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Enterprise Structures in Sales and Distribution A Sales Organization represents the organizational structures in sales and distribution.

A Sales organization is assigned to exactly one company code. A Sales organization is assigned to one or more plants. Sales Order Processing Each sales order is assigned to unique sales area. You can enter different types of master data in the R/3 System such as information on business partners materials customer/material item proposals bills of material prices discounts and rebates taxes freight output and texts. !hen you enter a sales document you can also enter the ship"to party instead of the sold"to party. #he system then determines the sold"to party from the ship"to party. • $f there is exactly one sold"to party for the ship"to party the system can do this automatically. • $f there are se%eral possible sold"to parties for the ship"to party the system displays a selection screen &ith the possible alternati%es. • $f a sold"to party cannot be determined the system issues an error message in the status bar. #he business data in a sales document is ta'en from the master data records for the different business partners. #he deli%ery address and tax information are ta'en from the ship"to party master record. #he payment conditions in the document come from the payer master record. You can define Business Data at the document header or for each item. You can decide in customizing for the item category &hether the business data at item le%el can differ to the business data at header le%el. !hen you enter an item to be deli%ered the R/3 system attempts to determine a deli%ering Plant Automatically from the master data. (uring its search the system chec's se%eral master data records) • *irst chec's in the customer"material info record • Second the system chec's the customer master record for the ship"to party. • At last the plant is determined from the material master record. $f there isn+t a plant in the material master record the system &ill be unable to determine a %alid plant. And if the system is unable to determine a %alid plant it cannot determine any other document data either. #he Sales Summary helps you to create documents by displaying a %ariety of rele%ant information about the customer.

artner output text and material determination pricing credit management incompleteness chec's and deli%ery scheduling. #hese include) . You need to configure se%eral sales functions for the sales documents. Controlling Sales Documents wit t e "tem Category (ifferent item categories are deli%ered &ith the system to support the different business processes. #he essential characteristics of an item category decide) .*ast change in document) #he fast change function allo&s you to change se%eral items of a document at the same time. You can set a billing bloc' in the document header and in the indi%idual items. #his gi%es the items the status completed. You can enter reasons for re-ection for one or more items. You can also sa%e default %alues that appear &hen you create a document. You can enter a reason for Rejection for one or se%eral items. #o do this the default sold"to party must be flagged as such in the customer master. Controlling Sales Documents wit Sales Document !ypes You need to configure the system for for&arding data from the sales document to subsequence document according to your needs.ustomizing for the sales documents type you configure the settings that influence the sales processes. $n . You can create a suitable copying requirement in copying control to pre%ent theses items from being copied into subsequent documents. #he incompleteness log of the sales document ensures that the person responsible replaces the default customer %alue &ith the actual sold"to party. . You can o%er&rite theses %alues at different le%els of the document to match particular procedures. You can use different functions for different sales document types.hanging se%eral documents) You can use the document list to change any documents at the same time You can Block the transactions for shipping and billing. You can do this in copying control. #he first t&o characters pro%ide a clue to the sales document type that &as originally designed for these item categories. (ifferent sales document types are deli%ered &ith the system to represent the different business processes. !hen the sold"to party is changed the changed %alue runs through the same chec's as the initial entry. #he item category is defined &ith four"digit 'ey. #he item category controls &hat the item does in the sales document and in any later processing for that business transaction. As a result a %ariety of data is re"determined.

Schedule line categories are assigned to item categories.• • • • • !hether business data in the item can be different to that of the document header !hether pricing applies to the item !hether and ho& an item is billed !hether the item refers to an item or &hether it is -ust a text item !hich incompleteness log is used to chec' the item data E%ery item in a sales document is controlled through its item category. Schedule lines contain deli%ery dates and quantities as &ell as information about the requirements transfer and in%entory management. You can assign schedule line categories to each item category. .onfigure the system to propose an item category &hen you create an order " (efine alternati%e item categories to the system proposal. $n the Sc edule $ine Category you set the mo%ement type to control &hich changes to quantities and %alue are posted to in%entory accounting. 0ther examples for using sub"items include the explosion of 102s or ser%ice item in sales documents. #hey are a prerequisite for deli%ering materials. #his assignment is influenced by the item category group from the material master record item usage &hich in certain cases is set internally in the program and item category of a higher"le%el item. $tem categories are assigned to sales document types. #he system explodes the 102 in the sales order by automatically generating sub"items for the components. #o determine ho& far the 102 should be exploded in the sales document you need to define the extent of the structure of the item category for the main item. #he indi%idual item categories control &hat a bill of material can do in a sales document. #he purpose of this assignment is to) " . $f you create a 102 material &ith 102 usage 5 3S(4 all the items in the bill of material &ill be automatically flagged as rele%ant to sales. All the items in the bill of material 3BO#4 that you &ant to control in the sales document must be flagged as rele%ant for sales. You can assign an item to a higher"le%el item if for example a customer recei%es free goods for ordering a certain quantity of your product. Controlling Sales Documents wit t e Sc edule $ine Categories (ifferent schedule line categories are deli%ered &ith the system to pro%ide different control options for the items through the sales process. #his enables you to) " /se different item categories in different sales document types " Realize different business processes for each item in the sales document.

onfigure the system to propose a schedule line category automatically &hen you create an order.S and prints a document that can be gi%en to the customer as an in%oice. !hen you sa%e a Rus Order the system automatically creates a deli%ery of type (*.#he purpose of this assignment is to) • . #his transaction isn+t billed because the consignment stoc' remains the property of the company. #o do this you ha%e to chec' the (ocument *lo& update field at item le%el in copying control. #he system then determines the document number of the required reference document. $n the sales document type for Cas Sales the immediate deli%ery s&itch and deli%ery type . #he system ta'es t&o steps to automatically determine the schedule line category) • *irst it tries to determine the schedule line category using the 'ey combination of item category and 2R.4 type in the material master record. #he goods issue sets up a special stoc' at the customer+s. An in%oice is not created until the customer &ithdra&s the goods from the consignment stoc'.onsignment issue. !hen you sa%e the cash sales the system automatically creates a deli%ery of type . Special Business !ransactions $n the sales document type for immediate deli%ery the immediate deli%ery s&itch and deli%ery type (* are configured. !hen you create &ith reference to preceding documents you frequently ha%e to update the information about referred quantities or %alues. #he customer has the right to return consignment goods up until that point. Data %low You can create a sales document &ith reference to a preceding document from both the initial screen and during document processing6 the process is controlled using a uniform dialog box. #his transaction is rele%ant for billing $f the customer returns the goods consignment pic'"up this transaction credits the special customer stoc' during the goods issue. 7o&e%er the goods remain in the %aluated stoc's of the deli%ering plant. type. #his transaction is not rele%ant for billing. !hen goods are issued both the customer special stoc' and the stoc' in the deli%ering plant are reduced. You process consignment fill"up. .S are configured. . • (etermine the schedule line categories that the user can choose instead of the system proposal #he assignment is influenced by the material requirement planning 32R. • #he system searches for the 'ey combination of item category / no 2R. $n Consignment Processing goods are deli%ered to the customer but remain the property of the company until they are actually used. type.

$n the process the customer master of the sold"to party is accessed. #hey are proposed automatically in the document header &hen you create a sales document.artner relationships are usually already defined in the customer master. !hen you define the status groups you decide &hich steps should be pre%ented if data is missing.#he re%erse consignment issue the goods issue sets up the special stoc' at the customer+s again. !hen you create sales documents the business partners are automatically copied from the customer master. . "ncompletion An incompleteness log is a list of all the data essential to your company in a sales document that has not yet been entered in the system. Business Partners and Partner Determination You can maintain partner relationships both in sales documents and in the master data. !hen you define the account group you determine) • *or each data field &hether it is displayed or not and &hether maintenance is mandatory optional or not possible • #he number range • A number of other control elements such as for partners and texts of the customer master. A status is assigned to each field in the incompleteness procedure. You can guarantee this by assigning Permitted Partner %unctions to each account group. #he . $n customizing for sales document types the incomplete messages field allo&s you to control &hether "ncomplete Sales Documents can be sa%ed or not. #he account group controls the amount of data and the response of customer master records. *or organized sales processing it is important that each customer is only used for the functions &ithin a document that ha%e been assigned to him or her. $ncomplete document data affects further processing in different &ays. As a result the account group of a customer also controls the possible partner functions. 1ecause you control the customers through the account group you assign all the defined partner functions to each account group. A credit memo is generated based on the consignment returns. $f this s&itch is not set then the further course of the business process is determined from the status groups of the incompleteness procedure. You can define these data fields in customizing. You create a deli%ery free"of charge document for example &hen you &ant to send your customer a sample or &hen you need to deli%er material for an order due to a complaint. $n customizing you decide &hether se%eral partners can be assigned to one partner function in the customer master.

You can also use other sources to automatically determine business partners in sales documents such as the tables for customer hierarchy 389:74 contact persons 389:84 credit representati%es 3#. #he release order is a type of a sales order. Assortment modules for %alue contracts are maintained in the master data for products.ustomer restriction and material restrictions. #he release order is then processed li'e a standard order. You can define a %alidity period for each material in the assortment module.<=. Any special agreements regarding prices or deli%ery deadlines are copied from the contract. !hen you create a release order the system chec's the respecti%e entry date against the %alidity period. Outline Agreements 0utline agreements play an important role in nearly all business processes.ontracts can co%er both goods and ser%ices. .system can also copy a partner function from the other customer master records to create a partner for the sales document by specifying the source of the partner function and the determination sequence.hec' at header / item le%el • .hec' at header / item le%el and branch immediately to selection list #he &alue Contract can contain other agreements bet&een you and your customer that are chec'ed in the release orders) Special price agreement . You can configure for the sales document type so that &hen you create a release order the system automatically searches for any open outline agreements.4.ustomer and %endors agree on the goods to be pro%ided under certain conditions and &ithin a specific timeframe. You can restrict the materials that can be released in a %alue contract. A Sc eduling Agreement is an outline agreement bet&een you and a sold"to party that is %alid for a certain period of time. #he system adds up the quantities that ha%e already been entered and compares them to both the target quantity and the quantity already shipped. Release orders are created &ith reference to a contract. #he scheduling agreement contains fixed deli%ery dates and quantities. Schedule lines are created in the release order &hen it is placed. #his generates a document flo& record that allo&s you to update released quantities and %alue in the contract. #here are t&o types of Contracts > %alue and quantity. . 0utline agreements streamline business processes for both partners in a business relationship. You can choose se%eral options for the search and ho& the system should react if the search is successful) • . A release order releases a partial quantity of the agreed total %alue of the goods or ser%ices from a contract. Se%eral functions exist for searching for the rele%ant contract) .hec' at header / item le%el and copy if unique • . #he customer fulfills the contract &ith indi%idual releases.

You can assign a substitution reason to e%ery master record in material determination that defines ho& the material should be determined. You can use the condition technique to define the #aster Data for material determination at any le%el. #he system automatically ad-usts the open billing dates if you ma'e a subsequent change to the target %alue in an item in the %alue contract. #hese rules start the document on one of dates that you ha%e set. Same products are sold in different pac'aging materials.• • Search for suitable contracts using the partner number Search for suitable partners using the contract number A 1illing plan allo&s you to bill the contract for se%eral dates and partial quantities at once. You can maintain contract data at both the header and the item le%el in the sales document. (uring order entry the material ordered by the customer is replaced by the substitute defined in the master record.ustomizing. $n automatic product selection the system replaces the entered material automatically if it is not a%ailable.ontract data at header le%el is %alid for all items as long as the data at item le%el is not different. #aterial Determination and $isting ' E(clusion 2aterial determination pro%ides you &ith a tool for automatically exchanging materials in the sales document. !hen you enter an order the system tries to fill the quantity of the order . . You can use different material numbers for the same products. You can create data records using the material number or a combination of the material and customer numbers. Any inter%al you specify can also be added to this date. • !8< 2aterial"related %alue contract) #his is used &hen the contract contains exactly one material You can maintain the %alue contract material in the item category. You can also schedule the date for the beginning or end of the month that is determined in this manner. #here are t&o types of %alue contracts in the system) • !8? @eneral :alue contract) #his order type allo&s you to refer to different materials and ser%ices according to the selection options described earlier. 2aterial master records exist in the system for managing these stoc's. You define the date determination rules in . 9ormally both the sold"to party and other business partners are authorized to release from a contract. #he partner determination procedure assigns the partners authorized to release against the contract.

You define in the sales document type &hether the system chec's the material listing or not. You can choose &hether or not you &ant to re"run material determination &hen the deli%ery is created. #he sequence of the substitution materials in the master data influences the result of the Automatic Product Selection in the order.eriod • Ao&est Buantity • (eli%ery . #he ordered goods and the free goods both in%ol%e the same material. #hese are called E(clusi*e Bonus +uantities. *ree goods can also ta'e the form of extra goods that are free of charge. #he material that has been ordered is entered as a main item the free goods material is automatically displayed as a sub"item. You &ant to ma'e sure that your customer only recei%es specific materials. You enter these materials as a material exclusion. *ree goods are generally regarded as a supplement to the pricing agreement for a material. #his is called an "nclusi*e Bonus +uantity.&ith the first material in the material determination master record. #he condition technique is used for free goods.rices and (iscounts / Surcharges &hen maintaining the master records You can define master record for free goods at any le%el for example material customer / material price list category/ currency / material or customer hierarchy / material.alculation #ype • Scales . $f there is not enough of this material it fills the remaining quantity &ith the next material. You can restrict master records for one le%el in many different &ays) • :alidity . %ree )oods *ree goods can be part of the order quantity not included in the in%oice.ontrol • . You &ant to ensure that the customer does not recei%e certain materials. You enter these materials as a material listing. #he quantity units of the free goods and ordered goods must be the same. $f you &ant the material that is first entered in the order to be included in the substitution then you must enter it in the substitutions list. $f material determination is re"run the result of the substitution may change due to the ne& a%ailability situation. You maintain the free goods in the master records for sales by) /sing a different menu entry . You can assign a material determination procedure to each sales document type. #he extra goods are deli%ered free of charge and are not typically included in the in%oice.

#aterial Determination $f the system automatically replaces the old material because it is no longer a%ailable you can re"execute substitution &hen you create a deli%ery. #he components are then listed in the document as sub"items for the main item. Bills o. #his is useful if the amount of a%ailable material changes bet&een creating the order and the deli%ery. • #he additional quantity is the quantity deli%ered free"of charge. . • $s the quantity that is calculated from the discount quantity.!hen you specific a calculation rule you decide ho& the system determines the free goods quantity from the additional and document quantities. #his allo&s the system to create an order"related billing document. #aterial #he material that has a bill of material is entered in the order. #he system automatically creates the deli%ery once the sales document has been sa%ed. #his is the main item of the bill of material. #he item category of the main item is determined. #he system determines an item category for each sub"item.ic'ing is not necessary as the employees can only buy goods &hich are a%ailable in the shop. #his item category controls &hether and ho& the 102 is exploded $f the 102 should be exploded the system does it automatically. . You can see detailed information about free goods in the profitability analysis and statistics. #he order confirmation can contain either the material that &as ordered or the substitution material. • #he document quantity is the quantity entered by the person creating the sales order. Sales to Employees #he goods offered to employees at a reduced price can be obtained from a special shop set up for employees an a%ailability chec' and transfer of requirement are not necessary. @oods issue can be posted manually for a single deli%ery or automatically in the bac'ground at the end of each day.