The document outlines the quotation processing in an engineer-to-order (ETO) environment using SAP functionalities. It details the key process steps including inquiry creation, quotation generation, project structuring, cost planning, and long lead time procurement. Additionally, it highlights the benefits of deep integration, compliance facilitation, and comprehensive reporting for effective project control.

1. Engineer-to-Order (ETO) – Quotation
Processing (232)
SAP Best Practices

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Purpose, Benefits, and Key Process Steps
Purpose
 This scope item describes the quotation processing in a standard Engineer-to-Order (ETO) environment.
 SAP functionalities of Sales & Distribution (SD) and of Project System (PS) are used to control the complete
process, from customer inquiry to the handover to project assembly (described in the scope item 240, ETO
Project Assembly).
 In addition to the SAP reporting functionality also the special purchasing functionality “long lead time
procurement” is part of the process.
Benefits
 Deep integration to the project structuring and calculation allows for a consistent controlling of all steps and
values
 Copy functionalities – e.g. from inquiry to quotation – are facilitating compliance with the process rules
 All values and parameters for the subsequent process (ETO 240) are available as default parameters
 The option for the creation of project versions are allowing a continuous recording of all relevant values along
the controlling process and a later comparison of the several situations
 The long lead time procurement process is an important step to guarantee material availability on time
 Cost planning, budgeting and comprehensive reporting functionality allows for a detailed controlling of the
project
Key Process Steps
 Creation of inquiry with linkage to project
 Easy Cost Planning
 Creation of quotation with reference to the inquiry
 Integration to the project system including calculation and scheduling functionalities
 Controlling and reporting along the complete process

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Required SAP Applications and Company Roles
Required
 SAP enhancement package 7 for SAP ERP 6.0
Company Roles
 Sales Administrator
 Project Manager

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Detailed Process Description
Engineer-to-Order (ETO) – Quotation Processing
This scope item describes a business process in a typical engineer-to-order (ETO)
environment. Sales & Distribution (SD) and the Project System (PS) are used to
control the complete process from the customer inquiry to the accepted quotation.
The process has a final step with the start of the long lead time procurement.
 First process step is the creation of the inquiry and the linkage of a customer project to the
inquiry
 Creation of the quotation with reference to the inquiry
 Project structuring is the prerequisite for the above-mentioned step
 Project scheduling and calculation (basis for the quotation) are carried out
 Cost Planning, Budget Planning and Pricing are carried out while processing the project
 Reporting and project versions are completing the scope item
 Long lead time procurement starts with the customer acceptance of the changed quotation

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Engineer-to-Order (ETO) – Quotation Processing
Project
Manager
Sales
Administration
Linking project
(WBS-element)
with inquiry
Creation of
Inquiry
Creation of
project based
on template
Update
quotation with
price
conditions
Project
scheduling
Project cost
reporting
Customer
Activity /
Event
Creating
quotation with
reference to
inquiry
Project costing
Project
Manager
Sales
Administration
Creation of
project version
Changing
quotation
according to
customer need
Project
Re-Scheduling
Project Costing
1
Project cost
reporting
Process
ETO 240
Project
Assembly
Easy cost
planning
calculation
Transfer
milestones to
quotation
1
Update project
activities and
components
Perform
budgeting
Compare
project version
with actual data
Perform long
lead time
procurement
Update
quotation with
price
conditions
Process Flow Diagram

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Legend
Symbol Description Usage Comments
To next / From last Diagram: Leads
to the next / previous page of the
Diagram
Flow chart continues on the next /
previous page
Hardcopy / Document: Identifies a
printed document, report, or form
Does not correspond to a task
step in a document; instead, it is
used to reflect a document
generated by a task step; this
shape does not have any outgoing
flow lines
Financial Actuals: Indicates a
financial posting document
Does not correspond to a task
step in a document; instead, it is
used to reflect a document
generated by a task step; this
shape does not have any outgoing
flow lines
Budget Planning: Indicates a
budget planning document
Does not correspond to a task
step in a document; instead, it is
used to reflect a document
generated by a task step; this
shape does not have any outgoing
flow lines
Manual Process: Covers a task
that is manually done
Does not generally correspond to
a task step in a document;
instead, it is used to reflect a task
that is manually performed, such
as unloading a truck in the
warehouse, which affects the
process flow.
Existing Version / Data: This block
covers data that feeds in from an
external process
Does not generally correspond to
a task step in a document;
instead, this shape reflects data
coming from an external source;
this step does not have any
incoming flow lines
System Pass / Fail Decision: This
block covers an automatic
decision made by the software
Does not generally correspond to
a task step in the document;
instead it is used to reflect an
automatic decision by the system
that is made after a step has been
executed.
External
to
SAP
Business
Activity / Event
Unit Process
Process
Reference
Sub-
Process
Reference
Process
Decision
Diagram
Connection
Hardcopy /
Document
Financial
Actuals
Budget
Planning
Manual
Process
Existing
Version /
Data
System
Pass/Fail
Decision
Symbol Description Usage Comments
Band: Identifies a user role, such as Accounts
Payable Clerk or Sales Representative. This band
can also identify an organization unit or group,
rather than a specific role.
The other process flow symbols in this table go
into these rows. You have as many rows as
required to cover all of the roles in the scope item.
Role band contains
tasks common to that
role.
External Events: Contains events that start or end
the scope item, or influence the course of events in
the scope item.
Flow line (solid): Line indicates the normal sequence
of steps and direction of flow in the scope item.
Flow line (dashed): Line indicates flow to
infrequently-used or conditional tasks in a scope
item. Line can also lead to documents involved in
the process flow.
Connects two tasks in
a scope item process
or a non-step event
Business Activity / Event: Identifies an action that
either leads into or out of the scope item, or an
outside Process that happens during the scope
item
Does not correspond
to a task step in the
document
Unit Process: Identifies a task that is covered in a
step-by-step manner in the scope item
Corresponds to a task
step in the document
Process Reference: If the scope item references
another scope item in total, put the scope item
number and name here.
Corresponds to a task
step in the document
Sub-Process Reference: If the scope item references
another scope item in part, put the scope item
number, name, and the step numbers from that
scope item here
Corresponds to a task
step in the document
Process Decision: Identifies a decision / branching
point, signifying a choice to be made by the end
user. Lines represent different choices emerging
from different parts of the diamond.
Does not usually
correspond to a task
step in the document;
Reflects a choice to
be made after step
execution
<Function>

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