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Sales & Distribution

(SD)

BPI - Overview

January 2007 (v1.0)

The Rushmore Group, LLC

1

SD: Functionality
• • • • • • Sales Support Sales Shipping and Transportation Billing Credit Management Foreign Trade

January 2007 (v1.0)

The Rushmore Group, LLC

2

Sales & Distribution

Org Structure & Master Data

January 2007 (v1.0)

The Rushmore Group, LLC

3

SD: Organizational Structures
S&D Structure • Client • Company Code • Sales Area
– Sales Organization – Distribution Channel – Division

Internal Sales Structure • Sales Offices • Sales Groups • Salesperson

• Plant • Shipping Point • Loading Point

January 2007 (v1.0)

The Rushmore Group, LLC

4

0) The Rushmore Group.SD: Structure for Sales Order Processing Client 410 Sales Area Company Code C100 Sales Org S100 Plant P100 Plant P101 Distribution Channel (RE) Division (01) January 2007 (v1. LLC 5 .

LLC 6 .SD: Internal Sales Structure US Sales Office S100 Western Sales Office Eastern Sales Office Northwest Sales Group Salesperson 1 Salesperson 2 Salesperson 3 Southwest Sales Group Salesperson 4 Salesperson 5 Northwest Sales Group Salesperson 6 Southwest Sales Group Salesperson 7 Salesperson 8 Salesperson 9 January 2007 (v1.0) The Rushmore Group.

0) The Rushmore Group.SD: Structure for Distribution Client 410 Company Code C100 Plant P100 Plant P101 Shipping Point Rail Dock Shipping Point Express Dock Shipping Point Freight Dock Loading Point LP03 Loading Point LP02 Loading Point LP01 January 2007 (v1. LLC 7 .

0) The Rushmore Group. LLC 8 .SD: Master Data Condition Master Data Customer Master Data Material Master Data Cust/Mat Info Record Output Master Data January 2007 (v1.

invoices and customer payment – Every customer MUST have a master record • Customer Master Data is created by Sales Area – Sales Organization – Distribution Channel – Division January 2007 (v1.0) The Rushmore Group.SD: Customer Master Data • Customer Master – Contains all of the information necessary for processing orders. deliveries. LLC 9 .

0) The Rushmore Group. LLC 10 .SD: Customer Master Data • The customer master information is divided into 3 areas: – General Data – Company Code Data – Sales Area Data January 2007 (v1.

LLC 11 . Mgmt Payment Bank Sales Area specific information: Sales Office Currency Company Code 102 Company Code 101 Company Code 100 Sales Org. 101 Sales Org. 100 January 2007 (v1.0) The Rushmore Group.SD: Customer Master General Information relevant for the entire organization: Name Address Communication Client 410 Company Code specific information: Acc.

0) The Rushmore Group.SD: Master Data • Material Master – Contains all the information a company needs to manage about a material – It is used by most components within the SAP system • • • • • • Sales and Distribution Materials Management Production Plant Maintenance Accounting/Controlling Quality Management – Material master data is stored in functional segments called Views January 2007 (v1. LLC 12 .

SD: Material Master Views Sales Data Basic Data Purchasing Data Mat. LLC 13 . Data Material Master Forecasting Data Storage Data Controlling Data Quality Data Accounting Data January 2007 (v1. Plan.0) The Rushmore Group.

LLC 14 .SD: Material Master General Information relevant for the entire organization: Name Weight U/M Client 410 Sales specific information: Delivery Plant Loading Grp Storage Location specific information: Stock Qty Plant 102 Plant 101 Plant 100 Storage Location 20 Storage Location 10 January 2007 (v1.0) The Rushmore Group.

• Info Records contain: – customer-specific material number – customer-specific material description – customer-specific data on deliveries and delivery tolerances • You can also maintain default text to appear on sales orders for that customer January 2007 (v1.0) The Rushmore Group.SD: Customer-Material Information Record • Data on a material defined for a specific customer is stored in a Customer material info record. LLC 15 .

0) The Rushmore Group. LLC .SD: Condition Master (Pricing) • Condition master data includes: – – – – – • Prices Surcharges Discounts Freights Taxes You can define the condition master to be dependent on various data: – Material specific – Customer specific • Conditions can be dependent on any document field 16 January 2007 (v1.

SD: Output • Output is information that is sent to the customer using various media. such as: – – – – – E-mail Mail EDI Fax XML • Output examples: – Quotation – Confirmation – Invoice January 2007 (v1.0) The Rushmore Group. LLC 17 .

LLC 18 .0) The Rushmore Group.Sales & Distribution Sales Sales Order Process January 2007 (v1.

0) The Rushmore Group. LLC .Sales: The Process Pre-sales Activities Sales Order Entry Check Availability Pick Materials Receipt of Customer Payment Invoice Customer Pack Materials Post Goods Issue 19 January 2007 (v1.

distribution. LLC 20 . internet. and trade fair campaigns based on customer attributes • Pre-sales documents need to be managed within the presales activities: Inquiries and Quotations.0) The Rushmore Group. These documents help identify possible sales related activity and determine sales probability. It contains the following functionality: – Creating and tracking customer contacts and communications (sales activity) • • • • Phone call records On-site meeting Letters Campaign communication – Implementing and tracking direct mailing.SD: Pre-Sales Activities (CRM Light) • Sales Support is a component of SD that assists in the sales. and marketing of a companies products and services to its customers. January 2007 (v1.

LLC 21 . • Information needed: – – – – – – Past sales activity Past communication Contact information General Company info Credit limits and usage Current backorders • 360º view of your customer January 2007 (v1.SD: Pre-Sales Activities (CRM Light) • The ultimate goal of all presales activities is to equip the sales technician with all the information necessary to negotiate and complete the potential sale.0) The Rushmore Group.

0) The Rushmore Group. LLC 22 . – How much will it cost – Material/Service availability – May contain specific quantities and dates • The inquiry is maintained in the system and a quotation is created to address questions for the potential customer.SD Process: Inquiry • An inquiry is a customer’s request to a company for information or quotation in respect to their products or services without obligation to purchase. January 2007 (v1.

SD Process: Quotation • The quotation presents the customer with a legally binding offer to deliver specific products or a selection of a certain amount of products in a specified timeframe at a pre-defined price. LLC 23 . January 2007 (v1.0) The Rushmore Group.

LLC 24 January 2007 (v1.0) .SD Process: Sales Order • Sales order processing can originate from a variety of documents and activities – Customer contacts us for order: phone. internet. email – Existing Contract – Quotations • The electronic document that is created should contain the following basic information: – – – – – – Customer Information Material/service and quantity Pricing (conditions) Specific delivery dates and quantities Shipping information Billing Information The Rushmore Group.

SD Process: Sales Order • The sales document is made up of three primary areas: – Header • Data relevant for the entire sales order: Ex: customer data. contains delivery quantities and dates for partial deliveries January 2007 (v1. total cost of the order – Line Item • Information about the specific product: Ex: material and quantity. LLC 25 . cost of an individual line – Schedule Lines • Uniquely belongs to a Line Item.0) The Rushmore Group.

the following information is determined for each sales order: – – – – – – Delivering Schedule Shipping point and route determination Availability Check Transfer of requirements to MRP Pricing Credit limit check The Rushmore Group.0) . LLC 26 January 2007 (v1.SD Process: Sales Order • The sales order contains all of the information needed to process your customers request.

January 2007 (v1. or ATP (Availablity to Promise) date. • The system will then determine a delivery timeline. • The system will determine this date using forward and backward scheduling rules you have defined. this will be used when determining our material availability.0) The Rushmore Group.Sales Order: Delivery Scheduling • When an order is created the you must enter a requested delivery date for the order or each line item. LLC 27 .

Sched. LLC 28 . Loading Goods Issue Requested Delv.0) The Rushmore Group.Sales Order: Backward Scheduling Order Date Material Availability Transp. Sched. Date 1st 2nd 3rd 4th 5th 6th Transit Time (2 days) Pick & Pack Time (2 days) Transp. Time (1 day) Loading Time (1 day) January 2007 (v1.

Date 1st Pick & Pack Time (2 days) 2nd 3rd 4th 5th Loading Time (1 day) 6th 7th Transp. LLC 29 . Sched. Time (1 day) Transit Time (2 days) January 2007 (v1. Material Availability Sched. Date New Delv.0) The Rushmore Group.Sales Order: Forward Scheduling Order Date Transp. Loading Goods Issue Requested Delv.

• A shipping point is determined for each line item within the order.0) The Rushmore Group. January 2007 (v1.Sales Order: Shipping & Route Determination • During the creation of the sales order the system must determine the shipping point from which the material will be shipped and the route the material will take to get from your warehouse to your customers location. LLC 30 . • The route determination will is used to define the transit time of the material that we used in scheduling.

Sales Order: Availability Check • Availability Check – Determines the material availability date – Considers all inward and outward inventory movements • Proposes 3 methods of delivery – One-time delivery – Complete delivery – Delayed proposal • Rules are created by YOU January 2007 (v1.0) The Rushmore Group. LLC 31 .

LLC 32 . or Order to fulfill the shortage. If a deficit is found the system will propose a Purchase Req. January 2007 (v1.0) The Rushmore Group.Sales Order: Transfer to Planning • The order is transferred to Material Requirements Planning as an (CIR) Customer Independent Requirement.

0) The Rushmore Group. – Header pricing is valid for the whole order it is the cumulitive of all line items within the order – Line item pricing is for each specific material. surcharges. LLC 33 .Sales Order: Pricing • The system displays pricing information for all sales documents on the pricing screens at both the header and the line item level. You have the ability to manually manipulate the pricing at both the header and line item level within the sales order by entering a condition type and amount. • The system will automatically search for price. discounts. calculate taxes and freight. January 2007 (v1. – Taxes and freight can be set-up so we can’t manually enter.

Sales Order: Credit Check • Allows your company to manage its credit exposure and risk for each customer by specifying credit limits.0) The Rushmore Group. January 2007 (v1. • During the sales order process the system will alert the sales rep about the customers credit situation that arises. LLC 34 . if necessary the system can be configured to block orders and deliveries.

SD Process: Shipping & Transportation • The shipping process begins when you create the delivery document for the sales order.0) The Rushmore Group. and monitors numerous sub-processes for shipping processing: – Picking – Packing – Post Goods Issue • Integrated with the Material Management (MM) and Finance (FI) modules January 2007 (v1. This document controls. LLC 35 . supports.

LLC Complete Delivery 36 .SD Process: Shipping Sales Order 1 Sales Order 4 Sales Order 5 Sales Order 2 Delivery 8…13 Delivery 8…16 Sales Order 3 Delivery 8…14 Delivery 8…12 Delivery 8…15 Order Combination January 2007 (v1.0) Partial Delivery The Rushmore Group.

0) The Rushmore Group. completeness • Confirms availability • Confirms export/foreign trade requirements • Determines total weight & volume January 2007 (v1.SD Process: Delivery Creation • Checks order and materials to determine if a delivery is possible — delivery block (hold). LLC 37 .

0) The Rushmore Group.SD Process: Delivery Creation • • • • • • • • • Generates packing proposal Calculates weight and volume Checks scheduling Considers partial deliveries Updates route assignment Assigns picking location Determines batches Quality check (if needed) Updates sales order January 2007 (v1. LLC 38 .

LLC 39 . quantities January 2007 (v1.products.0) The Rushmore Group.SD Process: Delivery Document • The Delivery Document initiates the delivery process and is the control mechanism for this process – – – – Picking Packing Loading Posting Goods Issue • Changes to delivery are allowable .

0) The Rushmore Group.Delivery: Picking • • • • Quantities based on delivery note Assigned date when picking should begin Automated storage location assignment Supports serial number/lot number tracking and batch management • Integrated with Warehouse Management (WM) January 2007 (v1. LLC 40 .

0) The Rushmore Group. LLC 41 .Delivery: Loading and Packing • Identifies which packaging is to be used for specified products (customer preference and UCC128 considerations) • Identifies and updates accounts associated with returnable packaging • Tracks the packed product by container • Insures weight/volume restrictions are enforced • All packed items are assigned to the required means of transportation January 2007 (v1.

Delivery: Goods Issue • Event that indicates the legal change in ownership of the products • Reduces inventory and enters Cost of Goods Sold • Automatically updates the General Ledger (G/L) accounts • Ends the shipping process and updates the status of the shipping documents January 2007 (v1. LLC 42 .0) The Rushmore Group.

– Order-based billing – Delivery-based billing • The billing process is used to generate the customer invoice. LLC 43 . January 2007 (v1.0) The Rushmore Group. • It will update the customer’s credit status.SD Process: Billing • The billing document is created by coping data from the sales order and/or delivery document.

• It is at this point that the sales process is passed over to Financial Accounting to await payment. LLC 44 .0) The Rushmore Group.SD Process: Billing Documents • The billing document will automatically create a debit posting to your customer sub-ledger account and credit your revenue account. January 2007 (v1.

LLC 45 .SD Process: Billing Methods Delivery based Invoicing Delivery 8…20 Invoice 9…45 Invoice 9…46 Order 6 Delivery 8…21 Delivery 8…33 Collective Invoicing Order 9 Delivery 8…34 Order 14 Delivery 8…56 Invoice 9…68 Split Invoicing Invoice 9…91 Order 32 Delivery 8…86 Invoice 9…92 January 2007 (v1.0) The Rushmore Group.

– Reconciling differences between payment and invoice.SD Process: Payment • Payment is the final step in the sales order process. January 2007 (v1. • Payment will create a posting clearing the liability in the A/R account and decreasing your bank account.0) The Rushmore Group. LLC 46 . this step is managed by the Financial Accounting department. • Final payment includes: – Posting payments against invoices.

January 2007 (v1.SD Process: Document Flow • The document flow and order status feature allows you to find the status of an order at any point in time. LLC 47 .0) The Rushmore Group. The SAP updates the order status every time a change is made to any document created in the customer order management cycle (Order-to-Cash).

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