3. Unit Objectives
Upon completion of the training you will be able to
Conceptual
Sales Organizational Level
Sales Process
Tables Information related to OTC process
4. Order-To-Cash (OTC) End-to-End Process:
Contract
Sales Order
Delivery
Post Goods Issue
Billing
Incoming Payment process
6. Organization level in Sales Process
A variety of organizational units are available for modeling sales business
transactions. In the sales area, the following organizational structures can
be defined and used to model and structure the sales structures
Sales Organization
Distribution Channel
Division
Sales Area
Sales Group
7. Organization level in Sales Process
Sales Organization
A sales organization represents the organizational structures in
sales and distribution. Each sales organization represents a
selling unit as a legal entity. It is, for example, responsible for
product liability and other customer rights of recourse.
A sales organization is assigned to exactly one company code.
A sales organization is assigned to one or more plants.
Each sales organization has its own master data, for example, its
own customer and material master data as well as condition
records.
8. Organization level in Sales Process
Distribution Channel
Distribution channels are used in Sales and Distribution to provide
the market with the best possible service. Distribution channels
provide a general structure for distributing goods.
Wholesale trade, sales to industrial customers or direct sales from
a plant are typical examples of distribution channels.
Distribution channels can be set up according to the company's
market strategy or internal organization.
Customers can be served through one or more distribution
channels within a sales organization.
9. Organization level in Sales Process
Division
A broad product range can be divided into divisions. In the SAP
system, you can also define a division-specific sales structure.
You can make customer-specific agreements for each division, for
example regarding partial deliveries or pricing. Within a division, you
can carry out statistical analyses or devise your own marketing
strategies.
10. Organization level in Sales Process
Sales Area
– A sales area is a combination of sales organization,
distribution channel and division. Sales documents, delivery
documents, and billing documents are always assigned to a
sales area.
– Every sales process always takes in a specific sales area.
– The relevant master data can usually be maintained explicitly
for each sales area, for example :
– Sales-relevant customer master data
– Sales-relevant material master data (the division is a general
field of the material master; as a result, a material can only be
assigned to one division.)
– Conditions (prices, discounts/surcharges)
11. Organization level in Sales Process
Sales Group
A group of sales people who are responsible for
processing sales of certain products or services.
13. Sales Process
Effective sales order processing connects all activity to customer
demand in a series of integrated processes. The SAP System
application component Sales and Distribution makes this sales order
processing possible.
Posting the customer incoming payments is part of the SAP System
application component Financial Accounting. As part of handling
payments, open items and post incoming payments are checked.
The Customer Order Management cycle can begin with Pre-Sales
Activities. For example, in response to a customer inquiry , a quotation is
sent.
As part of sales order processing, a sales document is created.
As part of shipping processing, delivery of goods is performed.
In the billing process, invoice is created and all necessary data is
transferred into Accounting document.
14. OTC Process Flow
OTC End-To-End Process Flow
Order-To-Cash (OTC) Transaction Process Flow
SO Delivery PGI Billing IP
Contract
15. OTC Process Flow
OTC End-To-End Process Flow
Order-To-Cash (OTC) Transaction Process Flow
SO Delivery PGI Billing IP
Contract
16. Contract
Contract
A Contract is an outline agreement between you and your customer.
Quantity Contract
– This is a contract valid for a certain time period. The contract does not contain any
schedule lines, delivery quantities, or delivery dates. The same functions are
available in contracts as in orders.
– Release orders are created with reference to a contract. This generates a
document flow record that allows you to update released quantities and values in
the contract.
Value Contract
– This is a contract which defines that your customer agrees to purchase a fixed
dollar value (target amount) of goods and services during the defined period.
– The value contract can contain other agreements between you and your customer
that are checked in the release orders:
– Special price agreements
– Customer restrictions
– Material restrictions
– You can change the target values in the contract later.
18. Create Contract – VA41
Required SAP First Screen Fields:
Contract Type : ZQ (Quantity Contract)
Sales Area : 4700, 10, 10
Sold-To-Party : 106
Ship-To-Party : 106
PO Number : Test PO 1234
Valid From : 01/16/2007
Valid To : 01/16/2008
Material : 1000557
Quantity : 10
Plant : 4702
Click Save Button. A message appears saying
“Quantity Contract # has been saved” in the status bar
20. OTC Process Flow
OTC End-To-End Process Flow
Order-To-Cash (OTC) Transaction Process Flow
SO Delivery PGI Billing IP
Contract
21. Sales Order
A sales document is created in a sales area.
A sales order can refer to a business transaction that already exists in
the system. For example, one or more inquiries and quotations can be
reference documents. In this case, the SAP System copies the relevant
data to the sales order.
A quotation can also result in several sales orders. This allows you to
group all the quotations for one customer.
22. Create Sales Order (SO) – VA01
Create Sales Order (SO) Process:
SO Creation without reference to Contract
SO Creation with reference to Contract
Transaction Code to Create PO: VA01
24. Create Sales Order (SO) without reference to Contract:–
VA01
Required SAP First Screen Fields:
Order Type : ZOR (Standard Order)
Sales Area : 4700, 10, 10
Sold-To-Party : 106
Ship-To-Party : 106
PO Number : Test PO 1234
Req. deliv.date : 03/16/2007
Material : 1000557
Quantity : 10
Plant : 4702
Click Save Button.
A Message saying “ZStandard Order # has been saved”
will be displayed in the Status bar of the SAP Screen
28. Create Sales Order (SO) with reference to Contract:–
VA01
Enter the Order Type
Click Create with Reference button and select the Contract tab.
29. Create Sales Order (SO) with reference to Contract:–
VA01
Enter the Contract number.
Click Copy button.
Save the Sales Order screen.
30. Sales Order Creation – VA01
Tables
VBAK – Sales Document Header Data
VBAP – Sales Document Item Data
VBPA – Sales Document: Partner
VBKD – Sales Document: Business Data
VBEP – Sales Document: Schedule Line Data
31. OTC Process Flow
OTC End-To-End Process Flow
Order-To-Cash (OTC) Transaction Process Flow
SO Delivery PGI Billing IP
Contract
32. Create Delivery Document
Create Delivery Document Process:
Picking
Packing
Shipping (Each Del. Doc. Could have a different shipping point)
Partial Delivery
Release Delivery:
Customer Specific Function
Credit Management
Unless Release Delivery is done (Control Function), no Delivery
or Billing can take place
Transaction Code to Create Delivery Document: VL01N
33. Create Outbound Delivery Document: (Cont.)
Required SAP First Screen Fields:
Enter the Sales Order number
Shipping Point: Example: 0001
Required SAP Second Screen Fields:
– Pick Quantity: Example: 30
– Storage Location: Example: 1000
Click Save Button
A Message saying “Outbound Delivery # has been
saved” will be displayed in the Status bar of the SAP
Screen
35. Create Delivery Document: TCode: VL01N
Select the material and click Pick tab.
Enter the Pick Quantity and Save
ATLas OutB. Delivery 80000814 has been saved
36. Tables
LIKP – SD Document Delivery Header Data
LIPS – SD Document Delivery Item Data
37. OTC Process Flow
OTC End-To-End Process Flow: Post Goods Issue
Order-To-Cash (OTC) Transaction Process Flow
SO Delivery PGI Billing IP
Contract
38. Post Goods Issue (PGI)
Post Goods Issue (PGI) Process
Transaction Code to Create Delivery Document: VL02N
39. Post Goods Issue: (PGI): (Cont.)
Required SAP First Screen Fields:
Outbound Delivery Document Number: 80000807
Required SAP Second Screen Fields:
Verify Fields:
Click on POST goods Issue button
Click Save Button
A Message saying “Outbound Delivery # has been
saved” will be displayed in the Status bar of the SAP
Screen
41. Post Goods Issued: TCode: VL02N
Select the material and click Post Goods Issue button
42. Post Goods Issued: TCode: VL02N
ATLas OutB. Delivery 80000814 has been saved
43. Post Goods Issued: TCode: VL02N
Tables
LIKP – SD Document Delivery Header Data
LIPS – SD Document Delivery Item Data
44. OTC Process Flow
OTC End-To-End Process Flow: Billing
Order-To-Cash (OTC) Transaction Process Flow
SO Delivery PGI Billing IP
Contract
45. Billing and Invoicing
Create Billing and Invoicing Documents Process:
Customer Billing:
Delivery Based
Sales Order Based
Inter-Company Billing (Not Obligatory)
Debit/Credit Memo
Billing based on Delivery
Sold-To and Paying Party Should be the same customer:
Go to Customer Master Data
Verify Pay-To Party
Execute Process
Auto-Batch Management Process
Dunning Process
Pricing Condition needs to be understood and considered:
Example: ZPRO Customer/Material
ZPR1 Customer/End User/Material
ZPR2 Customer/Indirect/End User/Material
The System will Pull the appropriate pricing for each Material
46. Billing and Invoicing (Cont.)
Rebates:
Could be handled as part of billing or separately
Rebate Release will have to be issued:
As pert of Master Data
Approved
Rebate Conditions:
Customer
Material
Employee Sales
Once Rebate is Issued:
Debit/Credit Memo (2-step Process)
FI – Direct Rebate Processing (1-step Process)
47. Billing and Invoicing (Cont.)
Returns:
Linked to SO:
Warranty:
• Subsidized Price
• Free of Cost
No-Warranty
In-House – We are the supplier
Procured from different vendor
Re-Work to resell order process:
Obsolescence
Scrap Sale
Re-work and re-furbish and resell
Return to Supplier
Sales Deals:
Fix Property
Seasonal Item
Transaction Code to Create Billing Document: VF01
48. Billing and Invoicing: (Cont.)
Required SAP First Screen Fields:
Document Number: 80000807
Click on the Save Button
A message appears saying “ Document # has been
saved”
54. Incoming Payment: (Cont.) – F-28
Required SAP First Screen Fields:
– Document Date: Example: 07/07/05
– Company Code: Example: 7001
– Currency Rate: Example: USD
– Bank data: Account: Example: 113002
– Bank data: Amount: Example: 570.00
– Open item selection: Account: Example:10000
– Additional Selections: Select Document Number Icon
– Click Save button
Required SAP Second Screen Fields:
– Document Number: From: Example: 7100000012
– Click Process Open Items button
Click on the Save Button and the Document Will be saved and Document
Number will be displayed at the bottom of the SAP Screen
Document 1400000011 was posted on company code 7001