Pre-Sales Activities& Document Flow

Enterprise Systems
Dated: 21-12-2020
Lec-9
• Learn the basics of Pre-Sales Activities in
Sales and Distribution Process or Document
Flow

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 Pre-Sales Activities

SAP ERP
SAP ERP Sales and Distribution module treats
the sales order process as a cycle of events:
1. Pre-sales activities
2. Sales order processing
3. Inventory sourcing
4. Delivery
5. Billing
6. Payment
 Pre-Sales Activities
SAP ERP
There are two categories of pre-sales activity:
1. Sales Support
2. Pre-sales Documents
Sales Support allows for tracking of customer contacts
by including sales visits, phone calls, letters and direct
mailings.
 Pre-Sales Activities
SAP ERP
Mailing lists can be generated based on specific
customer characteristics. Basically an Integrated CRM
system.
Software Application Product
 Pre-Sales Activities
SAP ERP
Pre-sales contacts include inquiries and quotes.
Inquiries document customer requests for information
(“how much is . . .”, “is the product in stock . . .”).
 Pre-Sales Activities
SAP ERP
Quotes are required documents to a customer
offering a specific quantity of material at a specific
price if accepted within a specific period.
Both Inquiries and Quotes can be used as a starting
point to create a customer order.
 Document Flow
• Understand the document flow in Sales and
Distribution (SD) Process

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 Document Flow

• Four different types of documents are

created in Sales and Distribution (SD) Process
1. Order
2. Delivery
3. Invoice
4. Accounting

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 Document Flow

• The SD process consists of a chain of steps.

Each step
• in the process causes the creation of a
document which can be used to track the
progress of the sales order. All changes to
documents (sales orders, delivery, etc.)
creates a document for tracking.

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 Document Flow

• Quality Information is maintained :

1. Accurate
2. Complete
3. Consistent
4. Unique
5. Timely

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