Sales Process Unit 2
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Transcript of Sales Process Unit 2
8/18/2019 Sales Process Unit 2
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Sales & DistributionSales
Sales Order Process
8/18/2019 Sales Process Unit 2
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Topics
Sales Process• Inquiry
• Quotation
• Sales Order Processing• Delivery
• Post Goods Issue
• Billing• Accounting Payable
• Return rocess
• !redit "e#o
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$
Sales Process
Sales Order %ntry
Post Goods
Issue
Invoice
!usto#er
Pic&
"aterialsReceit o'
!usto#er Pay#ent
Pac&"aterials
!(ec&
Availability
Pre)sales Activities
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SD: Pre-Sales Activities
• Sales Suort is a co#onent o' SD
• It contains t(e 'ollo+ing 'unctionality,
- !reating and trac&ing custo#er contacts and co##unications
.sales activity/
• Pre)sales docu#ents need to be #anaged +it(in t(e resalesactivities, Inquiries and Quotations0 (ese docu#ents (elidenti'y ossible sales related activity and deter#ine sales
robability0
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SD Process: Inquiry
• An inquiry is a custo#er3s request to a co#any 'orin'or#ation or quotation in resect to t(eir roducts
or services +it(out obligation to urc(ase0
- 4o+ #uc( +ill it cost
- "aterial5Service availability
- "ay contain seci'ic quantities and dates
• (e inquiry is #aintained in t(e syste# and a
quotation is created to address questions 'or t(eotential custo#er0
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SD Process: Inquiry
• code 7A11
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SD Process: Quotation
• (e quotation resents t(ecusto#er +it( a legally
binding offer to deliver
seci'ic roducts or a
selection o' a certaina#ount o' roducts in a
seci'ied ti#e'ra#e at a
re)de'ined rice0
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SD Process: Quotation
• code 7A21
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Difference between Inquiry and
Quotation
• Inquiry, Inquiry is ;ust a si#le docu#ent s(o+ing t(e interest s(o+nby your rosective custo#er on roducts and services0 Date and Priceare not relevant (ere0
• Inquiry is not a legal docu#ent and custo#er as&s details in'or#ationabout seci'ic goods 0
• Quotation, quotation is a legal agree#ent you o''er to you custo#er0<ou agree to t(e custo#er t(at you +ill c(arge a articular a#ount to aarticular quantity o' a articular roduct and t(is agree#ent is ti#eli#ited and not valid a'ter t(at ti#e duration
• In Quotation !o#letion rule =B= is alicable0 (ere'ore> Quotation
gets co#leted status i' you re'er t(e total quantities to t(e order > or> i'you are re'erring artial quantities t(en rest quantities you (ave to re;ect> or >i' t(e validity eriod o' t(e Quotation is over0
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SD Process: Sales Order
• Sales order rocessing can originate 'ro# a variety o'docu#ents and activities - !usto#er contacts us 'or order, (one> internet> e#ail
- %@isting !ontract
- Quotations
- Inter'ace
• (e docu#ent t(at is created s(ould contain t(e 'ollo+ingbasic in'or#ation, - !usto#er In'or#ation
- "aterial5service and quantity
- Pricing .conditions/
- Seci'ic delivery dates and quantities
- S(iing in'or#ation
- Billing In'or#ation
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SD Process: Sales Order
• (e sales docu#ent is#ade u o' t(ree ri#aryareas, - 4eader
• Data relevant 'or t(e entire
sales order, %@, custo#er data>total cost o' t(e order
- ine Ite#• In'or#ation about t(e seci'ic
roduct, %@, #aterial andquantity> cost o' an individualline
- Sc(edule ines• niquely belongs to a ine Ite#>
contains delivery quantities anddates 'or artial deliveries
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SD Process: Sales Order
• (e sales order contains all o' t(e in'or#ationneeded to rocess your custo#ers request> t(e
'ollo+ing in'or#ation is deter#ined 'or eac( sales
order,
- Delivering Sc(edule
- S(iing oint and route deter#ination
- Availability !(ec&
- rans'er o' require#ents to "RP - Pricing
- !redit li#it c(ec&
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Sales Order: Delivery Scedulin!
• C(en an order is created t(en you #ust enter arequested delivery date 'or t(e order or eac( line
ite#0
• (e syste# +ill t(en deter#ine a delivery ti#eline>
t(is +ill be used +(en deter#ining our #aterial
availability> or AP .Availability to Pro#ise/ date0
• (e syste# +ill deter#ine t(is date using 'or+ard
and bac&+ard sc(eduling rules you (ave de'ined0
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Sales Order: I"P Deter#ination
• Route• S(iing oint
• Pricing rocedure
• Ite# category
• Sc(edule line category
• Plant ) Searc(
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Sales Order: Pricin!
• (e syste# dislays ricing in'or#ation 'or all salesdocu#ents on t(e ricing screens at bot( t(e (eader and
t(e line ite# level0
- 4eader ricing is valid 'or t(e +(ole order it is t(e cu#ulitive o' all
line ite#s +it(in t(e order
- ine ite# ricing is 'or eac( seci'ic #aterial0
• (e syste# +ill auto#atically searc( 'or rice> discounts>
surc(arges> calculate ta@es and 'reig(t0 <ou (ave t(e ability
to #anually #aniulate t(e ricing at bot( t(e (eader and
line ite# level +it(in t(e sales order by entering a condition
tye and a#ount0
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Sales Order: $redit $ec%
• Allo+s your co#any to #anage its credit e@osure and ris& 'or eac( custo#er by
seci'ying credit li#its0
• During t(e sales order rocess t(e syste# +ill alert t(e sales re about t(e
custo#ers credit situation t(at arises> i' necessary t(e syste# can be con'igured
to bloc& orders and deliveries0
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SD Process: Sippin! & Transportation
• (e s(iing rocess begins +(en you create t(edelivery docu#ent 'or t(e sales order0 (is
docu#ent controls suorts and #onitors s(iing
rocessing,
- Pic&ing
- Pac&ing
- Post Goods Issue
• Integrated +it( t(e "aterial "anage#ent .""/ andinance .I/ #odules
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Delivery: oods Issue
• %vent t(at indicates t(e legal c(ange in o+ners(io' t(e roducts
• Reduces inventory and enters !ost o' Goods Sold
• Auto#atically udates t(e General edger .G5/accounts
• %nds t(e s(iing rocess and udates t(e status
o' t(e s(iing docu#ents
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SD Process: 'illin!
• (e billing docu#ent is created by coing data'ro# t(e sales order and5or delivery docu#ent0
- Order)based billing
- Delivery)based billing
• (e billing rocess is used to generate t(e
custo#er invoice0
• It +ill udate t(e custo#er3s credit status0
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SD Process: 'illin! Docu#ents
• (e billing docu#ent +ill auto#atically create a debit
osting to your custo#er sub)ledger account and
credit your revenue account0
• It is at t(is oint t(at t(e sales rocess is assed
over to inancial Accounting to a+ait ay#ent0
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SD Process: Docu#ent (low
• (e docu#ent 'lo+ andorder status 'eature allo+s
you to 'ind t(e status o' an
order at any oint in ti#e0
(e SAP udates t(e orderstatus every ti#e a c(ange
is #ade to any docu#ent
created in t(e custo#er
order #anage#ent cycle
.Order)to)!as(/0