EGN 5620 Enterprise Sys SD Process Fall 2012

Sales & Distribution Processes
EGN 5620
Enterprise Systems Configuration (Professional MSEM) Fall, 2012
Sales & Distribution Process

1. 2. 3. 4. 5. 6. 7.
Engage in pre-sales activities Create quotations and send to customers Create sales orders Schedule & deliver Bill customer (by invoice) Receive payment from customer Handle sales order return
January 2008
SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved.
Sales & Distribution Process

SAP Implementation
EGN 5620 Enterprise Systems Configuration (Professional MSEM) Fall, 2012
Business Process Integration

FI MM SD
FI MM SD
January 2008 SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved.
Rules
4
Pen Incorporated Procure for Sales Order

Pre-Sales Activity Sales Order Delivery Billing Accounts Receivable
Availability Check In Inventory Plant or Warehouse
Goods to Delivery Inventory Postings General Ledger Accounts
YES
NO
Goods from Purchase Order Purchase Order Goods Receipt Invoice Receipt Accounts Payable
Purchase Requisition
January 2008
Business Process Integration

SD Process
January 2008
Integration
SAP Sales Order Process (Order-to-Cash)

Sales Order Entry Sales Quotation Entry Pre-Sales Activities Sales Process Check Availability Delivery Note & Pick Materials
Pack Materials
Post Goods Issue
Receipt of Customer Payment
Invoice Customer
January 2008
SAP SD Process
1. 2. 3. 4.
5. 6. 7.
Engage in pre-sales activities Create quotations and send to customers Create sales orders, item proposal, or scheduling agreement Schedule delivery and create delivery note Create/send invoice to customer (billing) Receive/post payment from customer Handle sales order return
January 2008
SD3: Create Sales Order
A sales order contains all of the information needed to process customers request. The process for creating a sales order has the following steps:
1. 2. 3. 4. 5. 6. 7. Pricing Credit limit check Availability Check Delivering Schedule Shipping point and route determination Transfer of requirements to MRP foreign trade and license processing
SD3-1: Pricing
SAP can display pricing information at both the header and the line item level for sales order. It enables the user to program varied pricing procedures to meet individual organizations needs. The pricing is extendable; it can be attached, or extended to external pricing programs or elements outside SAP for pricing. It also allows Gross to Net pricing: This allows discounts and reductions from the master price.
SD3-2: Credit Check
SAP provides an efficient means to implement credit management

It is integrated with Financial Accounting (FI), via credit control area It automatically alerts when a credit check fails
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SD3-2: Credit Check
A large number of outstanding receivables or bad debts can have a considerable impact on company performance. The user may minimize credit risk by defining a credit limit for customers by using Credit Management. This is especially important if a company does business with customers in financially unstable sectors or countries, or trade with countries that are politically unstable or that adopt a restrictive exchange rate policy.
January 2008 SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 12
SD3-3: Availability Check

Availability Check
Determines the material availability date Considers all inward and outward inventory movements
Allow for 3 methods of delivery
One-time delivery ( ontime one-time delivery) Complete delivery (possibly delayed onetime delivery) Delayed proposal (allows partial delivery schedule)
In determining the material availability the following elements can be included in the availability check Safety stock Stock in transfer Quality inspection stock Blocked stock Restricted use stock All movements of stock
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Inward/Outward movement of goods purchase orders purchase requisitions planned orders production orders reservations dependent reservations dependent requirements sales requirements delivery requirements

One-time delivery
Deliver on the requested delivery date
In this section, SAP checks whether the requested delivery date can be kept to. If stock of the material is available to make a delivery on the requested delivery date, the stock quantity is confirmed here.
If there is no stock available, confirmed quantity zero is displayed.

Complete delivery In this section, SAP checks whether there will be sufficient stock for complete delivery at a later date: If there is sufficient stock available at a later date to cover the required quantity in the sales document, the system proposes the date here. If the system determines that complete delivery cannot be made at a later date, no date is proposed in this section.
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Delayed proposal In this section, SAP checks whether and for which dates partial deliveries can be made. Partial deliveries are displayed for different dates. These dates are based on the planned inward and outward movements of stock. During an availability check which takes replenishment lead time into account, the date on which replenishment lead time ends is displayed if insufficient stock means that no partial deliveries can be made before replenishment lead time ends.
SD3-4: Delivery Scheduling
SAP can automatically schedule essential shipping activities, using backward and forward scheduling rules.
It uses defined activity times to schedule delivery activities.
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Terms used in scheduling are defined below. Transit time is the time in days that is required to deliver goods from your premises to the customer location. It is defined for a route. Loading time is the time in days that is required for loading a delivery item. It is determined from the shipping point, the route, and the loading group of the material. Pick/pack time is the time in days that is required for allocating goods to a delivery as well as the time in days that is required for picking and packing. It is calculated using the shipping point, the route, and the weight group of the order item. Transportation lead-time is the time in days that is needed to organize the shipping of the goods. This might include booking a ship and reserving a truck from a forwarding agent. It is defined for a route. SAP AG - University Alliances and
January 2008 The Rushmore Group, LLC 2008. All rights reserved. 20

The following 5 deadlines are of importance for delivery scheduling: 1. Material availability deadline: must start picking and packing activities on the material availability deadline. This deadline must be selected early enough in advance so that the goods are ready by the given loading deadline. 2. Transportation scheduling deadline: the date on which you must start to organize the transportation of the goods. This deadline must be selected early enough to ensure that the means of transport is available by the loading deadline. SAP AG - University Alliances and
January 2008 The Rushmore Group, LLC 2008. All rights reserved. 21

3. Loading deadline: the date on which the goods must be available for loading and on which all vehicles that are required to ship these goods must be ready for loading. After the time required for loading the goods (loading time) has expired, goods issue can be carried out. 4. Goods issue deadline: the date on which the goods leave the company in order to arrive punctually at the customer location.
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5. Delivery deadline: the date on which the goods are to arrive at the customer location. The difference between the goods issue deadline and the delivery deadline is calculated from the transit time required for the route between the delivering plant and the customer. The delivery deadline can be the customer's requested delivery deadline or the confirmed delivery date (that is, the earliest date on which you can deliver goods to the customer).
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An item consists of one or more schedule lines. The schedule line contains all the data that is needed for a delivery. For example, a customer orders 20 units of a particular material which you enter as one item in the sales order. However, you can only deliver 10 pieces now and the remaining 10 pieces next month. So you need to schedule two deliveries. The data for these deliveries (dates, confirmed quantities) are stored in two separate schedule lines.
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SD3.4: Delivery Scheduling
Structure of sales documents

Header Line Item # 1 Schedule Line # 1 Schedule Line # 2
Line Item # 2
Schedule Line # 1
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SD3-5: Shipping Point and Route Determination

A shipping point is determined for each line item A delivery can only be processed from one shipping point Routes - route to be traveled & transit time are determined using customized rules
Routes can be used to simply define transit time
January 2008
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SD3-6: Transfer of requirements to MRP

Sales order is transferred to MRP as a Customer Independent Requirement (CIR). If a deficit is found, SAP will propose a purchase req. or planned order to fulfill the shortage after running MRP or MPS. Sales and distribution requirements reduce existing stock or inward movements of stock on the material availability date to ensure that other outward movement of stock elements cannot access the quantity reserved in this way.
January 2008
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SD3-6: Transfer of requirements to MRP
SD3-7: Foreign Trade and License Processing Predefined trade areas NAFTA, EU Automated reporting for trade areas Automated controls
License management Embargo lists Control by customer, country, product, point in time
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The sales order document is made up of three primary areas:
Header
Data relevant for the entire sales order: customer data, total cost of the order, number of the sold-to party, number of the ship-to party and the payer, document currency and exchange rate, pricing elements for the entire document, delivery date and shipping point order
Information about the specific product: Ex: material and quantity, cost of an individual line Uniquely belongs to a Line Item, contains delivery quantities and dates for partial deliveries
Line Item
Schedule Lines

Item Data Whereas data in the document header applies to all items in the document, some data applies only to specific items. This data is stored at item level and includes the: Material number Target quantity for outline agreements Number of the ship-to party and the payer (an alternative ship-to party or payer can be defined for a particular item) Plant and storage location specifications Pricing elements for the individual items Schedule line data
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DS3: Create sales order: item proposal
If a customer frequently orders the same combination of materials, SAP can store the frequently used data as an item proposal in the system.
During sales order processing, the user can copy all or some of the materials and quantity data from the item proposal directly into the sales order (document) Item proposal can be assigned to one or multiple customer master records
SD4: Schedule delivery and create Delivery notes

Initiates the delivery process Control mechanism for the process Changes to delivery are allowable - products, quantities Integrated with the Material Management (MM) and Finance (FI) modules
Delivery Note
Picking Packing
Loading Post Goods Issue
Each step in the delivery process updates the delivery note status
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Delivery/ Goods Issuing Reconciliation Account

Sales quotation
Sales order No impact on Financial Accounting (FI)
Delivery/Goods Issuing
Materials Management (MM) and Financial Accounting (FI)
SD4: Shipping
Sales Order 1 Sales Order 4 Sales Order 5
Sales Order 2
Delivery 813
Delivery 816
Sales Order 3
Delivery 814
Delivery 812
Delivery 815
Order Combination
Partial Delivery
Complete Delivery
DS5: Billing Overview

SAP has the functions of processing credit/debit memos and rebates It automates invoicing, based on sales orders and/or deliveries It can create pro forma (paper) invoices It is integrated with Finance (FI) & Controlling (CO) It updates customers credit data
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DS5: Billing
Sales Invoice Sold To: Rushmore Group Sales Org: S001 Dist Channel: RE Division: 01 Conditions/Price: $120
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DS5: Billing Methods

Delivery based Invoicing
Delivery 820 Invoice 945 Invoice 946
Order 6
Delivery 821
Delivery 833
Collective Invoicing
Order 9
Delivery 834 Order 14 Delivery 856 Invoice 968
Split Invoicing
Invoice 991
Order 32 Delivery 886 Invoice 992
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DS5: Billing Documents

It explicitly specifies documents Billing due list builds a work list of invoices that should be generated Automatic posting to Financial Accounting (FI): debit to customer sub-ledger account and credit revenue account.
January 2008
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DS5: Billing Plans

Periodic total amount for a planned billing period Milestone distributing the total amount over multiple billing dates - typically used with the project system (PS) Installment evenly proportioned amounts and defined payment dates Resource related consumed resources such as service or consulting
SD6: Payment
Payment is the final step in the sales order process. SAP posts payments against invoices.
The posting clears the liability in the A/R account and increases your bank account.
SD7: Handle Customer Return

Customer Return Order received Delivery Note
Sales Process Payment to Customer
Goods Receipt
Create Credit Memo

January 2008
Quality Inspection
42
Order 14
Delivery 856
Invoice 968
Return Order
Return Delivery
Quality Inspection
Return to Inventory
Credit Memo
Payment
January 2008
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Returns document
Billing block can be proposed Use the Order reason field to identify the reason for the return Full access to pricing and ability to re-price
Return delivery
Issues a goods receipt to place material into inventory
January 2008
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Credit memo
Billing block must be cleared from Return Posts to Financial Accounting (FI) Can be processed in batch (background) Can be processed collectively (grouped)
January 2008
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Sales & Distribution Processes

PEN, Inc.
EGN 5620
(Professional MSEM)
Fall, 2012
Enterprise Systems Configuration
Sales Quotation
Sales Order
SD Process: Billing Documents

At this point that the sales process is passed over to Financial Accounting to await payment.
Document Flow
The document flow feature allows you to find the status of an order at any point in time. The SAP system updated the order status every time a change is made to any of the documents created in the customer order management cycle (Order to Cash).
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Exercises:
144a. 144. 145. 146. 147. 148. 149. 150. 151. 152. 153. 154. 155. 156. 157. Create customer quotation Create sales order from sales quotation Check stock status Create delivery note for sales order Check stock status Picking materials on delivery note Post goods issue Check stock status Bill customer Post receipt of customer payment Review document flow Create Customer Material Info Record Create sales order using customer info record Create delivery for sales order Pick materials on delivery note
Exercises:
158. 159. 160. 161. 162. 163. 164. 165. 166. 167. Post goods issue Bill customer Post receipt of customer payment Create a scheduling agreement Process deliveries for a scheduling agreement Display scheduling agreement Check stock status Bill customer Run customer credit check Post receipt of customer payment

EGN 5620 Enterprise Sys SD Process Fall 2012

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EGN 5620 Enterprise Sys SD Process Fall 2012

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Formats disponibles

Sales & Distribution Processes

Enterprise Systems Configuration (Professional MSEM) Fall, 2012

Sales & Distribution Process

Sales & Distribution Process

Business Process Integration

Pen Incorporated Procure for Sales Order

Availability Check In Inventory Plant or Warehouse

Goods to Delivery Inventory Postings General Ledger Accounts

Business Process Integration

SAP Sales Order Process (Order-to-Cash)

Receipt of Customer Payment

SD3: Create Sales Order

SD3-2: Credit Check

SAP provides an efficient means to implement credit management

SD3-2: Credit Check

SD3-3: Availability Check

Allow for 3 methods of delivery

SD3-3: Availability Check

SD3-3: Availability Check

SD3-3: Availability Check

SD3-3: Availability Check

SD3-3: Availability Check

SD3-4: Delivery Scheduling

It uses defined activity times to schedule delivery activities.

SD3-4: Delivery Scheduling

SD3-4: Delivery Scheduling

SD3-4: Delivery Scheduling

SD3-4: Delivery Scheduling

SD3-4: Delivery Scheduling

SD3.4: Delivery Scheduling

Structure of sales documents

SD3-5: Shipping Point and Route Determination

Routes can be used to simply define transit time

SD3-6: Transfer of requirements to MRP

SD3-6: Transfer of requirements to MRP

SD3: Create Sales Order

SD3: Create Sales Order

DS3: Create sales order: item proposal

SD4: Schedule delivery and create Delivery notes

Loading Post Goods Issue

Delivery/ Goods Issuing Reconciliation Account

Materials Management (MM) and Financial Accounting (FI)

DS5: Billing Overview

DS5: Billing Methods

DS5: Billing Documents

DS5: Billing Plans

SD7: Handle Customer Return

Sales Process Payment to Customer

Create Credit Memo

SD7: Handle Customer Return

SD7: Handle Customer Return

SD7: Handle Customer Return

Sales & Distribution Processes

Enterprise Systems Configuration

SD Process: Billing Documents

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