Chapter 10 SAP

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Examples of Distribution Channels

Wholesale Retail Internet Direct

SAP ERP Sales and Distribution

A complete sales management solution. Part of the logistics module that supports customer, starting form inquiries, quotes and sales order to customer billing. Allows companies to input customer sale price, check open orders, forecast sales etc,.

The last two processes in OTC are executed by

Account Receivables Staff

PreSales Activity STEP1

Activities a company used to ENGAGE a customer before the actual sale occurs. Establish or manage a relationship Provide Information

OTC Process has billing when

After the goods have been sent to the customer.

Customer Material Information Record

Approach that allows the seller to make special notes and instructions for a customer as it relates to a specific material. - cross reference Keep our Number/Name Can enter THEIR Number/Name

Pricing - Conditions

Automatically determined based on sales area, doc pricing procedure and customer pricing procedure. Price, discounts, surcharges, rebates.

Determine for each sales order

Availability Check Delivery Schedule Shipping Point Transfer to Planning Pricing Conditions Credit Limit Check

Material Master Record for Pen Inc

Basic Data Views Sales Org Data Views Plant Data Views Accounting Data Views

Customers may be

Businesses- Wholesale End Consumer- Retail

Plant

Central logistical structure where materials are managed. Can be a prod. facility, distribution center or where we store products.

Org. Structure for Distribution

Client Company Code Plant Storage Location Shipping Point

Organizational Structures of Sales Functions

Client Company Code Sales Area Sales Org Distribution Channel Division

Sales Area View

Combo of Sales Org, Distr. Channel and Division. SO assigned to CC, Division and DC are then assigned to SO. Sales offices are assigned to the sales areas. Employees are assigned to Sales Offices Created at the Sales Area Level, consist of views related to Shipping, Billing Doc, and Partner Functions.

Sales Area

Combo of Sales org, Distr Channel, and Division Defines the distr channel a sales org uses to sell from a certain division Dictates the customer master data view

Credit Management

Company's process to verify and validate credit limits, extension of cred, and terms and conditions with a customer

Condition Master Record

Conditions have to do with money. Includes prices, surcharges, discounts, freights and taxes. Dependent on various data. Created at the combined org. level of a sales org and distribution channel. BECAUSE diff distribution channels have diff pricing.

Quotation

Document which legally binding offer to sell and deliver a specified quantity for a specified amount within a specified time frame. Valid for a specific period. Valid for 30 Days

Two way to track Presales Activity NOT A REQUIRED STEP

Create an Inquiry Quotation

Accounting View

Created at Company Code Level consist of views of fields related to Acct Mgmt, Payment Transactions, Corresponsdence, and Insurance. Valid for ONLY the CC they were created for.

Gen Data View CMR

Created at client level, consist of views related to address, control, payment, transactions, marketing, unloading points, export data, contact persons. Information relevent to all organizational levels CC's and Sales Areas use Gen Data Views More than one view - grouping of fields

Customer Master Record

Created for each customer Pen Inc represents B2B Customer to Vendor Identified by a unique customer number Name Address Payment Terms

Sales Orders

Creation and mgmt of the agreement to sell to the customer

Distribution Process begins with

Creation of a delivery note attached t o sales order.

Sales Order Electronic Document includes

Customer Info Material/service Ordered Quantity Ordered Pricing Discount Surcharges Taxes Delivery Dates Delivery Quantities Shipping Info Billing Info

Master Data Record Sales Process (SD)

Customer MR Material MR Customer-Material Information R Condition MR Output MR

What represents demand

Customer Orders Integrated in planning, considered when MRP is executed.

Data on a material defined for 1 specific customer in CMIR includes

Customer Specific Material Number Customer Specific Material Description Customer Specific Deliveries/Delivery Tolerances

CSM Description

Customer knows it meets their specifications and quality requirements

Client

Highest level of org

Line Item Sales Doc

Data about specific product or service Material Number, quantity, conditions w/ each line.

Head Sales Doc

Data relevant to entire sales order Customer, Shipping, Billing and Account, Conditions

Route Determination

Define the transit time of the delivery. Controlled by address of shipping point, address of ship to location and shipping conditions and transportation group.

Shipping and Transportation

Delivery Process involving the movement goods and transfer of ownership to fulfill customer order

SD manages orders through

Delivery and receipt of payment from the customer.

Availability to Promise Dates

Delivery dates agreed upon between customer and business

Schedule Line Sales Doc

Delivery quantities, dates for each line item. Used for partial deliveries.

Backward Scheduling

Determine if the customer specified delivery date could be met. Start with date and work back to determine the date we need to initiate our shipping process.

Sales Order Entry STEP2

Entry of a sales order, or conversion of a quotation or inquiry. When a company records the customer's request to purchase. TRIGGER to put in motion the subsequent processes.

ACheck

First of the tasks in sales order process, addresses distribution, logistics, of getting to customers on time. Determine material availability Current inventory,planned orders, prod order, p req's, purchase orders. All sources outgoing/incoming material to determine stock availability for a specific quantity on a specific date

Sales and Operations Planning

Flexible forecasting and planning tool. Plan a company's sales and production processes linking demand with supply

CMR Structure

General Data View Accounting View Sales Area View

Delivery Note Creation STEP3

Group of documents that ttrigger and control sub tasks in delivery process.

Sales and Distribution Process OTC

Grouping of tasks enabling a company to sell, deliver and receive payment in an EFFICIENT AND EFFECTIVE manner.

Sales Doc's 3 Primary Area

Header Line Item Schedule Line

Shipping Point

Highest level of org. unit of shipping that controls our shipping activities. Each outbound delivery is processed by one ship point. Can be a loading dock, mail depot, rail depot, group of employees. Physical Location and is assigned to a plan.

Sales Organization

Highest summation level for Sales and Distr Includes all items of an order, delivery, billing document Groups the enterpise accounting to requirements of SD RESPONSIBLE FOR distribution of goods and services, negotiating pricing, product liability, and rights of recource on returned/damaged products

Company Code

Independent legal accounting unit Sales revenue is captured and reported here

Billing

Invoicing of our customers for their purchases

Distribution

Logistics of planning and delivering to the customer.

SD is tightly integrated with

ME and MM.

Distribution Channel

Means through which salable materials or services reach our customers Several can be assigned to a sales org. Represents a company's strategies for distribution to customers

Sales Organization and Sales People are responsible for

Order Placement

What are the first and last steps of the SD process

Order to Cash

Sales Orders can also trigger

Planned Orders and Purchase Requisitions due to sd integration with planning/mrp

Transactional data is included in

Planning Cycle

SDP OTC Steps

Pre Sales Activities Sales Order Entry Delivery Note Pick Pack Post Goods Issue Invoice Customer Post Customer Payment

Sales Support

Pre sales activities, creation and communication of customer contacts, inquiries, and quotations

Sales Process

Process of selling goods / services to custoers.

Create Sales Order is the Mirror image of what in purchasing

Purchase Order

Delivery Schedule

Requested delivery date for the order or each line item

Additional views for the OTC process that support the sales function are

Sales Price - conditions How material is sold - Distribution channel How it is shipped

Mirror image FOR SALES PROCESS of Goods Receipt

Shipment - Shipment

CS Deliveries

Special arrangements and requirements on the time of day for deliveries, which door, or specific contact people

CSM Number

Store the material number used by customer in the cmir Simplifies ordering

Storage Location

Subdivision of a plant where we manage the QUANTITY of stock.

Sales Order is made up of

Transactional Data; which the sd processes create a large amount of

Transfer to Planning

Transfer of requirements to MRP ensures our CIR taken into consideration when MRP is executed.

T/F ME MM AND SD represent the heart of the Make, Buy

True, Make Buy Sell

T/F Quotations may be valid for longer

True; Depends on Request for Proposal or Request for Quotation

T/F A shipping point can be assigned to more than one plant

True; as long as those plants are in a physical proximity to one another.

Division

Used to group materials and services, division of our goods/services. Can represent a product group, can conduct analysis and reporting

What is the trigger that initates the Sales Process

Vendor ID / Create Sales Order. Customer order initiates the process to schedule and plan the delivery. Statement of Customer Needs

Mirror image FOR SALES PROCESS of PO Monitoring

Vendor Sales Order Process / Schedule , Pick , Pack , Post Goods Issue

Sales Orders can originate form such documents:

Via Phone, Internet, Email Existing Contract Quotation/Inquiry

Post Goods Issue on the selling side represents

When ownership is transferred to the customer.

During SD Transactions, Sales Area allows SAP to

access various master data such as customer master data, material master data, prices and discounts

SD Consists of

all master data, system configuration, and transactions to complete OTC process

Credit Limit Check

allows companies to manage their credit exposure and risk through the establishment of credit limits of their customers.

Regardless of source of sales order

an electronic document is created

Sales area are what triangles

bottom triangles manage track and assign people to specific sales activties

Sales Information System

captures historical sales data, which is used for the basis for forecasts and strategy development.

Inquiry

customer's / potential customer request for information no obligation to purchase Provides answers to questions. VALID FROM AND VALID TO date

CS Delivery Tolerances

delivery over quantity or under quantity that is acceptable to the customer without pre-authorization

Shipping Point is determined for

each line item within the order based on shipping plant, conditions and loading group

SAP Pricing functio nprovides

flexibility in how we price our products and how we define the order in which pricing is selected.

Sales, production and SC targets are set by

historical, existing and estimated future data.

Output Record

how we communicate sales and distribution relevant information with out customers. Control creation of those documents.

In SD, A plant represents

location from which materials and services are distributed and corresponds to a distribution center where relevant stock and inventory is kept.

Sales and Distribution allow an organization to

maintain prices of products for customers and provides sales support to customers.

After the sales order is place the sales org

monitors the sales order progress and manages customer relations. Final fulfillment and distribution are not sales org. responsibility.

Routes are influenced by

number of stops, distance, primary and secondary roads, speed limits.

In Business 2 Business, Vendor to Customer intention is

of both parties to establish a long term and value adding experience.

Data on the delivery and individual delivery tolerances that are agreed upon can be check and transferred to

sales order item

During Sales Order the system must determine

shipping point from which each material will be shipped and the route the material will take

During Order Entry, items can be entered by

specifying the material number used by the customer. or customer material number in the order view of sales order

If materials are not available on the date they are needed

system will propose a delivery schedule of items based upon what will be available on the date requested.

OTC process inclludes

the goods movement, shipping, and logistics functions of order fulfillment.

Delivery Timeline

used when determining material availability and the ATP date. Date we can promise material will be delivered if date requested is not possible

Forward Scheduling

used when we Determine that we cant meet ourcustomers requested delivery date.


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