Slide 1:Sales and Distribution (SD) Overview


SD :SD Mechanisms to execute the business processes used in the selling, shipping and billing of products and services Tightly coupled data flow to the other SAP modules — Integration Flexible and robust functionality that is tailored through configuration


SD Components :SD Components


SD Overview — Master Data :SD Overview — Master Data Detailed information about customers, materials and business partners Flexible data structures that support the business environment Specialized master data to support sales order processing


SD Overview — Sales Support :SD Overview — Sales Support Provides the functionality to support the staff involved in business development and customer service processes Primary functions Sales Prospects Contact Persons Competitors and Competitive Products Sales Activities Direct Marketing


SD Overview — Sales :SD Overview — Sales Primary base for customer order management Highly customizable Sophisticated pricing Integrated ATP Integrated credit management Sampling of functions Inquiries & Quotes Sales Orders Returns Contracts & Scheduling Agreements Consignment Rush Orders & Cash Sales Back Orders & Subsequent Deliveries Credit & Debit Memo Requests


SD Overview — Shipping :SD Overview — Shipping Main functions Picking, Packing & Inventory management Generate Shipping Documents Transportation Management Routes Transportation Scheduling Delivery Scheduling, Returns Deliveries & Stock Transfer


SD Overview — Billing :SD Overview — Billing Invoice Generation — automatic or manual Comprehensive set of billing functions Linked documents — e.g. invoice & credit memo Real-time integration with finance (FI) Fully integrated and comprehensive pricing


SD Overview — S I S :SD Overview — S I S Flexible tool that allows one to collect, consolidate, and utilize data from sales and distribution processing A component of the Logistic Information System (LIS)


Slide 11:Transportation Foreign Trade


Slide 12:Sales & Distribution - Process Flow -


Supply Chain Process :Supply Chain Process Final Payment


SAP Process Steps :SAP Process Steps Sales Shipping Delivery Note Picking Post Goods Issue Billing Billing FI A/R Post Incoming Payment


Sales — Inquiry & Quotation :Sales — Inquiry & Quotation Support pre-sales processes Are time sensitive Automatic availability check Automatic pricing No impact to FI Can be used as reference documents


Sales — Sales Order :Sales — Sales Order Core of customer order management No impact to G/L Can reference existing documents Copies key information from master data Automated standard functions ... availability check MRP updating pricing credit check delivery scheduling export control shipping & route determination


Shipping — Delivery Note :Shipping — Delivery Note Initiates the shipping process Control document for shipping processes — maintains status of each processing step Re-confirms: availability, credit, foreign trade, delivery scheduling Facilitates transportation planning


Shipping — Picking & Packing :Shipping — Picking & Packing Picking: Physical activity of moving goods from the warehouse for further processing (packing, loading) Packing: Determines packing materials and packing details Advanced processing includes, e.g. batch mgmt., serial number control


Shipping — Post Goods Issue :Shipping — Post Goods Issue Completes the shipping process Typically performed when customer takes ownership Updates inventory Updates G/L accounts Cost of goods sold Inventory


Billing :Billing Generate customer invoice Updates FI Customer account G/L accounts: revenue, discount, etc. Applies relevant pricing Updates customer credit


Slide 21:Sales & Distribution - Organizational Structures -


Sales Organization :Sales Organization Baseball Division BB Softball Division SB Direct Distribution Channel DI Baseball Division BB Softball Division SB Wholesale Distribution Channel WH Baseball Division BB Softball Division SB Retail Distribution Channel RE Domestic Sales Sales Organization So00 Baseball Division BB Cricket Division SB Wholesale Distribution Channel WH Europe Sales Organization EURO Baseball Division BB Wholesale Distribution Channel WH Asia Pacific Sales Organization APAC Pastime Corporation Company Code CC00 Client 860


Sales Organization :Sales Organization Sells and distributes products, negotiates terms of sales and is responsible for these business transactions Critical organization element to the definition of business markets A business transaction is linked to one Sales Organization


Distribution Channel :Distribution Channel Identifies how products and services reach the customer Can be assigned to one or more Sales Organizations


Division :Division Often times used to define product line distribution Organization level to which customer specific information and requirements are maintained — e.g. pricing, partial delivery Assigned to one or more Sales Organizations


Sales Area :Sales Area Organizational element comprised of: Sales Organization Distribution Channel Division Will be used to link together the organizational aspects of sales to customers Used for statistical analysis


Sales Area :Sales Area


Sales Area :Sales Area


Sales Office :Sales Office Typically defines a territory or market area Linked to one or more Sales Areas Optional organization structure


Internal Sales Organization :Internal Sales Organization


Sales Group :Sales Group Sales Group Sub-division of a sales office, territory or market


Sales Person :Sales Person Sales Person Defined in HR — Personnel Admin. Specifically defines an individual rather than a position (sales rep.) in sales processing


Internal Sales Organization :Internal Sales Organization


Shipping Point & Loading Point :Shipping Point & Loading Point Shipping Point Location that performs all delivery related activities Assigned a factory calendar A delivery can be processed from only one shipping point Loading Point A subdivision of the shipping point used for more specialized handling


Shipping Organization :Shipping Organization


Slide 36:Sales & Distribution - Master Data -


SD Master Data - Core Elements :SD Master Data - Core Elements Master Data Customer Material Pricing


Material Master — Sales: sales org. 1 :-General Data Basic Unit of Measure Division Material Group Sales Unit Delivering Plant Cash discount -Tax data Country Tax category Tax classification -Quantity stipulations Min. order quantity Min. delivery quantity Delivery unit Material Master — Sales: sales org. 1


Material Master — General Data :Material Master — General Data Base Unit of Measure The Base Unit of Measure is the unit of measure in which stocks are managed within your company. Division You may enter the Division which your product is in for sales (defaults if entered in the Basic data screen). Material Group A (freely definable) key that’s used to group several materials or services for analysis/reporting as well as search by match code. Sales Unit This is the unit of measure in which the material is sold, if different from the base unit of measure. Delivering Plant Plant, from which the material is available for sale. This is a default value only. Cash discount Indicator used for materials, which allow for a cash discount.


Material Master — Tax data & Quantity stipulations :Material Master — Tax data & Quantity stipulations Tax data Country Country Tax category Taxes, applicable to this material (e.g. Federal, State taxes in US, VAT in GB) Tax classification taxable, exempt Quantity stipulations Min. order quantity Min. quantity a customer can order (in base unit of measure). Min. delivery quantity Min. delivery quantity to a customer. Delivery unit Only multiples of this number will be delivered to the customer.


Material Master — Sales: sales org. :-Grouping terms Matl statistics group Material pricing grp Volume rebate group Acct assignment grp Commission group Item Category group Material Master — Sales: sales org.


Material Master — Grouping terms :Material Master — Grouping terms Matl statistics group Helps to determine which data the system updates in the Logistics Information System (LIS). Material pricing grp A way to group materials with similar pricing conditions. Volume rebate group A material can be assigned to a volume rebate group (e.g. Low Rebate, High Rebate) if the material qualifies for rebate. Acct assignment grp A grouping of materials with the same accounting requirements (used to determine revenue and sales deduction accounts) Commission group Several materials can be assigned to the same commission group, if the commission sharing between representatives is the same for these materials (e.g. Rep.A: 6%, Rep.B: 10%, Rep C: 12%). Item Category group A grouping of materials, that helps the system determine the Item Category. Item Category determines how a specific item is processed by system. E.g. a text item is not relevant for pricing.


Material Master — Sales: general/plant :General data Base unit Gross weight Net weight Avail. Check Shipping data (times in days) Trans. Grp LoadingGrp Packaging material data Matl grp ship. matls General plant parameters Negative stock Material Master — Sales: general/plant


Material Master — General data & Shipping data (times in days) :Material Master — General data & Shipping data (times in days) General data Base unit The Base Unit of Measure is the unit of measure in which stocks are managed within your company. Gross weight In Base Units of Measure. Net weight In Base Units of Measure. Avail. Check Tells the system when to do an availability check, as well as which MRP elements (such as purchase orders, reservations) to include in the check. Shipping data (times in days) Trans. Grp Transportation groups are groups of materials that have the same transportation requirements. For example, all goods that need refrigeration. Loading Grp Loading groups define materials that have the same loading requirements, such as forklift truck, or crane.


Material Master — Packaging material data & General plant parameters :Material Master — Packaging material data & General plant parameters Packaging material data Matl grp ship. matls, or Material group shipping materials Freely definable group name, which is used to indicate groups of materials with similar shipping materials, such as liquids or bulk, for example. General plant parameters Negative stock Check mark indicator, which specifies whether negative stock is allowed at that plant.


Material Master — Sales texts :- Sales texts Text specific to the material and in an appropriate language. Material Master — Sales texts


Account Groups :Account Groups Account group determines which fields are to be used in defining customer master data


Field Status :Field Status Field status controls the use of each field within the customer master determining whether a field is required, optional, suppressed or display only Field status controls are also relevant to a specific activity — create, change, or display


Slide 49:Sales & Distribution - Customer Master -


Customer Master :Customer Master


Customer Master :Customer Master Centralized data for both SD & FI Segmented into three sections General data - address & communication Company code data (FI) - banking and payment information related to FI Sales data (SD) - pricing, delivery, output The sales data is specific to one sales area and is therefore dependent on the sales organization


Customer Master by Sales Area :Customer Master by Sales Area Customer Sales Organization Distribution Channel Division


Customer Master — Address & Communication :General Data — Address Customer Name Search Term Street address, City, Postal code, Country Language General Data — Communication Telephone, Fax, Data numbers Customer Master — Address & Communication


Customer Master — Control Data :Customer Master — Control Data General data — Control data Account control : Vendor, Authorization Trading partner, Group key Tax information : Tax codes, Fiscal address Country code, City code VAT N, Tax jurisdiction code Equalization tax, Sole proprietor Tax on sls/pur. Reference data / area : International Locator No. Industry: Transport Zone Express station Train station Location code


Customer Master — Marketing :General Data — Marketing Classification : Nielsen ID Customer classification Industry Industry codes Operating figures : Annual sales Number of employees Fiscal year variant Sales prospecting : Legal status Customer Master — Marketing


Customer Master — Payment Transactions :General Data — Payment Transactions Bank details Country Bank Key Account holder Bank Account Control Key Collection Customer Master — Payment Transactions


Customer Master — Unloading Point :General Data — Unloading points Unloading point Customer factory calendar Default Unloading Point Goods receiving hours Customer Master — Unloading Point


Customer Master — Foreign Trade :General Data — Foreign trade Country key for export control of customer Table of Denial Orders list (TDO) Special Designated Nationals list (SDN) Diversion High Risk Profile list (DHRP) Usage and Classification Customer Master — Foreign Trade


Customer Master — Contact Persons :General Data — Contact persons Name Telephone number Department First name Form of address (e.g. Mr., Ms.) Function Customer Master — Contact Persons


Customer Master — Accounting Information :Accounting info Reconciliation Account Sort key Head office Interest calculation Interest indicator Interest calculation frequency Last key date Reference data Buying group Customer Master — Accounting Information Company Code Data Accounting Information


Customer Master — Payment Transactions :Customer Master — Payment Transactions Company Code Data Payment Transactions Payment data: Payment terms Tolerance group Automatic Payment Transactions: Payment methods Alternative payer Lockbox


Customer Master — Correspondence :Customer Master — Correspondence Company Code Data Correspondence Dunning data : Dunning procedure Dunning recipient Correspondence : Account number at customer Customer user Payment notices to : Customer Sales Accounting Legal


Customer Master — Insurance :Customer Master — Insurance Company Code Data Insurance Export credit insurance : Policy number Institution number Amount insured Valid until Lead months Deductible


Customer Master — Sales :Sales Data — Sales area Sales order : Sales district Sales office Sales group Order probability Item proposal Account at customer Pricing / Statistics: Price group Customer pricing procedure Price list type Customer statistical group Customer Master — Sales


Customer Master — Shipping :S & D Data — Shipping Shipping : Delivery priority Shipping conditions Delivering plant Order combination Batch split allowed Partial Delivery: Complete delivery Partial delivery of item Maximum part deliveries Customer Master — Shipping


Customer Master — Billing :S&D Data — Billing Billing section : Manual invoice maint. Rebate Pricing Billing schedule Invoice list schedule Delivery and payment terms : Incoterms Payment terms Accounting : Account assignment group Taxes: Tax requirements for the customer Customer Master — Billing


Customer Master — Partner Functions :S&D Data — Partner functions The different partners are assigned SP Sold-to-party BP Bill-to-party PY Payer SH Ship-to-party … additional Partner function(s) Customer Master — Partner Functions


Assigning Additional Partners :Assigning Additional Partners — Siesta Baseball League - Vera Cruz, NM — Sold-to : 10018 Bill-to : 10018 Payer : 10018 Ship-to : 10018 — Siesta Baseball League - Vera Cruz, NM — Sold-to : 10018 Bill-to : 10018 Payer : 10018 Ship-to : 10018 Ship-to : 10249 - Bakersfield, CA Sold-to Payer Ship-to Bill-to Ship-to


Slide 69:Sales & Distribution - Business Partners -


Business Partners :Business Partners Defines all of the parties involved in a business transaction and differentiates between their roles — customer, carrier, employees, customer contact, etc. Through customizing the system automatically assigns partners to the customer master and to transactions


Business Partners :Business Partners The system creates these four business partners by default. All four are required. All four may be the same or may be different. Since these are automatically assigned partners you may need to add additional partners to carry out your business transactions.


Business partners — Sold-to :Business partners — Sold-to Customer that orders the goods Can perform all primary partner functions — sold-to, ship-to, payer, bill-to Primary type of business partner Cannot be linked to other sold-to partners Sold-to Ship-to Bill-to Payer


Business partners — Ship-to :Business partners — Ship-to Party that receives the goods Can be created as an independent partner and linked to one or more sold-to partners Sold-to Ship-to Bill-to Payer


Business partners — Bill-to :Business partners — Bill-to Party that receives the invoice Can be created as an independent partner and linked to one or more sold-to partners Sold-to Ship-to Bill-to Payer


Business partners — Payer :Business partners — Payer Party that sends the payment Can be created as an independent partner and linked to one or more sold-to partners Sold-to Ship-to Bill-to Payer


Business Partners — Example :Business Partners — Example Sold-to Bill-to Payer Sold-to


Slide 77:Sales & Distribution - Pricing -


Pricing :Pricing “World-class” functionality Highly customizable & extendible One of the most complex features of SAP Used to determine the net price for a material or an order


Pricing Process :Pricing Process Standard pricing calculates the gross price, then applies discounts, surcharges and applicable taxes to arrive at the final pricefinal price = gross price - discounts + surcharges + taxes Cost-plus pricing determines the base cost and applies the appropriate discounts, surcharges and taxesfinal price = cost - discounts + surcharges + taxes


Pricing Components :Pricing Components Pricing is based on a matrix of predefined and custom elements Delivered element groups (a.k.a. conditions) Prices Discounts & Surcharges Freight Taxes


Slide 81:Pricing Procedure In short, the mechanism used to arrive at the final price Considers all of the applicable pricing conditions, e.g. material price, customer discount Is assigned by: sales area, sold-to party and sales document type (e.g. sales order)


Slide 82:Pricing Procedure The pricing procedure uses what SAP calls “the condition technique”. The pricing condition technique starts with the: Pricing Procedure which looks at Conditions which use Access Sequences which accesses Condition tables which point to A price, discount or other condition ($)


Slide 83:R/3 Pricing Process UNIFORM


Price Agreements :Price Agreements Simple price agreements product customer customer & material customer group & material Detailed price agreements pricing scales rebates customer expected price


Specialized Master Data :Specialized Master Data Customer Material Info. Record Item Proposal Listing & Exclusion Product Substitution


Customer/Material Info. Record :Customer/Material Info. Record Defines a customer alias for a material & description, for example: Material # : Glove Customer # : Pastime Glove Can further define attributes of the material, shipping and partial delivery information specific to the product and customer Referenced in the sales order using the Ordering Party overview


Item Proposal :Item Proposal Used to define frequently ordered combinations or special assortments of products and quantities Either products or products with quantities can be selected during order entry An item proposal can be defined for a customer via the customer master record


Material Listing & Exclusion :Material Listing & Exclusion Used to control what products are available for a customer or group Material Listing — defines products that can be sold to a customer Material Exclusion — defines products that cannot be sold to a customer


Product Substitution Material Determination :Product Substitution Material Determination Enables automatic or manual substitution of materials during sales order processing Examples: substitute a standard product with a promotional material substitute based on a customer preference substitute based on selection list (manual)


Customizing For Transactions Shipping Functions :Customizing For Transactions Shipping Functions Shipping Point Determination The shipping point is determined for each line item based on the shipping point determination shipping point = shipping condition + loading group + delivering plant


Customizing For Transactions Shipping Functions :Customizing For Transactions Shipping Functions Route Definition Route to be traveled and the transit time Generic routes can be used to simply define transit time Route Determination Proposed route = shipping point + destination country + transportation zone + shipping condition


Slide 92:Sales & Distribution - Transactions -


Business Document Types :Business Document Types Inquiry Credit Memo Returns Quotation Sales Order Cash Sale Rush Order Consignment Contract Scheduling Agreement Debit Memo Returnable Packaging


Order Processing Functionality :Order Processing Functionality Delivery scheduling Availability check Transfer of requirements to MRP Pricing Credit check Shipping point & route determination Foreign trade & license processing Document flow


Delivery Scheduling :Delivery Scheduling Automatic scheduling of essential shipping activities ...Calculated using defined activity times ... Resulting in scheduled activity dates Determined using backward and forward scheduling rules


Delivery Scheduling :Delivery Scheduling Structure of sales documents Header Line item # 1 Line Item # 2 Schedule line # 1 Schedule line # 1 Schedule line # 2


Delivery Scheduling — Terminology :Delivery Scheduling — Terminology Transportation lead time — time required to schedule transportation Pick/Pack time — time required for picking and packing Load time — time required to load Transit time — time required to transport goods from shipping point to ship-to


Backward Scheduling :Backward Scheduling Requested Delv. Date Goods Issue Loading Material Availability Order Date Transp. Sched. Transit Time (2 days) Loading Time (1 day) Pick & Pack Time (2 days) Transp. Sched. Time (1 day) 25


Forward Scheduling :Forward Scheduling Order Date Transit Time (2 days) Loading Time (1 day) Transp. Sched. Time (1 day) New Delv. Date 27th 27th 28th 29th 31st 26th 27 1


Availability Check :Availability Check Determines the material availability date Considers inward and outward movement of inventory — customizable Influences partial deliveries by proposing a quantity that can be delivered on the requested date (complete delivery) determines the earliest date for full delivery determines the number and dates for partial deliveries to fulfill the order