SCM600_EN_Col81_FV_Part_A4 (第1页)

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SCM600

Sales and Distribution Processes

ERPSalesandServices

Date

Training Center

Instructors

Education Website

Participant Handbook

Course Version: 81

Course Duration: 5 Day(s)

Material Number: 50088114

An SAP course - use it to learn, reference it for work

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About This Handbook

Thishandbookisintendedtocomplementtheinstructor-ledpresentationofthis

course,andserveasasourceofreference. Itisnotsuitableforself-study.

Typographic Conventions

American English is the standard used in this handbook. The following

typographic conventions are also used.

Type Style Description

Example text Wordsorcharactersthatappearonthescreen. These

includefieldnames,screentitles,pushbuttonsaswell

asmenunames, paths, andoptions.

Alsousedforcross-referencestootherdocumentation

bothinternal(inthisdocumentation)andexternal(in

other locations, such asSAPNet).

Example text Emphasizedwords or phrases in bodytext, titlesof

graphics, and tables

EXAMPLETEXT Names of elements in the system. These include

reportnames,programnames,transactioncodes,table

names, andindividualkey wordsof aprogramming

language,whensurroundedbybodytext,forexample

SELECT and INCLUDE.

Example text Screenoutput. Thisincludesfileanddirectorynames

and their paths, messages, names of variables and

parameters, and passages of the source text of a

program.

Example text Exactuserentry. Thesearewordsandcharactersthat

youenterinthesystemexactlyastheyappearinthe

documentation.

<Example text> Variableuserentry. Pointedbracketsindicatethatyou

replacethesewordsandcharacterswithappropriate

entries.

iii

Type Style	Description
Example text	Wordsorcharactersthatappearonthescreen. These includefieldnames,screentitles,pushbuttonsaswell asmenunames, paths, andoptions. Alsousedforcross-referencestootherdocumentation bothinternal(inthisdocumentation)andexternal(in other locations, such asSAPNet).
Example text	Emphasizedwords or phrases in bodytext, titlesof graphics, and tables
EXAMPLETEXT	Names of elements in the system. These include reportnames,programnames,transactioncodes,table names, andindividualkey wordsof aprogramming language,whensurroundedbybodytext,forexample SELECT and INCLUDE.
Example text	Screenoutput. Thisincludesfileanddirectorynames and their paths, messages, names of variables and parameters, and passages of the source text of a program.
Example text	Exactuserentry. Thesearewordsandcharactersthat youenterinthesystemexactlyastheyappearinthe documentation.
<Example text>	Variableuserentry. Pointedbracketsindicatethatyou replacethesewordsandcharacterswithappropriate entries.

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AboutThisHandbook SCM600

Icons in Body Text

The following iconsareused in thishandbook.

Icon Meaning

Formoreinformation,tips,orbackground

Noteorfurtherexplanationofpreviouspoint

Exception or caution

Procedures

Indicatesthattheitemisdisplayedintheinstructor's

presentation.

Icon	Meaning
	Formoreinformation,tips,orbackground
	Noteorfurtherexplanationofpreviouspoint
	Exception or caution
	Procedures
	Indicatesthattheitemisdisplayedintheinstructor's presentation.

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Contents

Course Overview......................................................... vii

Course Goals...........................................................vii

Course Objectives .....................................................vii

Unit 1: Enterprise Structures in Sales and Distribution ..........1

General Sales and Distribution Structures...........................2

Sales and Distribution Structures in SAP ERP......................6

Sales and Distribution Structures of the Model Company IDES,

Inc. ..................................................................14

Unit 2: Overview of Sales Processes................................ 33

Process Overview.....................................................34

Sales Processing .....................................................42

Shipping Processing..................................................45

Billing Document Processing........................................50

Unit 3: Master Data in Sales and Distribution..................... 79

Customer Master......................................................80

Material Master.......................................................102

Customer-Material Info Record ....................................107

Condition Master Data for Pricing .................................125

Additional Master Data..............................................129

Unit 4: Sales and Distribution Processes – Data Determination

and Collective Processing............................................145

Function of the Sales Document Type............................146

Plant, Shipping Point, and Route Determination.................149

Shipment Scheduling................................................155

Collective Processing in Sales and Distribution..................173

Unit 5: Availability Check .............................................199

Basics .................................................................200

Sample Scenarios ...................................................207

Transportation Processing..........................................231

Unit 6: Make-To-Order .................................................247

Presales Processing.................................................248

Function of the Item Category......................................252

Assembly Processing................................................266

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Contents SCM600

Unit 7: Complaints Processing......................................287

Credit Memo Requests..............................................288

Returns................................................................292

Invoice Correction Requests .......................................295

Unit 8: Analyses for Sales and Distribution Processes........315

Lists and Reports ....................................................316

Sales Information System...........................................332

Business Information Warehouse..................................348

Unit 9: Integrating SAP ERP and SAP CRM ......................357

Function of SAP CRM in the Sales and Distribution

Environment ......................................................358

Unit 10: Introduction to the SAP Role “Internal Sales

Representative” .........................................................367

Introduction to SAP Role “Internal Sales Representative”......368

Unit 11: IMG Overview.................................................381

Function of the IMG..................................................382

Unit 12: Appendix.......................................................391

Logon and Screen Design..........................................392

Selecting Functions and Personalizations........................402

Help Options..........................................................416

Index .......................................................................431

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Course Overview

This training course provides an overview of the processes, organizational

structures, and master data in sales and distribution. It also explains various

optionsforanalyzingthedatageneratedduringsalesanddistributionprocesses.

The content of the training course is explained using different examples and

topic-relatedexercisesallowyoutotestwhatyouhavelearnt. Thisenablesyouto

familiarizeyourselfwiththecorrespondingterminologyused,sothatyoucanuse

this documentation effectively.

Thistrainingcourseprovidesthegroundworktoensurethatyoucanconcentrate

onthetopicscoveredinsubsequenttrainingcourses.

Target Audience

Thiscourseisintendedforthefollowing audiences:

• Project team leaders

• Project team members

Course Prerequisites

Required Knowledge

• Basic knowledge of Microsoft Windows

• Basicknowledgeofthebusinessprocessesinvolvedinsalesanddistribution

Recommended Knowledge

• SAP01 – SAP Overview

• SAPSCM –OverviewoftheSAP SCMSolution

Course Goals

This course will prepare you to:

• Becomefamiliarwiththecentralbusinessprocessesinsalesanddistribution

processing.

• Carry out thekey functionsintheprocesschain from the“presalesphase

toprocessingincoming payments”in thesystem

Course Objectives

After completingthiscourse, youwillbeable to:

vii

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CourseOverview SCM600

• Maintain the key master data in Sales and Distribution, and name the

required business structures

• WorkwiththevariousdocumentsinSalesandDistribution

• DescribethepointsofcontactfromSalesandDistributiontothematerials

management, production (for example, make-to-order) and financial

accounting areas

• PerformanalysesforSalesandDistributionprocesses

SAP Software Component Information

TheinformationinthiscoursepertainstothefollowingSAPSoftwareComponents

and releases:

viii

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Unit 1

Enterprise Structures in Sales and

Distribution

Unit Overview

This unit describes how a company’s sales and distribution structures can be

mappedinthesystem. Thisisillustratedinmoredetailwiththemodelcompany

IDES.

Unit Objectives

After completing thisunit, you will beableto:

• Describe sales and distribution structures

• Identify organizational units in the system that are relevant for salesand

distribution

• Describetheessentialcharacteristicsoftheseorganizationalunits

• Explain the most important relationships between the organizational

structures in sales and distribution

• DescribethesalesanddistributionstructuresofIDES,Inc.

Unit Contents

Lesson: General Sales and Distribution Structures...........................2

Lesson: Sales and Distribution Structures in SAP ERP......................6

Lesson: Sales and Distribution Structures of the Model Company IDES,

Inc..................................................................................14

Exercise 1: Organizational Structures....................................19

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Unit1: EnterpriseStructuresinSalesandDistribution SCM600

Lesson: General Sales and Distribution Structures

Lesson Overview

This lesson introduces general sales and distribution structures, which are

described using the example of IDES, Inc.

Lesson Objectives

After completingthislesson, you will beable to:

• Describe salesand distribution structures

Business Example

• YourcompanyIDES,Inc. ispartofthegloballyoperatingIDESgroup.

• IDES,Inc. producesandsellsmotorcycles. Assembliesaredeliveredfrom

plants in Europe and North America.

• Inaddition,yourcompanyservesthemarketwithassembliesandspareparts.

• IDES,Inc. usuallyusesauthorizeddealersthatonlysellIDES,Inc. vehicles.

General Sales and Distribution Structures

Figure 1: Organizational Structure of IDESHolding Inc.

Animportantstepistodefinetheorganizationalstructures. Itrequiresthorough

analysisofhowyourorganizationwantstorunitsbusiness.

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SCM600 Lesson: General Sales and Distribution Structures

Thesystemdemonstrationsprovidedbytheinstructorandtheexercisesforthis

trainingcourseusethemodelcompanyIDESasanexample.

IDESmeansInternetDemonstrationandEvaluationSystem.

The consolidated group, the IDES Holding AG, is divided into several

independently operating subsidiaries. The companies that arerelevant for this

coursebelongto thesesubsidiaries: IDES AG inFrankfurt and IDES US INC

in New York.

Figure 2: Sales and Distribution Structures of IDES AG

IDESAGhastwobranchofficesforitssalesanddistributionactivities. Materials

for different product lines, such as motorcyclesor paints, aredistributed from

HamburgandBerlinviadifferentdistributionchannels.

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Unit1: EnterpriseStructuresinSalesandDistribution SCM600

Figure 3: Delivery Structure of IDES AG

Note:

This illustration shows the delivery structure within IDES AG, independently

from thesystem(using general businessterms).

Before IDES AG confirms an order for a customer, they check from which

warehousedistributioncenterthematerialorderedistobedeliveredandwhether

sufficient stock is available.

Thegoodsdeliveryisusuallyorganizedattheselocations. Thesefacilitiesarenot

availableateverylocationwhereproductsaremanufactured.

Tofulfillurgentcustomerrequests,thewarehousedistributioncenterinHamburg

can arrange express deliveries.

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SCM600 Lesson: General Sales and Distribution Structures

Lesson Summary

You should now be able to:

• Describe sales and distribution structures

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Unit1: EnterpriseStructuresinSalesandDistribution SCM600

Lesson: Sales and Distribution Structures in SAP ERP

Lesson Overview

Thislessonintroducesorganizationalelementsavailableinthesystemformapping

sales and distribution structures.

Lesson Objectives

After completingthislesson, you will beable to:

• Identify organizational units in thesystem that are relevant for sales and

distribution

• Describetheessentialcharacteristicsoftheseorganizationalunits

• Explain the most important relationships between the organizational

structures in sales and distribution

Business Example

YourcompanyIDES, Inc. ispartofthegloballyoperatingIDES group. IDES,

Inc. produces and sells motorcycles. Assemblies are delivered from plants in

EuropeandNorthAmerica. Inaddition, your companyservesthemarket with

assembliesandspareparts. IDES,Inc. usuallyusesauthorizeddealersthatonly

sell IDES, Inc. vehicles.

Overview

Figure 4: OrganizationalUnits in Sales and Distribution

Organizational unitsintheSAP systemrepresent the structureofanenterprise

organization. Inotherwords,organizationalunitsarelegaland/ororganizational

units in an enterprise.

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SCM600 Lesson: Sales and Distribution Structures in SAP ERP

SAPERPusesarangeoforganizationalunitsdesignedexclusivelyformapping

salesanddistributionprocesses, suchasthesalesorganizationanddistribution

channel. Other organizational units, such as the company code or plant, are

requiredinSalesandDistributionandothersystemareas.

Theorganizationalunitsoutlinedherearejustsomeoftheonesrelevanttosales

and distribution processes in the system.

Sales

Figure 5: Organizational Unit: Company Code

Foracompanycode,acompleteindependentaccountingunitcanberepresented

as the smallest organizational unit of external accounting. This includes the

entryof all accountabletransactions andthecreationof all proofsfor alegally

required individual account closing, such as the balance sheets and the profit

and loss statement.

Examples of a company code includea company within a corporate group, or

a subsidiary.

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Unit1: EnterpriseStructuresinSalesandDistribution SCM600

Figure 6: Organizational Unit: Sales Organization

The sales organization is an organizational unit in Logistics which groups the

enterprise according to the requirements of sales and distribution. A sales

organization isresponsiblefor salesand distributionof materialsandservices.

Therefore,itisalsoliableforthesoldproductsandresponsibleforthecustomers’

rights of recourse.

Thesalesorganizationisalsousedtotake, for example, aregional, nationalor

international subdivisionof themarketintoaccount.

Asalesorganizationisuniquelyassignedtoacompanycode. Morethanonesales

organizationcanbeassignedtoacompanycode. Tousethesalesanddistribution

functionsinthesystem,youneedatleastonesalesorganization.

Inthesalesstatistics, thesalesorganizationisthehighestsummationlevel. All

sales and distribution documents, that is, all orders, outbound deliveries, and

billingdocuments, areassignedtoasalesorganization.

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SCM600 Lesson: Sales and Distribution Structures in SAP ERP

Figure 7: Organizational Unit: Distribution Channel

Thedistributionchannelcharacterizesthewayinwhichgoodsandservicesare

distributed.

Severaldistributionchannelscanbeassignedtosalesorganizations. Tousethe

salesanddistributionfunctionsinthesystem,youneedatleastonedistribution

channel. For example, you can:

• Define responsibilities

• Carry out flexible price structuring

• Differentiate sales statistics

Figure 8: Organizational Unit: Division

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Unit1: EnterpriseStructuresinSalesandDistribution SCM600

Youcangroupmaterialsandserviceswiththedivision.

Several divisions can beassigned to asales organization. To usethesales and

distributionfunctionsinthesystem,youneedatleastonedivision.

Adivisioncanrepresentacertainproductgroup,forexample. Therefore,youcan,

for example, restrict priceagreementswithacustomer toacertaindivision. In

addition, youcanconductstatisticalanalysisbydivision.

Figure 9: Sales Area

A sales area is a combination of the sales organization, distribution channel,

anddivision. Itdefinesthedistributionchannelasalesorganizationusestosell

products from a certain division.

Eachsalesanddistributiondocumentisassignedtoexactlyonesalesarea. This

assignment cannot be changed.

Asalesareacanbelongtoonlyonecompanycode. Thisrelationshipiscreatedby

assigning the sales organization.

Whenprocessingsalesanddistributiondocuments,thesystemaccessesvarious

masterdatadependingonthesalesarea. Thismasterdataincludes,forexample,

customermasterdata,materialmasterdata,prices,anddiscounts. Thesystemalso

carriesoutanumberofchecksconcerningthevalidityofcertainentriesaccording

to the sales area.

Hint: Asimpleorganizationalstructureoftenhasmoreadvantagesthana

complexstructure. Itsimplifiesthemasterdatamaintenance,forexample.

Youshouldnotdefinecomplexorganizationalstructuresinordertohave

detailedreportingoptions. Youareadvisedtousethefieldsinthemaster

datascreen and documentsfor thispurpose.

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SCM600 Lesson: Sales and Distribution Structures in SAP ERP

Shipping

Figure10: OrganizationalUnits: Plantand StorageLocation

The plant is a location where material stock is kept and could, for example,

represent a production facility in the system.

The plant and storage location are organizational units that can be used by all

logistic areas of the system.

• Materialsmanagementisprimarilyconcernedwiththematerialflow. Froma

materialsmanagementpointofview,aplantis,aboveall,alocationwhere

material stock is kept.

• Inproduction,aplantcanrepresentamanufacturingfacility.

• Insalesanddistribution,aplantrepresentsthelocationfromwhichmaterials

aredistributedandservicesareprovidedandcorrespondstoadistribution

center. The relevant stocks are kept here.

Theplanthasacentralfunctioninsalesanddistribution:

• Tousethesalesanddistributionfunctionsinthesystem,youneedatleast

one plant.

• Eachplantisuniquelyassignedtoacompanycode.

• A plant can be assigned to several combinations of sales

organizations/distributionchannels,andviceversa.

• Theplantisessentialfordeterminingtheshippingpoint.

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Unit1: EnterpriseStructuresinSalesandDistribution SCM600

Figure 11: Organizational Unit: Shipping Point

Shipping is an integrated module of sales and distribution processing. The

shipping point isthe highest-level organizational unitof shippingthat controls

your shipping activities. Each outbound delivery is processed by exactly one

shipping point.

The shippingpoint can bea loading ramp, amail depot, or arail depot. It can

also be, for example, a group of employees responsible (only) for organizing

very urgent deliveries.

Theorganizationalassignmentoftheshippingpointiscarriedoutatplantlevel.

More than one shipping point can be assigned to aplant. More than one plant

canalsobeassignedtoashippingpoint,althoughthisisonlyrecommendedfor

plants that are close to each other.

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SCM600 Lesson: Sales and Distribution Structures in SAP ERP

Lesson Summary

You should now be able to:

• Identify organizational units in the system that are relevant for salesand

distribution

• Describetheessentialcharacteristicsoftheseorganizationalunits

• Explain the most important relationships between the organizational

structures in sales and distribution

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Unit1: EnterpriseStructuresinSalesandDistribution SCM600

Lesson: Sales and Distribution Structures of the Model

Company IDES, Inc.

Lesson Overview

Thislessonintroducestheorganizationalelementsofsalesanddistributionusing

IDES, Inc. as an example.

Lesson Objectives

After completingthislesson, you will beable to:

• DescribethesalesanddistributionstructuresofIDES,Inc.

Business Example

Theuseofsales-and-distribution-specificorganizationalelementsisillustrated

using IDES, Inc. as an example.

Sales and Distribution Structures of IDES, Inc.

Figure 12: IDES Holding AG in the System

IDES Holding AGis aglobally operatinggroup.

ThesubsidiariesofIDESHoldingAGareorganizedaccordingtocountry-specific

situations and laws. Two of these subsidiaries are IDES AG in Frankfurt,

Germany, and IDES, Inc. in New York.

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SCM600 Lesson: SalesandDistributionStructuresoftheModelCompanyIDES,Inc.

Representation in the system:

• Company code 1000 IDES US INC

• Company code 3000 IDES US INC

SalesanddistributionofIDESAGinGermanyisorganizedattwodifferentsales

facilities,eachofwhichhasitsclearlydefinedareasofresponsibility.

Representation in the system:

• Sales organization 1000 Frankfurt

• Sales organization 1020 Berlin

Figure 13: IDES AG Sales Areas in the System

Sales anddistribution processesin thesystemarealwaysuniquely assigned to

a sales area.

To represent the different ways through which goods reach the customer, the

appropriatedistributionchannelsweresetup. Inthiscourse,thoseIDESAGsales

areasthatcontainthefollowingdistributionchannelsareused:

• 12 Resale

• 14 Service

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Unit1: EnterpriseStructuresinSalesandDistribution SCM600

Appropriatedivisionsweresetuptorepresentthedifferentproductlines. Inthis

course,thesalesareasthatcontainthefollowingdivisionsareused:

• 00 Cross-division

• 02 Motorcycles

• 08 Services

Salesareasweresetupbasedonthesesalesorganizations,distributionchannels,

anddivisions. However,onlythesecombinationswereconsideredinwhichsales

anddistributionsprocesseshadtoberepresented. Thisincludes:

• Salesorganization1000,distributionchannel12,division00

• Salesorganization1000,distributionchannel12,division02

• Salesorganization1000,distributionchannel14,division08

Figure 14: Shipping at IDES AG in the System

Before IDES AG confirms an order for a customer, they check from which

delivering plant the material ordered is to be delivered and whether sufficient

stock is available.

The IDES AG plants include, for example:

• Plant 1000 Hamburg

• Plant 1100 Berlin

• Plant 1300 Frankfurt

• Plant 1400 Stuttgart

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SCM600 Lesson: SalesandDistributionStructuresoftheModelCompanyIDES,Inc.

Inaddition,deliveringplantsneedtohavecombinationsofsalesorganizationsand

distribution channels assigned:

• Plant1000Hamburgandplant1400Stuttgartaredeliveringplantsforsales

organization 1000and distributionchannel 12.

• Plant 1100 Berlin is the delivering plant for sales organization 1020 and

distribution channel 20.

• Plant1300Frankfurtisnotadeliveringplantforsalesanddistribution.

Thedelivery isorganizedbyvariousshipping pointswhichareassigned tothe

delivering plants:

• Shippingpoint1000Hamburgprocessesoutbounddeliveriesfromplant1000

• Shippingpoint1100Berlinprocessesoutbounddeliveriesfromplant1100

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Unit1: EnterpriseStructuresinSalesandDistribution SCM600

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SCM600 Lesson: SalesandDistributionStructuresoftheModelCompanyIDES,Inc.

Exercise 1: Organizational Structures

Exercise Objectives

After completingthisexercise, youwillbeableto:

• Explain the organizational units and their relevant relationships for sales

and distribution

• DescribethesalesanddistributionstructuresofthecasecompanyIDES,Inc.

Business Example

ThecasecompanyIDES,Inc. isagloballyoperatinggroup. Theymanufacture

products (for example, motorcycles and spare parts) of multiple product lines

at various locations. These materials, as well as other materials, that are not

produced in-house are distributed by several sales facilities using multiple

distribution channels.

Task 1:

Organizational Units in Sales and Distribution.

1. Organizational unitsinthesystemrepresent thestructureof anenterprise

organization. Whichorganizationalunitsrepresentsalesanddistribution?

2. Which organizational unit can you use in the system to represent a sales

facility or a sales subsidiary?

Continued on next page

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Unit1: EnterpriseStructuresinSalesandDistribution SCM600

3. Whichorganizationalunitcanyouuseinthesystemtorepresentameans

toshipgoodstothecustomer(forexample,factorysales,wholesaletrade,

or retail trade)?

4. Whichorganizationalunitcanyouuseinthesystemtorepresentdifferent

product lines and to group materials (for example, vehicles, accessories,

or spare parts)?

5. Whichorganizationalunitcanyouuseinthesystemtoorganizeandprocess

outbound deliveries to different locations (for example, loading ramp or

rail depot)?

Task 2:

Cross-sales organizational units

1. Acorporategroupcanbedividedupintoseveralcompaniesorsubsidiaries.

Whichorganizationalunitcanyouuseinfinancialaccountingtorepresenta

legalentityandanindependentaccountingunitinthesystem?

Continued on next page

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SCM600 Lesson: SalesandDistributionStructuresoftheModelCompanyIDES,Inc.

2. Inacompany,youcanmanufactureandstorematerialsindifferentplaces.

Whichorganizationalunitcanyouuseinthesystemtorepresentaproduction

facility or a distribution center?

3. Within a plant, material storage can be divided up according to various

locationsorrooms. Whichorganizationalunitcanyouuseinthesystemto

represent such a location or room?

Task 3:

Assigning organizational units

1. Whichorganizationalunitsdoesasalesareaconsistof?

2. Canyouassignmorethanonedistributionchanneltoasalesorganization?

3. Canyouassignadistributionchanneltomultiplesalesorganizations?

Continued on next page

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Unit1: EnterpriseStructuresinSalesandDistribution SCM600

4. Which organizational unit is a sales organization assigned to in order to

represent the connection of sales and distribution processes to financial

accounting?

5. Canyouassignasalesorganizationtomultiplecompanycodes?

6. In a sales organization, can you sell materials from multiple delivering

plants?

7. Towhichorganizationalunitdoyouassignashippingpoint?

8. Canyouassignashippingpointtomultipleplants?

Continued on next page

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SCM600 Lesson: SalesandDistributionStructuresoftheModelCompanyIDES,Inc.

9. Towhichorganizationalunitarestoragelocationsgroupedtogether?

Task 4:

Organizational units of IDES, Inc.

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

country-specificsituationsandlaws. InGermany,IDESAGisasubsidiary,

intheUSA,IDESUSINC.isasubsidiary. Whichorganizationalunitand

numberisusedtorepresentthesesubsidiariesinthesystem?

2. TwosalesfacilitiesorganizethesalesanddistributionprocessforIDESAG

inGermany(forthistrainingcourse). Whichorganizationalunitandnumber

isusedtorepresentthetwosalesfacilitiesinthesystem?

3. Which distribution channels does sales organization 1000 use (for this

training course)?

Continued on next page

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Unit1: EnterpriseStructuresinSalesandDistribution SCM600

4. Whichsalesareasweresetupforsalesorganization1000(forthistraining

course)?

5. Whichplantsareassignedtocompanycode1000IDESAG(forthistraining

course)?

6. Which shipping point processes outbound deliveries from plant 1000

Hamburg (for this training course)?

Task 5:

Organizational units in the system

Each sales document is always assigned to a sales area (sales organization,

distribution channel, division).

1. Inthesystem,checkwhichsalesorganizationsexistforsalesorderentryfor

the USA: Write down three examples.

Hint: You enter a sales order using the following menu path:

Logistics→SalesandDistribution→Sales→Order→Create:

Place the cursor on the input field for the sales organization and

displaythepossibleinputvaluesusingtheF4inputhelp.

____________________________________________

Continued on next page

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SCM600 Lesson: SalesandDistributionStructuresoftheModelCompanyIDES,Inc.

2. Checkinthesystem,whichdistributionchannelsexistforsalesorganization

1000: Write down three examples.

Hint: Placethecursorontheinputfieldforthedistributionchannel

anddisplaythepossibleinputvaluesusingtheF4inputhelp.

____________________________________________

3. Checkinthesystem,whichdivisionsexistforsalesorganization1000and

fordistributionchannel12. Writedownthreeexamples.

Hint: Placethecursorontheinputfieldforthedivisionanddisplay

thepossibleinputvaluesusingtheF4inputhelp.

____________________________________________

第 34 页 / 共 441 页

Unit1: EnterpriseStructuresinSalesandDistribution SCM600

Solution 1: Organizational Structures

Task 1:

Organizational Units inSales and Distribution.

1. Organizationalunitsinthesystemrepresent thestructureof anenterprise

organization. Whichorganizationalunitsrepresentsalesanddistribution?

Answer: Sales area

Sales organization

Distribution channel

Division

Shipping point

Thecombination of salesorganization, distribution channel, and division

form the sales area.

Apartfromthese,therearealsootherorganizationalunitsthatareusedfor

salesanddistribution. Otherorganizational units, suchascompanycode,

plant,orstoragelocation,arenotonlyusedbysalesanddistribution,butalso

byotherareas(forexample, financialaccounting, materialsmanagement,

or production).

2. Which organizational unit can you use in the system to represent a sales

facility or a sales subsidiary?

Answer: Sales organization

3. Whichorganizationalunitcanyouuseinthesystemtorepresentameans

toshipgoodstothecustomer(forexample,factorysales,wholesaletrade,

or retail trade)?

Answer: Distribution channel

4. Whichorganizationalunitcanyouuseinthesystemtorepresentdifferent

product lines and to group materials (for example, vehicles, accessories,

or spare parts)?

Answer: Division

5. Whichorganizationalunitcanyouuseinthesystemtoorganizeandprocess

outbound deliveries to different locations (for example, loading ramp or

rail depot)?

Answer: Shipping point

Continued on next page

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SCM600 Lesson: SalesandDistributionStructuresoftheModelCompanyIDES,Inc.

Task 2:

Cross-sales organizational units

1. Acorporategroupcanbedividedupintoseveralcompaniesorsubsidiaries.

Whichorganizationalunitcanyouuseinfinancialaccountingtorepresenta

legalentityandanindependentaccountingunitinthesystem?

Answer: Company code

2. Inacompany,youcanmanufactureandstorematerialsindifferentplaces.

Whichorganizationalunitcanyouuseinthesystemtorepresentaproduction

facility or a distribution center?

Answer: Plant

3. Within a plant, material storage can be divided up according to various

locationsorrooms. Whichorganizationalunitcanyouuseinthesystemto

represent such a location or room?

Answer: Storage location

Task 3:

Assigning organizational units

1. Whichorganizationalunitsdoesasalesareaconsistof?

Answer: The salesorganization, distributionchannel, and division form

the sales area.

2. Canyouassignmorethanonedistributionchanneltoasalesorganization?

Answer: Yes. Youcanassignmorethanonedistributionchanneltoasales

organization.

3. Canyouassignadistributionchanneltomultiplesalesorganizations?

Answer: Yes. You can assign a distribution channel to multiple sales

organizations.

4. Which organizational unit is a sales organization assigned to in order to

represent the connection of sales and distribution processes to financial

accounting?

Answer: To the company code.

5. Canyouassignasalesorganizationtomultiplecompanycodes?

Answer: No. You can assign a sales organization to only one company

code. However, more than one sales organization can be assigned to a

company code.

Continued on next page

第 36 页 / 共 441 页

Unit1: EnterpriseStructuresinSalesandDistribution SCM600

6. In a sales organization, can you sell materials from multiple delivering

plants?

Answer: Yes. Inasalesorganization,youcansellmaterialsfrommultiple

delivering plants.

7. Towhichorganizationalunitdoyouassignashippingpoint?

Answer: Theshippingpointisassignedtoaplant.

8. Canyouassignashippingpointtomultipleplants?

Answer: Yes. A shipping point can also be assigned to multiple plants.

However,thismightonlybeappropriatewhentheplantsareclosetoeach

other.

9. Towhichorganizationalunitarestoragelocationsgroupedtogether?

Answer: To the plant.

Task 4:

Organizational units of IDES, Inc.

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

country-specificsituationsandlaws. InGermany,IDESAGisasubsidiary,

intheUSA,IDESUSINC.isasubsidiary. Whichorganizationalunitand

numberisusedtorepresentthesesubsidiariesinthesystem?

Answer: Companycode1000: IDESAGGermany

Company code3000: IDES US INCUSA

2. TwosalesfacilitiesorganizethesalesanddistributionprocessforIDESAG

inGermany(forthistrainingcourse). Whichorganizationalunitandnumber

isusedtorepresentthetwosalesfacilitiesinthesystem?

Answer: Sales organization1000: Frankfurt

Sales organization 1020: Berlin

3. Which distribution channels does sales organization 1000 use (for this

training course)?

Answer: Distribution channel 12: Resale

Distribution channel 14: Service

4. Whichsalesareasweresetupforsalesorganization1000(forthistraining

course)?

Answer: Salesorganization1000,distributionchannel12,division00

Salesorganization1000,distributionchannel12,division02

Salesorganization1000,distributionchannel14,division08

Continued on next page

第 37 页 / 共 441 页

SCM600 Lesson: SalesandDistributionStructuresoftheModelCompanyIDES,Inc.

5. Whichplantsareassignedtocompanycode1000IDESAG(forthistraining

course)?

Answer: Plant 1000: Hamburg

Plant 1100: Berlin

Plant 1300: Frankfurt

Plant 1400: Stuttgart

6. Which shipping point processes outbound deliveries from plant 1000

Hamburg (for this training course)?

Answer: Shipping point 1000: Hamburg

Task 5:

Organizational units in the system

Each sales document is always assigned to a sales area (sales organization,

distribution channel, division).

1. Inthesystem,checkwhichsalesorganizationsexistforsalesorderentryfor

the USA: Write down three examples.

Hint: You enter a sales order using the following menu path:

Logistics→SalesandDistribution→Sales→Order→Create:

Place the cursor on the input field for the sales organization and

displaythepossibleinputvaluesusingtheF4inputhelp.

____________________________________________

a) Logistics→SalesandDistribution→Sales→Order→Create

Sales organization for the USA:

• 3000 USA Philadelphia

• 3020 USA Denver

• R300 Retail USA

• S300 Service USA

2. Checkinthesystem,whichdistributionchannelsexistforsalesorganization

1000: Write down three examples.

Hint: Placethecursorontheinputfieldforthedistributionchannel

anddisplaythepossibleinputvaluesusingtheF4inputhelp.

Continued on next page

第 38 页 / 共 441 页

Unit1: EnterpriseStructuresinSalesandDistribution SCM600

____________________________________________

a) Distributionchannelsforsalesorganization1000:

• 01 Direct sales

• 10 Final customer sales

• 12 Resale

• 14 Service

• 16 Factory sales

3. Checkinthesystem,whichdivisionsexistforsalesorganization1000and

fordistributionchannel12. Writedownthreeexamples.

Hint: Placethecursorontheinputfieldforthedivisionanddisplay

thepossibleinputvaluesusingtheF4inputhelp.

____________________________________________

a) Divisionsforsalesorganization1000anddistributionchannel12:

• 00 Cross-division

• 02 Motorcycles

• 04 Lighting

• 07 High Tech

• 10 Vehicles

第 39 页 / 共 441 页

SCM600 Lesson: SalesandDistributionStructuresoftheModelCompanyIDES,Inc.

Lesson Summary

You should now be able to:

• DescribethesalesanddistributionstructuresofIDES,Inc.

第 40 页 / 共 441 页

UnitSummary SCM600

Unit Summary

You should now be able to:

• Describe salesand distribution structures

• Identify organizational units in thesystem that are relevant for sales and

distribution

• Describetheessentialcharacteristicsoftheseorganizationalunits

• Explain the most important relationships between the organizational

structures in sales and distribution

• DescribethesalesanddistributionstructuresofIDES,Inc.

第 41 页 / 共 441 页

Unit 2

Overview of Sales Processes

Unit Overview

This unit looks at the system procedures involved in the salesanddistribution

process. This take the form of an initial overview. Additional details can be

covered in the units that follow.

Unit Objectives

After completing thisunit, you will beableto:

• Explaintheprocesschainforsalesorder processing

• Createasalesorder withreferencetoaquotation

• Createanoutbounddeliverywithreferencetoasalesorder

• Pick and post goods issue

• Invoice a customer for the delivery

• Enter an incoming payment in the system

Unit Contents

Lesson: Process Overview.....................................................34

Lesson: Sales Processing......................................................42

Lesson: Shipping Processing ..................................................45

Lesson: Billing Document Processing.........................................50

Exercise 2: Sales and Distribution Process..............................55

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Unit2: OverviewofSalesProcesses SCM600

Lesson: Process Overview

Lesson Overview

Thislessonprovidesanoverviewofsalesanddistributionprocesses.

Lesson Objectives

After completingthislesson, you will beable to:

• Explaintheprocesschainforsalesorderprocessing

Business Example

Youwanttogainatheoreticaloverviewofsalesanddistributionprocesses.

Process Overview

Figure 15: Presales Activities

Specific marketing measures (direct mailing campaigns, Internet campaigns,

tradefairsalesactivities,ortelephonecampaigns,forexample)cantriggersales

processes.

Possiblesequencesofsuchcampaignscanbeanon-bindingcustomerinquiryora

requestforaquotation. Inquiriesandquotationshelpyoutodetermineimportant

salesrelateddataandcanbesavedasdocuments. Ifthecustomerthenplacesan

order, this data can be accessed.

第 43 页 / 共 441 页

SCM600 Lesson: Process Overview

Use this presales information to plan and evaluate your marketing and sales

strategiesand asa basis for establishing long-term business relationships with

your customers, for example by:

• tracking lost sales

• recordingpresalesdatatohelpnegotiatelargecontracts

• sellinggoodsandservicestolargeorganizationsthatrequiredocumentation

of the entire process.

Figure 16: Sales Order Processing

Asalesorderisanelectronicdocumentthatcapturesandrecordsyourcustomer’s

request for goods or services.

Thesalesordercontainsallpertinentinformationtoprocessthecustomer’srequest

throughout the whole process cycle.

Thesalescomponentthusautomaticallysuggestsdatafrommasterrecordsand

control tables that you previously put aside. As a result, possible input errors

occurringduringsalesorderprocessingandenteringofredundantdataisavoided.

Youcanenterasalesorderwithmanyitemsinasinglescreen.