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Sales and DistributionSales and DistributionSAP R/3 Functional Level TrainingSAP R/3 Functional Level Training

Part IIIPart III

Nov. 2000

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Schedule & TopicSchedule & Topic

Sales Process - Shipping

Sales Process - Billing

PricingCredit Management

Availability Check & Delivery Scheduling

Output & List

Sales Information System (SIS)

Sales and Operation Planning (SOP)

Part III

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Pricing

Credit Management


Output & List



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Sales Document FlowSales Document Flow

Free of

charge

delivery

Subsequent

delivery free

of chargeOrder Returns

Scheduling

agreement

Quotation

Inquiry

Contract

Delivery

Debit memo Credit memo

Financial Accounting

Materialsmanage-

mentSales

Shipping

Billing

Pre-Sales

Goods Issue

Invoice

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Shipping point Warehouse

Packing Shipping papers Goods issue

Transfer

Deadline monitoringAvailability check

Creating deliveries

Picking

Shipping OverviewShipping Overview

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Shipping

conditions

Loading

groupPlant Shipping point

(Proposal)

Possible

shipping

points

Sold-to party/

sales orderMaterial Order item

01 CRANE 0001 0002 0003

Shipping Point DeterminationShipping Point Determination

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Shipping

point 1

Shippingpoint 2

Shipping

point 3

Shipping

point 4

Shipping conditions : as soon as possible at lowest cost at lowest cost

Loading group : bulky bulky liquid

Plant : 1 1 2

Shipping point : 2 1 3

Shipping Point DeterminationShipping Point Determination

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New York

Airport

Boston

Airport

Cambridge

Leg 2

Leg 1

Connection points

RouteRoute

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Header

Item 1

Item 2

Item 3

Delivery Order StructureDelivery Order Structure

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Header level there should be no delivery block

At least you should have one order item or schedule line

without delivery block

If an item is rejected, the system makes an entry in the

processing log

An item or a schedule line whose material availability

date lies after the selection date cannot be delivered

without an entry in the processing log

Order DeliveryOrder Delivery -- PrerequisitesPrerequisites

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order date ship.pt order date ship.pt

1 12 sep 0001

2 13 sep 0001

3 16 sep 0001

4 12 sep 00025 11 sep 0001

shipping

point

0001

upto15 sep

1 12 sep 0001

2 13 sep 0001

5 11 sep 0001

Delivery1

Delivery2

PROCESSING LOG

Delivery Due ListDelivery Due List -- ProcessingProcessing

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Delivery Agreements in Customer MasterDelivery Agreements in Customer Master

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Delivery tolerances can be specified in

customer-material info record

During order entry these limits are copied into

the sales order document

You can in the customer-material info record

if the customer has no limits

During the delivery if the quantity exceeds thetolerance limit the system issues a warning

message

Delivery TolerancesDelivery Tolerances

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Complete delivery Delivery

Partial deliveryDelivery

Delivery

Delivery

Order combinationDelivery

Order

Order

Order

Order

Relationship between Order and DeliveryRelationship between Order and Delivery

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Sales Order

Header

Item 10Ship-to party Shellcust1

Incoterms EXW

Schedule line 1

Schedule line 2

Not Due

Item 20Ship-to party C2

Incoterms CIFShippingCriteria Different

Delivery

Header Ship-to party Shellcust1Incoterms EXW

Item 10

Delivery

Header Ship-to party C2Incoterms CIF

Item 10Schedule line 1

Schedule line 2

Data Transfer: Sales Order DeliveryData Transfer: Sales Order Delivery

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Order Delivery Log

Order

Order

Order

Order

Order

Order

Delivery due list

Delivery

Delivery

Delivery

Log

+

+

Delivery

1

2

3

Delivery CreationDelivery Creation

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Delivery 115

Delivery qty 10

Picked qty 10

Warehouse

Confirmation

from picking

PickingList

Transfer

Order

PickingPicking

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Delivery 11

Goods issueStock

XX

Account

X

Warehouse Shipping point

Goods IssueGoods Issue

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Exercise 6: Create DeliveryExercise 6: Create Delivery

Now let us do an exercise.Please use the ExerciseBook as reference.

Then pleasetake a rest.

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Pricing

Credit Management


Output & List



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Order Delivery Invoice

Credit memo

Credit memo

Debit memo

request

Debit memo

Invoice

Cancellation

document

100,00

100,00

10,00

10,00

10,00

10,00

100,00

100,00

AccountingSales and Distribution

1

2

3

Request

Billing FunctionsBilling Functions

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Sales order

Delivery

Delivery

Invoice

Invoice

1 Separate invoice for each delivery

Sales order Delivery

Invoice

Invoice

3 Invoice spilt


Invoice

2 Collectiveinvoice

Delivery


Billing MethodsBilling Methods

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Delivery 1

Delivery 2

Delivery 3

Delivery 1

Delivery 2

Delivery 3

Invoice

Invoice

a) Specifying the documents to be billed

Ways to Creating Billing DocumentsWays to Creating Billing Documents

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Date Sold-to

party

Doc.

12th Sep

12th Sep

14th Sep

15th Sep

17th Sep

Shellcust1

Shellcust1

C2

Shellcust1

Shellcust1

1

2

3

4

5

Date Sold-to

party

Doc.

12th Sep

14th Sep

15th Sep

Shellcust1

C2

Shellcust1

1

2

4

Delivery 1

Delivery 2

Delivery 3

Invoivce

Invoivce

1

Sold-to party : Shellcust1

To: 15th Sep

2

Log

b) Using selection criteria

Ways of creating billing documentsWays of creating billing documents

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Sep Juney July

.

.

.

15

.

.

31

.

.

.

15

.

.

30

.

.

.

15

.

.

30

Document Due for

billing

Delivery 1 15th Sep

Delivery 2 15th Sep

Delivery

3

31st Sep

Delivery

4

31st Sep

Delivery 1

12th Sep

Delivery 1

12th Sep

Delivery 1

12th Sep

Delivery 1

12th Sep

Delivery 1

15th Sep

Delivery 2

15th Sep

Delivery 1

Delivery 2

Invoivce

Billing schedule

To:

15th Sep

Collective processing

Creating invoices on specific datesCreating invoices on specific dates

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Price: Mat. M1

from 1 PC10 PC

20 PC

10.009.50

9.00.

Price: Mat. M1

from 1 PC10 PC

20 PC

12.0011.00

10.00

Order

M1

20 x 9.00

Manual discount

20 PC

Invoice A

M1

10 x 9.50Manual discount

10 PC

Invoice B

M1

10 x 11.00

Manual discount

10 PC

Invoice C

M1

10 x 11.00

Manual discount

10 PC

Inoivce D

M1

10 x 9.00

Manual discount

10 PC

Delivery

M1 10 PC

March

Discount

from50.00

100.00

1 % -

2 % -

January

Pricing used in BillingPricing used in Billing

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SAP does automatic posting

Posting block can be set for certain

billing documents. The accounting

document is created after removing

the posting block

Financial System InterfaceFinancial System Interface

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Account determination depends on the following criteria :

Chart of accounts

Sales Organization

Account assignment group of customer

Account assignment group of material

Account key

Specific

General

Account DeterminationAccount Determination

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You can create credit / debit memo request with or

without reference to a sales order

You can configure the system to put billing

block automatically

You can reject the credit / debit memo request by

entering the rejection code

You can use the billing module to issuecredit / debit memo

Credit / Debit MemosCredit / Debit Memos

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Rebate is a special discount given to the customeron the basis of sales volume over a period

The particulars are defined using rebate agreement

Settlement run automatically creates the credit memo

request

Accurals can be posted automatically when billing

documents relevant for rebates are created

Credit memo subsequently cancels these accruals

Rebate ProcessingRebate Processing

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Billing Process: FunctionsBilling Process: Functions

Issuing of invoices on the basis of goodsand services (pricing)

Issuing of credit and debit memos basedon corresponding requests from sales

Issuing of pro forma invoices

Cancellation of billing transactions

Transfer of posting data to financialaccounting

Billing Schedule

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Sales order

1. Separate invoice for each delivery

Delivery

Delivery

Invoice

Invoice

2. Collective invoice


Delivery Invoice

DeliverySales order


Invoice

Invoice

3. Invoice split

Relationship between Delivery and BillingRelationship between Delivery and Billing

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Structure of Billing DocumentStructure of Billing Document

Pricing

Business Data

Header

Partner

Output

Texts

Overviews Item

Pricing

Business Data

Partner

Texts

Transaction duefor billing

Billing overview

Billing items

Accountingdocument

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Integration with FI: General Ledger PostingsIntegration with FI: General Ledger Postings

Order 1

2

3

Delivery Invoice

Credit memo

requestCredit memo

Debit memo

requestDebit memo

Invoice

Cancellation

document

Accounting

100.00

100.00

10.0010.00

10.00

10.00

100.00

100.00

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Billing Entry: Invoice ListBilling Entry: Invoice List

Customer 1Payer 1$1000



Billing doc. 1

Billing doc. 2

Billing doc. 3

Invoice List

Doc. 1 $1000Doc. 2 $1000Doc. 3 $1000

$3000

Fact. Discount $30

Condition RL00Payer 1

-1%

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Exercise 7: Create Billing DocumentExercise 7: Create Billing Document



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Pricing

Credit Management


Output & List

Sales Information System (SIS)Sales and Operation Planning (SOP)

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Pricing OverviewPricing Overview

Pricing is used for:² calculation of prices for external use (sales &

purchasing)

² calculation of costs for internal use (cost accounting) For calculation of prices the condition

technique is used

Goal is to determine e.g. net value, effective

price or manufacturing price

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Pricing OverviewPricing Overview

Prices

- price list

- material price- customer-

specific

...

Discounts/

Surcharges

Order/Itemdata

Sales Order Pricing

Item Pricing

- for customer - for material

- for price

group

...

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Sales orderPricing procedure RVAA01

1. Price PR00

2. Discount 1 K007

Condition type : PR00

Access sequence : PR00

Doc. Pricing Procedure

Customer Pricing Procedure

Access sequence : PR00

1. Customer/Material Scale

2. Price list type/currency/material

Records for cond. type

No valid record exists

Valid record exists

Item 10 100 Pc

120 USD for 1 PC

95 USD for > 100 PC

80 USD for > 200 PC

PR00 Price 95 USD

1

2

3

4

5

OverviewOverview

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Price Types Discounts

....

-Price list

-Customer Specific

-Material price

-Other types

-Customer

-

Material-Cust/Material

-Other

discounts

Conditions

Pricing ConditionsPricing Conditions

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K ey Description Control data

PR00 Price

K007 Customer Discount Calculation type : As a percentage

K005 Customer/Material Calculation type : Amount/weight

Scale basis : Quantity

Scale basis : Weight

Scale Calculation type Scale Calculation type

1pc 1.00 %100pc 5.00 %

1000pc 10.00 %

75 kg USD

0.50 per kg125 kg USD 0.75 per kg

1000 kg USD 1.00 per kg

Condition TypesCondition Types

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Condition type : K 005

Sales Organization :1000

Distribution channel :01

Customer :Shellcust1

Material :M1

First validity period Second validity period01/ 03 to 30/04 01/ 05 to 31/ 05

10 pcs 1.0 %50 pcs 4.0 %

Lower Limit 5.0 %

Upper Limit 0.0%

10 pcs 1.5 %

50 pcs 3.5 %

Lower Limit 5.0 %

Upper Limit 0.0%

Level on which

the condition

is defined

Condition RecordsCondition Records

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Condition type

PR00 Price

K007 Discount

Access sequence

PR00

1. Customer/Material

2. Price list/Currency/Material

3.Material

Specific

General

SKT0 Cash Discount

MWST Sales Tax

Access Sequence PR00

Access SequenceAccess Sequence

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Pricing: the Condition Technique IPricing: the Condition Technique I

Access sequences

CCCC

BBBB

AAAAAccess no. Cond. table

10 00120 00330 002

Condition types

CCCC

BBBB

AAAADefinition of:- Control data- Changes allowed- Procedures maintenance

Controlling thesearch for validcondition records

US-StandardCondition type Manual Acct key

AAAA X ERLBBBB ERLCCCC X ERS

Procedures

Controlling the conditionsin the documents

0001 Key0002 Key0003 Key

Searching for valid condition records

Condition tables

001

002

003

Storing andretnevingcondition data

Condition records(tuples)

Determination of procedures

Sales area procedure0001 01 01 P00010002 01 01 P0002

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Pricing procedureRVAAUS

Sales orderSales doc.type OR (Doc. pricing proc.)

Customer 123 (cust. pricing proced.)

1

1. Price PR00

2. Discount 1 RB01

3. Discount 2 RB02

Item 10 120 Pc

PR00 Price 99 USD

Condition type: PR00

Access sequence: PR00

Access sequence: PR00

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

Records for cond. type

No valid record existsValid record exists 100 USD from 1PC

99 USD from 100 PC98 USD from 200 PC

Scale

2

34

5

Pricing: the Condition Technique IIPricing: the Condition Technique II

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Pricing Elements <Pricing Elements <--> Condition Types> Condition Types

Pricing Elements

Prices

Discounts/Surcharges

Freight

Taxes

- Price list- Material price- customer specific

...........

- By customer- By material- By price group- By material group

- Incoterms (part 1)- Incoterms (parts 1 + 2)........

Condition Types

CndTy Description ....

PR00 Price

. .

. .

. .K007 Customer disc.K004 MaterialK020 Price groupK029 Material group. .KF00 Freight. .. .

Represented in the

System

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Automatic PricingAutomatic Pricing

Fields that are relevant for pricing

Tax classification Pricing ref. material Material group Cash discount

Cust. pricing proc. Price list type Price group Tax classification

Material MasterMaterial Master Customer MasterCustomer Master

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Tax classification

Customer Master

Material Master

Liable for Tax

Exempted from Tax

No Tax

Full Tax

Ship to party : Shellcust1

Item 10

Material M1 USD 3000.00

Item 20

Material M2 USD 4000.00

Sales Tax 10% USD 400.00

Reduced TaxItem 30Material M3 USD 2500.00

Sales Tax 7% USD 175.00

Document

TaxesTaxes

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change

Item Conditions

PR00 Price USD 100

K005 Discount 10 %

Manual changes in the Detail Screen

PR00 Price USD 90

K005 Discount 8%

RC00 Quantity Discount USD 10 /pc

Manual Price ChangeManual Price Change

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Material PricingMaterial Pricing -- Fast EntryFast Entry

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ScalesScales

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Manual Price ChangeManual Price Change

Prices will be marked as changed

Manual changes for conditions can be limited Possible audit trail for changes using pricing analysis

Item conditions

XXX1 Price 90,-XXX2 Discount 1%XXX3 Discount 20,-

Order

Order

Pricing analysis

XXX1 Condition found& manually changed

XXX2 Condition foundXXX3 Condition manuallyentered

Item conditions

XXX1 Price 100,-XXX2 Discount 1%

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Pricing: Mass Price ChangePricing: Mass Price Change

Possibilities:

Through raw material price (limitation no validity period, cost pricecalculation)

Through special condition type (validity period, gross pricecalculation)

Use material pricing group to trigger condition

Specify limitations to price changes

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Exercise 8: Create Customer/Material List PriceExercise 8: Create Customer/Material List Price



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Pricing

Credit Management


Output & List



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Credit Control Area1

700,000

Company

Code A

Company

Code B

Sales

Area 1

Sales

Area 2

Sales

Area 3

Credit Control Group

Total limit : 1,000,000

Credit Control Area2

300,000

Customer

Credit Management OverviewCredit Management Overview

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Credit Management

Define credit data for

customer Miller

Mail Box

Review and release

Miller :

Medium risk

Credit limit 10,000,000

Blocked Order :000001

Release blocked order

SD & FI

Create Sales Order

Sales order 000001

Miller : 15,000,000 rpd

Credit limit exceededorder blocked,mail credit

rep resentative.

Create Material Reqmt.

Shiiping,Billing

Incoming Payments

Credit Control ProcessCredit Control Process

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Control if credit limit check should be carried out for eachsales document type

The system can resond with : warning message

error message

waning and delivery block

Static and dynamic credit limit check

Credit Limit CheckCredit Limit Check

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Pricing

Credit Management


Output & List

Sales Information System (SIS)Sales and Operation Planning (SOP)

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Availability Check

Transfer of Data

Delivery Scheduling

Replenishment Lead Time

DefinitionsDefinitions

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Order

Date

Material

Availability

Date

Requested

Delivery

Date

Availability check

Delivery Scheduling

Delivery Scheduling and Availability checkDelivery Scheduling and Availability check

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Order Date MaterialAvailable TransportScheduling LoadingG

oodsIssue

Requested

delivery

date

Transittime

Loadingtime

Pick / Pack time

Transpor-

tation lead

time

Delivery SchedulingDelivery Scheduling

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Order

Date

Material

Available

Transport

Scheduling

Loading Goods

Issue

Requested

deliverydate

material

availabilitytransportat.

schedulingloading Goods

Issue

Delivery

date

Backward/ Forward SchedulingBackward/ Forward Scheduling

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Inward Movement

Stock

Purchase

Order

Purchase

Req. PlannedOrder

Sales

Reqmt.

Reser-

vation

Outward Movement

Availability CheckAvailability Check

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item Material Requested del. date order quantity actual del date confirmed quantity10 M1 09/01 100 09/01 50

09/08 40

Availability check

warehouse50

09/01

plannedorder 40

09/08

warehouse50

09/01

50

confirmed

quantity

plannedorder 40

09/08

40

confirmed

quantity100

order quantity

Transfer of requirements

Transfer of requirements and Availability checkTransfer of requirements and Availability check

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Inward Movement

Outward Movement

100

100

50

40

60

50time

Material

availability

Confirmation

Date

Materialavailability

Deliverydate

Order quantity :20

Complete deliveryComplete delivery

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Inward movement

100

90

10

50

40

60

50time

material availability delivery date

order quantity: 30

materialavailibility

confirmationdate

material

availability

confirmation

date

Outward movement

20

Partial DeliveriesPartial Deliveries

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today

100

100

50

4020

60

requested

delivery

date

replenishment lead time

earliest possible availability

backward scheduling

availability date

determined

Inward movement

Outward movement

Replenishment Lead TimeReplenishment Lead Time

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If enough stock is not avaiable to deliver you can configurethe system to have a dialog with the user to select on of the

following three options

Deliver the available quantity on the requested date

Deliver the full quantity at the earliest date

Carry out partial deliveries until fully delivered

( or )

propose one of the above three without a dialog

Delivery Possibilities when the stock is not enoughDelivery Possibilities when the stock is not enough

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Pricing

Credit Management


Output & List



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Sales document

Customer inquiry

Quotation

Order confirmationContract confirmation

Sched. agreement confirmation

OutputOutput

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OutputOutput

Printer Telex

Teletex

TelefaxMail

EDI

Output

Timing

Output Type

l f hl f h

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Procedure

Output:

Order confirmation

Delivery note

Invoice

Sold-to party : Shellcust1Output:

Order confirmation

Sales organization/

customer

Order

Output proposal from the customer MasterOutput proposal from the customer Master

A h i i lA h i i l

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Sales organization/Distribution channel/Division

Sales organization Sales office

Sales group Division

Printer

Access to the printer in salesAccess to the printer in sales

O Ti iO Ti i

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Print

transaction

TELEX

PRINTER

On request

Scheduling

With next selection run

or at specified time

Create

order

Immediately

Output TimingOutput Timing

S h d li O t tS h d li O t t

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Selection run

From: 8:30

Every: 10 minutes

Order

1

2

3

Time

with the next

selection run x10:00

8:30 x

Start 8:30

Scheduling OutputScheduling Output

Ti i d t f t t tTi i d t f t t t

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Print

transaction

FAX

PRINTER

Only on request

Scheduling

With next selection run

or with time specifications

Create

sales order

Immediately

Timing data for output typesTiming data for output types

E l li t f dE l li t f d

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List of orders


Material : --

Purch. order no. : --


Purch. order no. Document date Type Order

SD010/1 Sep 14 TA 3456

SD010/2 Sep 17 TA 2579

June 6 RE 3498

Functions

- Sort

- Find

- Sum up

- Additional fields

/

Example: list of ordersExample: list of orders

Di l i tDi l i t

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List of orders


Material : --

Purch. order no. : --

Display list

by purchase order no. by partner

by material

by material and partner

Display group

Partner orders

Order overview

Partner order items

.

.

.

Display variant

Display variantDisplay variant

Line StructureLine Structure

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Partner orders

Order overview

Order items

Display variant

Column heading

P. order no. Doc. date Type Order

Purch. order no.

Dcoument date

Document type

Document no.

Output length

interval

automatic

proposal/

manual

change

Line StructureLine Structure

S h d l & T iS h d l & T i

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Pricing

Credit ManagementAvailability Check & Delivery Scheduling

Output & List



S I S OverviewS I S Overview

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S.I.S. OverviewS.I.S. Overview

S.I.S. = A flexible tool for collecting, consolidating and

analyzing sales data.

Logistics Information System

Purchase Information System

Shop floor information system

Sales Information System

S I S OverviewS I S Overview

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S.I.S. OverviewS.I.S. Overview

Sales Information System

Analyses

Planning

S I S AnalysesS I S Analyses

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S.I.S. AnalysesS.I.S. Analyses

ANALYSES

INFORMATION

SD Data Basis

INFORMATION STRUCTURE

SISData Basis

S I S Information structureS I S Information structure

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Standard Information Structure

- Customer (S001) - 12 Objects

- Sales Group (S002) > 50 Performance measures

- Sales Organization (S003) - any Periodicity

- Material (S004)

- Shipping Point (S005)

- Sales Representative (S006)

S.I.S. Information structureS.I.S. Information structure

S I S Information structureS I S Information structure

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Evaluation information structure

Only from Sales &D

istribution data

- any Object

- any Performance measure

- any Periodicity

S.I.S. Information structureS.I.S. Information structure

Sales Information SystemSales Information System

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S

A

P Data for Analysis

Analysis

Brain Stroming

Decision



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Sales Documents

customer material sales group sales

organisation

Update group


Standard AnalysesStandard Analyses

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Customers

Materials

Sales organizations

Shipping points

Sales employees

Sales offices

Standard analyses can be carried out for the following objects :

Standard AnalysesStandard Analyses

Standard AnalysisStandard Analysis -- ParametersParameters

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Standard AnalysisStandard Analysis ParametersParameters

Standard AnalysisStandard Analysis -- selection screenselection screen

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Standard AnalysisStandard Analysis selection screenselection screen

SettingsSettings

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SettingsSettings

Result DisplayResult Display

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p yp y

DrillDrill--DownDown

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Flexible AnalysisFlexible Analysis

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yy

Graphical ViewGraphical View

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pp


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Pricing

Credit ManagementAvailability Check & Delivery Scheduling

Output & List



Sales and Operations PlanningSales and Operations Planning

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Sales plan

Disaggregation

Demand Management

Production Plan

manual

automated

manual

automated

SIS

CO/PA

p gp g

Sales PlanSales Plan

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Manually keyed into planning table in SOP screen at productgroup level or finished product level

Interface with SIS

Interface with CO/PA

Forecast Based on historical values

Production PlanProduction Plan

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Created by:

manual entry

based on target stock level

synchronous to sales plan

based on target day·s supply ( no of days remainingstock will last )

End of Part IIIEnd of Part III

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Question & Answer

Course Evaluation and QuizCourse Evaluation and Quiz

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Your input incourse evaluationform is appreciated.

Please take the quiz.