Sales and Distribution Overview

Overview

Master Data

Sales Order

Delivery and Billing

Information System

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Overview Diagram: Enterprise Structures

Enterprise Structures in Sales and Distribution

Sales Order Processing Pre-Sales Activities Procurement

Invoice

Shipping

Payment Billing

AP AG 1999

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Organizational Structure of IDES Holding AG

IDES AG

IDES US INC
Frankfurt

New York

AP AG 1999

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Delivery Structure of IDES AG

IDES AG
Sal s and Distributi n Frankfurt
Sales and Distribution Berlin

Sales office

W r h us H bur Distribution center

Warehouse Dresden

Warehouse Berlin

1 8 15 22 29

2 9 16 23 30

3 10 17 24

4 11 18 25

5 12 19 26

13 1 4 20 21 27 28

31

Shipping processing

AP AG 1999

H t

bur r

H bur Expr ss

Dresden

Berlin

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Organizational Units in Sales and Distribution

 Company code  Sales Area

R /3
Sales organization Division

Document

Distribution channel

 Plant  Storage location  shipping point

SAP AG 1999

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Organizational Units: Sales Organization

Sal s r anizati n

responsible for

 distributing goods and services  negotiating sales conditions  product liability and rights of recourse

SAP AG 1999

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Organizational Units: Distribution Channel

Sal s r anizati n

Distributi n Channel 1

Distributi n Channel 2

 is a means through which sales materials reach the customer  represents your strategies to distribute goods and / or services to your customer  for example: wholesale trade, retail trade, internet trade, ...
SAP AG 1999

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Organizational Units: Division

Sales r anizati n

Di isi n 1

Di isi n 2

 represents a product line  for example: motorcycles, spare parts, services, ...
SAP AG 1999

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Sales Area

2 Retail trade

5 Internet

1 Wh lesale trade

Division
2 t rc cles 3C puters 3C puters 2 t rc cles 1 Pu ps

Sales areas

1 2 2

1 2 3

1 5 3

2 1 2

2 1 1

SAP AG 1999

Distribution channel

Sales organization

1 Frankfurt

2 erlin

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Organizational Units: Plant and Storage Location

1 1

2 1

2 2

(Deli ering) plant

C B BB A

Plant 1

Plant 2

Plant 3

St rage l cati n

SAP AG 1999

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Organizational Unit: Shipping Point

Plant 2

Plant 2

7 6 5 4 3 2 1 13 14 9 10 11 12 8 21 18 19 20 15 16 17 28 25 26 27 22 23 24 29 30 31
1 8 15 22 29 2 7 6 5 4 3 13 1 4 11 12 9 10 20 21 18 19 16 17 27 28 24 25 26 23 30 31 1 8 15 22 29 2 7 6 5 4 3 13 1 4 11 12 9 10 20 21 18 19 16 17 27 28 24 25 26 23 30 31

Shipping p int 1

shipping p int

shipping p int

SAP AG 1999

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Overview of Sales Processes Contents:

Pre-Sales Activities Sales order Processing Process customer inquiries

Enter sales orders

Procurement

Clarify punctual procurement of materials ordered

Shipping

Deliver order

Invoice

Billing

Bill outbound delivery

Payment
SAP AG 1999

Post payment

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Sales Processes: Overview Diagram

Sales rder Sales rder Pr cessing Pr cessing Pre-Sales Acti ities Pre-Sales Acti ities

Inventorr Invent Sourcing Sourcing

Invoice

Shipping Shipping

Payment Payment

Billing Billing
SAP AG 1999

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Pre-Sales Activities

 Establishing and maintaining customer relationships  Pre-Sales activities may include:

 Creating and tracking customer contacts  Mailing campaigns  Answering customer questions received by e-mail, fax etc.  Inquiries  Quotations

SAP AG 1999

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Sales Order Processing

 The employees in your department Customer Service take orders in writing and over the phone.  Standard orders normally contain:
 Customer and material information  Pricing conditions for each item  Delivery dates and quantities  Shipping processing information  Billing information

SAP AG 1999

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Procurement

 In this process step in Sales and Distribution you can:

 check the availability of the ordered goods and  publish the demand in materials planning

 Materials planning (MM) organizes and monitors the actual procurement process. This includes products that are:
 inhouse-produced or / and  externally-produced

SAP AG 1999

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Shipping

 Shipping processing supports:

 Creating outbound deliveries  Picking (by creating transport requests)  Packing  Posting goods issue

SAP AG 1999

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Billing

 Billing supports:
 Creating invoices for deliveries and services  Creating credit and debit memos  Cancelling previously posted billing documents  Automatically transferring billing document data to accounting

Invoice

SAP AG 1999

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Payment

 Payment is a process that is part of the application module Financial Accounting.

 Payment supports:
 Posting payments against invoices  Reviewing differences

SAP AG 1999

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Documents in Sales and Distribution

Pre-sales S A L E S I N F O S Y S T E M
Contact Contact Inquiry Inquiry Contract Contract Quotation Quotation Scheduling Scheduling agreement agreement

Sales Order Processing

Invent. sourcing Invent.

Order Order

M A T E R I A L S M G M T .

P R O D U C T I O N P L A N N I N G

Shipping

Delivery Delivery
Transportation Transportation Order Order

Goods issue Goods issue Shipment Shipment

Billing

Billing doc. Billing doc.

Customer payment/ Financial Accounting

Accounts Accounts receivable receivable

Material Stock Material Stock Account Account

SAP AG 1999

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Overview

Master Data

Sales Order

Delivery and Billing

Information System

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 Condition

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Data

rigin in al s Documents
Control tables

Order

Customer master data

old-to art 2300 Shi -to art 788

Customer master data

Item Material Quantit

Out ut master data

Material master data

10 20

1400-100 1400-200 1400-410

10 20 15

Condition master data

Customer-material info

30

Control tables
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Material Master

Material master data

Basic Data 1 Relevant for all areas Valid for all organizational units Purchasing Relevant for materials management Sales: General/Plant Data Valid for: Plant Other ... Relevant for engineering, materials planning, accounting, ...
SAP AG 1999

Sales: Sales Org Relevant for sales and distribution Valid for: Sales organization Distribution channel

Relevant for sales and distribution Valid for: Delivering plant

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Data on the Sales Tab Pages

Material master
Relevant for sales and distribution
Basic Data 1 Material number, material description, base unit of measure, division, ... Delivering plant, material group, tax classification, ... Material pricing group, volume rebate group, product hierarchy, ... Availability check, transportation group, loading group, ... Export/import group, region of origin, ... Item text for sales

Sales: Sales Org. 1

Sales: Sales Org. 2

Sales: General/Plant Foreign Trade Export Sales Text

SAP AG 1999

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Customer - Material Information Record

Customer master

Material master

Customer-Material Information
Customer Sales organization Distribution channel Material Description 2300 1000 12 Customer-specific data: Customer-material description S3000H front light R1 00 rear light + additional data

1400-100 Headlight Deluxe 1400-200 Rear Light

SAP AG 1999

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