Overview_SalesandDistr.pdf

7/27/2019 Overview_SalesandDistr.pdf

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Sales and Distribution in SAP ERPSAP enhancement packages for SAP ERP 6.0

and SAP CRM 7.0


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SAP AG 2009. All rights reserved. / Page 2

1. Sales and Distribution (SD) in SAP ERP1.1. Overview

1.2. Organizational and master data

1.3. Sales process and subsequent functions

2. News in SD and extended sales process

1.1. News in sales with SAP Enhancement Packages:

Role Internal Sales Rep and Configurable Sales UI

1.2. SAP E-Commerce for SAP ERP1.3. Sales with SAP CRM 7.0

Agenda


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Overview: sales business process

mySAP ERP offers a Complete Sales Cycle from Planning and

Execution to Analysis

PresalesActi vi ties

1

Integrated

Master Data:

Customer,

Material, Prices

Inquiry andQuotationProcessing

Sales Order

Management

4

Contracts andAgreements

3

Order Fulfillment

5

Billing

6

Bill Presentmentand Payment

7

Analyt ics &Planning

8

2


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PresalesActivi ti es

Sales: functional scope

Presales Activities Sales Support: Activities, Mailings

Inquiry and Quotation Management Pricing (Prices, Discounts, Taxes, etc)

Product Configuration

Contracts and Agreements Value, Quantity, Master and Service Contracts

Schedule Agreements

Sales Order Management Availability Check and Delivery Scheduling

Batch and Serial Number Processing

Cross-Selling and Product Proposals

Configurable Products, Bill of Materials

Credit Check, Payment Cards

Complaints, Returns and Backorder Processing

Order Fulfillment Pick, Pack, Ship and Order Tracking

Billing Single and Collective Invoice

Invoice List, Rebate Agreements

Credit and Debit Memos

Pro-forma Invoice

Inter Company Billing

Resource-Related Billing

Billing Plan

InquiryandQuotation

Mgmt.

Contractsand

Agreements

SalesOrderMgmt.

OrderFulfillment

Billing andPayment

Analy ticsand

Planning


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Sales: document and process flow

Example: sell-from-stock

Inquiry/Quotation/Contract

Inquiry/Quotation/Contract

Sales

Shipping

Billing

FinancialsAccountsReceivable:Open Item

AccountsReceivable:Open Item

Incoming

Payment

Incoming

PaymentAccountingDoc for GL

AccountingDoc for GL

Invoice

Invoice

Credit Check

Credit Check

Delivery

Delivery WarehousePicking

WarehousePicking Goods Issue

Goods Issue

Sales Order

Sales Order


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Agenda


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Sales organizational structures - example

Company Code.

Company Code3000 IDES US Inc.

Sales Organization3000 USA Philadelphia

Division00 Cross-division

Division01 High

Tech

Division00 Cross-division

Division02 Service

Division02 Pumps

Distribution Channel

12 Sold for resale


30 Internet Sales

Sales Organization3020 USA Denver


10 Final customer sales


30 Internet Sales

The Sales Area is the combination of Sales Organization, Distribution Channel

and Division and relevant for each sales process.


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Organizational structures in SD

Salesorganization

Distributionchannel

Division

Salesarea

1000

10

00

Sales office

Salesgroup


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Master data: customer

CustomerComputer Systems

133 W Park Ave.

80201 DENVER

Market information

Sales / Year:

100.000 USD

Employees:

1000

Sales area B

Sales district:

South

Pricelist:

Wholesale

Delivery priority:high

Ship-to-party:

Plant Munich

Plant Hamburg

Sales area A

Sales district:

South

Pricelist:

WholesaleDelivery priority:

high

Incoterms:

FH Free House

Taxes:

.

General Data

Contact person

Mr. Mller

Sales director

Mr. Meier

Engineering

Partner Functions

Sold-to-party

Ship-to-party

Bill-to-party

Payer

Employee Responsible

.


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Partner roles

Forwarding Agent

Ship-to party

Payer

Employeeresponsible

Invoice recipient

. . . . .

Sold-to party

Contact person

BusinessBusinesspartnerpartner


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Sales organization: ...

Distribution Channel:

Representative

Sales text:

Please also consider...

Product hierarchy:601 002 001 Hardware

Division:

PC

Material master

General Data

Material no.: 11

Short text: Computer 88-66X

Unit of measure: Piece

Material master

Sales organization: ...

Delivering Plant

Sales text:

Please also consider...

Product hierarchy:601 002 001 Hardware

Division:

PC

Tax Data

Item Category Group

Availability Check

Plant ...

Plant ...

MRP:

autom. recorder point

Manufacturing costs:

600, Euro

Lagerplatz: B-4CExternal storage area

Storage bin: A5

Central warehouse


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Extremely flexible automated prices and

conditions

Prices, Discounts, Surcharges, Rebate Agreements, Free Goods,Promotions, Contracts ...

...can be

differentiated

depending on

Scales

Date

Material

Country

Material GroupBusiness

Customer

Customer Group

Sales Channel

Currency


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Definition of condition types

Key Description Profile data

Scale base type Calculation rule

1- %2- %4- %

Scale base type Calculation rule

100 KG1000 KG

10000 KG

1- $ per 1 KG3- $5- $

Examples

PricePricePR00PR00

Discount %Discount %K007K007

Discount/weightDiscount/weightK029K029

Calculat ion rule: percentageScale base type: value scale

Calculation rule: amount/weightScale base type : weight scale

100 $1000 $

10000 $


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Creation of condition records

price master data

1. Period01.03. - 30.04.

Condition type: KA00 special offer disc.

Sales organization: 1000

Distribution channel: 01

Customer: K1

Material: M1

2. Period01.05. - 30.05.

Level at whichthe conditon

is defined

1000 $ 1- %2000 $ 2- %3000 $ 3- %

Lower limit: 5-%Upper limit: 0%

1000 $ 2- %2000 $ 3- %3000 $ 4- %

Lower limit: 5-%Upper limit: 0%


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Pricing procedure price determination in the

sales document

Sales document Sold-to partyPricing procedure

Sales organization, distr. channel, division

Cash discount

Cash disc. Basis

Output tax

Net value 2

FreightHeader disc. %

Net value

Discount value

Discount %

Discount %

Spec. offer disc.

Gross valuePrice

Description

3-5

2

Ref. level

x

Manual

SKTO13

12

MWST11

10

HD009HA008

7

6

2RA005

2RA014

2KA003

22PR001

RequirementCondition typeStep


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Access sequence search strategy to find the

right condition record

PR02PR02

Discount %Discount %

Special

General

Condition type

Accesssequence

PricePrice Access sequence PR02

Access sequence K007

1. Customer/material

2. Price list/currency/material

3. Material

1. Customer/material

2. Price list/currency/material

3. Material

K007K007

Discount for majorcustomerDiscount for majorDiscount for majorcustomercustomerK020K020 Access sequence K020

PR00PR00

Condition tables


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Overview: price determination

Pricing Procedure

1. Price PR00

2. Discount 1 KA00

3. Discount 2 RA01

Document

Item 10 120 pc

Condit ion type: PR00

Access sequence: PR02

Access sequence: PR02

Condition tables:

1. Customer/material2. Price list/currency/material3. Material

No valid record availableValid record available

Records for cond. type PR00

PR00 Price 99 $

KA00 Discount 1- $

RA01 Discount 2- %

from 1 pc 100 $from 100 pc 99 $from 200 pc 98 $


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Agenda


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Big Variety

ofOrder

Processes

Support of different sales variants

Inter Company Orders

3rd Party Orders

Make-to-Order

Scheduling Agreement

Assemble & Configure-to- Order

Consignment

Rush Order

Service Orders

Standard Order

Inquiry/Quotation

Cash Sales

Interaction Center Orders

Returns

Internet OrdersEDI & BAPI-Enabled Orders

Free of Charge Orders andSubsequent Deliveries


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Basic functions in sales documents

Material requirements planning

No materials planning

No inventory management

Schedule line categoriesSchedule line categories

Standard item

Free item

Text item

Item categoriesItem categories

Sales document typesSales document types

Standard order

Request for quotation

Quotation

Partner Determination Pricing Incompleteness Discount in kind Material determination Transfer of requirements Shipment scheduling Messages Text determination Credit management ...

Basic functionsBasic functions


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Sales contract

Customer contracts are outline customer agreements that display when sales materials orservices are sold within a certain time period.

Following categories of contracts:

Master Contract: document in which you can group contracts together as lower levelcontracts. Thus, all the data that refers to other documents remains consistent. The mastercontract contains the general terms which apply for all lower level contracts.

Quantity Contract: agreement that your customer will order a certain quantity of a productfrom you during a specified period. The contract contains basic quantity and priceinformation, but does not specify delivery dates or quantities.

Value contract: contractual agreement with a customer that contains the materials and/orservices that they may receive within a time period and up to a target value. A valuecontract can contain certain materials or a group of materials (product hierarchy, assortmentmodule).

Service contract: agreement that contains the conditions for offering a certain service to thecustomer. You can manage rental and maintenance contracts in the standard version of theSAP System. A service contract contains validity dates, cancellation conditions, priceagreements, and information on possible follow-up actions.


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ABC, PhiladelphiaABC, DenverABC,

Material listItem: Value

10

Customer:

Valid:

Customer list

ABC AG

Headquarter

04/09 - 10/09

ABC AG

Headquarter

04/09 - 10/09

10.000 USD

- 10% Discount

10.000 USD

- 10% Discount

Value contracts


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Item: Value10

Customer:

Item: ValuePrint.A

Customer:Contract

alreadycompleted

Contract

alreadycompleted

Releases

Item: ValuePrint. B

Customer:

ABC AG

Headquarter

ABC AG

Headquarter

ABC,

Denver

ABC,

Denver

10.000 USD10.000 USD

ABC,

Philadelphia

ABC,

Philadelphia

Value contract


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ABC, MunichABC, HamburgABC, Zrich

Material list

Customer listCustomer list

- authorized partners(SP, SH)

- customer hierarchy

Material list- Assortment module

- Product hierarchy

Value contracts


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Related documents: sales order - delivery

Sales orderComplete delivery

1

Order combination

Partial delivery2

3

Sales order

Sales order

Sales order

Delivery

Delivery

Delivery

Delivery

Delivery


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Types of billing documents

Types of billingdocuments

Proformainvoice

Invoice

External

transactions

Invoice

list

Cancellation

Intercompany

billing

Returns

Credit / debit

memo

Cash sale


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Order- and delivery-related invoices

InvoiceOrder

InvoiceOrder

InvoiceOrder

Item 10 order-related

Item 20 delivery-related

Delivery

Delivery


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Ways to create an invoice

Invoice Split

Collective Invoice

Separate invoicefor each delivery

Sales order DeliveryInvoice

Invoice

Scheduling

agreement

Delivery

Delivery

Invoice

Invoice

Invoice

Delivery

Delivery

Delivery

Sales order

Sales order


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1. Sales and Distribution (SD) in SAP ERP

1.1. Overview



2. News in SD and extended sales process1.1. News in sales wi th SAP Enhancement Packages:


1.2. SAP E-Commerce for SAP ERP

1.3. Sales with SAP CRM 7.0

Agenda


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New Configurable Sales User-Interface in ERP

(SAP ERP 6.0, EhP4)

Sales order processing varies in each company (customer specific requirements,changes in business process etc.)

High demand on flexible and user-friendly order taking

New configurable Sales UI in ERP meet these requirements

Sales UI for is delivered as template and shall be adjusted according tocustomers need

UI adjustments can be set up easily

Currently the Sales UI is available via ERP portal role Internal Sales

Representative


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Example of configured Sales UI for Mill

Products Industry


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Role Internal Sales Representative

Quick access to

transactions

Actual Workload

Single Point Of Entry

List of Documents


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1.1. Overview



2. News in SD and extended sales process1.1. News in sales with SAP Enhancement Packages:




Agenda


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SAP E-Commerce for SAP ERP Overview

OrderStatus

Product Catalog,Search

Product

Configuration

Pricing, ProductAvailabi li ty

ShoppingBasket, OrderManagement

OnlineInvoicing

andPayment

Customer


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Key features: Web standard

Sell-side entry solut ion for SAP ERP customers

Suited for small & medium businesses

High performance using catalog caching or index server

Focused on core sales processes

Uses existing sales data from SAP ERP

Real-time integration into back end ful filment processes

Easy upgrade to Web Channel capabili ties of SAP CRM

Overview


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1.1. Overview



2. News in SD and extended sales process1.1. News in sales with SAP Enhancement Packages:




Agenda


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SERVICEMARKETING

SALES

Mobile

Powered bySAP NetWeaver

End-to-end,Industry-specific

Processes

ANALYTICS

Web

Channel

InteractionCenter

PartnerChannel

CUSTOMER

CRM Without Compromise Comprehensive

The SAP CRM Solution


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Sales Order Entry via SAP CRM:

From Lead to ERP Sales Order with CRM UI

Leverage existing investments in ERP order management and gain CRM !

Covers entire lead-to-cash scenario inclusive marketing features

Available for Online, Interaction Center and Web Channel

CRM WebClient UI for ERP Sales Transactions is targeting casual users

Gain flexible UI configuration that is available in standard CRM UIs

Available with SAP CRM 7.0 and ERP EhP4

MarketingCampaigns and

Lead Mgmt.

OpportunityMgmt.

ERP Quotein CRM UI

ERP Orderin CRM UI

OrderFulfillment

SAPERP

SAPCRM

CRM

and

ERP

Legend:

Billing andPayment


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Sales Order Entry via SAP CRM:

From Lead to ERP Sales Order with CRM UI

SAP 2008 / Page 42

ERP Quote

Recognizing that many SAP customers have substantial investments in their SAP ERP order management

deployments, SAP CRM is now providing a set of capabilities that enable SAP CRM and ERP customers to

better leverage these existing investments.

The primary goal is to extend the CRM user experience in the order management space to the front office

users responsible for order creation or processing.


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SAP AG 2009. All rights reserved. / Page 43 SAP 2008 / Page 43

From Lead to ERP Sales Order with CRM

WebClient UI

Presales processesSales operations in

CRM WebClient

GenerateCRM lead

ManageERP quotation

Qualify/CloseCRM opportunity

ProcessERP sales order

Logisticsfulfillment in

ERP

Accountsreceivable in

ERP

Invoiceprocessing in

ERP

Business flow

1. Create or generate leadswith marketing campaign.

2. Track, qualify and closeopportunities.

3. Manage and track ERPquotations.

4. Process ERP Sales orders.

5. Fulfill logis tics needs.

6. Process i nvoices in ERP.

7. Manage account payables.


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ERP Order with CRM WebClient UI -

Screenshot


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SAP AG 2009. All rights reserved. / Page 45 SAP 2007 / Page 45

Further information

SAP ERP SD: Training Material of SCM600

http://service.sap.com/trainingcontent

SAP Help Portal: http://help.sap.com/ -> ERP -> SAP ERP Central

Component -> Logistics -> Sales and Distribution

Role Internal Sales Rep and Configurable Sales UI in SAP ERP6.0, EhP4:

SAP ERP - Ramp-Up Knowledge Transfer (RKT)http://service.sap.com/rkt-erp -> SAP ERP 6.0 Core Enhancement

Packs -> Learning Map Operations, Sales

SAP Help Portal: http://help.sap.com/ -> SAP ERP Enhancement

Package 4 -> SAP ERP Cross-Application Functions -> Roles ->

Business Packages (Portal Content) -> Business Package for

Internal Sales Representative 1.4

SAP CRM: SAP CRM - Ramp-Up Knowledge Transfer (RKT)

http://service.sap.com/rkt-crm

SAP CRM - Help Portal

http://help.sap.com/crm

SAP Public Web

http://www.sap.com/crm
http://service.sap.com/trainingcontenthttp://help.sap.com/-http://help.sap.com/-http://service.sap.com/rkt-erp-http://service.sap.com/rkt-erp-http://help.sap.com/-http://help.sap.com/-http://service.sap.com/rkt-crmhttp://help.sap.com/crmhttp://www.sap.com/crmhttp://www.sap.com/crmhttp://help.sap.com/crmhttp://service.sap.com/rkt-crmhttp://help.sap.com/-http://service.sap.com/rkt-erp-http://help.sap.com/-http://service.sap.com/trainingcontent


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