STUDY & IMPLEMENTATION OF SALES PROCESS OF

NPIL IN SAP
Submitted in partial fulfillment of the requirements
For the award of the degree of

Master of Business Administration

In
Software Enterprise Management

Under the guidance of

Mr. Amit Gupta

(ERP Consultant)

Submitted by

Chandan Parsad
(Enrollment No– 0061189908)

Centre for Development of Advanced Computing, Noida

Affiliated to
Guru Gobind Singh Indraprastha University
Kashmere Gate, Delhi - 110006
 DECLARATION

I hereby declare that this Project Report entitled ―Study & Implementation of Sales Process of

NPIL in SAP.” submitted by me to the GGSIPU Delhi, is a bonafide work undertaken by me

and it is not submitted to any other University or Institution for the award of any degree

diploma / certificate or published any time before.

Name: _____________________
Signature of the Student

Enrolment No :

Semester :

Date :

II | P a g e
 CERTIFICATE

This is to certify that the project report (SE 256) entitled “Study & Implementation of Sales

Process of NPIL in SAP.” done by Mr. Chandan Parsad enrolment No. 0061189908 is an

authentic work carried out by her under my guidance and supervision. The matter embodied

in this project work has not been submitted earlier for the award of any degree or diploma to

the best of my knowledge and belief.

Date: (Signature of the Supervisor)

Mr. Amit Gupta

ERP Consultant-SD
CDAC, Noida

III | P a g e
 ABSTRACT

The pharmaceutical companies are constantly acquiring new customers as well as retaining

their customers. It has become very essential for the companies to make a sales process for

inquiry, quotation and sales order.

Similarly like sales process the companies are also use return order process for various

materials which are sold by the companies to the customers.

For reducing the times in sales order process Item proposal is made for the customers

Item proposal is a list of materials and order quantities that are regularly ordered together by

a customer. They are sales-area–specific and can be referenced when creating the sales order.

Each time a sales order is created and the item proposal referenced, the system automatically

copies the item proposal from which to select materials and quantities. This can greatly speed

up order entry time by the sales people

NPIL is a leading pharmaceutical company in India. This project aims to study the needs of

Sales Process in the pharmaceutical companies. The benefits of Sales process will be

discussed in this report and implementations.

IV | P a g e
 ACKNOWLEDGEMENT

I would like to express my sincere gratitude towards CDAC for providing me this great
opportunity to work and learn through the Dissertation Project.

I would like to acknowledge the guidance I received from my Guide Mr. R.K. Singh, HOD –
MBA (SEM), Mr. Amit Gupta, ERP Consultant – Sales and Distribution in CDAC, Noida.
This project would not have materialized without their support

I am grateful to my guide Mr. Amit Gupta for imparting constant attention, useful
suggestions, expert guidance and valuable suggestions during the course of this project. I
would also like to thank all the faculty members of MBA department of CDAC for their
support and encouragement.

I also express my sincere indebtness and gratitude to my parents and all my friends who have
encouraged and inspired me constantly to complete this project work.

Chandan Parsad

V|Page
 Table of Contents
DECLARATION ................................................................................................. II
CERTIFICATE ................................................................................................... III
ABSTRACT ........................................................................................................IV
ACKNOWLEDGEMENT ................................................................................... V
CHAPTER 1 INTRODUCTION .......................................................................... 2
1.1 COMPANY‘S PROFILE............................................................................. 3
1.2 ORGANIZATION STRUCTURE............................................................... 4
1.3 OBJECTIVE OF THE PROJECT ............................................................... 6
1.4 SCOPE OF THE PROJECT ........................................................................ 7
CHAPTER 2 BUSINESS PROCESS ................................................................... 8
CHAPTER 3 ANALYSIS................................................................................... 15
Sales process in Sales and Distribution .............................................................. 16
CHAPTER 4 To-Be Study …………………………………………………….20
CHAPTER 5 Impementation and configuration………………………………28
CHAPTER 6 CONCLUSION............................................................................. 52
CHAPTER 7 BIBLIOGRAPHY......................................................................... 54
 CHAPTER 1
INTRODUCTION
 1.1 COMPANY’S PROFILE

NPIL is a leading pharmaceutical company in India. NPIL has the eighth position in India

market. It has the strong export presence along with domestic market. NPIL has wide product

range in general medicine and spread in four zones – East, West, North & South.

Product Range-
1. Antibiotic 2.Respiratory
3. Nutritional 4.Gastro
5. Hormonal

Power brand:
1. Bandinal 2.Menticyn
3. Hensadyl 4.Opradyn
5. Ctemetil 6.Bhenergan

3|Page
 1.2 ORGANIZATION STRUCTURE

NPIL

Finance Operations Sales and Marketing Human Resource I.T

(G.M) (G.M) (G.M) (G.M) (G.M)

Sales (DGM) Marketing (DGM)

Product Market Advertising Pricing

South h East North West

(ZBM) (ZBM) (ZBM)

East

(ZBM)
Delhi/Rajasthan Punjab U.P Haryana
(RM) (RM) (RM) (RM)

U.P (East) U.P (west) U.P (central)

(AM) (AM) (AM)

4|Page
The organizational structure of the company NPIL (Noida Pharmaceutical India Limited) is

shown above. It consists of five major functional areas i.e. Finance, Operations, Sales and

Marketing, Human resource and Information Technology, each having a General Manager

appointed responsible for their respective departments.

Sales and Marketing department is further classified into two subparts Sales department and

Marketing department, each having its own set of goals and responsibilities.

Marketing Department is mainly responsible for Product Development, Market research,

Promotion and Pricing. Sales are conducted all over the country from four zones North, South,

East and West. North zone is spread over Delhi, Rajasthan, Punjab, Uttar Pradesh and

Haryana. Uttar Pradesh is further categorized into three territories UP East, UP west and UP

Central.

5|Page
 1.3 OBJECTIVE OF THE PROJECT

The objective of my project is.

 To create Inquiry type for NPIL customers.

 To create Quotation type for NPIL customers.

 To create Sales order for customers.

 To create Item proposal for NPIL customers.

 To create Return Order for NPIL customers.

6|Page
 1.4 SCOPE OF THE PROJECT

The span of my work includes the study and creation of Sales Process for NPIL on SAP. The

scope of the project is defined as follows:

 Collecting information from Material master record

 Collecting information from Customers master record

 Collecting information from Pricing condition record

 Identification of Inquiry types for material.

 Identification of Quotation types for material.

 Identification of Sales order types for customers.

 Collecting different data for these Inquiry ,Quotation and Sales order type like

Sold to party

Ship to party

Document type

Company code data

Sales area data

Material data

Customer’s data

 Identification of Item proposal type for customer

7|Page
 CHAPTER 2
BUSINESS PROCESS
 2.1 PHARMACEUTICAL INDUSTRY

Pharmaceutical industry‘s challenges are patent expiry and thin pipeline, reducing drug
approvals, declining R&D productivity, stringent regulations, increasing development costs,
reducing periods of exclusivity, increasing generic penetration and others. Additional and
increasing pressure on pharmaceutical company over drug safety (because of updated
regulations) has increased the clinical trial period. This led to higher development costs and
increased time-to-market.

Hence, the pharmaceutical companies are looking for various opportunities to reduce cost,
improve efficiencies, improve pipeline and reduce the time-to-market. To reduce cost, the
pharmaceutical companies are adopting different strategies like outsourcing (in areas like
research, manufacturing, clinical trial management and other functions), restructuring R&D
models, moving part of business functions to low cost countries (like China, India, Puerto
Rico), adopting efficient sales and marketing functions (to have more impact with less sales
force) and other related initiatives.

A competent strategy that the pharmaceutical companies are adopting is ―virtual‖ execution
delivery model as this model allows companies to focus on their core-competencies and
leverage others partner‘s capabilities. In this model, companies use in-house resources for
some functions of their value chain and collaborate with external partners for other functions.
Apart from outsourcing non-core support services (for example, IT, F&A and others),
research manufacturing, sales and marketing, clinical trial/development activities are also
considered for outsourcing through this model.

NPIL BUSINESS STRATEGY

One of the constants of pharmaceutical company strategy over the past decade has been

increasing scale. Only by growing larger are companies able to afford the considerable costs

of drug development and distribution.

Within this broad approach at least two business models are discernable:

9|Page
 Blockbuster model involving the search for and distribution of a small number of

drugs that achieve substantial global sales. The success of this model depends on

achieving large returns from a small number of drugs in order to pay for the high cost

of the drug discovery and development process for a large number of candidates. Total

revenues are highly dependent on sales from a small number of drugs.

Diversification model in which a larger number of drugs are marketed to smaller

niche markets. The advantage of this model is that its success is not dependant on sales

of a small number of drugs. However without a blockbuster to help pay for the high

development costs, the model only works for small markets where distribution cost is

low.

BACKGROUND:

NPIL has implemented processes and systems at various stages in order to enable

efficient processing of the organization activities on time. The processes and systems

developed were an iterative exercise and resulted in a system which is mostly manual

involving intensive human efforts and complex criteria that were all designed around

the staff of the organization. NPIL is forever looking for a way out of the routine

operations and today is looking at maximizing efforts while investing minimum

resources, in terms of manpower and time. The system so conceived will have to fulfill

the needs of the

NPIL in terms of the following modules is to be integrated.

FI Financial Accounting

HR Human Resources

Materials Management

Sales and Distribution

10 | P a g e
 By using integrated SAP R/3 Application system it is possible to eliminate the

prevailing manual system of processes being followed in the organization, where the

chances for human error are substantial. At present the amount of paper work done is

very bulky to handle and it is becoming difficult with the current number of available

staff and therefore a properly integrated and automated information system is

proposed.

SAP is made up of individual, integrated software modules that perform various

organizational system tasks. NPIL has to customize and implement the SAP modules

that best suit its organizational needs.

The purpose of SAP implementation is to fully derive the benefits of total integrated

process for functions of HR, Finance, Material Management, Sales and Distribution in

NPIL.

Type of Customers:

1. Medical Institutions

2. Research Centers

3. Wholesalers

4. Doctors

11 | P a g e
Selling Process:

Pre-Sales Inquiry

Scheduling
Contract Quotation
Agreement

Order Processing
Procurement Order

Shipping
Delivery
Goods
Issue

Transfer
Order Shipment

Billing
Billing
Document

Customer Payment/
Accounting Accounts Material Stock
Receivable Account

12 | P a g e
The sales and distribution process of the NPIL is shown above. It consists of five stages:

1. Pre-Sales

2. Order Processing Procurement

3. Shipping

4. Billing

5. Customer Payment/ Accounting

In a simple scenario, the sales process begins with the customer ordering goods and services

and asking for the requested delivery date. This mainly involves two documents, inquiry sent

by the customer, asking for material details and time of delivery, and quotation sent by the

seller to the customer, specifying the details of material required by the customer along with

the delivery date. This basic information can be used to create a document in sales and

distribution called Sales Order, which consists of all the details regarding customer,

organization, materials ordered, price of materials, and mode of payment and delivery

conditions. You can then trigger your shipping activities at an appropriate time so that the

customer receives the material in time. As soon as the material leaves the company, a goods

issue order is posted to update stock and values. Then a billing document is created and an

invoice is sent to the customer. Customer verifies the invoice against the materials received

and makes payment. As soon as the customer pays for the materials, the incoming payments

are posted in financial accounting department in accounts receivables.

Forms of pharmaceutical products

Expert manufacturing and packaging of pharmaceutical products in various forms:

I Solid dosage forms:

 Tablets
 Film coated tablets
 Capsules.

13 | P a g e
II Soft dosage forms:
 Ointments
 Creams
 Jells

III Injection dosage forms:

 Solutions in vial
 Solutions in prefilled syringes

14 | P a g e
CHAPTER 3
ANALYSIS
 Sales process in Sales and Distribution

PURPOSE

Sales processing is based on the following basic structures:

Every company is structured in a certain way. In order to work your company structure
has to be represented in the system. This is done with the help of various
organizational structures.
In sales and distribution, products are sold or sent to business partners or services are
performed for them. Data about the products and services as well as about the business
partners is the basis for sales processing. Sales processing require the master data. In
addition to sales and distribution, other departments of the company such as
accounting or materials management access the master data. The material master data
is stored in a specific structure in order to allow access from these different views.
The processing of buying in sales and distribution is based on the sales order. Sales
orders are stored in the form of documents. These sales and distribution documents are
structured according to certain criteria so that all necessary information in the
document is stored in a systematic way.

Introduction

Set of steps aimed at initiating and supporting the identification and evaluation of likely

customers (prospects), sales presentation, and successful conclusion of sales activities. It

requires a close coordination of people, equipment, tools, and techniques, and includes

advertising and promotion.

Sales Process Step

 Inquiry

 Quotation

 Sales Order

16 | P a g e
Inquiry

Request for information about a product or service. An inquiry from a prospective customer
may be unsolicited, but many advertising dollars are spent attempting to generate inquiries as
well as purchases. Inquiry promotions identify individuals with an interest in the product or
service, provide leads for follow-up sales calls or promotions, and measure both the
effectiveness of various advertisements and also the demand for a product or service. It is
important to answer all inquiries with a follow-up letter or sales call to convert the inquirer to
a buyer. In some cases, the marketer must follow up with questions that qualify (see qualified
leads ) the prospect, determining if he is ready, willing, and able to buy.

Implementation Considerations:

Inquiry are generated only when the Customer are Institutional buyer and valid within a

limited time period

Quotation

The quotation is a sales document type that comes before the sales order and after an inquiry.
It is used as a proposed agreement of a price and quantity for a particular material or service
for a particular date. Most quotations have a validity date.
.
In commercial usage, statement of the price of an item.

Price stated in response to an inquiry.

Bid and asked price for stock at any moment

Sales Order

Seller generated document that authorizes sale of the specified off-the-shelf item(s), issued

after receipt of a customer's purchase order. It usually implies that there will be no additional

labor or material cost incurred for the sale, except where it is used to initiate a production

process.

17 | P a g e
SALES ORDER IN SALES AND DISTRIBUTION

A ‗Sales Order‘ is a contract between your Sales Organization and a Customer for supply of
specified goods and/services over a specified timeframe and in an agreed upon quantity or
unit. All the relevant information from the customer master record and the material master
record, for a specific sales area, are copied to the sales order. The sales order may be created
with reference to a ‗preceding document‘ such as a quotation, then all the initial data from the
preceding document is copied to the sales order.

Standard Sales Order

Inquiry

Quotation

Order

Delivery

Invoice

The Cash Sale Process

You will use the cash sale process when the customer places the sales order and
picks up and pays for the goods at the same time—for example, when you walk into a
store and purchase goods. The system automatically proposes the current date in the
sales order as the date for the delivery and billing.
Once the sales order is saved, the system then creates a delivery automatically and
prints out a cash sale invoice, which may be given to the Sold-to Party. This cash
sale invoice is a paper form created via output determination the delivery can be
relevant for picking. Or if the goods are not to be picked (if, for example, the sold to
party already has them), then the delivery can be marked not relevant for picking and

18 | P a g e
the goods issue can happen automatically in the background so that the invoice can
be created.
The Rush Order Process

For the rush order process the customer places the order and collects the items
immediately, or the materials are shipped immediately. However, the customer is invoiced
later.
Both the rush order process and the cash sale process utilize the shipping conditions passed on
from the sales document. The only difference between a rush order and a standard order is that
the rush order has an immediate delivery creation. This delivery, however, may still need to
progress through the logistics process of picking, packing, loading, and goods issue process.

The Returns order Process

The returns process is different from the standard credit process in that a return delivery is
made. While we cannot assume to map all the functionality you may require in the physical
process, such as goods receipt and warehouse management movement, we will look at the
basic flow of the returns order procedure.

19 | P a g e
CHAPTER-4
TO-BE STUDY

20 | P a g e
4.1INTRODUCTION

A process model that results from a business process redesign/reengineering action. The "to

be" model shows how the business process will function after the improvement action is

implemented. The To-Be model of NPIL will give a clear view of the contracts with the

customers in SAP.

4.2 Inquiry type: The Inquiry type for NPIL are made in SAP for different institutional

customers. Following are the steps to make a Inquiry:

Inquiry: Transaction code: VA11

Path:
Logistics Sales and Distribution Sales Inquiry VA11 –
Create Specify the (document) Inquiry type: IN Specify sales
area and press ENTER Specify Sold – to – party, Material quantity, etc.
Save the document, note down the inquiry document number, and Exit

1. AIIMS-

Customer No. Material no. Target Quantity Description IN Type

a. 2 9 50,000 Opedyn 1

b. 2 10 55,000 Genetyl 2

2. APOLLO:

Customers No Material No. Target Quantity Description IN Type

a. 30,000 Cifixin 5

b. 35,000 Protein-X 6

21 | P a g e
Quotation type: The Quotation type for NPIL are made in SAP in response of Inquiry from

different institutional customers. Following are the steps to make a quotation type

Quotation: Transaction code: VA21

Path:
Logistics Sales and Distribution Sales Quotation
VA21 – Create Specify the (document) Quotation type: QT
Specify the sales area Specify the Inquiry document number that
we raised in the previous step maintain the relevant data in the
Quotation document save the document, note down the
quotation document number, and Exit

AIIMS-

Customer No. Material no. Target Quantity Description QT Type

c. 2 9 50,000 Opedyn 1

d. 2 10 55,000 Genetyl 2

APOLLO:

Customers No Material No. Target Quantity Description QT Type

c. 30,000 Cifixin 5

d. 35,000 Protein-X 6

Sales Order Standard: The Sales order for NPIL is made in SAP for different
institutional customers and retailer. Following are the steps to make a Sales order

Sales order: Transaction code: VA01

Path:
Logistics Sales and Distribution Sales Order VA01 –
Create Specify the (document) Order type: OR Specify the sales
area Specify the Quotation document number that we raised in the
previous step Maintain the relevant data in the quotation document
Save the document, note down the order document number, and Exit
22 | P a g e
 AIIMS-

Customer No. Material no. Target Quantity Description SO type

e. 2 9 50,000 Opedyn 1

f. 2 10 55,000 Genetyl 2

APOLLO:

Customers No Material No. Target Quantity Description SO Type

e. 2 8 30,000 Cifixin 5

f. 2 11 35,000 Protein-X 6

Sales order data

A ‗Sales Order‘ is a contract between your Sales Organization and a Customer for supply of
specified goods and/services over a specified timeframe and in an agreed upon quantity or
unit. All the relevant information from the customer master record and the material master
record, for a specific sales area, are copied to the sales order. The sales order may be created
with reference to a ‗preceding document‘ such as a quotation, then all the initial data from the
preceding document is copied to the sales order.

The ‗sales order‘ contains:

ORGANIZATIONAL DATA

A Sales Organization An organizational unit that sells and distributes products,

negotiates terms of sale, and is responsible for these transactions.
• A Distribution Channel The channel through which materials or services reach
customers. Typical distribution channels include Internet sales, wholesale, retail, and direct

23 | P a g e
sales. You can assign a distribution channel to one or more sales organizations. A customer
can be delivered from multiple distribution channels.
A material master record can be maintained with different sales organization and distribution
channel views, allowing different data to be accessed—for example, the delivering plant.
• A Division Product groups can be defined for a wide-ranging spectrum of products. For
every division you can make customer-specific agreements on, for example, partial deliveries,
pricing, and terms of payment. Within a division you can carry out statistical analyses or set
up separate marketing.

Sales document type.

Pricing procedure etc

Header data (sold-to-party, sales office, sales group, pricing date, document
date, order reason, document currency, price group, sales district, customer group,
shipping condition, incoterms, payment terms, billing schedule, PO number, etc.).
Item data (item category, order quantity, material, batch number, product
hierarchy, plant, material group, shipping point, route, delivery priority, customer
material, item number, etc.).
Schedule line data (schedule line, schedule line number, delivery date,
order quantity, confirmed quantity, material availability date, loading date, proposed
goods issue date, transportation date, movement type, shipping point, etc.).

The Cash Sale Process

You will use the cash sale process when the customer places the sales order and picks up and
pays for the goods at the same time—for example, when you walk into a store and purchase
goods. The system automatically proposes the current date in the sales order as the date for the
delivery and billing.
Sales order: Transaction code: VA01
Path:
Logistics Sales and Distribution Sales Order
VA01 – Create Specify the (document) Order type: BV Specify
the sales area Maintain the relevant data in the quotation document
Save the document, note down the order document number, and Exit

24 | P a g e
The Rush Order Process
(Salesdocument type SO)
For the rush order process the customer places the order and collects the items immediately or
the materials are shipped immediately. However, the customer is invoiced later.
The system automatically creates a delivery when the sales order is saved. However, no
invoice printed; instead the system follows the standard procedures for creating the
billing document (that is, the invoice is created once the delivery has been goods issued).
Sales order: Transaction code: VA01
Path:
Logistics Sales and Distribution Sales Order
VA01 – Create Specify the (document) Order type: SO
Specify the sales area Maintain the relevant data in the quotation
document Save the document, note down the order document number,
and Exit

The Returns Process

(Sales document type RE)
The returns process is different from the standard credit process in that a return delivery is
made. While we cannot assume to map all the functionality you may require in the physical
process, such as goods receipt and warehouse management movement, we will look at the
basic flow of the returns order procedure.
Configuration settings:
Go to VA01 Go to VA01 again (document type RE) and click on create
with reference Change the quantity (damaged quantity)
Click on copy button Go to item level and specify the another storage
location Ex: SL2 Save and Exit

Go to MMBE [stock overview] Double click on plant [PL1]

Check returns status in list [Returns = 0] Go to VL01N (document
type = LR) and specify delivery type [LR] There will not be any picking
Do the [PGR] = Post goods receipt Save and Exit
Go to MMBE and specify Material, Plant, Storage location [SL2] and see
the Returns stock.

Transferring the goods: MB1B

Go to MB1B = Transfer of posting Specify the movement type [453]
Plant [OURS] Storage location [SL1] (Receiving storage
location) Specify the business area [OURS]
Customer [OURS] Issuing storage location [SL2] (From which we are
transferring the returned goods [rectified] to SL1) Save and Exit

25 | P a g e
Go to MMBE and check the stock balance for storage location [SL1]
whether the stock balance has been increased or not
Go to MMBE/MB1B and check the stock balance for SL2 whether stock balance
has been reduced or not Go MB1B (sending un-rectified goods from
SL2 to SL3) Movement type [453] Plant [PL1] Storage
location [SL3] Specify Business area, Customer number and issuing
storage location [SL2]

Item Proposal
Item Proposal An item proposal is a list of materials and order quantities that are regularly
ordered together by a customer. They are sales-area–specific and can be referenced when
creating the sales order. Each time a sales order is created and the item proposal referenced,
the system automatically copies the item proposal from which to select materials and
quantities. This can greatly speed up order entry time by the sales people.
Transaction code: VA51
Path:
Logistics Sales and Distribution Master data Products
Item proposal VA51 – Create Create a sales document with
the document type PV Enter all the materials that are to be
proposed as a item proposal Save, Note down the item proposal
document number & Exit

Go to XD02

Specify the item proposal document number in the item proposal field [ ] under
sales tab under sales area data section Save and Exit

Go to VA01 and raise the sales order

Go to edit Propose items [CTRL + F11] Select the document

with or without default quantity option Check whether the material
has been proposed directly or not from the item proposal document

Configure Item Proposal Transaction code: VOV8

Path:
IMG Sales and Distribution Master data Item Proposal
[Product Proposal] Define Item Proposal types Choose sales
document type PV from the position button Select it and click on details
icon

26 | P a g e
27 | P a g e
 CHAPTER 5
IMPLEMANTATION
AND
CONFIGURATION

28 | P a g e
Inquiry Type: Create for the Institutions customers for a particular product in a particular
Sales area

Menu Path

29 | P a g e
Initial Screen

30 | P a g e
Screen second: Fill Sold to Party, Ship to party and Material Number.

31 | P a g e
Quotation Type: Create Quotation in response of Inquiry is generated or customers need
Quotation

Initial Screen

32 | P a g e
Second Screen:

33 | P a g e
Sales Order: Standard sales order for both institutional and retailer buyer is created

Initial Screen

34 | P a g e
Sales Order second screen: A sales order number is generated which is used by
delivery document and Invoice document in sales cycle

35 | P a g e
Cash Sales Order: It is created when sales is happened only when product is available for
delivery. After sales order invoice is generated automatically no delivery document is
generated

Initial Screen

36 | P a g e
Cash Sales Order Second screen

37 | P a g e
Delivery Document is created automatically

Delivery: Document

38 | P a g e
Rush Order: For the rush order process the customer places the order and collects the items
immediately, or the materials are shipped immediately. However, the customer is invoiced
later.
Initial Screen

39 | P a g e
Second Screen

40 | P a g e
Delivery Document

41 | P a g e
Return Order: sold material return back to Organization due to some reason such as broken
material, expired medicines and extra material etc.

Initial Screen

Second screen

42 | P a g e
43 | P a g e
44 | P a g e
Item Proposal An item proposal is a list of materials and order quantities that are regularly
ordered together by a customer. They are sales-area–specific and can be referenced when
creating the sales order. Each time a sales order is created and the item proposal referenced,
the system automatically copies the item proposal from which to select materials and
quantities. This can greatly speed up order entry time by the sales people.
Menu path

45 | P a g e
Initial Screen

46 | P a g e
Second Screen for creating item proposal for material and quantity

Item proposal number is generated.

47 | P a g e
Step 2: Go to customer master record and assigned in sales area data item proposal number

48 | P a g e
Step 3: create a sales order for a customer in which item proposal is assigned

49 | P a g e
50 | P a g e
System automatically taken quantity and material for the customers

51 | P a g e
 CHAPTER 6
CONCLUSION
.

52 | P a g e
 There are various benefits of an integrated solution such as SAP in an

organization. Commercial benefits would include having a single source

for your financial information. Capturing your business transactions in

one location allows you to easily review inventory, customer and vendor

activity. On the technical side, a solution on a single platform will enable

easier maintenance and support, reducing costs. Having a consolidated

system means fewer interfaces to support.

 Sales order processing described the complete process, starting with the

pre-sale, to the establishment of the sell order, Continued enforcement of

orders of sale, and ending with the billing of the order of sale and the

parallel process of the creation of the posting in financial accounting

53 | P a g e
 CHAPTER 7
BIBLIOGRAPHY

54 | P a g e
 MARY CHARLESON Successful companies define core, supporting

strategies Businessvancover May 6-12, 2003 Issue 706

 www.medterms.com/script/main/art.asp?articlekey=15477 assessed on

Monday 8th March 2010, 3:30p.m

 ―International Marketing Strategies in India‖ by Prathap and Micheal,

Vikalpa (IIMA),Oct-Dec 2005

 Tufts Center for the Study of Drug Development 2001, ‗Tufts Center for

the Study of Drug Development Pegs Cost of a New Prescription

Medicine at $802 Million‘, Press Release, 30November.

 http://help.sap.com/printdocu/core/print46c/en/data/pdf/SDBF/SDBF.pdf

assessed on Wednesday 10th March 2010, 3:30p.m

 SAP for Industrial Machinery & Components SAP-SD-Configuration-

Guide published by SAP Solution Brief

 Glynn C. Williams [2008] ―Implementing SAP ERP Sales & Distribution‖

Tata McGraw-Hill, Edition 2008 page no 55-103 & 243-283.

 Kogent [2010] ―SAP SD Black Book‖ Dream Tech Publication, Edition

2010 page no 66-150

55 | P a g e