Sales Logistics

l Endring i kundeatferd/-forventninger

Organizational Supply
units Chain
Scenarios

Sales
Logistics

Business Business
Objects Process

Standard Order Handling

l Helping a customer decide what to buy
l Processing customer orders
l Coordinate delivery and related logistics
l Producing customer invoices

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 Steps in the Order Handling
Scenario
l Mailing Campaign Processing
l Sales activity Processing
l Customer RFQ Processing
l Customer Quotation Processing
l Standard Order Processing
l Delivery Processing
l Goods Issue Processing for Stock Material
l Billing

Mailing Campaign
l Determination of business partners
l Initiation of correspondence
l Preparation of enclosures for the mailing
campaign

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 Sales Activity Processing
l Three kinds of activities:
– Personal, Telephone, Written
l Determine business partners/contact person
l Nine outcomes possible:
– Unsuccessful, agreed-on follow-up, request for
quotation (RFQ) from contact, quotation from
contact, order from contact, credit or debit
memo, return order, free-of-charge delivery,
consignment sales order

Customer RFQ Processing

l Quotation: ”an offer from a company to sell or deliver goods or
services to a customer within a certain period of time and under
certain conditions”
l Quotation can be created with or wihout customer
inquiry
l Customer inquiry leads to two tasks:
– Determine business partner & enter items
l Check inquiry item
– Make-to-order, kept in stock, not kept in stock, can be configured
l Edit customer RFQ data
l Check for acceptance of the request

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 Customer Quotation
Processing
l Quotation from request or contact:
– Determination of business partners & determination of quotation
items
l Check if quotation is valid:
– Check prices and taxes & if item in warehouse
l Edit the quotation
l Create quotation
l If valid:
– Standard order processing
– Third party order processing
– Customer contract processing
– Customer scheduling agreement processing

Standard Order Processing

l Carries out normal sales transactions, and if based
on a quotation this is binding
l 5 tasks conclude the standard sales order
– Pricing
– Availability check
– Transfer requirements to materials planning
– Shipping point and route determination
– Credit limit check
l Accepted, blocked or refused order

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 Delivery Processing
l Several different tasks in both sales and procurement
logistics can set off delivery processing
l Monitor delivery date
– Takes or doesn’t take place
l Choose kind of delivery if date takes place
l Open delivery
– Credit requirements are fulfilled or delivery can’t be created
l Check stock and if item is handled in batches
– Picking, then packing
l A delivery is created: triggers seven possible outcomes

Goods Issue Processing for

Stock Material
l Credit control
– Enough credit: processing continues
l Post goods

l Select valuation type

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 Billing
l Can be the result of several different sales
and distribution functions
l Choose type of invoice
l Billing document is created
l Determine or transfer the billing prices and
taxes
l Finally controlling may take over the
document

Contract Handling and

Scheduling Agreements
l Businesses require ever-increasing levels of
quality and responsiveness from a decreasing
number of suppliers
l A scheduling agreement allows you to determine
specific delivery quantities and dates, but the
scenarios are similar in coordinating
l The process flow is similar to standard order
handling with a few differences
– Outline agreement
l Contract handling, schedule agreements w/o release orders

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 Third-Party Order Handling
l Leverages the relationship between a company
and its customers
l In addition to to processing a sales order the
company must coordinate with a purchase from
the supplier
l After quotation acceptance a third-party order is
created
l Purchase requisition created from tpo
l The rest mainly as standard

Customer consignment stock

handling
l Goods stored on the customer’s premises for
eventual use and/or sale but still owned by the
company
l R/3 tracks consigned stock with a ”special stock”
designation assigned to each customer
– Possible to have multiple stock consignments
l Similar to standard order handling, except special
type of sales order and delivery

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 Cash Order Handling
l Over-the-ounter scenario
l Interaction is different
– Supplier expects to get paid without traditional
accounts receivable cycle
– Customer excpects to receive goods
immediately

Rush Order Handling

l Delivery document and sales order can be
created at the same time
l Used if the customer requires immediate
delivery
l Rest is similar to standard orders

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 Make-to-Order Sales Order
Handling
lA sales order for goods that is not yet
manufactured
– Nonvariant products
– Single-level products with variants, without
BOM
– Multilevel products with variants, w/o BOM

Assembly-to-Order Sales
Order Handling
l Differs from make-to-order
– The product’s components have already been
produced and are available in the warehouse
– Production proceeds in a single step
– This process is also suitable for products that
can be described in detail using characteristics
with reference to a sales order

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 Empties and Returnable
Packaging Handling
l Consists of items that sit in the customer’s
warehouse but are still property of your company
– Must be managed separately from the rest of your stock
– Must be managed separately for each customer
– Empties and returnable consists of 3 business processes
l Shipment of returnable packaging
l Pickup of returnable packaging
l charges for packaging not returned

Returns Handling
l Canbe initiated by customer or the external
sales force
l Various situations can arise during returns
processing
– A return is created to handle the process
– Eligibility of the complaint is checked
– Credit memo
– Replace the goods

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 Decentralized Shipping
l Integrating data access on a global basiss while enabling
the implementation of local distributed systems
l R/3 uses a technology called Application Linking and
Enabling (ALE) to implement distributed solutions
– Intermediate Documents (IDOC’s) are transmitted between
communicating systems
l Sales order and stock control handled on the central (host)
computer
l Delivery data are transmitted to the decentralized shipping
computer
– Relevant data from Material Master and customer data are
transferred for each transaction

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