SCM605_EN_Col92_FV_Part_A4 (第1页)

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SCM605

Sales

SAP ERP - Sales and Services

Date

Training Center

Instructors

Education Website

Participant Handbook

Course Version: 92

Course Duration: 5 Day(s)

Material Number: 50093448

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.

Icons in Body Text

The following iconsareused in thishandbook.

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 SCM605

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: Course Overview .................................................1

Course Overview........................................................2

Unit 2: Introduction........................................................5

Introduction to the Sales and Distribution Process.................6

Unit 3: Enterprise Structures in Sales and Distribution ........ 21

Enterprise Structures in Sales and Distribution...................22

Unit 4: Sales Order Processing....................................... 49

Information Sources and Data Transfer............................50

Selected Entry Aids and Techniques...............................58

Unit 5: Controlling Sales Documents .............................. 77

Basic Principles of Business Process Control ....................79

Controlling Sales Documents – Sales Document Type..........83

Controlling Sales Documents - Item Category....................93

Controlling Sales Documents - Schedule Line Categories.....117

Unit 6: Data Flow........................................................137

Data Flow in the Application........................................138

Copying Control......................................................154

Unit 7: Special Business Transactions ............................163

Special Business Transactions.....................................164

Unit 8: Incompletion....................................................181

Incompletion Log.....................................................182

Configuration of the Incompletion Procedure ....................186

Unit 9: Business Partners.............................................199

Function and Significance of Partner Functions.................200

Configuration of Partner Functions and Partner Function

Determination.....................................................206

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Contents SCM605

Unit 10: Outline Agreements.........................................223

Scheduling Agreements and Quantity Contracts................224

Value Contracts ......................................................230

Unit 11: Material Determination, Listing and Exclusion .......253

Material Determination..............................................254

Material Listing and Exclusion......................................267

Unit 12: Free Goods....................................................275

Free Goods...........................................................276

Unit 13: Sales Workshop..............................................291

Sales Workshop: Sales to Employees Scenario ................292

Sales Workshop: Bills of Materials Scenario ....................315

Sales Workshop: Material Determination Scenario .............349

Unit 14: Appendix.......................................................379

Appendix: Additional Technical Information......................380

Appendix: Additional Topics........................................399

Appendix: Additional Workshop Scenario: Service Order......406

Appendix 1: Data Used in the Exercises .......................447

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Course Overview

Thistrainingcoursedealswiththeprocedureandconfigurationofprocessesin

sales.

Target Audience

Thiscourseisintendedforthefollowing audiences:

• Project team members

Course Prerequisites

Required Knowledge

• SCM600

Recommended Knowledge

• SAP01

Course Goals

This course will prepare you to:

• GainanextensiveoverviewofthesalesareaaspartoftheSDcomponentin

the SAP system

• Obtainamoredetailedinsightintosalesfunctionsusingselectedexamples

• Builduptheknowledgeneeded to implementthesefunctionsand beable

to use them

• Acquireknowledgeofhowtoadaptthesystemtomeetyourownspecific

requirements in sales.

Course Objectives

After completingthiscourse, youwillbeable to:

• Integrate sales in the sales process chain

• ConfigureCustomizingsothatitrepresentsyourspecificsalesrequirements

• Adjust and use Help within the system

vii

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CourseOverview SCM605

viii

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Unit 1

Course Overview

Unit Overview

Thischapterprovidesanoverviewofthecontentsandstructureofthecourse.

Unit Objectives

After completing thisunit, you will beableto:

• DescribethecontentsandstructureofcourseSCM605.

Unit Contents

Lesson: Course Overview........................................................2

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Unit1: CourseOverview SCM605

Lesson: Course Overview

Lesson Overview

This lesson provides an overview of the objectives, contents and structure of

course SCM605.

Lesson Objectives

After completingthislesson, you will beable to:

• DescribethecontentsandstructureofcourseSCM605.

Business Example

You take orders from customers in the Customer Service department at your

company. In order to process the business transactions, you have to enter the

transaction asa salesorder in the SAP system.

Onceyouhaveverifiedinthesystemthatthedeliverycantakeplaceasrequired

bythecustomer,yousendthecustomeranorderconfirmation.

Subsequentstepsinthesalesprocessaretriggeredbythesalesorderandallthe

necessary information is provided for these.

Figure 1: Course Overview Diagram

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SCM605 Lesson: Course Overview

Lesson Summary

You should now be able to:

• DescribethecontentsandstructureofcourseSCM605.

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UnitSummary SCM605

Unit Summary

You should now be able to:

• DescribethecontentsandstructureofcourseSCM605.

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Unit 2

Introduction

Unit Overview

This unit describes the importance of the sales document in the sales and

distribution process.

Unit Objectives

After completing thisunit, you will beableto:

• ExplainhowSaleslinksintothesalesanddistributionchain

• Describe the structure of a salesdocument

• Locatevariousinformationstoredinthesalesdocument

Unit Contents

Lesson: Introduction to the Sales and Distribution Process..................6

Exercise 1: Introduction to the Sales and Distribution Process .........9

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Unit2: Introduction SCM605

Lesson: Introduction to the Sales and Distribution

Process

Lesson Overview

This lesson deals with how sales is integrated into the sales and distribution

processchain. Thestructureofasalesdocumentisalsodescribed.

Lesson Objectives

After completingthislesson, you will beable to:

• ExplainhowSaleslinksintothesalesanddistributionchain

• Describethe structure of asales document

• Locatevariousinformationstoredinthesalesdocument

Business Example

IDES Inc. isgoing to introducetheSAP system.

Infuture,salesanddistributionwillhencealsobemappedintheSAPsystem.

ItisyourresponsibilitytofamiliarizeyourselfwithsalesfunctionalityintheSAP

system. Youareparticularlyinterestedinhowsalesisintegratedintotheprocess

chain.

Figure 2: Processes in Sales and Distribution

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SCM605 Lesson: Introduction to the Sales and Distribution Process

Every sales activity that you undertake in the SAP system is recorded with a

sales document.

YoucanrepresentdifferentbusinessprocessesinSales,ShippingandBillingwith

specifically-designed document types:

Salesdocumenttypes(forexampleinquiries,quotations,standardorders)

Deliverytypes(forexampleoutbounddelivery,returnsdelivery)

Billingdocumenttypes(forexample,invoices,creditmemos,debitmemos)

Eachdocumentisidentifiedwithauniquedocumentnumber. Matchcodeshelp

you search for documents.

Eachdocumentisassignedanoverallstatus,whichreflectsitsprocessingstatus.

Theoverallstatusdependsonthedifferentstatusvaluesinthedocument. These

differentvaluesreflecttheprocessingstatusesforthedifferentstepsofthesales

activity.

Figure 3: Sales Document Structure

Each business process in the SAP system is represented as a document. For

example,asalesdocumentiscreatedduringsalesorderprocessing.

Thesalesdocumentconsistsofadocumentheaderandasmanyitemsasrequired.

Eachitemcaninturncontainasmanyschedulelinesasneeded.

Thedocumentheadercontainsgeneraldataanddefaultvaluesthatarevalidfor

the whole document.

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Unit2: Introduction SCM605

The document items contain data about the goodsand servicesordered by the

customer. This includes material numbers, descriptions, prices and terms of

delivery and payment.

Data for shipping and procurement is located in schedule lines. Because the

deliverydeadlineandorderquantityarefoundinschedulelines, eachlineitem

withdeliveryrequirementsmustcontainatleastonescheduleline.

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SCM605 Lesson: Introduction to the Sales and Distribution Process

Exercise 1: Introduction to the Sales and

Distribution Process

Exercise Objectives

After completingthisexercise, youwillbeableto:

• Findimportantinformationinthesalesorderscreens

• Generateasubsequentdocumentanddisplaythedocumentflow.

Business Example

Youareworkingin theorder entrydepartment andanswer atelephoneinquiry

aboutacomputermonitor. Basedonthisinquiry,youcheckyourproductlineand

createaquotation. Yourcustomerthenplacesanorderbasedonthisquotation.

Task 1:

Yourcustomer,T-S62A##,isinterestedinorderingyourmaterialT-ATA##.

1. Enter the inquiry(inquiry type: IN) withthepurchase order number (PO

number) ##LO605-AF01. Your customer needs 20 units and requires

delivery in two weeks.

Inquirynumber: ___________________________________

Hint: Whenyouentertheinquiry,remembertotaketherequested

delivery date into account.

2. Basedontheinquiry,createaquotation(quotationtype: QT)withthePO

number ##LO605-AG01.

Limit thevalidityof yourquotationtoonemonth.

Quotation number:

__________________________________

Hint: Make sure you create the document with reference to the

inquiry.

To do this, choose Createwithreference.

3. Aftercheckingthequotation,yourcustomerdecidestoorder5unitsofthe

product. The requested delivery date is two weeks from today. Create a

correspondingorder(ordertype: OR)withthePOnumber##LO605-TA01.

Continued on next page

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Unit2: Introduction SCM605

Order number:

___________________________________

Hint: Make sure you create the document with reference to the

quotation. Todothis,chooseCreatewithreference.

4. Usethedocumentflowfromthequotationtoseeanoverviewofthissales

process. Whatistheoverallprocessingstatusforeachdifferentdocument?

Inquiry:

_________________________________

Quotation:

_________________________________

Order:

_________________________________

5. Optional:

Aftercheckingtheproduct,yourcustomerdecidestoordertheremaining15

units. Therequesteddeliverydateistwoweeksfromtoday. Createanother

orderwithreferencetoyourquotation. Assignitthepurchaseordernumber

##LO605-TA02.

6. Optional

Reviewthesalesprocessbyviewingthedocumentflowforthequotation.

Whatistheoverallprocessingstatusforthedifferentdocumentsnow?

Inquiry: ____________________

Quotation: ____________________

Order: ____________________

Task 2:

You want to collect detailed informationaboutthebusinesstransaction. To do

this, displaytheinquiry, bring up document flow, andfromtherenavigateinto

different documents as needed.

1. Whatistheunitpriceofthemonitorinoneoftheorders?

Material price per unit (PR00):

____________________________________

Continued on next page

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SCM605 Lesson: Introduction to the Sales and Distribution Process

2. Whichofyoursalesofficesisresponsibleforthissale?

Sales office:

____________________________________

3. Whatisthenameofthesalesemployeeresponsibleforthesale?

Name:

____________________________________

4. Which division does your product belong to and which material pricing

group has it been assigned to?

Division:

____________________________________

Material pricing group:

____________________________________

5. Whichplant,shippingpointandroutewillbeusedtodeliverthegoods?

Plant:

____________________________________

Shipping point:

____________________________________

Route:

____________________________________

6. Whatarethetermsofdelivery(Incoterms)andpaymentforyourcustomer?

Incoterms:

____________________________________

Payment terms:

___________________________________

7. Whatdatehasthedelivery beenconfirmed for?

Confirmed delivery date:

____________________________________

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Unit2: Introduction SCM605

Solution 1: Introduction to the Sales and

Distribution Process

Task 1:

Yourcustomer,T-S62A##,isinterestedinorderingyourmaterialT-ATA##.

1. Enter the inquiry(inquiry type: IN) with thepurchase order number (PO

number) ##LO605-AF01. Your customer needs 20 units and requires

delivery in two weeks.

Inquirynumber: ___________________________________

Hint: Whenyouentertheinquiry,remembertotaketherequested

delivery date into account.

a) Createtheinquiryand save the document.

→Logistics→SalesandDistribution→Sales→Inquiry→Create

Inquiry type: IN

Customer: T-S62A##

PO number: ##LO605-AF01

Req. deliverydate: Twoweeks

from today

Material: T-ATA## (20 units)

Save the document.

2. Basedontheinquiry, createaquotation(quotationtype: QT)withthePO

number ##LO605-AG01.

Limitthevalidityofyour quotationtoonemonth.

Quotation number:

Continued on next page

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SCM605 Lesson: Introduction to the Sales and Distribution Process

__________________________________

Hint: Make sure you create the document with reference to the

inquiry.

To do this, choose Createwithreference.

a) Createthequotationwithareferencetotheinquiry.

→Logistics→SalesandDistribution→Sales→Quotation→Create

Quotationtype: QT

Choose Create with reference.

Inquirynumber: From the above inquiry

Choose Copy.

Validity: Four weeks from today

POnumber: ##LO605-AG01

Save the document.

3. Aftercheckingthequotation,yourcustomerdecidestoorder5unitsofthe

product. The requested delivery date is two weeks from today. Create a

correspondingorder(ordertype: OR)withthePOnumber##LO605-TA01.

Order number:

Continued on next page

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Unit2: Introduction SCM605

___________________________________

Hint: Make sure you create the document with reference to the

quotation. Todothis,chooseCreatewithreference.

a) Createtheorderwithreferencetothequotation.

→Logistics→SalesandDistribution→Sales→Order→Create

Order type: OR

Choose Create with reference.

Quotation From the above inquiry

number:

Deliverydate: Two weeks from today

Choose Selection list.

Reduce the quantity.

Choose Copy.

PO number: ##LO605-TA01

Save the document.

4. Usethedocumentflowfromthequotationtoseeanoverviewofthissales

process. Whatistheoverallprocessingstatusforeachdifferentdocument?

Inquiry:

_________________________________

Quotation:

_________________________________

Order:

Continued on next page

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SCM605 Lesson: Introduction to the Sales and Distribution Process

_________________________________

a) Display thedocument flowforthequotation.

→ Logistics → Sales and Distribution → Sales → Quotation →

Display

Choose Display document flow.

Inquiry: Completed

Quotation: Being processed

Order: Open

5. Optional:

Aftercheckingtheproduct,yourcustomerdecidestoordertheremaining15

units. Therequesteddeliverydateistwoweeksfromtoday. Createanother

orderwithreferencetoyourquotation. Assignitthepurchaseordernumber

##LO605-TA02.

a) Createanotherorderwithreferencetothequotation.

→Logistics→SalesandDistribution→Sales→Order→Create

Order Type: OR

Choose Create with Reference.

Quotationnumber: From the above inquiry

Delivery date: Four weeks from today.

Choose Copy.

PO number: ##LO605-TA02

Save the document.

6. Optional

Reviewthesalesprocessbyviewingthedocumentflowforthequotation.

Whatistheoverallprocessingstatusforthedifferentdocumentsnow?

Continued on next page

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Unit2: Introduction SCM605

Inquiry: ____________________

Quotation: ____________________

Order: ____________________

a) Displaythedocumentflowforthequotation.

→ Logistics → Sales and Distribution → Sales → Quotation →

Display

Choose Display document flow.

Inquiry: Completed

Quotation: Completed

Order: Open

Order Open

Task 2:

You want to collect detailed informationaboutthebusinesstransaction. To do

this, displaytheinquiry, bring up document flow, andfromtherenavigateinto

different documents as needed.

1. Whatistheunitpriceofthemonitorinoneoftheorders?

Material price per unit (PR00):

____________________________________

a) Findtherequiredinformationinthedocuments.

Displaythedocumentflowfortheinquiry. Determinetheunitpricein

the Conditions item screen.

→Logistics→SalesandDistribution→Sales→Inquiry→Display

Choose Display document flow.

SelectanorderandchooseDisplaydocument.

Selecttheitem andchooseItem conditions.

Unit price (PR00): 2.299,-

2. Whichofyoursalesofficesisresponsibleforthissale?

Sales office:

Continued on next page

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SCM605 Lesson: Introduction to the Sales and Distribution Process

____________________________________

a) Choose →Goto →Header andthenSales.

Sales Office: 1000 Office Frankfurt

3. Whatisthenameofthesalesemployeeresponsibleforthesale?

Name:

____________________________________

a) Choose the Partners tab page.

Salesemployee: 1701 Melanie Mayer

4. Which division does your product belong to and which material pricing

group has it been assigned to?

Division:

____________________________________

Material pricing group:

____________________________________

a) Selecttheitem,chooseDisplayItemDetailsandthenchooseSalesB.

Division: 07 High Tech

Material group: Normal parts

5. Whichplant,shippingpointandroutewillbeusedtodeliverthegoods?

Plant:

____________________________________

Shipping point:

____________________________________

Route:

Continued on next page

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Unit2: Introduction SCM605

____________________________________

a) Choose Shipping.

Plant: 1200 Dresden

Shippingpoint: 1200 shipping point Dresden

Route: R00130 Dresden - Frankfurt

6. Whatarethetermsofdelivery(Incoterms)andpaymentforyourcustomer?

Incoterms:

____________________________________

Payment terms:

___________________________________

a) Choose Billing.

Terms of CFR Mainz

delivery:

Paymentterms: ZB01 14 days 3%, 30/2%, 45 net

7. Whatdatehasthedeliverybeenconfirmedfor?

Confirmed delivery date:

____________________________________

a) Choose Schedule lines.

Confirmed Date of line with the confirmed

deliverydate: quantity

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SCM605 Lesson: Introduction to the Sales and Distribution Process

Lesson Summary

You should now be able to:

• ExplainhowSaleslinksintothesalesanddistributionchain

• Describe the structure of a salesdocument

• Locatevariousinformationstoredinthesalesdocument

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UnitSummary SCM605

Unit Summary

You should now be able to:

• ExplainhowSaleslinksintothesalesanddistributionchain

• Describethe structure of asales document

• Locatevariousinformationstoredinthesalesdocument

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Unit 3

Enterprise Structures in Sales and

Distribution

Unit Overview

This unit describes theimportanceof the organizational structurefor the sales

and distribution process.

Unit Objectives

After completing thisunit, you will beableto:

• Use organizational units in theSAP system to map the different areas in

your company

• Setupenterprisestructuresbyassigningthemtoorganizationalunits

• Adjust the organizational structures to meet the legal and business

requirements of your company

Unit Contents

Lesson: Enterprise Structures in Sales and Distribution....................22

Exercise 2: Enterprise Structures in Sales and Distribution...........33

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Unit3: EnterpriseStructuresinSalesandDistribution SCM605

Lesson: Enterprise Structures in Sales and Distribution

Lesson Overview

Thislessondescribestheimportanceoftheorganizationalstructureforsalesand

distribution processes. The most important organizational units for sales and

distributionareset up onthesystem. Thelinkingoforganizational unitsto the

organizational structure is also described.

Lesson Objectives

After completingthislesson, you will beable to:

• Use organizational units in the SAP system to map the different areas in

your company

• Setupenterprisestructuresbyassigningthemtoorganizationalunits

• Adjust the organizational structures to meet the legal and business

requirements of your company

Business Example

IDESInc. hasbeenusingtheSAPsystemsuccessfullyforsomeyearsnow.

Companymanagementhasnowdecidedtoexpandthecompany'ssalesactivities.

Inthefuture,customersshouldalsobeabletoplaceordersattradefairs.

Itmustbepossibletocontrolandevaluatethenewsalesactivitiesseparatelyfrom

all existing activities.

Yourresponsibilityistoexpandtheenterprisestructureinsalesaccordingly.

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SCM605 Lesson: Enterprise Structures in Sales and Distribution

Figure 4: Enterprise Structures in the SAP system

ObjectivesoforganizationalstructuresintheSAPsystem:

Achieveflexibilityinrepresentingcomplexcorporatestructures

Adapt to changes in the corporate structure

Distinguishbetweenviewsinlogistics(salesanddistribution,purchasing,etc.),

cost accounting and financial accounting

Process data across company codes

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Unit3: EnterpriseStructuresinSalesandDistribution SCM605

Figure 5: Integration of sales in FinancialAccounting

Allorganizationalunitswithinaclientaresubjecttoonebusinesscontrol. Aclient

canthusbeconsideredtobeasynonymfor thegroup.

Aclientisaself-containedtechnicalunit. Generaldataandtablesthatareusedfor

severalorganizationalstructuresarestoredatthislevel.

You can use the company code and business area to represent a group from a

financial accounting perspective.

Youcancreateseveralcompanycodesforeachclientsoastobeabletocarryout

financialaccountingforseveralindependentcompaniessimultaneously. Atleast

one company code must be created, however.

Eachcompanycoderepresentsanindependentaccountingunit. Severalcompany

codes can use the same chart of accounts.

Abusinessareaisaseparatebusinessunitforwhichcross-companycodeinternal

reportingcanbecarriedout. Businessareasarenotlimitedbycompanycodes.

For this reason, the business areas in all company codes must have the same

description. Usingthisorganizationalunit isoptional.

You use business areas if you want to calculate profit and loss statements

independentlyofthecompanycode. Inthecaseofpostingsmadefromsalesand

distribution,thebusinessareacanbederivedautomatically.

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SCM605 Lesson: Enterprise Structures in Sales and Distribution

Figure 6: Organizational Structures in Sales

A variety of organizational units are available for modeling sales business

transactions. Inthesalesarea,thefollowingorganizationalunitscanbedefined

andusedformappingandbuildingupthesalesstructures:

• Sales organization

• Distribution channel

• Division

• Sales area

• Sales office

• Sales group

Otherorganizationalunitsinsales,suchastheshippingpointandthetransportation

planningpoint, arecovered inother SAP courses.

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Unit3: EnterpriseStructuresinSalesandDistribution SCM605

Figure 7: Sales organization

A sales organization represents the organizational structures in sales and

distribution. Eachsalesorganizationrepresentsasellingunitasalegalentity. It

is, for example, responsible for product liability and other customer rights of

recourse. Youcanusesalesorganizationstosubdividemarketsintoregions. Each

businesstransactionisprocessedwithinasalesorganization.

Asalesorganizationisassignedtoexactlyonecompanycode.

Asalesorganizationisassignedtooneormoreplants.

Eachsalesorganizationhasitsownmasterdata, forexample, itsowncustomer

andmaterial master dataaswell asconditionrecords.

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SCM605 Lesson: Enterprise Structures in Sales and Distribution

Figure 8: Distribution channel

Youcanusedifferentdistributionchannelsinsalesanddistributiontoprovidethe

market with the best possibleservice. Distribution channels providea general

structurefordistributinggoods. Wholesaletrade,salestoindustrialcustomersor

directsalesfromaplantaretypicalexamplesofdistributionchannels.

Distributionchannelscanbesetupaccordingtoyourcompany'smarketstrategy

or internal organization.

Customerscanbeservedthroughoneormoredistributionchannelswithinasales

organization.

In addition, you can vary the master data relevant to sales - such as customer

master data, salesmaster data, prices, andsurcharges/discounts-foreachsales

organization and distribution channel.

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Unit3: EnterpriseStructuresinSalesandDistribution SCM605

Figure 9: Division

Abroadproductrangecanbedividedintodivisions. IntheSAPsystem,youcan

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

statisticalanalysesordeviseyourownmarketingstrategies.

Figure 10: Sales Area

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

division.

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SCM605 Lesson: Enterprise Structures in Sales and Distribution

Salesdocuments,deliverydocuments,andbillingdocumentsarealwaysassigned

toasalesarea. Everysalesprocessalwaystakesinaspecificsalesarea.

Therelevantmasterdatacanusuallybemaintainedexplicitlyforeachsalesarea,

for example:

• Sales-relevant customer master data

• Sales-relevant material master data (the division is a general field of the

materialmaster;asaresult,amaterialcanonlybeassignedtoonedivision.)

• Conditions (prices, discounts/surcharges)

Youcancarryoutanalyseswithinasalesareasuchasevaluationofsalesvolume,

for example.

Youshould try to keeptheorganizational structureof asalesareaassimple as

possible.

Figure 11: Sales Office and Sales Group

Sales office

Sales offices define geographical aspects of the organizational structures in

businessdevelopmentandsales. Asalesofficecanbeviewedasanactualoffice

or perhapsaterritoryor region. Salesofficescanbeassigned tomultiplesales

areas. Ifyouenter asalesorder for asalesofficewithinaparticularsalesarea,

thesalesofficemustbepermittedfor that salesarea.

Sales group

Employees of a sales office can be assigned to sales groups defined for each

divisionordistributionchannel. Salesgroupsareassignedtosalesoffices.

Salesperson

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Unit3: EnterpriseStructuresinSalesandDistribution SCM605

A sales group consists of a certain number of salespersons. A salesperson

is assigned to a sales office and group in the sales employee master record.

Thereafter, youcanselectthispersonnel master recordin thepartner screenof

a sales document.

Youcancarryoutsalesanalysesonthedifferentinternalorganizationlevels.

Figure 12: Plant

Materialsmanagementisprimarilyconcernedwiththeflowofmaterialswithina

company. Productionfacilitiesandlocationsforstoringstockmustthereforebe

definedinthesystem. Thetermsusedinthesystem for theseentitiesareplant

and storage location. Material stocks can be described in detail at the level of

different storage locations within a plant.

Aplantcaneitherbealocationforproductionandmaterialrequirementsplanning

(MRP)oritmaysimplyrepresentoneormorematerialstocklocationsinclose

proximity to one another.

Each plantisassigned toauniquecompanycode.

Foraplanttodelivergoodstocustomers,itmustbeconfiguredappropriatelyas

adeliveringplantinsalescustomizing. Duringthesalesprocess,thedelivering

plantsarefirstusedtoverifythestocks,andlatertosupplythegoodsthecustomer

has ordered.

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SCM605 Lesson: Enterprise Structures in Sales and Distribution

Figure 13: Delivering Plant

The plants from which the Sales department delivers the materials ordered

(delivering plants) must be assigned to a sales organization and a distribution

channel (distribution chain) in Customizing.

Bymakingtheplantdependentonthedistributionchannel,youcandifferentiate

further between plantswithin a sales organization for sales. Thiswould allow

the distribution channel "direct sales" for certain plants in asales organization

but not for others.

Oneplantcanbeassignedtoseveraldistributionchainsasthedeliveringplant. It

can alsobeassigned toseveral salesorganizations.

It is also possible for the delivering plant of a distribution chain to belong

to a different independent company in the corporate group (that is, the plant

belongstoadifferentcompanycodetothesalesorganization). Thisisknownas

Cross-Company Sales.

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Unit3: EnterpriseStructuresinSalesandDistribution SCM605

第 45 页 / 共 485 页

SCM605 Lesson: Enterprise Structures in Sales and Distribution

Exercise 2: Enterprise Structures in Sales

and Distribution

Exercise Objectives

After completingthisexercise, youwillbeableto:

• DescribethestructureoftheIDEScompanyforsalesanddistribution

• SetupyourownenterprisestructuresforsalesanddistributionintheSAP

system

Business Example

Youhavejoinedtheproject team thatisimplementingtheSAP system in your

company.

Astheemployeeresponsibleforsales,youneedtofamiliarizeyourselfwiththe

structurethathasalreadybeencreatedandverifythesettings.

Youwill expandtheexistingenterprisestructureforyour salesorganizationto

include thenew e-sales distribution channel.

Hint: The required settings are located in the Implementation Guide

(IMG)undertheIMGnodeforEnterpriseStructure. Youcanfindsome

oftheorganizationaldatainSalesandDistributionandotherdatainthe

FinancialAccountingandLogistics-Generalareas.

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Unit3: EnterpriseStructuresinSalesandDistribution SCM605

Task 1:

Data sheet

Enterprise Structures

Organizational Key Description

unit

Salesorganization 1000

Distributionchannel Final customer sales

Service

Division Cross-division

Salesoffice

Salesgroup

Companycode

Plant 1200

The project team has already modeled the organizational structure of your

company in the R/3 system.

Familiarizeyourselfwiththeorganizationalunitsthathavebeensetuptomodel

your company’s organizational structure.

1. CompletetheEnterpriseStructuresdatasheetasappropriate.

2. Whatisthedescriptionofyoursalesorganization1000? Whichcurrencyis

usedtoupdatethestatistics? Whatistheaddress?

Description:

_________________________________

Statistics currency:

_________________________________

Continued on next page

Organizational unit	Key	Description
Salesorganization	1000
Distributionchannel		Final customer sales
		Service
Division		Cross-division
Salesoffice


Salesgroup



Companycode
Plant	1200

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SCM605 Lesson: Enterprise Structures in Sales and Distribution

Name:

_________________________________

Address:

_________________________________

3. WhichdistributionchannelshavebeendefinedforFinalcustomersaleand

Service?

Distribution Channel:

_________________________________

Distribution Channel:

_________________________________

4. Whichdivisionhasbeencreatedforcross-divisionsales?

Division:

_________________________________

Task 2:

Familiarizeyourselfwiththeenterprisestructuresthatarerelevantforsalesthat

have been configured asorganizational structures.

1. CompletetheEnterpriseStructuresdatasheetasappropriate.

2. The organizational units determined above have been used to configure

varioussalesareasforyoursalesorganization1000.

Which sales areas have been defined?

Salesorganization Distribution Division

channel

Thesalesarea 1000

3. Determine the sales offices responsible for managing sales in sales area

1000 / 10 / 00.

Sales Office:

_________________________________

Sales Office:

_________________________________

Sales Office:

Continued on next page

	Salesorganization	Distribution channel	Division
Thesalesarea	1000
Thesalesarea	1000

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Unit3: EnterpriseStructuresinSalesandDistribution SCM605

_________________________________

4. Addsomeexamplesofthesalesgroupsassignedtothesalesofficeslisted

above.

Office: Office:

__________________ __________________

Sales group: Sales group:

__________________ __________________

Sales group: Sales group:

__________________ __________________

5. Whichcompanycodedoesyoursalesorganizationbelongto?

Company code:

_________________________________

Whichcurrencyisdefinedfor thiscompanycode?

Currency:

_________________________________

6. Enterthedeliveringplantsthatareassignedtosalesorganization1000and

distribution channel10 in your data sheet.

Delivering plant:

_________________________________

Continued on next page

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SCM605 Lesson: Enterprise Structures in Sales and Distribution

Task 3:

Optional:

To meet its goal of establishing sales possibilities that are newand up-to-date,

yourmanagementboardhasapprovedaprojectforestablishingeSalesasanew

saleschannelatyourcompany. Managementwantstobeabletotrackthesales

andrevenuesfromthesetransactionsseparately,andpricingproceduresthatare

differentfromallothersalesprocessesmustbepossible.

Configuretheneworganizational unitsyouneed.

1. Definea newdistribution channel for e-sales.

Hint: Please usethe Define distribution channelfunction, NOT

Copy, delete, checkdistribution channel.

Background:

The Define distribution channel function (only) creates a new

distributionchannel. ThemuchmorepowerfulfunctionCopy,delete,

checkdistributionchannelallowsyoutocopyallofthedistribution

channel-specificsettingsfromthetemplate. Youcanalsoperform

this synchronization later. This function is extremely useful and

efficientinprojects. Inthiscourse,however,youareresponsiblefor

performingthecorrespondingCustomizingstepsyourself.

Distribu- Y = 70 + ##(e.g. group19: Y=70+19=89)

tionChan-

nel:

Descrip- eSales ##

tion:

2. Anindependentstaffisbeingtrainedtoprocesstheordersreceivedthrough

e-Sales. Organizationally, theseemployees will begroupedtogether in a

sales office. Set up the new sales office Ze## eOffice ## for this group.

Use sales office 1000 as a template.

Task 4:

Optional:

Enhance the existing sales organization structures by integrating new

organizational units.

1. AssignthenewdistributionchanneltoyoursalesorganizationZ000.

2. Build new sales areas with your sales organization, Z000, the new

distributionchannel, anddivisions00, 01, and07.

Continued on next page

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Unit3: EnterpriseStructuresinSalesandDistribution SCM605

3. Makesurethatdeliveriesforordersfromthenewsalesareascantakeplace

atyourdistributioncentersattheHamburg,Dresden,andStuttgartplants.

4. ConfigureCustomizingsothatordersenteredforyournewsalesarea,Z000

/ Y / 00, can be assigned to your new sales officeZE## eOffice ## as the

responsible internal organizational unit.