SALES AND DISTRIBUTION

SALES AND DISTRIBUTION

SALES AND DISTRIBUTION

Organizational Structure
Master Data
Sales Support
Business Flow

Inquiry
Quotation
Sales Order
Delivery
Billing

Sales Information System

Organization Structure

Company Code
A company code represents an independent
accounting unit, for example, a company
within a corporate group.
Balance sheets and Profit & Loss Statements,
required by law, are created at the company
code level.

Company Code
SAP AG

Organization Structure

Company code

0002

0001

01

01

02

02

0003

Sales
Organization
Distribution
Channel
Division

Organization Structure

Organization Structure

Organization Structure

Organization Structure

Organization Structure

Sales Office
Responsible for geographical aspects of Sales
Organization
Links Corporate Office to Regional Market

Sales Group
Carries out sales transactions

Sales Employees
Employees carrying out the sales process

Organization Structure

Shipping Point
Shipping is an integrated functionality of sales and
distribution
Shipping point is the highest-level organizational
unit of shipping that controls the shipping activities
Each outbound delivery is processed by one
shipping point

Organization Structure

Organization Structure

Master Data

Master Data

Sold to Party
Ship to Party
Payer
Bill to Party
Forwarding Agent
Sales Employees
Contact Persons etc...

Master Data
Customer Master

Customer Master

General
Data

Sales and Distribution

Data

Accounting
Data

Master Data
Material Master

Material Master

General
View

Sales
Views

MM
Views

Accounting
Views

Master Data
Pricing
Manual and Automatic
Pricing Elements

Master Data
Other Master Data
Output
Text
Rebate
Batch
Customer Hierarchy
Serial Number etc.,

SALES AND DISTRIBUTION

P ro c e s s e s in S a le s a n d D is trib u tio n
S a le s
In fo rm a tio n
S ys te m

S a le s
S u p p o rt

S a le s
a c tivity

S a le s

In q u iry
Q u o ta tio n
C o n tra c t

USD
F ree- o f- c h a rg e
d e live ry

F re e- o f- ch a rg e
subsequent
d e live ry

O rd e r

R e tu rn
s

S c h e d u lin g
a g re e m e n t

S h ip p in g
D e live ry

T ra n s p o rt

B illin g
D e b it m e m o

In vo ic e

C re d it m e m o
R

F in a n c ia l Ac c o u n tin g
A c c o u n tin g

M
A
T
E
R
I
A
L
S
M
A
N
A
N
G
E
M
E
N
T

SALES AND DISTRIBUTION

Sales Support

Appointments

Sales Calls
Customer Contact
Information
Brochures
Preparatory Mails

SALES AND DISTRIBUTION

BUSINESS FLOW
Inquiry
A sales transaction can begin with an Inquiry.

Customer can make Inquiry about a specific

product.
Inquiry can be created with General Description.
Inquiry can also refer to specific materials for
which the Customer would like quotations.

Using list option you can :

a) List all Inquiries
b) List all Open Inquiries

SALES AND DISTRIBUTION

BUSINESS FLOW
Quotation
You can create a Quotation with or without reference to an
Inquiry
If your Inquiry contains a text material you can handle it by

applying one of the following procedures

o
o
o

Delete the text item and enter a new item.

Enter the reason for rejection to indicate that the processing
of text item has been completed.
Enter the relevant material number in the appropriate inquiry
items before entering the quotation.

SALES AND DISTRIBUTION

BUSINESS FLOW

Quotation
Sold-to Party : C1
Item
Material
Quantity
10
S0001
10
20
S0002
20
30
S0003
30

Order
Sold-to Party : C1
Item
Material
Quantity
10
S0001
10
20
S0002
20
30
S0003
30 25

Message

SALES AND DISTRIBUTION

BUSINESS FLOW

Structure of a Sales Order

Header Data: Contains data which is valid for the entire document
Item Data: Contains data valid for the items in an order
Schedule Line Data: Contains the delivery dates, quantities of an
order

SALES AND DISTRIBUTION

BUSINESS FLOW

Basic Functions During Order Processing

Credit
Functions

Delivery
Scheduling

Transfer of
Requirement

Availability
Check

Sales
Document

Texts

Pricing

Sales Information
System

Output
Delivery

SALES AND DISTRIBUTION

BUSINESS FLOW

SALES AND DISTRIBUTION

BUSINESS FLOW

SALES AND DISTRIBUTION

BUSINESS FLOW

Shipping

Monitors dates for orders due for delivery

Creating and Processing Deliveries
Check Availability of Materials during delivery
Packing
Post Goods Issue
Creates Material Document and Finance
Document (SD - MM - FI)
Generating Output Documents

SALES AND DISTRIBUTION

BUSINESS FLOW

Picking in Deliveries

With Warehouse Management

Create Delivery
Create Transfer Order (under WM)
Confirm Transfer Order (under WM)
Post Goods Issue

Without Warehouse Management

Create Delivery
Enter Picking Location and Quantity
Post Goods Issue

SALES AND DISTRIBUTION

BUSINESS FLOW

SALES AND DISTRIBUTION

BUSINESS FLOW
Billing Features

You can create Invoices based on Orders or Deliveries

You can create Credit Memo/Debit Memo
You can create Pro forma Invoices
You can Cancel Invoices
Price can be changed during Billing
Automatic Accounts Posting

SALES AND DISTRIBUTION

Billing Documents
Delivery 1

Invoice 1

Delivery 2

Invoice 2

Separate Invoice
per Delivery

Invoice 1

Collective Invoices
for several Deliveries

Sales Order 1

Delivery 1
Sales Order 1
Delivery 2
Sales Order 2

Delivery 3

Invoice 1
Sales Order 1

Delivery 1
Invoice 2

Several Invoices for

one Delivery
(Split invoices)

SALES AND DISTRIBUTION

BUSINESS FLOW

SALES AND DISTRIBUTION

Integration with MM and FI

SD
Sales & Distribution

MM
Materials Management
Stocks
Availability
Goods Issue
Reservation

FI
Financial Accounting
Credit Limit
Receivables Posting
Revenue Posting
Changes in Values

SALES AND DISTRIBUTION

Other Features in SD
Credit Management
Special Business Process
- Third Party Sale
- Consignment Sale
- Batch Management
- Configurable Material
Customer Complaints
Cash Sales
Rush Order
Sales Information System

SALES AND DISTRIBUTION

SALES INFORMATION SYSTEM

SIS

is a flexible tool for collecting,

consolidating and analyzing Sales Data
The function of SIS is to provide
information from the operative application
to any desired level of depth
SIS is a component in Logistic Information
System

SALES AND DISTRIBUTION

SALES INFORMATION SYSTEM

Data Analysis
Based on statistical data in SIS called
Information Structure
There are two types of Analysis :

Standard Analysis

Flexible Analysis
Planning
Facility for entering planned data

SALES AND DISTRIBUTION

Localization

Country Specific

Determination of Local Duties/Tax

Tax rates are not uniform (Determined by

respective Federal/State governments in their
annual budgets. Tax rates to be maintained
through Tax codes)

Thank You