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in SAP R/3
Pre-Sales Activities
Inventory Sourcing
Payment
Billing
Delivery
SAP R/3
Organizational Elements
Client
Company Code
Sales Organization
Distribution Channel
Sales Division
Sales Area
Plant
Storage Location
Shipping Point
Client
The highest level in an SAP R/3 instance
A self-contained unit with a separate set of master
records and its own set of configuration tables
An instance can have more than one client
Training Client
Testing Client
Production Client
Company Code
Represents an independent
legal accounting unit
Balanced set of books, as
required by law, are prepared
at this level
A client may have more than
one company code
Assets
Liabilities &
Owners Equity
United States
Europe
India
China
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Sales Organization
Distribution Channel
Sales
Organization
Distribution Channel
Wholesale
Retail
Direct
Sales Division
Sales
Organization
Product
Line 1
Divisions
Product
Line 2
Product
Line 3
Examples
Motorcycle
Accessories
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Sales Area
Sales Organization 1
Distribution Channel 1
Division 1
Division 2
Distribution Channel 2
Division 1
S a le s O r g a n iz a t io n 2
D is t r ib u t io n C h a n n e l 1
D iv is io n 1
D iv is io n 2
Direct (DI)
Snackbar (SB)
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Plant
A physical or logical site where value is added
A plant can be a
Production facility
Warehouse
Distribution vehicle
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Storage Location
A subdivision of a plant where inventory is managed.
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Shipping Point
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Pre-Sales Activities
Inventory Sourcing
Payment
Billing
Delivery
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Pre-Sales Activities
There are two categories of presales activity: Sales Support
and Pre-sales Documents.
Sales Support allows for tracking of customer contacts by
including sales visits, phone calls, letters and direct mailings.
Mailing lists can be generated based on specific customer
characteristics. Basically an Integrated CRM system.
Pre-sales contacts include inquiries and quotes.
Inquiries document customer requests for information (how
much is . . ., is the product in stock . . .)
Quotes are binding documents to a customer offering a
specific quantity of material at a specific price if accepted
within a specific period.
Both Inquiries and Quotes can be used as a starting point to
create a customer order.
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Inventory Sourcing
Inventory Sourcing determines:
If a product is available (availability check).
How the product will be supplied:
From stock on hand.
From production or purchase orders that should
be available.
From make-to-order production.
Shipped from an external supplier.
Shipped from another plant or warehouse.
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Inventory Sourcing
Inventory sourcing occurs when:
An order is created.
An order is changed.
When the delivery document is created.
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Delivery
Delivery activities include:
Creating delivery documents
Creating transfer orders for material picking
Provide packing information (if required)
Goods issue (updating accounting and
inventory data)
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Billing
A Billing Document is created by copying information
for the sales order and delivery document into the
billing document which is used to create the invoice.
Creating a Billing Document will automatically debit
the customers accounts receivable account and
credits the revenue account. Postings may also be
made to other accounts.
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Payment
Payment is the final step in the customer order
management cycle.
Final payment includes:
Posting payments against invoices.
Reconciling differences, if necessary.
The Cycle may not always go as planned (material
not in stock, defective material returned for credit,
etc.). SAP has procedures to deal with these
possibilities.
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Contact
Inquiry
Quotation
Order
Inventory Sourcing
Delivery/
Transportation
Billing
Payment/
Accounting
Delivery
Goods issue
Accounts Receivable
Production Planning
Sales Order
Processing
Materials Management
Contract
Scheduling
agreement
Material Stock
Account
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Document Flow
Order
Delivery
Invoice
Accounting
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Document Flow
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Master Data
Customer
Master
Pricing
Master
Material
Master
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Customer Master
Contains all the customer related data necessary for
processing orders, deliveries, invoices and customer
payments
Customer Master contains all relevant data regarding
business partners
Sold-to party
Ship-to party
Bill-to party
Payer
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Material Master
Contains all data required to define and manage a
specific item of material
Integrates data from
Inventory Control (MM)
Manufacturing (PP)
Sales and Distribution (SD)
Accounting (FI and CO)
And other departments
Each user has a unique view
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General Ledger
A book of accounts and their respective balances
The primary information record for Financial
Accounting (FI)
Contains the information required to prepare financial
statements
The General Ledger provides a complete record of all
acceptable business transactions
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Pricing
Pricing is carried out automatically based on
predefined prices, discounts, and surcharges
Highly customizable within SAP R/3
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Creating an Order
Customer Master
Material Master
Item Material
Quantity
1 1400-500-00
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2 1400-100-00
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SP 3
Route
Customer
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Loading
Date
Goods
issue date
Loading Time
Pick Pack and Stage
Transportation
Lead Time
Requested
Delivery
Date
Transit Time
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Loading
Date
Goods
issue date
Loading Time
Confirmed
Delivery
Date
Transit Time
Lead Time
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Delivery
Complete
Delivery
Sales Order
Partial
Delivery
Delivery
Delivery
Sales Order
Delivery
Delivery
Order
Combination
Sales Order
Sales Order
Delivery
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Picking Process
D e liv e r y
T ra n s fe r O rd e r
P r in t T r a n s fe r O r d e r
C o n fir m T r a n s fe r O r d e r *
* not mandatory
D e liv e r y I t e m s C o m p le t e
P r o c e s s d iffe r e n c e s
C o p y p ic k e d q u a n t it y
C r e a te a n e w tr a n s fe r o r d e r
fo r v a r ia n c e q u a n t it y
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Billing
Invoice
Split
Sales Order
Delivery
Invoice
Invoice
Delivery
Invoice
Delivery
Invoice
Invoice
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Posting Payments
Invoice 1
Invoice 2
Invoice 3
Invoice 4
Acme Corp.
Pay to
4325
$
Dollars
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West Hills
Athletic Club
Sales and
Distribution
Sales
Order
Inquiry
1
Pricing
2
Availability
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Goods Issue
Materials
Management
Sales
Order
Delivery
Delivery
Delivery
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Invoice
West Hills
Athletic Club
Sales and
Distribution
Delivery
6
Accounts
Receivagle
Post
Receivable
Receivable
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