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Roadmap
Introduction
Organization Structures
Master Data
Sales
Shipping
Billing
Business Processes
Reporting
•Order Mgmt. •General Ledger
•Shipping / Transportation •Accounts Receivable
•Billing / Invoicing •Accounts Payable
•Cash Management
•Sales Support
•Financial Controlling
•Sales Information
•Consolidation
•Financial Assets Mgmt.
•MRP •Inter-company Accounting
•Purchasing •Foreign Currencies & Taxation
•Goods Movements SD FI
•Invoice Verification Sales & Financial •Cost Element Actg..
•Inventory Mgmt Distribution Accounting •Cost Center Actg.
•Warehouse Mgmt. MM CO •Activity Based Costing
•Vendor Evaluation Materials
Controlling •Activities & Services Costing
•Purchasing Information Mgmt.. •Order and Project Actg.
PP AM

R/3
•Sales Planning (SOP) Production Fixed Assets
•Production Planning Planning Mgmt.. •Technical Asset. Mgmt.
•MRP/MRP2 •Investment Control
•Forecasting •Traditional Asset Actg.

Central Repository Project

•Investment Mgmt.
•Capacity Planning QM PS
•Production Activity Quality •Funds Mgmt.
•Costing
•Project Management
Manage-
ment PM of Information WF System •Resource Mgmt.
•Quality Control
Plant Main- Workflow
tenance •Time Mgmt.
•Quality Planning HR IS
•Quality Inspection Human Industry
Resources •Automate Business
•Quality Control Solutions
Processes
•Quality Documentation •Supports all Modules
•Quality Information
•Result of the ICOE’s
•Maintenance & Inspection •Industry specific
Planning functionality
•Processing of plant Maint.
orders Payroll Workforce Planning
•Mgmt.of completion Time Mgmt. Training Admin.
confirmations Travel Expense Actg. Organization Mgmt.
•History Mgmt. Benefits Personnel Planning
Recruitment Personnel Admin.
•Plant Maintenance Info.
SD…What for art thou?
Sales
Sales Info
Shipping System

Billing Transportation

Master Sales
Data Support
Foreign
Trade
Sales
 Nerve center for  Business functionality

customer order  Inquiries & Quotes

management  Sales Orders

 Returns
 Highly customizable  Contracts & Scheduling
 Support for simple and Agreements
complex pricing  Consignment

 Rush Orders & Cash Sales

 Integrated ATP
 Back Orders & Subsequent
 Integrated credit Deliveries
management  Credit & Debit Memo

Requests
Shipping
 Outbound Logistics
 Picking, Packing & Inventory management
 Generate Shipping Documents
 Returns Deliveries & Stock Transfer
 Process management through work lists
and deadlines
Billing
 Invoicing — automated or manual
 Comprehensive set of billing functions
 Linked documents — e.g. invoice &
credit memo
 Real-time integration with FI
 Pricing / Re-pricing functionality
Master Data
 Detailed information and functionality
defined for customers, materials and
pricing
 Flexible data structures that support the
business environment
 Specialized master data to support sales
order processing
SIS
 Flexible tool that allows you to collect,
consolidate, and utilize data from sales
and distribution processing
 A component of the Logistics
Information System (LIS)
Transportation
 Transportation Management
 Transport Routes — legs and transit time
 Deadline management — critical dates
 Shipment monitoring — actual dates vs.
planned dates
 Transportation Scheduling — coordinating
transportation to shipping schedule
Computer-Aided Sales / Sales
Support
 Provides the functionality to support the staff
involved in business development and
customer service processes
 Primary functions
 Sales Prospects

 Contact Persons

 Competitors & Competitive Products

 Sales Activities

 Direct Marketing
Foreign Trade
 Scaled export control: country, customer,
product, point in time
 Export license management
 Supported by comprehensive master data:
embargo/boycott, Table of Denial, etc.
 Facility for standard government reporting —
NAFTA, EU
 Integrated in Sales and Shipping functionality
 SD Document Flow and System
Integration
Sales
CAS
Activities

Sales Inquiry

Quotation Contract
SI
S Rush Subsequent
Sales M
Scheduling
Delv. Free of Returns
Order Charge Order Agreement M

Delivery
Shipping Transport

Debit Credit
Billing Invoice
Memo Memo

FI
 SAP Organization Structure
Client

Credit Chart of Control

Control Area Accounts Area

Business
Company
Area

Purchasing Distribution Sales

Plant Division
Org. Channel Organization
Sales Area

Purchasing Storage Shipping Sales

Group Location Point Office

Transportation Loading Sales

Planning Pt. Point Group
 Sales
C om pany C ode
G am e Keeper

S a le s O r g a n iz a t io n S a le s O r g a n iz a t io n
P u z z le s E le c t r o n ic

D is t r ib u t io n C h a n n e l D is t r ib u t io n C h a n n e l D is t r ib u t io n C h a n n e l
D ir e c t W h o le s a le D ir e c t

D iv is io n
D iv is io n V id e o G a m e s
P u z z le s
 Sales
Company

Sales Sales
Organization 1 Organization 2

Distribution Division A Division A

Channel I Division B Division B
Division C Division C

Distribution Division A Division B

Channel II Division B Division C
Internal Sales

S a le s A r e a
(G a m e K e e p e r;
D ir e c t ;
P u z z le s )

S a le s O ffic e S a le s O ffic e S a le s O ffic e

E a s te rn S o u th e rn W e s te rn

S a le s G r o u p S a le s G r o u p S a le s G r o u p S a le s G r o u p S a le s G r o u p S a le s G r o u p
N o rth e a s t A t la n t ic M id - S o u th S o u th R o c k y M tn s W est C oast
Shipping and Transportation
P la n t T r a n s p o r t a t io n P la n n in g P t
S h ip p in g & T r a f f ic O f f ic e

S h ip p in g P t S h ip p in g P t
F r e ig h t D o c k E x p re s s

L o a d in g P t L o a d in g P t L o a d in g P t
D ocks 1 - 4 D ocks 5 & 6 D ock 1
Exercises
 Create User Parameters
 Assign an organization structure to a
parameter value. The system will copy
these parameters into the fields of
transaction documents.
 Business Partners
Sold-to Sales Employee

Ship-to Credit Mgr.

Partner
Functions

Bill-to Carrier

Payer Contacts
 Account Groups
Sold-to Sales Employee

Ship-to One-time
Account Customer
Groups

Bill-to Etc.

Payer Definable
Customer Master
Address
Control
Marketing
Unloading Point
General
GeneralData
Data Foreign Trade
Contact Persons

Account Mgmt.
Company Payment Transactions
CompanyCode
Code Correspondence
Data
Data Insurance

Sales
Shipping
Sales
Sales&& Billing
Distribution Output
DistributionData
Data Partner functions
Business Partners, cont.
Example 1 Example 2
S o ld - t o # : 1 2 3 S o ld - t o # : 1 2 3
C om pany C ode: C C C om pany C ode: C C
S a le s A r e a : S O - A , D C - A , D iv - A S a le s A r e a : S O - A , D C - A , D iv - A

S h ip - t o # : 1 2 3 S h ip - t o # : 1 2 3 B ill- t o # : 1 2 3

B ill- t o # : 1 2 3 S h ip - t o # : 2 3 4 B ill- t o # : 6 5 4

P ayer #: 12 3 S h ip - t o # : 3 9 3 P ayer # : 1 2 3
 Business Partners, cont.
Example 3 S o ld - t o # : 1 2 3
C om pany C ode: C C

S a le s A r e a : S O - A , D C - A , D iv - A S a le s A r e a : S O - A , D C - A , D iv - B

S h ip - t o # : 1 2 3 S h ip - t o # : 1 2 3

S h ip - t o # : 2 3 4 S h ip - t o # : 3 9 3

S h ip - t o # : 3 9 3 B ill- t o # : 1 2 3

B ill- t o # : 1 2 3 P ayer # : 1 2 3

B ill- t o # : 6 5 4

P ayer # : 1 2 3
Exercises
 Create customers
(sold-to) master records
 Create a Ship-to Partner
 Assign the Ship-To Partner to a Sold-To
Partner
Material Master
General Data Plant Specific Data

Material number & type MRP Profile

Description Production
Unit of measure Accounting / Costing
Weight / Volume Export data
Division

Storage Location Data Sales Area Data

Storage Conditions Delivering plant

Sales texts
Temperature Conditions
Sales unit of measure
Shipping data
Pricing groups
Material Master
Organization Structure
Relationship
Material# : 1090
Description: Mt. Rushmore

Distribution Storage
Channel Location

Sales
Plant
Organization
Material Master
Stock (Inventory) Overview
Exercises
 Create sales views for materials
(sold-to) master records
 Check the stock level (inventory)
 Pricing
Material Taxes Discounts &
Prices Freight
Price list Surcharges
Customer specific Federal Incoterms
Customer
Other State Other
County Material
Local Price group
Other Mat. Pricing group
Customer/material
Cust./matl. pr. group
Price group / material
Price grp./mat. pr. Grp
Free Goods
(Internal & External)
Other
 Pricing Scales
Sales Org. Dist.Ch. Customer Material
US01 WH 123678 MAT-12

Validity Period
Valid from: 01/01/98
Valid to : 12/31/2001

Scale quantity UoM Rate Unit By Uom

From 1 ea 10.00 USD 1 ea
100 ea 9.00 USD 1 ea
1000 ea 7.50 USD 1 ea
Exercises
 Create material prices
 Create a customer specific material
price
 Create a customer specific discount
Business Documents —
SD Document Types
Inquiry Consignment

Quotation Contract

Sales Order Returns

Scheduling
Rush Order
Agreement
Returnable
Cash Sale
Packaging
Delivery Free of Debit/Credit
Charge Memo Request
 Structure of Sales Documents
Businessdata
Business data
Header Pricing
Pricing
Material(product)
(product) Partner
Partner
Material
Line item Quantity
Quantity
Output
Output
Alt.Ship-to
Ship-to Texts
Texts
Alt. P.O.data
data
Schedule line Pricing
Pricing P.O.
Salesarea
areadata
data
Businessdata
Business data Sales
Line Item
Deliverydate
Delivery date
Schedule line Quantity
Quantity
Shippingdata
Shipping data
Schedule line Procurementdata
Procurement data
Partialdelivery
Partial deliverydata
data
Features in functionality...
Information in Sales
Documents
Exercises
 Create a sales order
 Challenge …
 View header business data
 View order with different “Overview” tabs
 View item pricing
 Change the delivery date
(hint: use ‘fast change of’ functionality)
 SD Document Flow and System
Integration
Sales
CAS
Activities

Sales Inquiry

Quotation Contract
SI
S Rush Subsequent
Sales M
Scheduling
Delv. Free of Returns
Order Charge Order Agreement M

Delivery
Shipping Transport

Debit Credit
Billing Invoice
Memo Memo

FI
Inquiry
Quotation
Exercises
 Create an inquiry
 Create a quotation
 Challenge …
 View item business data
 Create header and item texts
 SD Document Flow and System
Integration
Sales
CAS
Activities

Sales Inquiry

Quotation Contract
SI
S Rush Subsequent
Sales M
Scheduling
Delv. Free of Returns
Order Charge Order Agreement M

Delivery
Shipping Transport

Debit Credit
Billing Invoice
Memo Memo

FI
 Contracts
Contract
Contract
Sold-to : ABC Company Valid from : 05/01/1998
Valid to : 04/30/1999
Material Qty Description
PUZ-00110000 Grand Canyon, 24x18, 2000 pc

Release Order
Release Order
Contracts
 Scheduling Agreements
Scheduling Agreement
Sold-to : ABC Company Valid from : 05/01/1998
Valid to : 12/31/1998
Material Qty Description
PUZ-0021200 Mt. Rushmore, 24x18, 2000 pc
Dlv. Date Qty
6/1/1998 300
8/1/1998 300 Schedule Lines
10/1/1998 600

Delivery
6/1/1998
Delivery
8/1/1998
Delivery
10/1/1998
Scheduling Agreements
Scheduling Agreements
Exercises
 Create a contract
 Create a scheduling agreement
Creating New Documents By
Referencing Existing
Documents
Inquiry

Quotation Quotation

Contract

Order Order
Exercises
 Create a sales order referencing a
quotation
 Create a sales order referencing a
contract
 Challenge …
 Check the contract to see how the
referencing sales order impacted the
quantities
Sales Processing Functions
Document Delivery
Flow Scheduling

Credit Availability
Management Check

Requirements
Pricing
Transfer
 Credit Management
Credit master data for customer
(FI & SD)
Customer ABC Co.
Credit Risk Medium
Credit Limit $300,000
Credit Limit Used $225,000

Create Sales Order System Functions

Customer ABC Co. Credit •Sales order credit block
Net Amount $100,000 Limit •R/Mail to credit mgr., etc.
•No transfer of requirements
Exceeded

Credit Issue Resolved

Change Sales Order
Credit block
Reserve ATP inventory
Document Flow
Document Flow
Order Processing Functionality
 Availability check & Transfer of
requirements to MRP
 mutual dependence
 delivery options: one-time, proposal
 Pricing
 Credit check
 Shipping point & route determination
 Foreign trade & license processing
Key Sales Functionality
Delivery
Scheduling

Availability
Requirements Check
Transfer
Delivery Scheduling
 Determines whether the customer’s
requested delivery date can be met or if
a new delivery date must be calculated.
 Automated scheduling of essential
shipping activities
 Backward Scheduling
Sales Material Transportation Goods Requested
Order Availability Scheduling Loading Issue Delivery
Date Date Date Date Date Date

Transit
Πtime
Loading
 time
Pick / Pack
Ž time

Transport.
 Lead time
Availability
Check
 Forward Scheduling
New
Sales Material Requested Material Confirmed
Order Availability Delivery Availability Delivery
Date Date Date Date Date

Backward
ΠScheduling

Availability
Check 
Revised
Delivery Ž
Schedule
Availability Check
 Integrated with Delivery Scheduling to
confirm inventory for the material
availability date for an item
 Evaluates the complete scope of
inventory, including all inward and
outward movement of goods
 Proposes delivery options
 Integrated with Backorder Processing
 Availability Check —
Scope of Check

Inbound Inventory Outbound

•Planned orders •Unrestricted •Sales reqmts.

•Production orders stock •Delivery reqmts.
•Purchase reqs. •Quality check •Reservations
•Purchase orders •Safety stock •Dependent reqmts.
•Replenishment lead •In transit
time •Other plants
Availability Check
Availability Check
Availability Check
 Availability Check —
Complete delivery on requested
date
300

200

100

Time

Order Qty : 125

Order Date
Material Availability Date
Delivery Date
 Availability Check —
Complete quantity on a later
date
300

200

100

Time

Order Qty : 250

Order Date
Orig. Mat. Avail. Date
New Mat. Avail. Date
Orig. Delivery Date
New Delivery Date
 Availability Check —
Partial Deliveries
300

200

100

Time

Order Qty : 250

Order Date
Orig. Mat. Avail. Date
Add’l Mat. Avail. Date
Orig. Delivery Date
Add’l Delivery Date
 Transfer of Requirements

Header
Line item Schedule line
Schedule line determines whether:
• Availability Check is carried
Schedule line out
• Requirements are
Line Item transferred to MRP
Schedule line
Transfer of Requirements
Foreign Trade &
License Processing
 Predefined trade areas — NAFTA
 Automated reporting for trade areas
 Automated export control
 license management
 embargo lists
 control by customer, country, product,
point in time
 Sales Tools
Sales functionality that is enhanced by specialized master
data
Tools for simplifying, expediting and customizing sales
related data entry

Material
Product Proposals
Listing/Exclusion

Customer/Material Material
Info Record Determination
 Product Proposal
PP-1 Product Proposal PP-5 Product Proposal
10 Material Qty 10 Material Qty
20 Material Qty 20 Material Qty
30 Material Qty 30 Material Qty

Sales Order #1000

Customer Master
101 ABC Co.
3579 The Mart Sales Order #1001
966 Big Guy Inc.
Sales Order #1002
Customer-Material Info Record
Sold-to Party: ABC Co.
Valid from : 03/01/1998
Valid to : 12/31/9999
MaterialDescription Customer
Number

Matl-1 Mt. Rushmore ABC-P-1

Matl-2 Grand Canyon ABC-P-14
Matl-3 Golden Gate Bridge ABC-P-7
Material Listing / Exclusion
Material Listing Material Exclusion
Customer Material Customer Material
278 Matl-1 19 Matl-1
278 Matl-2 19 Matl-2
278 Matl-3 3400 Matl-3
7784 Matl-2 3400 Matl-2
45 Matl-2 45 Matl-1

Sales Order
Sold-to Party: 278

10 Matl-1 100
20 Matl-4 100
 Material Determination
a.k.a. Material Substitution
Valid from : 03/01/1998
Valid to : 12/31/1999
Proposed reason: 0005 Automatic
MatEntered Description Material UoM Reason
Matl-1 Mt. Rushmore Matl-1x Ea 0005
Matl-2 Grand Canyon Matl-2x Ea 0005

Sales Order
Sold-to Party: 278

10 Matl-1 100
Matl-1x
Exercises
 Create a Customer-Material Info. Record
 Create a Product Proposal
 Assign the Product Proposal to a customer
master record
 Create a Sales Order Referencing a Product
Proposal
 Create a Sales Order Using Customer-Material
Info. Record
 Shipping Features
 Flexible processing functionality to
support shipping/delivery functions
Picking Transportation
Packing Foreign Trade
Goods Issue Cancel Goods Issue

Scheduling/Planning supported through work lists and

deadline monitoring
Tightly integrated to MM, FI, SD and WM
 Types of Deliveries
Complete Order
Order Delivery
Delivery
Delivery

Delivery
Delivery
Partial Order
Order Delivery
Delivery
Delivery
Delivery
Delivery

Order
Order
Order Order
Order Delivery
Delivery
Combination
Order
Order
 Processing Deliveries
Shipping Point
Post
Delivery Goods
Picking Packing
Note Issue
Status

Outputs Status

Pick list Overall

Packing list Picking
Bill of lading Picking Confirmation
Labels Packing
Goods Movement
Delivery Document Processing
Delivery
Delivery Delivery
DeliveryDue
DueList
List

Returns
ReturnsDelivery
Delivery

Delivery
Delivery
Transfer
TransferOrder
Order without
without
Reference
Reference
Creating a Delivery
 Manual delivery creation
 One-to-one with an order
 Provides greatest flexibility
 Process complete or partial deliveries

Order
Order Delivery
Delivery
Delivery Due List
 Generates a work list of deliveries
 Processes deliveries and material transfers
 Can be scheduled to run in batch
 Automatically combines deliveries

Order
Order Order Delivery Delivery
Order
Order
Order
Order Order
Order Delivery Delivery
Order
Delivery Due List
Delivery Due List
Picking
Packing
 Post Goods Issue
Sales Order(SD)
D Status & Schedule lines
Picking
e updated
l
I
Packing General Ledger (FI)
v
e Inventory CGS
r Post Goods 750 750
y Issue

Delivery Status Inventory (MM)

Overall: Completed Inventory level updated -
Picking: Completed Goods Issue
Packing: Completed
Goods issue: Completed
Exercises
 Process deliveries using the Delivery Due List
 Complete the delivery process
 Cancel PGI (Remember to “un-cancel”!)
 Challenge …
 Look at one of the orders, that has been
delivered, check the:
 Schedule line(s)
 Header & item status
Billing Overview
 Automated invoicing relative to sales
orders or deliveries and date based
billing
 Robust pricing capability
 Functionality for credit and debit
memos and rebate processing
 Integration with Financials and credit
management
 Billing Methods
Single Order Delivery Invoice
Invoice Order Invoice

Delivery
Order
Collective Delivery Invoice
Invoice
Order Delivery

Invoice Invoice
Order Delivery
Split Invoice
 Billing Document Processing
Billing Due List Individual / Manual

Generates a billing list from Creates a single invoice

eligible documents from an order or delivery
(deliveries/orders) based on
selection criteria
Billing Document Processing
— Individual Billing
Billing Document Processing
— Billing Due List
Billing Document Processing
— Billing Due List
Billing - Postings
General Ledger
Sales Customer A/R recon.
4500 4300 4300

Discount
200
Billing Plans
 Billing Schedule— Accumulated amount for a
defined billing period
 Periodic Billing — evenly proportioned amounts
billed on a defined payment schedule.
Installment amounts are calculated
automatically
 Resource related — consumed resources such
as services or make-to-order production
 Milestone Billing — Distributing the total
amount over multiple billing dates
Exercises
 Process Invoices Using the Billing Due
List
 Challenge …
 Look at one of the orders, that has been
delivered, check the:
 Header & item status
 View the Billing items and Accounting
documents of any of the billing documents
Credit/Debit Memo Processing
Sales
Order Delivery Invoice

Credit
Memo Credit
Request Memo

Debit
Memo Debit
Request Memo

Sales Shipping Billing

 Customer Return
Sales
Order Delivery

Return
Return Delivery (Remove Credit
(Create) (Returns) billing
block) Memo

Sales Shipping Sales Billing

 Consignment
Consignment
Fill-up Delivery
(1)

Consignment
Issue Delivery
(Inventory at (2) Invoice
customer)

Sales Shipping Billing

Free of Charge Delivery
Sales
Order Delivery

Free of
1 Charge Delivery
Delivery

Free of
2 Charge Delivery
Delivery

Sales Sales Shipping

Exercises
 Process a Customer Return
 Create a Return Document
 Complete the Return Delivery
 Issue a Credit
Exercises
 Complete a Sales Business cycle
 Use your skills to walk through a sales
cycle — Quotation to Billing
 SD Output & Reporting

S a le s & D is tr ib u tio n

C A S SALES S H IP P IN G TRANSPORT B IL L IN G

S a le s A c tiv itie s In q u ir y C o n f. D e liv e r y N o te E x p o rt D o c s. In v o ic e

S a le s L e tte r s
S a le s A c tiv itie s &
S a le s S u m m a r y
D ir e c t M a ilin g
Q u o ta tio n P ic k in g L is t B ill o f L o a d in g In v o ic e L is t
O rd e r A c k . P a c k in g L is t C r e d it M e m o
C o n tra c t B ill o f L a d in g D e b it M e m o
C r e d it A le r t
R e c e ip t
Output Media

Email Printed
Documents
Internet
SD
Document
FAX
EDI

Workflow
Sales Information System
 Flexible information system designed to
support business planning, forecasting
and reporting
 Pre-defined catalog of performance
measures and reports
 On-demand access to reports and
exceptions
 Data maintained in a separate database
Data Flow & Functionality

LIS Analysis
(Reporting)

Transaction
Information SIS Planning

Data
Warehouse
Early Warning
Reporting Tools

 Value display - absolute or percentage

 Top N - top 10, top 100, etc.
 Sorting - ascending or descending
 ABC
 Classification
 Graphics - 2D, 3D
Reporting Tools
Standard Analysis

 6 Pre-defined drill-down reports

 Customer
 Material
 Sales Organization
 Shipping Point
 Sales Employee
 Sales Office
Customer Analysis

 Sold-to party
 Period
 Sales Organization
 Distribution Channel
 Division
 Material
Customer Analysis
Material Analysis

 Material
 Period
 Sales Organization
 Distribution Channel
Sales Organization Analysis

 Sales Organization
 Period
 Distribution Channel
 Division
 Sales District
 Sold-to Party
 Material
Shipping Point Analysis

 Shipping Point
 Period
 Route
 Forwarding Agent
 Destination Country
Sales Employee Analysis

 Sales Employee
 Period
 Sales Organization
 Distribution Channel
 Division
 Sold-to Party
 Material
Sales Office Analysis

 Sales Office
 Period
 Sales Organization
 Distribution Channel
 Division
 Sales Group
Accessing More SIS Reports
Exercises
 Review the information collected by SIS
 Have some fun and play with the
different reports, functions and graphics