Invoice
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IV. Reporting and Analysis
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Reporting and Analysis in SAP R/3
• Standard Reporting– Lists documents and master data
– Provides analysis through sorting and totals
– Displays details
• List Processing– Lists selected documents
– Allows you to branch to documents and return to list
– Helps organize work• Billing Due List
• Delivery Due List
• Incomplete Sales Documents List
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Initial ListCustomer Analysis-New Selection: Initial ListCustomer Analysis-New Selection: Initial List
Key figuresKey figures
The standard analysis initial list shows key figures according to the characteristics and time period specified.
From this screen, you can access different evaluation functions (e.g., ABC analysis, classification, dual classification, totals curve) to further analyze the key figures.
The standard analysis initial list shows key figures according to the characteristics and time period specified.
From this screen, you can access different evaluation functions (e.g., ABC analysis, classification, dual classification, totals curve) to further analyze the key figures.
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Initial ListCustomer Analysis-New Selection: Initial ListCustomer Analysis-New Selection: Initial List
By double-clicking on an individual customer, you can drill down and view all of the totals by period for this customer.
By double-clicking on an individual customer, you can drill down and view all of the totals by period for this customer.
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With a double-click, you can drill downfor even more detail.
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Editing the ListCustomer Analysis-New Selection: Top Five CustomersCustomer Analysis-New Selection: Top Five Customers
You can further edit the list. This example shows:
The top five customers (View > Top N)
Other figures (Edit > Choose key figs)
NOTE: Credit Memos was used due to insufficient data at time of course development.
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Sales & Distribution OverviewReview Questions • When are the 3 times that availability checking occur?
• What is the chain of SD documents called?
• What information is required when entering a return order request?
• What process needs to take place for a Credit Memo to be generated from a Credit Memo Request?
• Who processes the delivery on the return order?
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Right Solution, Right Time, Right Price
This course was developed with the assistance of:
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