sales process unit 2

8/18/2019 Sales Process Unit 2

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Sales & DistributionSales

Sales Order Process



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Topics

Sales Process• Inquiry

• Quotation

• Sales Order Processing• Delivery

• Post Goods Issue

• Billing• Accounting Payable

• Return rocess

• !redit "e#o



$

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



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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• (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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• (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&



1$

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

sales process unit 2

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