Chapter 17

Sales Cycle & Documents

Sales is a component of the Sales & Distribution module
that supports the sale, delivery, and billing of materials
and/or services to the customers of the organization.
In keeping with the systems Document Principle, the
steps in the Sales Cycle are represented by various
documents, which are produced in the Sales &
Distribution and Financial Accounting modules.
Chapter Objectives
Provide an overview of how the system supports an
integrated Sales Cycle and a description of the
purpose and functionality of each document created in
the system in support of the Sales Cycle.

4.6fi_17.1

Sales Cycle & Documents

Sales Cycle
A/R

Cash

Inquiry / Quotation

Receive Payment
(FI)

Sales Order
Credit Check
(SD)

Credit Check

Delivery Note
(SD)
Authorization to Ship

Invoice Sent

FI

Billing Document
(SD)

A/R Sales Revenue

4.6fi_17.2

Credit Check

FI
Goods Issue
(MM)
Inventory COGS
X

Sales Cycle & Documents

Sales Documents
Inquiry
Quotation
Sales Order
Credit & Debit Memo Requests

4.6fi_17.3

Sales Cycle & Documents

Inquiry
Seller

Customer

?
Inquiry

4.6fi_17.4

Sales Cycle & Documents

Quotation

Inquiry

Quotation

Customer

4.6fi_17.5

Sales Cycle & Documents

Sales Order
Price

Sales Order

Quantity

4.6fi_17.6

Delivery
Dates

Sales Cycle & Documents

Delivery Note
Delivery Note

Initiates Shipping Activities

Forms the basis for Goods Issue & Billing

4.6fi_17.7

Sales Cycle & Documents

Goods Issue
Stock

Sales Order

Goods
Issue
Delivery

Billing
Due List

Quotation
Inventory COGS

4.6fi_17.8

Order

Updated

Sales Cycle & Documents

Billing Document
Delivery
Note

Billing
Document

A/R

Sales Revenue

Accounting Document

Invoice

Customer

4.6fi_17.9

Sales Cycle & Documents

Incoming Payment
Accts. Receivable

Cash

Receipt of payment

4.6fi_17.10

Sales Cycle & Documents

Accounts Receivable in
the Sales Cycle
FI
Accounts Receivable (A/R)

Create
Customer
Master
Records
Credit
Management

4.6fi_17.11

Display Customer
Account Balances

Display / Change
Customer Line Items

Incoming
Payment
Processing
Dunning

Sales Cycle & Documents

Sales Cycle
A/R

Cash

Inquiry / Quotation

Receive Payment
(FI)

Sales Order
Credit Check
(SD)

Credit Check

Delivery Note
(SD)
Authorization to Ship

Invoice Sent

FI

Billing Document
(SD)

A/R Sales Revenue

4.6fi_17.12

Credit Check

FI
Goods Issue
(MM)
Inventory COGS
X

Sales Cycle & Documents

Sales Cycle & Documents

Chapter Summary

4.6fi_17.13

Key Terms
Sales Cycle
Sales Documents
Inquiry
Quotation
Sales Order

Sales Cycle & Documents

Sales Cycle & Documents

Chapter Summary

4.6fi_17.14

Key Terms
Shipping Documents
Delivery Note
Goods Issue
Movement Type
Billing Document

Sales Cycle & Documents