LO150_EN_Col14_FT_Part_A4 (第2页) | ERP软件技术分享

第 43 页 / 共 531 页

LO150 Lesson: Organizational Structures in the R/3 System

Organizationalelementsrepresentthelegalandorganizationalviewofan

R/3enterprise. MasterdataandSalesand Distributiontransactionsare

createdwithinthecontextoforganizationalelements.

Theenterprisestructureofanorganizationwillbedefinedbasedonthe

businessprocessesthatarecarriedoutinthatorganization.

The Sales and Distribution module utilizes organizational elements

that are primary to Sales and Distribution processing, such as sales

organization, distribution channel and division. Some Sales and

Distributiontransactionswilluseorganizationalelementsthatarebasedin

othermodulesintheR/3system,suchascompanycodeandplant.

Thisisnotacompletelistof allorganizationalelementsrelevantforthe

salesanddistributionprocessingintheR/3System.

Note: A simple organizational structure may be better than a

complex one. For example, a simple structure would simplify

the maintainingof masterdata. Itis recommended that younot

defineacomplexorganizationalstructureinordertohavedetailed

reportingoptions. Thereareotheroptionsavailableforcompiling

information.

Company Code

Figure 13: Company Code

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Unit2: SalesandDistribution: EnterpriseStructures LO150

Acompanycodeisalegalentitythatrepresentsanindependentaccounting

unit. A company code maintains the information required to prepare

externalfinancialreports,includingentryofallaccountabletransactions

and the creation of all proofs for a legally required individual account

closing,suchasthebalancesheetsandtheprofitandlossstatement.

AcompanycodeinR/3mayrepresentacompanyorasubsidiarywithin

a corporate group (client).

Sales Organization

Figure 14: Sales Organization

• The sales organization is responsible for selling and distributing

goodsandservices. Itisliablefortheproductssoldandresponsible

for a customer’s rights of recourse.

• Thesalesorganizationcanbeusedtorepresentaregional,nationalor

internationalsubdivisionofamarketplaceinwhichproductsaresold.

• A sales organization is uniquely assigned to a company code,

howeveracompanycodemayhavemorethanonesalesorganization

assignedtoit. IftheSalesandDistributionmoduleisused,atleast

one sales organization must be defined.

• Customermasterdatawillbecreatedforeachsalesorganization.

• The Sales Organization is the highest summation level in sales

statistics.

• Documents created throughout the Sales and Distribution process

(order, delivery, and billing document) will belong to a sales

organization.

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LO150 Lesson: Organizational Structures in the R/3 System

Distribution Channel

Figure 15: Distribution Channel

A distribution channel is a means through which salable materials or

services reach the customer.

A distribution channel is assigned to a sales organization. A sales

organization may have more than one distribution channelassigned to

it. IftheSalesandDistributionmoduleisused, atleastonedistribution

channelmustbedefinedandassignedtoasalesorganization.

A distribution channel allows customers to be treated differently

dependingonthechanneltheyareassignedto. Forexample,acustomer

assignedtoawholesaledistributionchannelmayreceivepreferredpricing

comparedtoaretaildistributionchannelcustomer.

A distribution channel can be used to :

• Define responsibilities

• Achieve flexible pricing

• Differentiate sales statistics

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Unit2: SalesandDistribution: EnterpriseStructures LO150

Division

Figure 16: Division

Adivisionisusedtogroupmaterialsandservices.

A sales organizationcanhaveseveraldivisions assignedto it, but must

have at least one division.

Adivisioncanrepresentaproductgrouporproductline,whichallows:

• Restrictingpriceagreementstoacertaindivision

• Conducting statisticalanalysis by division

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LO150 Lesson: Organizational Structures in the R/3 System

Sales Area

Figure 17: Sales Area

Asalesareaisauniqueandallowablecombinationofasalesorganization,

distribution channel and division.

EachSalesandDistributiondocumentisassignedtoexactlyonesalesarea.

This assignment cannot be changed.

Asales area canbelong to only one company code. This relationship is

createdbytheassignmentofthesalesorganizationtothecompanycode

in Customizing.

Duringtheprocessing of Salesand Distribution documents, thesystem

accessesvariousmasterdata,accordingtothesalesarea. Thismasterdata

includes, for example, customer masterdata, material master data and

conditionmasterdata. Inaddition,thesystemcarriesoutseveralchecks

forvalidityofcertainentriesaccordingtothesalesarea.

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Unit2: SalesandDistribution: EnterpriseStructures LO150

Plant and Storage Location

Figure 18: Plant and Storage Location

The plant is a logistics-based organizationalelement that is used by all

the logistics modules.

Theplantisassignedtoacompanycode,andacompanycodemayhave

many plants assigned to it.

The plant may be defined for different purposes based on the role the

plant will have in the organization

• In Sales and Distribution, a plant can represent the location from

whichfinishedgoodsmaterialsarestoredanddistributed. Aplant

mayalsobethelocationfromwhichservicesarerendered.

• In Materials Management, a plant represents a location where

material flow is managed. Stock requirements are managed from

inbound and outbound perspectives. Materialstock is consumed,

planned and purchased in the plant.

• In Production, a plant represents a manufacturing facility where

materials are produced.

InSalesandDistribution,theplantservesacentralfunction:

• In order to implement the Sales and Distribution module, at least

one plant must be defined.

• Aplantisuniquelyassignedtoacompanycode.

• The assignment between sales organizations and plants does not

havetobeunique. Aplantmay sourcematerialsformultiplesales

organizations.

• Theplantisessentialfordeterminingtheshippingpoint.

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LO150 Lesson: Organizational Structures in the R/3 System

Astoragelocationisaphysicalplacewherestockiskeptwithinaplant.

Astoragelocationisassignedtoaplant. Thestoragelocationallowsfor

differentiationofstockswithinaplant. (forexample,finishedgoodsand

raw materials)

Shipping Point

Figure 19: Shipping Point

The shipping point is the organizational element that manages your

shipping activities. Each outbound delivery is processed at a shipping

point.

Ashippingpointcanbeaphysicallocation,forexample,aloadingdock,a

mailroom,orarailroaddepot. Itcanalsobealogicallocation,forexample,

agroupof employees responsible forprocessing next-day deliveriesor

less-than-truckload orders.

Shipping points are assigned to plants. A shipping point should have

physical proximity to the plant to which it is assigned. More than one

shippingpointcanbeassignedtoaplant. Severalplantscanalsohavea

shared shipping point assigned to them, for example, several plants in

samephysicalproximitysharingthesamerailroaddepot.

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Unit2: SalesandDistribution: EnterpriseStructures LO150

Lesson Summary

You should now be able to:

• IdentifyorganizationalelementsintheR/3Systemthatarerelevant

for Sales and Distribution

• Describetheessentialcharacteristicsoftheseorganizationalelements

• Formorganizationalstructuresusingtheorganizationalelements

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LO150 Lesson: OrganizationalStructureoftheCaseCompany-IDESHoldingAG

Lesson: Organizational Structure of the Case

Company-IDES Holding AG

Lesson Overview

Thislessonwillprovideanoverviewoftheorganizationalelementsand

structures that IDESHoldingAG plansto use to carryout itsSales and

Distribution processing. The organizational elements discussed in this

lesson willbeused tocompleteyourexercises.

Lesson Objectives

Aftercompleting this lesson, youwillbeable to:

• IdentifytheorganizationalelementsandstructuresofIDESHolding

AG.

Business Example

IDESHoldingAGisaglobaloperatinggroupthatsellsmotorcycleparts

andaccessoriesthroughtwocompanies: onelocatedinGermany,andthe

otherintheUnitedStates. IDESHoldingAGneedstobeabletoorganize

and manageits internationalbusiness in oneR/3System environment.

IDESwillutilizeitsorganizationalstructuretomeetthisrequirement.

IDES Holding AG

Figure 20: IDES Holding Company Codes

第 52 页 / 共 531 页

Unit2: SalesandDistribution: EnterpriseStructures LO150

IDES Company Codes

The subsidiaries of IDES Holding AG are organized according to

country-specificlocations. IntheR/3environment,thesesubsidiariesare

companycodes. IDESHoldinghascreatedthefollowingcompanycodes:

• Company Code1000: IDESAG(Germany)

• CompanyCode3000: IDESUS(UnitedStates)

IDES Sales Organizations

Figure 21: IDES Sales Organizations

Sales and Distribution activities are managed in sales organizations.

IDEShascreated the followingsalesorganizationsforeach of the IDES

company codes:

• Sales Organization 1000: Frankfurt

• Sales Organization 3000: New York

Each sales organization has its own clearly defined area of sales

responsibilityandsetsitsownpricinganddistributionpolicies.

Note: Forpurposesofthisclass,theremainderofthislessonand

allfuturelessons,exercisesanddemonstrationswillreferonlyto

theorganizationalstructureofcompanycode1000: IDESAG.

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LO150 Lesson: OrganizationalStructureoftheCaseCompany-IDESHoldingAG

IDES AG-Distribution Channels

Torepresentthedifferentwaysthroughwhichgoodsreachthecustomer,

distribution channels have been defined. IDES AG uses the following

distribution channels:

• 12: Resale

• 14: Service

IDES AG Divisions

Torepresentthedifferentproductlines,divisionsweredefined. IDESAG

has defined the following divisions:

• 00: Cross-division

• 02: Motorcycles

• 08: Services

IDES AG Sales Areas

Figure 22: IDES AG Sales Areas

Whenan orderiscreated, sales area-relevantdata is used from various

masterdatarecords. IDESAGhasdefinedthefollowingsalesareas:

• SalesOrganization1000,DistributionChannel12,Division00

• SalesOrganization1000,DistributionChannel12,Division02

• SalesOrganization1000,DistributionChannel14,Division08

第 54 页 / 共 531 页

Unit2: SalesandDistribution: EnterpriseStructures LO150

IDES AG Distribution Structure

Figure 23: IDES AG Assigned Plants and Shipping Points

When an order is created, a delivering plant must be confirmed with

available stock.

The plants assigned to IDES AG include:

• Plant 1000: Hamburg

• Plant 140: Stuttgart

Deliveringplantsareassignedtoacombinationofsalesorganizationand

distribution channel.

Thefollowingplantsare to beused byIDESAG:

• Plant 1000 has been designated as the delivering plant for sales

organization1000anddistributionchannel12.

• Plant 1400 is a delivering plant for sales organization 1000 and

distribution channel 14.

IDES AG Shipping Points

IDESAGwillexecuteits’deliveryactivitiesatvariousshippingpoints.

ThefollowingshippingpointsaredefinedforIDESAG:

• Shippingpoint1000processesoutbounddeliveriesfromplant1000.

• ShippingpointZ0##(##isthegroupnumberassignedtoyouinclass)

processes deliveries from plant 1000.

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LO150 Lesson: OrganizationalStructureoftheCaseCompany-IDESHoldingAG

• Shippingpoint1400processesoutbounddeliveriesfromplant1400.

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Unit2: SalesandDistribution: EnterpriseStructures LO150

Lesson Summary

You should now be able to:

• IdentifytheorganizationalelementsandstructuresofIDESHolding

AG.

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LO150 Unit Summary

Unit Summary

You should now be able to:

• IdentifyorganizationalelementsintheR/3Systemthatarerelevant

for Sales and Distribution

• Describetheessentialcharacteristicsoftheseorganizationalelements

• Formorganizationalstructuresusingtheorganizationalelements

• IdentifytheorganizationalelementsandstructuresofIDESHolding

AG.

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Unit Summary LO150

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LO150 Test Your Knowledge

Test Your Knowledge

1. Organizational elements are used across the various application

modules in R/3. List the organizational elements covered in this

lessonthatsupportonlySalesandDistributionprocessesinR/3.

2. The salesorganizationsalesorganization can be used in R/3 to

representasalesfacilityorasalessubsidiaryatthehighestlevel.

Fillintheblankstocompletethesentence.

3. Thedistributionchanneldistributionchannelcanbeusedtorepresent

a strategy of how goods are sold in the marketplace, for example,

Internetsales, wholesaletradeorretailtrade.

Fillintheblankstocompletethesentence.

4. Theshippingpointshippingpointisresponsiblefortheprocessingof

deliveries.

Fillintheblankstocompletethesentence.

5. A corporate group can be divided into several companies

or subsidiaries. In the R/3 system they will be called

companycodescompanycodes.

Fillintheblankstocompletethesentence.

6. The companycodecompanycode is the organizational element

usedinfinancialaccountingtorepresentalegalentity/independent

accounting unit in the R/3 System.

Fillintheblankstocompletethesentence.

7. Theplantplantisusedtorepresentafacilitythatcanstorematerials,

manufacture materials orprovide services.

Fillintheblankstocompletethesentence.

8. Within a plant, material storage is managed with the

storagelocationstoragelocationorganizationalelement.

Fillintheblankstocompletethesentence.

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TestYourKnowledge LO150

9. A sales area organizational structure consists of a

salesorganizationsalesorganization,distributionchanneldistributionchannel

and a division. division.

Fillintheblankstocompletethesentence.

10. Can you assign more than one distribution channel to a sales

organization?

11. Canyouassignadistributionchanneltomultiplesalesorganizations?

12. Which organizational element is a sales organization assigned to,

inordertorepresenttheconnectionbetweensalesanddistribution

processes and financial accounting?

13. Canyouassignasalesorganizationtomultiplecompanycodes?

14. Inasalesorganization,canyousellmaterialsfrommultipledelivering

plants?

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LO150 Test Your Knowledge

15. Theshippingpointshippingpointisassignedtoaplantsothatyou

can create deliveries.

Fillintheblankstocompletethesentence.

16. Canyouassignashippingpointtomultipleplants?

17. Thestoragelocationisassignedtotheplantplant.

Fillintheblankstocompletethesentence.

18. The subsidiaries of IDES Holding AG are organized according to

country-specific requirements and laws. What are the names of

organizationalelementsthatIDESHoldingAGisusinginGermany

and the United States to fulfill the country-specific requirements

and laws?

19. What organizational element has been used in the R/3 System to

representthesalesfacilityofIDESAG(Germany)?

20. Whichdistributionchannelswillsalesorganization1000(Frankfurt)

use?

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TestYourKnowledge LO150

21. To represent the different product lines, IDES AG set up what

divisions?

22. WhatsalesareashavebeendefinedforIDESAG?

23. What plants are assigned to IDES AG?

24. Whichshippingpointsprocessoutbounddeliveriesfromplant1000:

Hamburg?

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LO150 Test Your Knowledge

Answers

1. Organizational elements are used across the various application

modules in R/3. List the organizational elements covered in this

lessonthatsupportonlySalesandDistributionprocessesinR/3.

Answer: sales organization, distribution channel, division and

shipping point.

2. ThesalesorganizationcanbeusedinR/3torepresentasalesfacility

ora salessubsidiaryat the highestlevel.

Answer: sales organization

3. The distribution channel can be used to represent a strategy of

howgoodsaresoldinthemarketplace, forexample,Internetsales,

wholesale trade or retail trade.

Answer: distribution channel

4. Theshippingpointisresponsiblefortheprocessingofdeliveries.

Answer: shipping point

5. A corporate group can be divided into several companies or

subsidiaries. IntheR/3systemtheywillbecalledcompanycodes.

Answer: company codes

6. The company code is the organizational element used in financial

accountingtorepresentalegalentity/independentaccountingunit

in the R/3 System.

Answer: company code

7. The plant is used to represent a facility that can store materials,

manufacture materials orprovide services.

Answer: plant

8. Withinaplant,materialstorageismanagedwiththestoragelocation

organizational element.

Answer: storage location

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TestYourKnowledge LO150

9. A sales area organizational structure consists of a sales

organization,distributionchannelandadivision.

Answer: salesorganization,distributionchannel,division.

10. Can you assign more than one distribution channel to a sales

organization?

Answer: Yes. A sales organization can have more than one

distribution channel assigned to it.

11. Canyouassignadistributionchanneltomultiplesalesorganizations?

Answer: Yes. A distribution channel can be assigned to multiple

sales organizations.

12. Which organizational element is a sales organization assigned to,

inordertorepresenttheconnectionbetweensalesanddistribution

processes and financial accounting?

Answer: The company code

13. Canyouassignasalesorganizationtomultiplecompanycodes?

Answer: No. A sales organization can only be assigned to one

company code. However, more thanonesalesorganization canbe

assigned to a single company code.

14. Inasalesorganization,canyousellmaterialsfrommultipledelivering

plants?

Answer: Yes. In a sales organization, you can sell materials from

multiple delivering plants.

15. The shipping point is assigned to a plant so that you can create

deliveries.

Answer: shipping point

16. Canyouassignashippingpointtomultipleplants?

Answer: Yes. Ashippingpoint canbeassignedto multipleplants.

However, this may only be appropriate when the plants are in

physical proximity to each other.

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LO150 Test Your Knowledge

17. Thestoragelocationisassigned totheplant.

Answer: plant

18. The subsidiaries of IDES Holding AG are organized according to

country-specific requirements and laws. What are the names of

organizationalelementsthatIDESHoldingAGisusinginGermany

and the United States to fulfill the country-specific requirements

and laws?

Answer: CompanyCode1000(IDESAG,Germany),andCompany

Code 3000 (IDES US, United States)

19. What organizational element has been used in the R/3 System to

representthesalesfacilityofIDESAG(Germany)?

Answer: Salesorganization1000 (Frankfurt)

20. Whichdistributionchannelswillsalesorganization1000(Frankfurt)

use?

Answer: Distributionchannel12(Resale),anddistributionchannel

14 (Service)

21. To represent the different product lines, IDES AG set up what

divisions?

Answer: Division00(cross-division),division02(motorcycles),and

division 08 (services)

22. WhatsalesareashavebeendefinedforIDESAG?

Answer: Salesorganization1000,distributionchannel12,division00

Salesorganization1000,distributionchannel12,division02

Salesorganization1000,distributionchannel14,division08

23. What plants are assigned to IDES AG?

Answer: Plant 1000 and plant 1400

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TestYourKnowledge LO150

24. Whichshippingpointsprocessoutbounddeliveriesfromplant1000:

Hamburg?

Answer: Shipping point 1000 and shipping point Z0##(##= your

group number)

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Unit 3

Sales and Distribution: Process

Overview

Unit Overview

This unit provides an overview to the " phases" of the Sales and

Distribution processing cycle. Uponcompletion of the unit you will be

able to execute the transactions that support the Sales and Distribution

processingphasesandbefamiliarwiththebasicstructureandlayoutof

Sales and Distribution documents.

Unit Objectives

Aftercompletingthisunit, youwillbe able to:

• IdentifythephasesanddocumentsthatdefineSalesandDistribution

processing in R/3

• Understand the purpose and use of document flow in Sales and

Distribution

• Nametheactivitiesthatsupportthepre-salesphase

• Identifydocumentsusedduringpre-salesactivityprocessing

• Create a quotation

• Create a customer sales order

• Identifythelocationofdatainthesalesorderdocument

• Namethethreecomponentsofthesalesorderstructure

• Identifytheconfirmedquantityofasalesorderlineitem

• Determinethedeliveryscheduleofasalesorderlineitem

• Create a delivery document

• Identifythestructureofthedeliverydocument

• Create a transfer order

• Post a goods issue

• Create an Invoice for a delivery

• Determinetheeffectsthatthebillingdocumenthasinthesystem

• Identify the structure of abilling document

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Unit3: SalesandDistribution: ProcessOverview LO150

• Post acustomer’s incoming payment inFI

Unit Contents

Sales and Distribution Overview...............................................61

Procedure: Displaying Document Flow at the Item Level...................65

Pre-Sales..........................................................................67

Procedure: Creating a Quotation..............................................70

Exercise 3: Pre-Sales ...........................................................71

Sales Order Processing.........................................................74

Procedure: Creating a Sales Order Without Reference ....................77

Exercise 4: Sales Order Processing...........................................79

Inventory Sourcing: Overview..................................................85

Exercise 5: Inventory Sourcing: Overview....................................87

Shipping...........................................................................90

Procedure: Creating a Delivery Document...................................94

Procedure: Creating a Transfer Order.........................................96

Procedure: Posting Goods Issue ..............................................97

Exercise 6: Shipping.............................................................99

Billing: Overview ................................................................107

Procedure: Creating a Billing Document.....................................112

Exercise 7: Billing...............................................................113

Payment: Overview.............................................................119

Procedure: PostingPaymentinFIForaBillingDocumentBalanceDue 120

Exercise 8: Payment............................................................121

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LO150 Lesson: Sales and Distribution Overview

Lesson: Sales and Distribution Overview

Lesson Overview

This lesson will provide an introduction to the processing cycle that a

customer sales order will pass through during Sales and Distribution

processing. You will also be introduced to document flow, which is a

reporting tool that will record the documents and their status as the

customer order is processed.

Lesson Objectives

Aftercompleting this lesson, youwillbeable to:

• IdentifythephasesanddocumentsthatdefineSalesandDistribution

processing in R/3

• Understand the purpose and use of document flow in Sales and

Distribution

Business Example

While processing your customer’s sales order, you want to be able to

accessinformationconcerningthe salesorderslevelof completion. You

willuseyourknowledgeoftheSalesandDistributionprocessingcycleto

determine what processing activities must still be completed. You will

use document flow to monitor the progress of your customer’s order

throughout its processing life cycle.

Sales and Distribution Processing

SalesandDistributionprocessingiscarriedoutasaseriesofinterrelated

phasesthatrepresentthelifecycleofasalesorder.

TheR/3Systemrecordsthedata,requirementsandactivitiesexecutedin

the phases as documents.

Throughouttheprocessingofeachphaseintheorderlifecycle,theR/3

System interfaces with various modules.

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Unit3: SalesandDistribution: ProcessOverview LO150

Figure 24: Overview of the Sales and Distribution Processing Cycle

ThesliderepresentstheprocessingphasesofSalesandDistributionand

the interface to otherR/3 modules (FI, MM, PP) that occurs during the

processingof a customer’s sales order.

The boxes in the slide represent Sales and Distribution and financial

accounting documents used inthe phases of the Sales and Distribution

processing cycle.

• Salesactivity documentsareusedtorecordsalessupportactivities

during pre-sales.

• Inquiries,quotations,contractsandschedulingagreementsaresales

documents used in pre-sales.

• Salesordersare used insales processing.

• Outbounddeliveries,transferordersandshipmentsaredocuments

used in the shipping process.

• The goods issue document contains changes involving stock and

is the basis for the related accounting and materials management

documents.

• Thebillingdocumentisusedduringthebillingphaseandisbasisfor

the related accounting documents.

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LO150 Lesson: Sales and Distribution Overview

Document Flow

Figure 25: Header Level Document Flow

ThedocumentsyoucreateintheSalesandDistributionprocessingcycle

areindividualdocuments. Astheypassthroughthevariousprocessing

phases,theyalsobecomepartofachainofinterrelateddocuments. This

chainofinterrelateddocumentsisdisplayed inaSalesandDistribution

tool called document flow.

DocumentflowshowshowfartheSalesandDistributiondocumenthas

beenprocessed. Forexample, thedocumentflowforasalesordercould

containaquotation, a delivery and an invoice.

If you displayed the document flow for the sales order, the quotation

wouldbeaprecedingdocumentandthedeliveryandinvoicewouldbe

subsequent documents.

Fromthedisplaylist,youcanalsodisplaytheoriginaldocumentsorcall

upthestatusofdocuments. Thisprovidesanoverviewofthedevelopment

of yoursales processes at any time, and gives you the information you

needtoanswercustomerquestionsquicklyandreliably.

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Unit3: SalesandDistribution: ProcessOverview LO150

Figure 26: Item Level Document Flow

Thedocumentflowisupdatedonthedocumentheaderanddocumentline

level. Thisallowsyoutoviewanoverallprocessingstatusandadetailed

line item processing status.

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LO150 Lesson: Sales and Distribution Overview

Displaying Document Flow at the Item Level

1. FromwithinaSalesandDistributiondocumentmainmenuchoose

→

Environment Document Flow.

→

2. FromthemainmenuofadocumentflowdisplaychooseView Items.

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Unit3: SalesandDistribution: ProcessOverview LO150

Lesson Summary

You should now be able to:

• IdentifythephasesanddocumentsthatdefineSalesandDistribution

processing in R/3

• Understand the purpose and use of document flow in Sales and

Distribution

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LO150 Lesson: Pre-Sales

Lesson: Pre-Sales

Lesson Overview

This lesson will introduce you to the documents and activities that are

usedandexecutedduringthepre-salesphaseoftheSalesandDistribution

processing cycle.

Lesson Objectives

Aftercompleting this lesson, youwillbeable to:

• Nametheactivitiesthatsupportthepre-salesphase

• Identifydocumentsusedduringpre-salesactivityprocessing

• Create a quotation

Business Example

Sales organizations spend time, money and energy establishing new

customerrelationshipsandmaintainingexistingcustomerrelationships. In

ordertoenhancetheeffectivityoftheseefforts,thesalesorganizationmay

choosetoutilizeoneormoreofthepre-salesactivitiesanddocuments.

Pre-Sales Processing

Figure 27: Overview of Pre-Sales Activities

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Unit3: SalesandDistribution: ProcessOverview LO150

Pre-salesprocessingincludesactivitiesinthesalessupportcomponentof

SalesandDistribution,aswellastheprocessingofquotationandinquiry

sales order types.

Sales Support

Figure 28: Overview of Sales Support Activities

The sales support component of pre-sales processing provides a wide

rangeoffunctionsforopportunitymanagement. Ithelpsyoursalesand

marketingdepartmenttosupportyourexistingcustomersandatthesame

time, to develop new business.

WithintheSalesSupportenvironment,allsalespersonnelinthefieldand

intheofficecansharevaluableinformationaboutcustomers, prospects,

competitorsandtheirproducts, andcontactpeople.

SalesSupportcanbeusedtogenerate: directmailings,addresslists,Sales

Activitydocumentsandmasterdataformaterials,customerscompetitors,

sales materials and generate sales reports.

Note: SAP’sCRM(CustomerRelationshipManagement)software

offersacompletesolutionforsalessupportactivities.

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LO150 Lesson: Pre-Sales

Inquiry and Quotation Processing

Figure 29: Inquiry and Quotation Processing in the Pre-Sales Phase

Inquiry(IN)andquotation(QT)ordertypescanbeusedtohelpanswerto

customerquestions,ortheymaybeusedasaformalpartofacustomer’s

business process.

An inquiry is a customer’s request to a sales organization for sales

information without obligation.

A quotation provides the customer with a legally binding offer for

deliveryofaproductorservicewithincertainfixedconditions. Thisoffer

islegallybindingtothesalesorganizationforthespecifiedvalidityperiod

of the document.

An inquiry or quotation may be created as a result of sales support

activitiesortheymaybecreatedasindependentpre-salesactivities.

Duringprocessingofaninquiryorquotation,customerandmaterialsales

informationiscollectedandstoredinadocument. Thisinformationcan

thenbeutilizedinformulatingamarketingorsalesstrategyoritmaybe

usedasareferencedocumentforasubsequentsalesorder.

Inquiryandquotationinformationcanbeusedto:

• Track lost sales

• Recordpre-salesdatatohelpnegotiatelargecontracts

• Sell goods and services to large organizations that require

documentation of the entire process

• Serveasasourcedocumentthatislaterreferencedforinformation

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Unit3: SalesandDistribution: ProcessOverview LO150

Creating a Quotation

→

1. Tocreateaquotationwithoutreference,followLogistics Salesand

→

Distribution Sales.

→

2. ChooseQuotation Create. Enterthequotationtypeand,ifnecessary,

the organizational data. ChooseEnter.

3. Enter the following data:

Customernumberofthesold-toparty–Validitydates(startandend)

– Materialnumbers (insteadof thematerialnumber, youcan enter

text in the description field) – Quantities.

If you want to change data at the item level, mark the items, then

select the appropriate menu entry.

Ifyouwanttoenteradditionalinformationintheheader,selectthe

appropriate menu entry.

4. Choose Enter

5. Choose Save

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LO150 Lesson: Pre-Sales

Exercise 3: Pre-Sales

Exercise Objectives

Aftercompletingthisexercise, youwillbeableto:

• Create a quotation for a customer.

Business Example

Acustomerhascalledrequestingmaterialpricinganddeliverydates. You

willanswerthisrequestbycreatingaquotationforthecustomer.

Task

Create a quotation (QT).

1. Createaquotationforyourcustomerusingthefollowingdata.

Quotation Data

Sold to Party T-s50a##

PurchaseOrderNumber 4–##

RequestedDeliveryDate Today’s Date + 10 Days

Valid from Today’s Date

Valid to Today’s Date + 30 days

Material t-as1##

Quantity 10

2. Saveyourquotationandrecordthedocumentnumber.

_____________

Sold to Party	T-s50a##
PurchaseOrderNumber	4–##
RequestedDeliveryDate	Today’s Date + 10 Days
Valid from	Today’s Date
Valid to	Today’s Date + 30 days
Material	t-as1##
Quantity	10

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Unit3: SalesandDistribution: ProcessOverview LO150

Solution 3: Pre-Sales

Task

Create a quotation (QT).

1. Createaquotationforyourcustomerusingthefollowingdata.

Quotation Data

Sold to Party T-s50a##

PurchaseOrderNumber 4–##

RequestedDeliveryDate Today’s Date + 10 Days

Valid from Today’s Date

Valid to Today’s Date + 30 days

Material t-as1##

Quantity 10

→ → → →

a) Logistics SalesandDistribution Sales Quotation Create.

b) SelectQuotationType(QT).ChooseEnter.

c) Enter data from data table.

2. Saveyourquotationandrecordthedocumentnumber.

_____________

a) ChooseSave. Thesystemwillgenerateadocumentnumber.

Sold to Party	T-s50a##
PurchaseOrderNumber	4–##
RequestedDeliveryDate	Today’s Date + 10 Days
Valid from	Today’s Date
Valid to	Today’s Date + 30 days
Material	t-as1##
Quantity	10

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LO150 Lesson: Pre-Sales

Lesson Summary

You should now be able to:

• Nametheactivitiesthatsupportthepre-salesphase

• Identifydocumentsusedduringpre-salesactivityprocessing

• Create a quotation

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Unit3: SalesandDistribution: ProcessOverview LO150

Lesson: Sales Order Processing

Lesson Overview

This lesson will provide an overview of the processing activities of the

SalesOrderprocessingphaseandthesalesorderdocument.

Lesson Objectives

Aftercompletingthislesson, youwillbeableto:

• Create a customer sales order

• Identifythelocationofdatainthesalesorderdocument

• Namethethreecomponentsofthesalesorderstructure

Business Example

Customers make requests and have requirements of your organization

when they purchase yourmaterials. The salesdocument will store this

informationandpreparetheorderforfurtherprocessing.

Sales Order Processing

Figure 30: Sales Order Processing

A sales order is a document that records your customer’s request and

requirementsforthepurchaseofyourmaterialsorservices.

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LO150 Lesson: Sales Order Processing

The sales order contains information needed to process the customer’s

requestsinthesalesorderprocessingphaseandthesubsequentphasesof

the customer order management cycle.

Duringprocessingofthesalesorderdocument,appropriatesales-related

information is pulled from the customer master records, the material

master records, the condition master records and control tables (in

customizing). Asaresult,possibleinputerrorsorthechanceofentering

redundantdataduringsalesorderprocessingisavoided.

In order to select the correct customer and material master data, sales

ordersarecreatedinasinglesalesareaperdocument.

Youcanenterasalesorderwithmultipleitemsonasinglescreen.

Creating a Sales Order

Figure 31: Creating a Sales Order with Reference to a Quotation

Thoughnotrequiredasalesordercanbecreatedasthefollow-upactionof

priorpre-salesactivitiesrecordedasdocuments,suchasaninquiry,quote,

contract,orevenanothersalesorder. Ifcreatedwithreference,R/3copies

the masterdatafrom the referenced document.

One or more open quotations can be referenced to create a single sales

document. Thisallowsyoutoreferencealltheopenquotationsforasingle

customer onto a single sales order.

Anopenquotationcanalsobereferencedmultipletimes,resultinginmore

than one sales order.

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Unit3: SalesandDistribution: ProcessOverview LO150

Sales Document Structure

Figure 32: Three Levels of a Sales Order Document

Thesalesorderdocumentisstructuredinthreelevels:

• Header: The data in the document header is valid for the entire

document. Thisdataisprimarilycustomerrelateddata.

• Line Item: Each line item in the sales document contains its own

masterdata. Thisdata isprimarilymaterialmasterdata, customer

masterdataand orderquantity information.

• Schedule Line: Schedule lines contain delivery quantities and

delivery dates. This data comes from the customer’s requested

delivery date and dates calculated by configuration tables (in

Customizing). Schedulelinescorrespondtoanindividuallineitem.

Every item that is to have an outbound delivery in the sales and

distribution process must have at least a single schedule line. A

single line item in the sales order can have several schedule lines,

forexample,whenthequantityorderedistobedeliveredinseveral

partial deliveries on different dates.

To process the sales documents efficiently, the data can be displayed

or processed in various views. The views are presented as overview

or detail-oriented screens. When creating a new sales document, the

informationisentered onan overview screen.

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LO150 Lesson: Sales Order Processing

Creating a Sales Order Without Reference

→ →

1. Intheinitialscreen,chooseLogistics Salesanddistribution Sales.

→

Choose Order Create. Enter the order type and, if necessary, the

organizational data.

2. Choose Enter.

3. Enterthesold-toparty,customerpurchaseordernumber,requested

delivery date, material numbers and order quantities and choose

Enter.

4. Ifyouwanttoenterfurtherdatafortheheaderoritems,choosethe

correspondingmenuentry. Ifyouwanttochangedatafortheitems,

selecttheitemsbeforeyouchooseamenuentry.

5. Save your document.

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Unit3: SalesandDistribution: ProcessOverview LO150

第 87 页 / 共 531 页

LO150 Lesson: Sales Order Processing

Exercise 4: Sales Order Processing

Exercise Objectives

Aftercompletingthisexercise, youwillbeableto:

• Create a Sales Order

• Locate data in the sales order

Business Example

Yourcustomerhad previously requested a quotation. You will create a

salesorderusingtheinformationinthequotationdocumentbycreating

thesalesorderwithreferencetothequotationdocument.

Task 1 Create a Sales Order

Createastandardsalesorderforacustomerbyreferencingthepreviously

createdquotationdocument. Thenaddaseconditemtothesalesorder.

1. Createastandardsalesorderwithreferencetoyourquotationfrom

thepre-saleslessonandaddasecondmaterial.

Field Name Value

Purchaseordernumber 4–211–##

Material t-as2##

Order quantity 20

→ → → →

Hint: Logistics Sales and Distribution Sales Order

Create. Use the order type (OR).

Create with reference to the Quote. Select the Create with

Reference Pushbutton

2. Savethesalesorderandrecordthedocumentnumber.

__________________

Task 2 Display the Sales Order.

Inthistaskyouwilllookforvariousdataelementsinthesalesorder. By

doingsoyouwillbecomefamiliarwiththelayoutofthesalesorder.

1. Displaythepreviously entered sales order.

Record the payment terms that have defaulted in the sales order

header business data.

Continued on next page

Field Name	Value
Purchaseordernumber	4–211–##
Material	t-as2##
Order quantity	20

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Unit3: SalesandDistribution: ProcessOverview LO150

_______________

2. From which plant is item 10 delivered?

_____________________________

Hint: To display the plant for item 10, select the item and

scrollrightontheSalesOverviewpageuntilyoufindtheplant

column in the table.

3. Whatisthenetpriceforitem10and item20?

______________________

Hint: IfyouscrolltotherightontheSalestabpageattheline

itemlevel,youcanseethenetpriceforanitem.

4. Whatisthedeliverydateintheschedulelineforitem10?

____________________

Hint: Todisplaytheschedulelinesforanitem,selecttheitem

andchoosetheSchedulelinesoverviewscreen.

5. Whatistheoverallprocessingstatusforthesalesorder?

_____________________

Hint: To display the overall processing status, display the

document flow.

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LO150 Lesson: Sales Order Processing

Solution 4: Sales Order Processing

Task 1 Create a Sales Order

Createastandardsalesorderforacustomerbyreferencingthepreviously

createdquotationdocument. Thenaddaseconditemtothesalesorder.

1. Createastandardsalesorderwithreferencetoyourquotationfrom

thepre-saleslessonandaddasecondmaterial.

Field Name Value

Purchaseordernumber 4–211–##

Material t-as2##

Order quantity 20

→ → → →

Hint: Logistics Sales and Distribution Sales Order

Create. Use the order type (OR).

Create with reference to the Quote. Select the Create with

Reference Pushbutton

→ → → →

a) Logistics Salesanddistribution Sales Order Create. Select

the standard order type (OR)

b) SelecttheCreatewithReferencebuttonontheapplicationtoolbar.

Choose: Enter.

c) Enterthequotation numberfromthePre-salesexercise inthe

Quotation field.

d) Select the Copy push-button.

e) Add thesecondmaterialto theneworder.

2. Savethesalesorderandrecordthedocumentnumber.

__________________

a) Choose Save.

Thedocumentnumberisassignedbythesystem.

Task 2 Display the Sales Order.

Inthistaskyouwilllookforvariousdataelementsinthesalesorder. By

doingsoyouwillbecomefamiliarwiththelayoutofthesalesorder.

1. Displaythepreviously entered sales order.

Record the payment terms that have defaulted in the sales order

header business data.

Continued on next page

Field Name	Value
Purchaseordernumber	4–211–##
Material	t-as2##
Order quantity	20