Sap sd sales

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  • The development of R/3 functions for the aftermarket was announced during the public launch of the SAP Automotive Solution Map. The automotive business focuses on activities such as buying and selling new and used vehicles and spare parts, vehicle modification, service, warranty processing, and financing.
    Release 2.0 of SAP Automotive will map the typical processes of an importer. The core development in this release is the Vehicle Locator, which is intended to be an initial step towards R/3 functions that can be used both in an R/3 System and through an Internet application.The entire structure of the trade will be mapped in future releases.
    The Vehicle Locator is a workbench running on an importer's SAP R/3 System. The Vehicle Locator functions can not only be executed by users working for the importing company, but also by users of the individual dealers assigned to the importer. Using the Vehicle Locator, the importer can enter planned vehicles in his system without creating a purchase order. All planned vehicles, representing the complete pipeline, are shown as entries in a central vehicle database. Based on this information, different functions such as search, reservation, or assignment to a sales order are available.Using the Internet interface, a dealer can log onto the importer's R/3 System and work with the functions assigned to him. All the dealer needs on site is a Web browser.
    The process of selling a vehicle is kicked off by qualifying the customer's wishes. In direct conversation with the customer, the sales representative determines which vehicle the customer wishes to purchase. The customer chooses the car model, the year, the features, the color, the interior design and special features offered by the manufacturer or the dealer. If a new vehicle is configured (that is, if the dealer does not search the inventory for existing cars), the overall configuration should not only be accompanied by a price calculation, but also by a technical feasibility check. After completing the vehicle configuration, the customer data is entered, a used car trade-in is taken into account, if applicable, and customer discounts are applied. Both the dealer price and the retail price can be displayed. In the end, the sales representative can try to locate the desired vehicle by searching the importer's pool of vehicles in stock.
    In the vehicle database, both the importer and the dealer have access to current status information for all vehicles through status messages such as:· Ordered· Scheduled· In production· Production completed· Transport/delivery (location) · Transportation planning· Monitoring incoming transports (vessels)· Parking space requirements planning
    Vehicle tracking allows the importer and the dealer to check at any time where a vehicle is located and for when the delivery is scheduled. It is, therefore, possible to recognize delays early and communicate them to the customer.
  • Third party with Shipping Notification
  • Third party without Shipping Notification
  • Sap sd sales

    1. 1. Sales & Distribution - Sales Process Overview -
    2. 2. Pre sales activates
    3. 3. Pre sales activities • Sales activities like direct mailing, internet campaign, trade fair or telephone can trigger sales processes. • Inquiry and Quotation helps in determining important sales data and can be saved. • If the customer places a order, these data can be accessed.
    4. 4. Sales — Inquiry & Quotation • • • • • • Support pre-sales processes Are time sensitive Automatic availability check Automatic pricing No impact to FI Can be used as reference documents
    5. 5. Pre sales activities • • • • Inquiry - IN Quotation - QT Contract - QC Scheduled agreement - DS
    6. 6. Inquiry • Initial activity in the sales process • Carries the information related to customer and material. • The order type for inquiry is IN.
    7. 7. Quotation • An offer from the enterprise to the customer. • It’s a valid document, will carry validity dates. • Pricing conditions will be mentioned in the document. • The document type for quotation is QT
    8. 8. Outline Agreements • Contracts • Schedule Agreements
    9. 9. Contracts
    10. 10. Contracts • Defined quantities and validity period for a customer • The contract is fulfilled by orders placed against the contract - release orders • Contracts are automatically updated through release order processing • Pricing can be assigned to a contract
    11. 11. Contract • An agreement between enterprise and customer. It is also a legal document. It will carry valid dates. • Types of contracts
    12. 12. Types of contract QC-Quantity contract WK1-Value contract MS-Master contract SC-Service contract
    13. 13. Contracts Contract Target Qty: 900 Order Qty: 700 . . . Contract Target Qty: 900 Order Qty: 750 Release Order Order Qty: 200 Release Order Order Qty: 150
    14. 14. Scheduling agreement
    15. 15. Scheduling Agreements • Defines specific product quantities and delivery dates for a customer • Schedule lines and processed through standard delivery processing • Availability check is performed during creation and quantities are passed to MRP • System automatically updates delivered quantities
    16. 16. Scheduling Agreements Scheduling Agreement Date 05/15 06/15 07/15 08/15 Qty 100 100 200 300 Delivery 5/10 100 Delivery 6/10 100 Delivery 7/10 200 Delivery 8/10 300
    17. 17. Structure of contract Header Line Item#1 Scheduline agreement #1 Scheduline agreement #2 Line Item #2 Scheduline agreement #1 Scheduline agreement#20
    18. 18. Item Categories for Contracts • Standard Item-KMN • Free of charge-KMNN
    19. 19. Schedule agreement
    20. 20. Structure of Scheduling agreement Header Line Item#1 Scheduline agreement #1 Scheduline agreement #2 Line Item #2 Scheduline agreement #1 Scheduline agreement#20
    21. 21. Order management
    22. 22. Standard order • A sales order is a record of your customer's request for goods or services. • The sales order contains all information to process the customer's request throughout the whole process cycle. • The sales component thus automatically suggests data from master records and control tables that you previously put aside. As a result, possible input errors occurring during sales order processing and entering of redundant data is avoided. • You can enter a sales order with many items in a single screen.
    23. 23. Order Processing Functionality • Delivery scheduling • Availability check • Transfer of requirements to MRP • Pricing • Credit check • Shipping point & route determination • Foreign trade & license processing • Document flow
    24. 24. Standard order • Systematic process like order delivery billing and payment. • Delivery will be scheduled after 1 weak. • Billing is delivery related billing. • The decampment type is – OR.
    25. 25. Item categories
    26. 26. Item categories • Item categories control the item data. • Item data carries the information related to materials in the sales document. • Item categories are dependent to document types. • Every sales document will have individual item categories.
    27. 27. Item categories
    28. 28. Type of item categories • • • • Standard item Free of charge item Text item Non stock item
    29. 29. Item categories for pre sales activities • • • • Inquire item- AFN, AFNN, AFX, AFTX. Quotation- AGN AGNN, AGX, AGTX. ContractScheduling agreement
    30. 30. Item categories for sales documents • Standard order- TAN, TANN, TATX, TAX. • Cash sales – BVN, BVNN. • Rush order – TAN, TANN, TATX, TAX.
    31. 31. Schedule line categories
    32. 32. Schedule line categories
    33. 33. Types of schedule line categories • • • • Inquiry – A Quotation – B Order – C Returns - D • D- No inventory mgt. • X- No inventory mgt with goods issue. • N- No MRP • P-Material Requirement Planning. • V-Consumption based planning.
    34. 34. Special sales documents
    35. 35. Special sales documents • • • • • • Rush order Cash sales Free of charge subsequent deliveries Free of charge delivery Invoice correction request Consignment process
    36. 36. Cash sales • Order, delivery and billing is done on the same day. • Document type is CS. • Item category is BVN, BVNN.
    37. 37. Rush order • Order and delivery is done on the same day. • Billing can be done later date. • Document type is RO. • Item category is TAN, TANN
    38. 38. Returns • Customer returns damaged goods. • Document type – RE • Item category – REN
    39. 39. Returns and Complaints Overview SAP AG
    40. 40. Returns & Complaint Processing : Process Flow
    41. 41. Customer Own SAP Return Request Search for sales order with reference to Batch Number Create Return Order & Assign Batch Number Create Return Delivery Post Goods Receipt Inspect Goods Receipt Create Usage Decision Release credit memo request to billing Create Credit Memo
    42. 42. Business View – Returns Return Return Orders Orders Credit Credit Return Return Deliveries Deliveries Quality checks Manual Defect Recording Goods receipts
    43. 43. Returns - Order Billing Batches Order Customer: C6000 Product: Material J60 Price: INR 100 / pc Quantity: 10 pallets No • Availability Check • Check of the Credit Limit • Listing • ... Pricing EAN/UPC
    44. 44. Returns - Delivery April Order 23 Order Customer: C6000 Product: Cookies Price: 5 CNY / pc Quantity: 10 pallets Shipping Batches documents
    45. 45. Returns & Complaints
    46. 46. Complaints Credit Memo Request Customer Product Order Reason Credit Value Billing • Credit Memo (Value) Customer C6000 11600001 YB2 1000 INR
    47. 47. Credit memo request • Settlement for returns, customer balances • Document type – G2 • Item category – G2N
    48. 48. Returns – Credit Memo April 23 Order / Delivery Order Pricing Customer: C6000 Product: Cookies Price: 5 CNY / pc Quantity: Subsequent refunds 10 pallets Central payer, purchasing group Credit memo
    49. 49. Customer Own SAP Customer Complaint Create credit memo request Release credit memo request to billing Create credit memo
    50. 50. Debt memo request • Collecting extra charges from the customer. • Document type – L2 • Item category - L2N
    51. 51. Subsequent free of charge • Issuing of fresh stock for damaged stock. • Document type • Item category
    52. 52. Free of charge delivery • Sample to customer and employees. • Document type • Item category
    53. 53. Invoice correction request • Invoice correction procedure.
    54. 54. Consignment process • • • • Consignment fill-up Consignment issue Consignment return Consignment pick-up
    55. 55. Consignment Processing : Fill UP Process Fill Up Order Create Fill Up Delivery Picking Goods Issue Excise Invoice Print Excise Invoice Stock Overview
    56. 56. Consignment Processing : Issue Process Flow Consignment issue Create Issue Delivery Picking Goods Issue Billing Stock Overview
    57. 57. Consignment Processing : PICK UP Process Flow Pick Up Order Create Pick Up Delivery Picking Goods Receipt Stock Overview
    58. 58. Consignment Processing – Fill Up : Process in SAP Fill Up Order Outbound Delivery with SO Reference Picking Goods Issue Product Proforma Costing Billing Create Excise Invoice Print Excise Invoice Update Excise Registers
    59. 59. Consignment Processing – Issue : Process in SAP Issue Order Outbound Delivery with SO Reference Picking Goods Issue Product Billing Costing
    60. 60. Consignment Processing – Pickup : Process in SAP Pick Up Order Outbound Delivery Pick Up with SO Delivery Reference Picking Goods receipt
    61. 61. J66: Make-to-Order Quotation Processing / Order Processing Overview SAP AG
    62. 62. Scenario – Make-to-Order Quotation Processing / Order Processing
    63. 63. Overview •This scenario is made up of several building blocks, which contain the preconfiguration settings required for the Make-to-Order Quotation Processing / Order Processing scenario. Building blocks can help you to implement the solution and put it into production quickly. •To illustrate the scenario presented in this overview document, the business view and the component view provide two different perspectives on the business scenario. •Business View •The business view shows the business partners participating in the Maketo-Order Quotation Processing / Order Processing scenario, the entire scope of the business processes, and the benefits for the parties involved. •Component View •The component view shows the processes and technical components that are involved in the Make-to-Order Quotation Processing / Order Processing scenario.
    64. 64. Business View – Make-to-Order Quotation Processing/ Order Processing
    65. 65. Business Benefits Supplier Customer Business Benefits Request for Quotation Credit limit check: The document is blocked if the customer's credit limit has been exceeded. The document is blocked for further processing for credit reasons. First Quotation with Variant Configuration Credit Limit Check Variant configuration with BoM explosion: Configuration of the selected robot using characteristic value assignments and dependencies for the specific specifications Request for Technical Change Follow-on Quotation Differentiation between original and follow-on quotation: Copy control for creation of follow-on quotations with reference to an original quotation Request for Commercial Change (Price Reduction) Recalculation and Resubmission to Customer Acceptance of Quotation Pricing for components including variant conditions
    66. 66. Business View – Make-to-Order Quotation Processing/ Order Processing
    67. 67. Business Benefits Supplier Customer Sales Order Creation with Reference to Quotation Material Requirements Planning Billing plan including down payment: - Creation of billing plans with down payment agreements in sales documents - Creation of down payment requests - Posting of incoming payments for a down payment request - Creation of partial or final invoice with down payment clearing Order Confirmation and Down Payment Request Down Payment Production Order Processing Delivery Processing Invoicing Business Benefits
    68. 68. Component View – Make-toOrder Quotation Processing / Order Processing
    69. 69. Customer Supplier SAP R/3 Customer sends a request for quotation (RFQ) for a robot. First quotation: Preselection of the configurable robot using classification criteria. Manufacturer uses both prefabricated components and components that are produced to order. Configuration of the selected robot using characteristic value assignments based on the characteristics given in the customer specification (RFQ). Pricing estimation based on variant configuration. Robot is only configured at the top configuration level. Credit limit check (optional): The credit limit check is automatically carried out when the quotation is saved. If the customer credit limit is exceeded, further sales order processing is blocked. Manufacturer prints out the quotation and sends it to the customer. Customer requests a technical change to the quotation. Realization of the required technical changes (delete items, change quantities, add alternative items, add individual material, add text position) and resubmission to the customer (follow-on quotation). Manufacturer prints out the quotation and sends it to the customer. Request for commercial change (price reduction) Recalculation commercial change (discount at item level) of the follow-on quotation and resubmission to the customer. Manufacturer prints out the quotation and sends it to the customer. Customer accepts the quotation. Sales order creation with reference to the follow-on quotation Continued on next page
    70. 70. Component View – Make-toOrder Quotation Processing / Order Processing
    71. 71. Customer Supplier SAP R/3 (Automatic) determination of confirmation date for delivery Material Requirements Planning (Generation of planned orders; purchase requisition) Determination of production dates according to delivery date Display/print out order confirmation and down-payment request and send to the customer Down payment Post down payment receipt from the customer Convert planned order to production order and adjust order according to exception messages Production order processing (order release, material staging, completion confirmation, production controlling, goods receipt) Delivery processing (picking, goods issue) Creation of billing document
    72. 72. Make-to-Order (MTO): Quotation Processing
    73. 73. Baseline Machinery and Equipment Value Chain 4 J66 Overview Content Make-to-Order Quotation Processing  Quotation Processing Quotation Processing -- Selection of the configurable robot via Selection of the configurable robot via classification data classification data -- Configuration of the robot via characteristic Configuration of the robot via characteristic value assignment value assignment -- Pricing based on variant configuration Pricing based on variant configuration -- Credit limit check Credit limit check -- Technical and commercial changes of the quotation Technical and commercial changes of the quotation -- Follow-on quotation Follow-on quotation -- Sales order creation Sales order creation
    74. 74. Make-to-Order (MTO): Sales Order Processing
    75. 75. Baseline Industrial Machinery & Components 4 Machinery and Equipment Value Chain J66 B O v e r v i e w Content e n t Summary C o n t Make-to-Order  Sales Order Processing  Sales Order Processing  Sales order processing - Sales order creation - Material Requirements Planning (MRP) - Order confirmation - Down payment - Production order processing - Delivery processing - Billing
    76. 76. Organizational Structure
    77. 77. Operating Concern BP01 Controlling Area BP01 Company Code Plant Country City 01 01 Distribution Channel 01 01 01 01 02 BP0X IC Plant BP03 BP02 BP01 BU SMB Inter C US BP03 Storage BP01 BP02 Production Distribution Plant Center Sales Org. Division BP0X BP01 BU SMB Company BP0X 01 01 03 02 01
    78. 78. Material Master Data BIMC-100000 Six-Axes Industrial Robot B1110 Wrist IW 49II B1111 Wrist IW 90 II B1120 Arm type 30-K/1 B1121 Arm type 60-K/1 B1122 Arm type 60L45-K/1 B1123 Arm type 60L30-K/1 B1130 Link arm 50 B1133 Device for add. axis B1135 Link arm 65 B1136 Link arm 80 B1137 Energy supply system A1 B1138 Electronic probe B1139 Belt tension measure device B1140 Counter balance system 30 B1141 Counter balance system 45 B1142 Counter balance system 60 B1150 Rotating column B1160 Base frame B1161 Hexagon bolt B1162 Locating bin
    79. 79. J54: Third Party with Shipping Notification Overview SAP AG
    80. 80. Scenario – Third Party with Shipping Notification This scenario is made up of several building blocks, which contain the preconfiguration settings required for the Third party with shipping notification scenario. Building blocks can help you to implement the solution and put into production quickly. In third-party order processing, your company does not deliver the items requested by a customer. Instead, you pass the order along to a third-party vendor who then ships the goods directly to the customer and bills you. In this scenario, the shipping notification is entered as a dummy goods receipt in consumption. For this, the customer invoice can be created before receiving the incoming invoice from the vendor. Business View The business view shows the business partners participating in the Third party with shipping notification scenario, the entire scope of the business processes, and the benefits for the parties involved.
    81. 81. Overview Sales Order Purchase Order Goods Receipt Billing Vendor Invoice
    82. 82. Third Party with Shipping Notification
    83. 83. Business Benefits Handover of customer’s requirements directly to external supplier Invoice from trader to customer bases on quantities from the shipping notification Invoice from trader to customer can be created as soon the shipping notification is received Supplier Trader Customer Customer requirements (Sales order) Procure material from external supplier (Purchase Order) Delivery from supplier to customer Send shipping notification Receive shipping notification Invoice from supplier to trader Invoice from trader to customer Business Benefits Fulfillment of customer’s requirements despite of material shortage
    84. 84. Third Party Sales with Shipping Notification : Process in SAP
    85. 85. Create Sales Order Automatic Purchase Req. generation Create Purchase Order Goods Receipt Product Billing Costing Vendor Invoice
    86. 86. J55: Third Party without Shipping Notification Overview SAP AG
    87. 87. Scenario – Third Party without Shipping Notification
    88. 88. • This scenario is made up of several building blocks, which contain the preconfiguration settings required for the Third party without shipping notification scenario. Building blocks can help you to implement the solution and put into production quickly. • In third-party order processing, your company does not deliver the items requested by a customer. Instead, you pass the order along to a third-party vendor who then ships the goods directly to the customer and bills you. • In this scenario, no shipping notification is sent by the external supplier. The incoming invoice from the vendor updates the billing quantity, so that the customer-billing document is only possible after entering the invoice from the vendor. • Business View The business view shows the business partners participating in the Third party without shipping notification scenario, the entire scope of the business processes, and the benefits for the parties involved.
    89. 89. Overview Sales Order Billing Purchase Order Vendor Invoice
    90. 90. Third Party without Shipping Notification
    91. 91. Business Benefits Handover of customer’s requirements directly to external supplier Invoice from trader to customer bases on quantities from suppliers invoice Supplier Trader Customer Customer requirements (Sales order) Procure material from external supplier (Purchase Order) Delivery from supplier to customer Invoice from supplier to trader Invoice from trader to customer Business Benefits Fulfillment of customer’s requirements despite of material shortage
    92. 92. Third Party Sales without Shipping Notification
    93. 93. Create Sales Order Automatic Purchase Req. generation Create Purchase Order Vendor Invoice Product Billing Costing
    94. 94. Sales at Depot Overview SAP AG
    95. 95. Sales from Depot : Process Flow
    96. 96. Depot Manufacturing Plan Sales Order Create Delivery Stock Transfer PO Excise RG 23D Updation Delivery From factory Billing Create Excise Invoice Printing Billing Document Goods Receipt at Depot Update GR in RG23D
    97. 97. Sales from Depot : Process in SAP
    98. 98. Create Stock Transfer PO Outbound Delivery at Factory Create Excise Invoice at Factory GR at Depot and RG23D Update Create Sales Order Outbound Delivery with SO Reference Create Shipment RG23D Update Product Billing Costing Print Excise Invoice
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