第 33 页 / 共 417 页
2UJDQL]DWLRQDO(cid:3)6WUXFWXUHV(cid:3)LQ(cid:3)6DOHV
’LVWULEXWLRQ
FKDQQHO
’LYLVLRQ
6DOHV
(cid:20)(cid:20)(cid:19)(cid:19)(cid:19)(cid:19)(cid:19)(cid:19)
RUJDQL]DWLRQ (cid:20)(cid:20)(cid:19)(cid:19)
(cid:19)(cid:19)(cid:19)(cid:19)
6DOHV(cid:3)DUHD
6DOHV
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6DOHV(cid:3)RIILFH
ª SAP AG 1999
(cid:140)
A variety of organizational units are available for modeling sales business transactions. In the sales
area, the following organizational structures can be defined and used to model and structure the
sales structures:
• Sales organization
• Distribution channel
• Division
• Sales area
• Sales office
• Sales group
Other organizational units in SD, such as the shipping point and the transportation planning
point, are covered in other SD courses.
© SAP AG LO605 3-7
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第 34 页 / 共 417 页
6DOHV(cid:3)2UJDQL]DWLRQ
&OLHQW
6O2UJ(cid:3)(cid:20)(cid:19)(cid:19)(cid:19)
6O2UJ(cid:3)(cid:20)(cid:19)(cid:21)(cid:19) 6O2UJ(cid:3)(cid:21)(cid:19)(cid:19)(cid:19)
&RPSDQ\(cid:3)FRGH &RPSDQ\(cid:3)FRGH
(cid:20)(cid:19)(cid:19)(cid:19) (cid:21)(cid:19)(cid:19)(cid:19)
ª SAP AG 1999
(cid:140)
A sales organization represents the organizational structures in sales and distribution. Each sales
organization represents a selling unit as a legal entity. It is, for example, responsible for product
liability and other customer rights of recourse. You can use sales organizations to subdivide
markets into regions. Each business transaction is processed within a sales organization.
(cid:140)
A sales organization is assigned to exactly one company code.
(cid:140)
A sales organization is assigned to one or more plants.
(cid:140)
Each sales organization has its own master data, for example, its own customer and material master
data as well as condition records.
© SAP AG LO605 3-8
第 35 页 / 共 417 页
’LVWULEXWLRQ(cid:3)FKDQQHO
6O2UJ(cid:3)(cid:20)(cid:19)(cid:19)(cid:19)
’LVWULEXWLRQ
FKDQQHO
(cid:20)(cid:21)(cid:3)(cid:3)5HVDOH (cid:20)(cid:19)(cid:3)(cid:3)(QG(cid:3)FXVWRPHU
ª SAP AG 1999
(cid:140)
You can use different distribution channels in Sales and Distribution to provide the market with the
best possible service. Distribution channels provide a general structure for distributing goods.
Wholesale trade, sales to industrial customers or direct sales from a plant are typical examples of
distribution channels.
(cid:140)
Distribution channels can be set up according to your company’s market strategy or internal
organization.
(cid:140)
Customers can be served through one or more distribution channels within a sales organization.
(cid:140)
In addition, you can vary the master data relevant to sales, such as customer master data, sales
master data, prices, and surcharges/discounts, for each sales organization and distribution channel.
© SAP AG LO605 3-9
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第 36 页 / 共 417 页
’LYLVLRQ
6O2UJ(cid:3)(cid:20)(cid:19)(cid:19)(cid:19)
’LYLVLRQ
(cid:19)(cid:21)(cid:3)(cid:3)0RWRUF\FOHV (cid:19)(cid:26)(cid:3)(cid:3)+LJK(cid:3)7HFK
ª SAP AG 1999
(cid:140)
A broad product range can be divided into divisions. In the SAP system, you can also define a
division-specific sales structure.
(cid:140)
You can make customer-specific agreements for each division, for example regarding partial
deliveries or pricing. Within a division, you can carry out statistical analyses or devise your own
marketing strategies.
© SAP AG LO605 3-10
| 6O2UJ(cid:3)(cid:20)(cid:19)(cid:19)(cid:19) | ||||||||||||
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| (cid:19)(cid:21)(cid:3)(cid:3)0RWRUF\FOHV | (cid:19)(cid:26)(cid:3)(cid:3)+LJK(cid:3)7HFK | |||||||||||
第 37 页 / 共 417 页
6DOHV(cid:3)$UHD
6DOHV(cid:3)RUJ(cid:17) 6DOHV(cid:3)RUJ(cid:17)
)UDQNIXUW /RQGRQ
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66DDOOHHVV(cid:3)(cid:3)DDUUHHDDVV
ª SAP AG 1999
(cid:140)
A sales area is a combination of sales organization, distribution channel and division.
(cid:140)
Sales documents, delivery documents, and billing documents are always assigned to a sales area.
Every sales process always takes in a specific sales area.
(cid:140)
The relevant master data can usually be maintained explicitly for each sales area, for example:
• Sales-relevant customer master data
• Sales-relevant material master data (the division is a general field of the material master; as a
result, a material can only be assigned to one division.)
• Conditions (prices, discounts/surcharges)
(cid:140)
You can carry out analyses within a sales area, for example, by evaluation sales volume.
(cid:140)
You should try to keep the organizational structure of a sales area as simple as possible.
© SAP AG LO605 3-11
第 38 页 / 共 417 页
6DOHV(cid:3)2IILFH(cid:3)DQG(cid:3)6DOHV(cid:3)*URXS
6DOHV(cid:3)DUHD
(cid:20)(cid:20)(cid:19)(cid:19)(cid:19)(cid:19)(cid:19)(cid:19)
(cid:20)(cid:20)(cid:19)(cid:19)
(cid:19)(cid:19)(cid:19)(cid:19)
6DOHV(cid:3)RIILFH 6DOHV(cid:3)RIILFH
66DDOOHHVV(cid:3)(cid:3)RRIIIILLFFHH
6RXWKHUQ(cid:3)5HJLRQ 1RUWKHUQ(cid:3)5HJLRQ
66DDOOHHVV(cid:3)(cid:3) *URXS *URXS *URXS *URXS *URXS
JJUURRXXSS (cid:20)(cid:19)(cid:19) (cid:20)(cid:19)(cid:20) (cid:20)(cid:20)(cid:19) (cid:20)(cid:20)(cid:20) (cid:20)(cid:20)(cid:24)
66DDOOHHVV(cid:16)(cid:16)
<RXQJ :LVH 0LOOHU /RSH] &ROH %URZQ %D\V
SSHHUUVVRRQQ
ª SAP AG 1999
(cid:140)
6DOHV(cid:3)RIILFH
• Geographical aspects of the organizational structures in business development and sales are
defined using sales offices.
• A sales office can be viewed as an actual office or perhaps a territory or region. Sales offices
can be assigned to multiple sales areas.
• If you enter a sales order for a sales office within a particular sales area, the sales office must be
permitted for that sales area.
(cid:140)
6DOHV(cid:3)JURXS
Ø
Employees of a sales office can be assigned to sales groups defined for each division or
distribution channel. Sales groups are assigned to sales offices.
(cid:140)
6DOHVSHUVRQ
• 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 you can select this personnel master record in the partner screen of a sales
document.
(cid:140)
You can carry out sales analyses on the different internal organization levels.
© SAP AG LO605 3-12
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| (cid:19)(cid:19)(cid:19)(cid:19) |
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| 66DDOOHHVV(cid:3)(cid:3) *UR JJUURRXXSS (cid:20)(cid:19) | XS *UR (cid:19) (cid:20)(cid:19) | XS *U (cid:20) (cid:20) | RXS (cid:20)(cid:19) | *URXS *UR (cid:20)(cid:20)(cid:20) (cid:20) | ||
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| %D\V |
第 39 页 / 共 417 页
3ODQW
&OLHQW
3ODQW(cid:3)(cid:20)(cid:19)(cid:19)(cid:19)
3ODQW(cid:3)(cid:22)(cid:19)(cid:19)(cid:19)
3ODQW(cid:3)(cid:20)(cid:21)(cid:19)(cid:19)
3ODQW(cid:3)(cid:22)(cid:20)(cid:19)(cid:19)
3ODQW(cid:3)(cid:17)(cid:3)(cid:17)(cid:3)(cid:17) 3ODQW(cid:3)(cid:17)(cid:3)(cid:17)(cid:3)(cid:17)
&RPSDQ\(cid:3)FRGH &RPSDQ\(cid:3)FRGH
(cid:20)(cid:19)(cid:19)(cid:19) (cid:22)(cid:19)(cid:19)(cid:19)
ª SAP AG 1999
(cid:140)
Materials management is primarily concerned with the flow of materials within a company.
Production facilities and locations for storing stock must therefore be defined in the system. The
terms used in the system for these entities are plant and storage location. Material stocks can be
described in detail at the level of different storage locations within a plant.
(cid:140)
A plant can either be a location for production and material requirements planning (MRP) or it may
simply represent one or more material stock locations in close proximity to one another.
(cid:140)
Each plant is assigned to a unique company code.
(cid:140)
For a plant to deliver goods to customers, it must be configured appropriately as a delivering plant
in SD customizing. During the sales process, the delivering plants are first used to verify the stocks,
and later to supply the goods the customer has ordered.
© SAP AG LO605 3-13
第 40 页 / 共 417 页
’HOLYHULQJ(cid:3)3ODQW
&OLHQW
3ODQW(cid:3)(cid:20)(cid:20)(cid:19)(cid:19) 3ODQW(cid:3)(cid:20)(cid:23)(cid:19)(cid:19) 3ODQW(cid:3)(cid:20)(cid:21)(cid:19)(cid:19)
&RPSDQ\(cid:3)FRGH(cid:3)(cid:20)(cid:19)(cid:19)(cid:19) &RPSDQ\(cid:3)FRGH(cid:3)(cid:21)(cid:19)(cid:19)(cid:19)
ª SAP AG 1999
© SAP AG LO605 3-14
(cid:10)(cid:11) (cid:10)(cid:11)
(cid:10)(cid:15)
(cid:10)(cid:13)
(cid:14)
(cid:12) (cid:12)(cid:16) (cid:10)(cid:11)
(cid:12)(cid:16)
(cid:10)(cid:15)
(cid:14)
(cid:10) (cid:14)(cid:15) (cid:14)(cid:11)
(cid:12)(cid:16)
(cid:10)(cid:17)
(cid:10)
(cid:10)
3ODQW(cid:3)(cid:21)(cid:21)(cid:19)(cid:19)
(cid:140)
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.
(cid:140)
By making the plant dependent on the distribution channel, you can differentiate further between
plants within a sales organization for sales. This would allow the distribution channel "GLUHFW(cid:3)VDOHV"
for certain plants in a sales organization but not for others.
(cid:140)
One plant can be assigned to several distribution chains as the delivering plant. It can also be
assigned to several sales organizations.
(cid:140)
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 belongs to a different company code to the sales
organization). This is called cross-company sales. This topic is discussed in detail in training course
/2(cid:28)(cid:21)(cid:24)(cid:3)&URVV(cid:16)$SSOLFDWLRQ(cid:3)%XVLQHVV(cid:3)3URFHVVHV(cid:3)LQ(cid:3)6’(cid:3)DQG(cid:3)00.
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|---|
| (cid:12)(cid:16) (cid:10) |
第 41 页 / 共 417 页
(QWHUSULVH(cid:3)6WUXFWXUHV(cid:29)(cid:3)&RQFOXVLRQ
<RX(cid:3)DUH(cid:3)QRZ(cid:3)DEOH(cid:3)WR(cid:29)
l
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PRGHO(cid:3)WKH(cid:3)GLIIHUHQW(cid:3)DUHDV(cid:3)DW(cid:3)\RXU(cid:3)FRPSDQ\
l
6HW(cid:3)XS(cid:3)HQWHUSULVH(cid:3)VWUXFWXUHV(cid:3)E\(cid:3)DVVLJQLQJ(cid:3)WKHP(cid:3)WR
RUJDQL]DWLRQDO(cid:3)XQLWV
l
$GMXVW(cid:3)WKH(cid:3)RUJDQL]DWLRQDO(cid:3)VWUXFWXUHV(cid:3)WR(cid:3)PHHW(cid:3)WKH
OHJDO(cid:3)DQG(cid:3)EXVLQHVV(cid:3)UHTXLUHPHQWV(cid:3)RI(cid:3)\RXU(cid:3)FRPSDQ\
ª SAP AG 1999
© SAP AG LO605 3-15
第 42 页 / 共 417 页
([HUFLVHV
8QLW(cid:29)(cid:3)(QWHUSULVH(cid:3)6WUXFWXUHV(cid:3)LQ(cid:3)6DOHV(cid:3)DQG(cid:3)’LVWULEXWLRQ
At the end of these exercises, you will be able to:
• Describe the structure of the IDES company for sales and distribution
• Set up your own enterprise structures for sales and distribution in the
SAP system
You have joined the project team that is implementing the SAP System at
your company.
As the employee responsible for sales, you need to familiarize yourself
with the structure that has already been created and verify the settings.
You will expand the existing enterprise structure for your sales
organization to include the new distribution channel H(cid:16)6DOHV.
The required settings are located in the Implementation Guide (IMG)
under the IMG node for (QWHUSULVH(cid:3)6WUXFWXUH.(cid:3)You can find some of the
organizational data in 6DOHV(cid:3)DQG(cid:3)’LVWULEXWLRQ and other data in the
)LQDQFLDO(cid:3)$FFRXQWLQJ and /RJLVWLFV(cid:3)(cid:16)(cid:3)*HQHUDO areas.
© SAP AG LO605 3-16
第 43 页 / 共 417 页
’$7$(cid:3)6+((7
(QWHUSULVH(cid:3)6WUXFWXUHV
2UJDQL]DWLRQDO(cid:3)XQLWV .H\ ’HVFULSWLRQ
Sales organization 1000
Distribution channel • Final customer sales
• Service
Division Cross-division
Sales office •
•
•
Sales group •
•
•
•
Company code
Plant • 1200
•
•
•
© SAP AG LO605 3-17
| 2UJDQL]DWLRQDO(cid:3)XQLWV | .H\ | ’HVFULSWLRQ |
|---|---|---|
| Sales organization | 1000 | |
| Distribution channel | • • | Final customer sales Service |
| Division | Cross-division | |
| Sales office | • • • | |
| Sales group | • • • • | |
| Company code | ||
| Plant | • 1200 • • • |
第 44 页 / 共 417 页
1-1 The project team has already modeled your company’s organizational structure in
the R/3 System. Familiarize yourself with the organizational units that have been
set up to model your company’s organizational structure.
&RPSOHWH(cid:3)WKH(cid:3)(QWHUSULVH(cid:3)6WUXFWXUHV(cid:3)GDWD(cid:3)VKHHW(cid:3)DV(cid:3)DSSURSULDWH(cid:17)
1-1-1 What is the description of your sales organization (cid:20)(cid:19)(cid:19)(cid:19)? Which currency is
used to update the statistics? What is the address?
Description: _________________________________
Statistics currency: Name: _________________________________
Address: _________________________________
_________________________________
1-1-2 Which distribution channels have been defined for )LQDO(cid:3)FXVWRPHU(cid:3)VDOH and
6HUYLFH?
Distr. channel: _________________________________
Distribution channel: _________________________________
1-1-3 Which division has been created for FURVV(cid:16)GLYLVLRQ sales?
Division: _________________________________
© SAP AG LO605 3-18
第 45 页 / 共 417 页
1-2 Familiarize yourself with the enterprise structures that are relevant for sales that
have been configured as organizational structures. &RPSOHWH(cid:3)WKH(cid:3)(QWHUSULVH
6WUXFWXUHV(cid:3)GDWD(cid:3)VKHHW(cid:3)DV(cid:3)DSSURSULDWH(cid:17)
1-2-1 The organizational units determined above have been used to configure
various sales areas for your sales organization (cid:20)(cid:19)(cid:19)(cid:19).
Which sales areas have been defined?
Sales organization Distribution Division
channel
Sales area (cid:20)(cid:19)(cid:19)(cid:19)
Sales area (cid:20)(cid:19)(cid:19)(cid:19)
1-2-2 Determine the sales offices responsible for managing sales in sales area
(cid:20)(cid:19)(cid:19)(cid:19)(cid:3)(cid:18)(cid:3)(cid:20)(cid:19)(cid:3)(cid:18)(cid:3)(cid:19)(cid:19).
Sales office: _________________________________
Sales office: _________________________________
Sales office: _________________________________
1-2-3 Add some examples of the sales groups assigned to the sales offices listed
above.
Office: ________________ Sales group: __________________
Sales group: __________________
Office: ________________ Sales group: __________________
Sales group: __________________
1-2-4 Which company code does your sales organization belong to?
Company code: _________________________________
Which currency is defined for this company code?
Currency: _________________________________
© SAP AG LO605 3-19
| Sales organization | Distribution channel | Division | |
|---|---|---|---|
| Sales area | (cid:20)(cid:19)(cid:19)(cid:19) | ||
| Sales area | (cid:20)(cid:19)(cid:19)(cid:19) |
第 46 页 / 共 417 页
1-2-5 Enter the GHOLYHULQJ(cid:3)SODQWV(cid:3)that are assigned to sales organization (cid:20)(cid:19)(cid:19)(cid:19)(cid:3)and
distribution channel (cid:20)(cid:19)(cid:3)in your data sheet.
Delivering plant: _________________________________
Delivering plant: _________________________________
Delivering plant: _________________________________
Delivering plant: _________________________________
2-1 2SWLRQDO
To meet their goal of establishing new, modern sales possibilities, your
management board has approved a project for establishing eSales as a new sales
channel at your company. Management wants to be able to track the sales and
revenues from these transactions separately, and pricing procedures that are
different from all other sales processes must be possible.
Configure the new organizational units you need.
2-1-1 Define a new distribution channel for e-sales.
Please use the ’HILQH(cid:3)GLVWULEXWLRQ(cid:3)FKDQQHO function, 127 &RS\(cid:15)
GHOHWH(cid:15)(cid:3)FKHFN(cid:3)GLVWULEXWLRQ(cid:3)FKDQQHO.
Background:
The ’HILQH(cid:3)GLVWULEXWLRQ(cid:3)FKDQQHO function (only) creates a new
distribution channel. The much more powerful function &RS\(cid:15)(cid:3)GHOHWH(cid:15)
FKHFN(cid:3)GLVWULEXWLRQ(cid:3)FKDQQHO allows you to copy all of the distribution
channel-specific settings from the template. You can also perform
this synchronization later. This function is extremely useful and
efficient in projects. In this course, however, you are responsible for
performing the corresponding Customizing steps yourself.
Distr. channel: <(cid:3) (cid:3)(cid:26)(cid:19)(cid:3)(cid:14)(cid:3)(cid:6)(cid:6)
(for group 19, for example: Y = 70 + 19 = 89)
Description: H6DOHV ##
2-1-2 An independent staff is being trained to process the orders received through
H(cid:16)6DOHV. Organizationally, these employees will be grouped together in a
sales office. Set up the new sales office =H(cid:6)(cid:6)(cid:3)H2IILFH(cid:3)(cid:6)(cid:6)(cid:3)for this group. Use
sales office (cid:20)(cid:19)(cid:19)(cid:19) as a template.
© SAP AG LO605 3-20
第 47 页 / 共 417 页
2-2 2SWLRQDO
Enhance the existing sales organization structures by integrating new organizational
units.
2-2-1 Assign the new distribution channel to your sales organization (cid:20)(cid:19)(cid:19)(cid:19).
2-2-2 Build new sales areas with your sales organization, =(cid:19)(cid:19)(cid:19), the new
distribution channel, and divisions (cid:19)(cid:19), (cid:19)(cid:20), and (cid:19)(cid:26).
2-2-3 Make sure that deliveries for orders from the new sales areas can take place
at your distribution centers at the +DPEXUJ, ’UHVGHQ, and 6WXWWJDUW plants.
2-2-4 Configure Customizing so that orders entered for your new sales area, =(cid:19)(cid:19)(cid:19)
(cid:18)(cid:3)<(cid:3)(cid:18)(cid:3)(cid:19)(cid:19), can be assigned to your new sales office =((cid:6)(cid:6)(cid:3)H2IILFH(cid:3)(cid:6)(cid:6) as the
responsible internal organizational unit.
© SAP AG LO605 3-21
第 48 页 / 共 417 页
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8QLW(cid:29)(cid:3)(QWHUSULVH(cid:3)6WUXFWXUHV(cid:3)LQ(cid:3)6DOHV(cid:3)DQG(cid:3)’LVWULEXWLRQ
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Sales organization 1000 *HUPDQ\(cid:3))UDQNIXUW
Distribution channel • (cid:20)(cid:19) Final customer sales
• (cid:20)(cid:23) Service
Division (cid:19)(cid:19) Cross-division
Sales office • (cid:20)(cid:19)(cid:19)(cid:19) 2IILFH(cid:3)+DPEXUJ
• (cid:20)(cid:19)(cid:20)(cid:19) 2IILFH(cid:3))UDQNIXUW
• (cid:20)(cid:19)(cid:22)(cid:19) 2IILFH(cid:3)6WXWWJDUW
Sales group (example) • (cid:20)(cid:19)(cid:19)(cid:19)(cid:3)(cid:18)(cid:3)(cid:20)(cid:19)(cid:19) *U(cid:17)(cid:3))(cid:20)(cid:3)0U(cid:17)(cid:3)$QWRQ
• (cid:20)(cid:19)(cid:19)(cid:19)(cid:3)(cid:18)(cid:3)(cid:20)(cid:19)(cid:20) *U(cid:17)(cid:3))(cid:21)(cid:3)0U(cid:17)(cid:3)0D\HU
• (cid:20)(cid:19)(cid:20)(cid:19)(cid:3)(cid:18)(cid:3)(cid:20)(cid:20)(cid:19) *U(cid:17)(cid:3)+(cid:20)(cid:3)0U(cid:17)(cid:3)7KRPDV
• (cid:20)(cid:19)(cid:22)(cid:19)(cid:3)(cid:18)(cid:3)(cid:20)(cid:22)(cid:19) *U(cid:17)(cid:3)6(cid:20)(cid:3)0V(cid:17)(cid:3)&KPLHO
Company code (cid:20)(cid:19)(cid:19)(cid:19) ,’(6(cid:3)$*(cid:3)(cid:20)(cid:19)(cid:19)(cid:19)
Plant • 1200 ’UHVGHQ
• (cid:20)(cid:19)(cid:19)(cid:19) +DPEXUJ
• (cid:20)(cid:20)(cid:19)(cid:19) %HUOLQ
• (cid:20)(cid:22)(cid:19)(cid:19) )UDQNIXUW
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| 2UJDQL]DWLRQDO(cid:3)XQLWV | .H\ | ’HVFULSWLRQ |
|---|---|---|
| Sales organization | 1000 | *HUPDQ\(cid:3))UDQNIXUW |
| Distribution channel | • (cid:20)(cid:19) • (cid:20)(cid:23) | Final customer sales Service |
| Division | (cid:19)(cid:19) | Cross-division |
| Sales office | • (cid:20)(cid:19)(cid:19)(cid:19) • (cid:20)(cid:19)(cid:20)(cid:19) • (cid:20)(cid:19)(cid:22)(cid:19) | 2IILFH(cid:3)+DPEXUJ 2IILFH(cid:3))UDQNIXUW 2IILFH(cid:3)6WXWWJDUW |
| Sales group (example) | • (cid:20)(cid:19)(cid:19)(cid:19)(cid:3)(cid:18)(cid:3)(cid:20)(cid:19)(cid:19) • (cid:20)(cid:19)(cid:19)(cid:19)(cid:3)(cid:18)(cid:3)(cid:20)(cid:19)(cid:20) • (cid:20)(cid:19)(cid:20)(cid:19)(cid:3)(cid:18)(cid:3)(cid:20)(cid:20)(cid:19) • (cid:20)(cid:19)(cid:22)(cid:19)(cid:3)(cid:18)(cid:3)(cid:20)(cid:22)(cid:19) | *U(cid:17)(cid:3))(cid:20)(cid:3)0U(cid:17)(cid:3)$QWRQ *U(cid:17)(cid:3))(cid:21)(cid:3)0U(cid:17)(cid:3)0D\HU *U(cid:17)(cid:3)+(cid:20)(cid:3)0U(cid:17)(cid:3)7KRPDV *U(cid:17)(cid:3)6(cid:20)(cid:3)0V(cid:17)(cid:3)&KPLHO |
| Company code | (cid:20)(cid:19)(cid:19)(cid:19) | ,’(6(cid:3)$*(cid:3)(cid:20)(cid:19)(cid:19)(cid:19) |
| Plant | • 1200 • (cid:20)(cid:19)(cid:19)(cid:19) • (cid:20)(cid:20)(cid:19)(cid:19) • (cid:20)(cid:22)(cid:19)(cid:19) | ’UHVGHQ +DPEXUJ %HUOLQ )UDQNIXUW |
第 49 页 / 共 417 页
1-1 Go to the SAP Reference IMG and navigate to the definition of the organizational
units. Complete the (QWHUSULVH(cid:3)6WUXFWXUHV data sheet as appropriate.
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1-1-1 Find the definition of sales organization (cid:20)(cid:19)(cid:19)(cid:19).
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(cid:17)(cid:3)(cid:17)
&KRRVH(cid:3)’HILQH(cid:3)6DOHV(cid:3)2UJDQL]DWLRQ(cid:17)
Description: *HUPDQ\(cid:3))UDQNIXUW
Statistics currency: 81,
Choose $GGUHVV.
Name: ,’(6(cid:3)’HXWVFKODQG(cid:3)(cid:16)(cid:3))UDQNIXUW
Address: )ULHGULFK(cid:16)1DXPDQQ(cid:16)6WUD(cid:137)H(cid:3)(cid:20)(cid:25)
(cid:25)(cid:19)(cid:23)(cid:27)(cid:25)(cid:3))UDQNIXUW(cid:18)0
1-1-2 Find the description of the distribution channels.
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FKDQQHO
&KRRVH(cid:3)’HILQH(cid:3)GLVWULEXWLRQ(cid:3)FKDQQHO(cid:17)
Distr. channel: (cid:20)(cid:19)(cid:3))LQDO(cid:3)FXVWRPHU(cid:3)VDOH
Distribution channel: (cid:20)(cid:23)(cid:3)6HUYLFH
1-1-3 Find the description of the division.
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Choose ’HILQH(cid:3)GLYLVLRQ.
Division: (cid:19)(cid:19)(cid:3)&URVV(cid:16)GLYLVLRQ
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第 50 页 / 共 417 页
1-2 Navigate to the assignment of the organizational units to enterprise structures.
Complete the (QWHUSULVH(cid:3)6WUXFWXUHV data sheet as appropriate.
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1-2-1 Go to the assignment of sales areas.
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Sales organization Distribution Division
channel
Sales area (cid:20)(cid:19)(cid:19)(cid:19) (cid:20)(cid:19) (cid:19)(cid:19)
Sales area (cid:20)(cid:19)(cid:19)(cid:19) (cid:20)(cid:23) (cid:19)(cid:19)
1-2-2 Go to the assignment of sales offices.
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Sales office: (cid:20)(cid:19)(cid:19)(cid:19)(cid:3)2IILFH(cid:3))UDQNIXUW
Sales office: (cid:20)(cid:19)(cid:20)(cid:19)(cid:3)2IILFH(cid:3)+DPEXUJ
Sales office: 1030 2IILFH(cid:3)6WXWWJDUW
1-2-3 Go to the assignment of sales groups.
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Office: (cid:20)(cid:19)(cid:19)(cid:19) Sales group: (cid:20)(cid:19)(cid:19)(cid:3)*U(cid:17)(cid:3))(cid:20)(cid:3)0U(cid:17)(cid:3)$QWRQ
Sales group: (cid:20)(cid:19)(cid:20)(cid:3)*U(cid:17)(cid:3))(cid:21)(cid:3)0U(cid:17)(cid:3)0D\HU
Sales group: (cid:20)(cid:19)(cid:22)(cid:3)*U(cid:17)(cid:3))(cid:22)(cid:3)0U(cid:17)(cid:3)/XGZLJ
2IILFH(cid:29)(cid:3)(cid:3)(cid:20)(cid:19)(cid:20)(cid:19) 6DOHV(cid:3)JURXS(cid:29) (cid:20)(cid:20)(cid:19)(cid:3)*U(cid:17)(cid:3)+(cid:20)(cid:3)0U(cid:17)(cid:3)7KRPDV
6DOHV(cid:3)JURXS(cid:29) *U(cid:17)(cid:3)+(cid:21)(cid:3)0U(cid:17)(cid:3)7KLHO
2IILFH(cid:29)(cid:3)(cid:3)(cid:20)(cid:19)(cid:22)(cid:19) 6DOHV(cid:3)JURXS(cid:29) (cid:20)(cid:22)(cid:19)(cid:3)*U(cid:17)(cid:3)6(cid:20)(cid:3)0V(cid:17)(cid:3)&KPLHO
6DOHV(cid:3)JURXS(cid:29) (cid:20)(cid:22)(cid:20)(cid:3)*U(cid:17)(cid:3)6(cid:21)(cid:3)0U(cid:17)(cid:3).D\VHUV
© SAP AG LO605 3-24
| Sales organization | Distribution channel | Division | |
|---|---|---|---|
| Sales area | (cid:20)(cid:19)(cid:19)(cid:19) | (cid:20)(cid:19) | (cid:19)(cid:19) |
| Sales area | (cid:20)(cid:19)(cid:19)(cid:19) | (cid:20)(cid:23) | (cid:19)(cid:19) |
第 51 页 / 共 417 页
1-2-4 Go to the assignment of the company codes.
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Company code: (cid:20)(cid:19)(cid:19)(cid:19)(cid:3),’(6(cid:3)$*
Go to the definition of the company codes.
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&KRRVH(cid:3)(GLW(cid:3)FRPSDQ\(cid:3)FRGH(cid:3)GDWD(cid:17)
Currency: UNI
1-2-5 Go to the assignment of plants in Sales and Distribution.
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FKDQQHO(cid:3)(cid:16)(cid:3)SODQW
Delivering plant: (cid:20)(cid:19)(cid:19)(cid:19)(cid:3)+DPEXUJ
Delivering plant: (cid:20)(cid:20)(cid:19)(cid:19)(cid:3)%HUOLQ
Delivering plant: (cid:20)(cid:21)(cid:19)(cid:19)(cid:3)’UHVGHQ
Delivering plant: (cid:20)(cid:22)(cid:19)(cid:19)(cid:3))UDQNIXUW
© SAP AG LO605 3-25
第 52 页 / 共 417 页
2-1 2SWLRQDO
Create new organizational units for Sales and Distribution.
2-1-1 Create a new distribution channel <(cid:3)H6DOHV(cid:3)(cid:6)(cid:6)(cid:3)(Y=70 + ##).
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FKDQQHO
Choose ’HILQH(cid:3)GLVWULEXWLRQ(cid:3)FKDQQHO.
Distr. channel: <(cid:3) (cid:3)(cid:26)(cid:19)(cid:3)(cid:14)(cid:3)(cid:6)(cid:6)
(for group 19, for example: Y = 70 + 19 = 89)
Description: H6DOHV ##
2-1-2 Set up the new sales office =H(cid:6)(cid:6)(cid:3)H2IILFH(cid:3)(cid:6)(cid:6).
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6HOHFW(cid:3)VDOHV(cid:3)RIILFH(cid:3)(cid:20)(cid:19)(cid:19)(cid:19)(cid:3)DQG(cid:3)FKRRVH(cid:3)&RS\(cid:3)DV(cid:17)(cid:17)(cid:17)
2-2 2SWLRQDO
Assign the new organizational units to the existing structure.
2-2-1 Assign the new distribution channel to your sales organization (cid:20)(cid:19)(cid:19)(cid:19).
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2-2-2 Set up the new sales areas.
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2-2-3 Assign delivering plants to the new distribution chain.
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2-2-4 Assign your new sales office =H(cid:6)(cid:6)(cid:3)H2IILFH(cid:3)(cid:6)(cid:6)(cid:3)to a sales area.
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第 53 页 / 共 417 页
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© SAP AG LO605 4-1
第 54 页 / 共 417 页
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ª SAP AG 1999