Transcript Sales

Sales and Distribution
Master Data
EGN 5620
Enterprise Systems Configuration
(Professional MSEM)
Fall, 2011
Sales & Distribution
Master Data
Theories & Concepts
EGN 5620
Enterprise Systems Configuration
(Professional MSEM)
Fall, 2011
Enterprise Operations Planning Process
Execution
High Level Planning
Procurement
Process
CO/PA
Production Planning
Forecasting
Sales Planning
Demand
and Operations
Management
Sales Information
MPS
MRP
Manufacturing
System
Execution
Order
Settlement
Execution
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High-Level Planning

Three high-level planning activities
1. Profitability analysis
2. Forecasting
3. Sales and Operations Planning (SOP)
Sales Planning strategy for a product

It feeds to Demand Management and then to:
◦ MPS (for trading-only operation) or
◦ MPS/MRP (production operation)
January 2008
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Sales & Operations Planning (SOP)
Overview
Sales and Operations Planning (SOP) covers
various activities including the specification of
medium term and long term sales volumes and the
approximate planning of the production activities
that are required to meet these volumes.
SOP can be done at the level of finished products
or using product groups. Any combinations of
materials or even of product groups themselves
can be grouped together into other product
groups.
Sales Planning - strategies

Planning for:
• Production quantities
• Dates
•
Planning strategies based upon environment
• Make-To-Stock (MTS)
• Planning components
• Make-To-order (MTO)
• Driven by sales orders
• Configurable materials
• Mass customization of one
• Assembly orders
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Sales Planning - result
Sales planning results in creating the
demand program as an input for
production plan
 Demand program feeds the production
plan with the following data elements:

◦
◦
◦
◦
◦
Time Buckets
Sales
Production
Stock levels
Days supply
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Demand Management Overview

It creates a demand program by using
◦ customer requirements, and
◦ planned independent requirements

It determines requirement quantities and
delivery dates for finished products and
assemblies.
◦ Note: Customer requirements are created in
sales order management.
Demand Management Overview

Before creating the demand program,
operation strategies (i.e., the methods of
making or procuring a product) must be
defined for each product. Using these
strategies, production will be triggered by
 Sales orders (make-to-order production), or
 Stock orders (make-to-stock production)
Demand planning Overview

Demand planning is the starting point of
the entire Supply Chain Planning process

It follows a sales planning and execution
scenario and makes use of a toolkit:
◦
◦
◦
◦
statistical forecasting techniques,
life cycle management,
promotion planning, and
additional data analysis and calculation tools
The Practice of Quotation/Pricing
◦
◦
◦
◦
◦
Market price
(margin due to strategic planning consideration)
Quotation
(profit)
Direct cost, plus direct overhead & G/A overhead
◦ Direct cost, plus direct overhead
◦ Direct costs
 Material cost
 Equipment
 Labor cost
Types of costs

Direct Costs
◦ Costs that are clearly chargeable to a specific work
package.
 Labor, materials, equipment, and other

Direct Overhead Costs
◦ Costs incurred that are directly tied to an identifiable
deliverable or work package.
 Salary, rents, supplies, specialized machinery

General and Administrative Overhead Costs
◦ Organization costs indirectly linked and apportioned to
the order (or project)
Cost estimation

Macro (Top-Down) Approaches
1. Consensus methods
2. Ratio methods
3. Apportion method
4. Function point methods
for software and system projects
Cost estimation

Micro (Bottom-Up) Approaches
1. Template method
2. Parametric procedures applied
to specific task/order type
3. Detailed estimates with BOM and WBS
work packages
Sales & Distribution
Master Data
SAP Implementation
EGN 5620
Enterprise Systems Configuration
(Professional MSEM)
Fall, 2011
Business Process Integration
FI
MM
SD
Rules
FI
MM
SD
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Business Process Integration
SD
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Sales Organization



A sales organization belongs to exactly one
company code
A sales transaction is linked to only one Sales
Organization
Sales Organization:
◦ Sells and distributes products
◦ Negotiates terms of sales
◦ Responsible for these business transactions
SAP allows assigning one or more plants to a sales
organization.
 It allows assigning sales offices and employees to
the sales organization

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Distribution Channel
It can be assigned to one or more Sales
Organizations
 It identifies how products and services
reach the customer

US Sales
S_ _ _
Retail Distribution
Channel (RE)
January 2008
Wholesale Distribution
Channel (WH)
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Division



It can be assigned to one or more Sales
Organizations
It is an organization level to which customer
specific information and requirements are
maintained (e.g. pricing, partial delivery)
It is often used to define product line distribution
US Sales
S___
Medical Division
January 2008
Chemical Division
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Sales Area

Sales Area comprised of:
◦ Sales Organization
◦ Distribution Channel
◦ Division
Used to link together the organizational
aspects of sales to customers
 Also used for statistical analysis

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Sales Area – (continued)
US Sales
S_ _ _
Retail Dist
Channel (RE)
Medical
Division
Chemical
Division
January 2008
Wholesale Dist
Channel (WH)
Medical
Division
Chemical
Division
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Internal Sales Organization
Typically defines a territory or market
 Linked to one or more Sales Areas
 A reference sales organization structure:

◦ Sales Offices
 Sales Groups
◦ Sales Persons
Sales Office
US Sales
S_ _ _
Eastern Sales
January 2008
Western Sales
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Sales Group & Sales Persons

Sales Group
◦ Sub-division of a sales office, territory or market

Sales Person
◦ Defined in Human Resources (HR) — Personnel
Admin.
◦ Specifically defines an individual rather than a
position (sales rep.) in sales processing
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Internal Sales Organization
US Sales
S_ _ _
Eastern Sales
(Office)
Northeast
Sales Group
Southeast
Sales Group
Western Sales
(Office)
Northwest
Sales Group
Southwest
Sales Group
Salesperson
1
Salesperson
3
Salesperson
5
Salesperson
7
Salesperson
2
Salesperson
4
Salesperson
6
Salesperson
8
January 2008
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Shipping and Loading Points





A shipping point is the top level in the
organization for shipping
It usually exists physically in a plant
A shipping point can be allocated to
several plants
It can be divided into several loading
points (for more specialized handling)
A delivery is always initiated from exactly
one shopping point. Thus all items of a
delivery belong to one shipping point.
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Shipping Organization
Plant
P_ _ _
Freight Dock
FD_ _ _
Loading
Point 1
January 2008
Loading
Point 2
Express Dock
ED_ _ _
Rail Dock
RD_ _ _
Loading
Point 3
Loading
Point 4
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Business Process Integration
SD
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Master Data Core Elements Customers
Customer
Master
Data
Material
Pricing
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Customer Master
Customer Master
Data is created in
Sales Area:
• Sales Organization
• Distribution Channel
• Division
Sales Area
US Sales
S___
Distribution
Channel - RE
January 2008
Division - 01
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Customer Master - (continued)
General Data:
demographic data
Company Code Data:
Accounting information
Customer 43
Sales & Distribution Data:
Sales information
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Customer Master

A master record must be created for every
customer consisting of:
◦ General data,
◦ Company code data (Financial Accounting-FI), and
◦ Sales & Distribution data (Sales and Distribution - SD)
General data
Address
Control data
Payment
transactions
Company Code data
Account Mgmt
Payment
transactions
Correspondence
January 2008
Sales/distribution data
Sales
Shipping
Billing
Partner Usage
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Customer Master
General Data – Address
General Data – Address
Address
Customer Name
Search Term
Street address
City, Region Postal code
Country
Communication
Language
Telephone, Fax, E-Mail
January 2008
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Customer Master
General Data – Control Data

Account Control

Tax Information

Reference Data/Area
◦
◦
◦
◦
Vendor
Authorization
Trading partner
Group key
◦
◦
◦
◦
Tax codes
Fiscal address
Country code
City code
January 2008
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Customer Master
General Data – Payment Transactions

Bank Details
◦
◦
◦
◦
◦
◦
Country
Bank Key
Account holder
Bank Account
Control Key
Collection
January 2008
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Customer Master
General Data – Marketing

Classification

Operating Figures

Sales Prospecting
◦
◦
◦
◦
Nielsen ID
Customer classification
Industry
Industry codes
◦ Annual sales
◦ Number of employees
◦ Fiscal year variant
◦ Legal status
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Customer Master
General Data – Unloading Point

Unloading Points
◦
◦
◦
◦
◦
Unloading point
Default
Calendar key
Default Unloading Point
Goods receiving hours
January 2008
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Customer Master
General Data – Foreign Trade

Export Data

Usage

Classification
◦
◦
◦
◦
Country key
TDO Date (Table of Denial Orders)
SDN Date (Specially Designated Nationals)
Boycott Date
◦ Mainly civilian usage
◦ Mainly military usage
◦ Biochemical warfare
◦ Nuclear nonproliferation
◦ National security
January 2008
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Customer Master
General Data – Contact Persons

Contact Person
◦
◦
◦
◦
Name
First name
Department
Function
January 2008
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Customer Master
Company Code – Acct Information

Accounting Information

Interest Calculation

Reference Data
◦ Reconciliation Account
◦ Sort key
◦ Head office
◦
◦
◦
◦
Interest indicator
Interest cycle
Interest calculation frequency in months
Last interest run
◦ Previous account number
◦ Buying group
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Customer Master
Company Code – Payment Transactions

Payment Data

Automatic Payment Transactions
◦ Terms of Payment
◦ Tolerance group
◦
◦
◦
◦
◦
Payment methods
Payment block
Alternative payer
Grouping key
Lockbox
January 2008
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Customer Master
Company Code – Correspondence

Dunning Data

Correspondence

Payment Notices To
◦ Dunning procedure
◦ Dunning block
◦ Dunning recipient
◦ Accounting clerk
◦ Acct at customer
◦ Customer user
◦ Customer
◦ Accounting
– Sales
– Legal
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Customer Master
Company Code – Insurance

Export Credit Insurance
◦
◦
◦
◦
◦
◦
Policy Number
Institution Number
Amount Insure
Valid Until
Lead Months
Deductible
January 2008
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Customer Master
Sales and Distribution – Sales

Sales Order

Pricing / Statistics
◦ Sales District
◦
Sales Office
◦
Sales Group
◦
Order Probability
◦
Item Proposal
◦
◦
◦
◦
Price Group
Customer Pricing Procedure
Price List Type
Customer Statistical Group
January 2008
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Customer Master
Sales and Distribution – Shipping

Shipping

Partial Delivery

General Transportation Data
◦
◦
◦
◦
Delivery Priority
Shipping Conditions
Delivering Plant
Order Combination
◦
◦
◦
◦
Complete Delivery Required By Law
Partial Delivery per Item
Max Part Deliveries
Under/Over delivery Tolerances
◦ Transportation Zone
January 2008
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Customer Master
Sales and Distribution – Billing

Billing Section

Delivery and Payment Terms

Accounting

Taxes
◦
◦
◦
◦
Subs. Invoice Processing
Rebate
Price Determination
Invoicing Dates
◦ Incoterms
◦ Payment Terms
◦ Account Assignment Group
◦ Tax Classification
January 2008
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Customer Master
Sales and Distribution – Partner Functions

Partner Functions

Partial list of Partner Functions Types
◦ Partner Function (PF)
◦ Number
◦ Partner Description
◦
◦
◦
◦
SP – Sold-to-party
BP – Bill-to-party
PY – Payer
SH – Ship-to-party
January 2008
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Business Partners
Defines all of the parties involved in a
business transaction
 Differentiates between their roles

◦
◦
◦
◦
Customer
Carrier
Employees
Etc.
January 2008
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Business Partners
SAP automatically assigns a business
partner to the customer master and to
any transaction
 There are four default business partner
parties:

◦
◦
◦
◦


Payer (a legal entity)
Sold-to
Ship-to
Bill-to
They may be the same or different.
More business partner parties can be
added to carry out additional business
transactions
January 2008
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Customer Account Group
Customer masters are assigned to a
customer account group
 Through field status maintenance, account
groups can be setup for one-time
customers, regional customers, internal …
 The customer account group controls both
type and number range assignment for
customers

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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

January 2008
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Business Partners
Sold-to Party
Customer who orders can
default for all partner functions
— sold-to, ship-to, payer, billto
 Primary type of business
partner
 Independent and cannot be
linked to other sold-to partners

Sold-to
Ship-to
Bill-to
Payer
January 2008
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Business Partners
Ship-to Party
Receive delivery
 Can be linked to more than
one sold-to address

Sold-to
Ship-to
Bill-to
Payer
January 2008
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Business Partners
Bill-to Party
Partner who is delivered the
invoice
 Can be linked to more than
one sold-to address
Sold-to

Ship-to
Bill-to
Payer
January 2008
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Business Partners
Payer
Partner who pays the bill
 Can be linked to more than
one sold-to address

Sold-to
Ship-to
Bill-to
Payer
January 2008
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Single and Multiple
Ship-to Parties
Sold-to: 10
Single ship-to
Ship-to: 10
Bill-to: 10
Multiple ship-to’s
Single payer
Ship-to: 11
Payer: 10
Sold-to: 10
Ship-to: 10
Bill-to: 10
January 2008
Payer: 10
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Business Partners
Sold-to
Sold-to
Ship-to
Bill-to
Ship-to
Ship-to
Payer
Ship-to
Ship-to
January 2008
Ship-to
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Master Data Core Elements Pricing
Customer
Master
Data
Material
Pricing
January 2008
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Pricing
A very robust module in SAP
Highly touted “World-class” functionality
Very easily tailored to meet business
needs
 Gross to net pricing for material



January 2008
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Standard Pricing Process

Standard Pricing

Final price = gross price - discounts +
surcharges + taxes
◦ Calculates the gross price
◦ Then applies
–Discounts
–Surcharges
–Applicable Taxes
◦ Calculates the final price
January 2008
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Cost-Plus Pricing Process

Cost-plus pricing

Final price = cost + markup discounts + surcharges + taxes
◦ Captures the base cost
◦ Then applies
–Markup
–Discounts
–Surcharges
–Applicable Taxes
◦ Calculates the final price
January 2008
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Pricing Components
Pricing uses tables to match the condition
of order to the applicable pricing routine
 These routines can

◦ Add/Subtract amounts, percentages
◦ Give dollar, weight, quantity breaks/additions
◦ Accrue
January 2008
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Pricing Procedure


Pricing uses one of possibly many
procedures based upon
◦
◦
◦
◦
Item
Customer
Order type
Sales Area
◦
◦
◦
◦
Prices (Gross)
Discounts & Surcharges
Freight
Taxes
The procedure will then apply
January 2008
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Pricing Procedure – (continued)
Pricing conditions for each item on the
order
 Pricing condition uses

◦ Pricing procedure
◦ Access sequence
◦ Conditions type

Determines adjustments and price
January 2008
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Pricing Process
Select a line Item in
Sales Order
Determine a
Pricing Procedure
Pricing Procedure
Contains List of
Condition Types
Condition Types
Point to
Access Sequence
Access Sequence
Provides the Search
Order for Pricing
PPEN000
Sales Area
S000-RE-01
Doc. Pric.
Proc.
OR=A
Cus. Pric.
Proc.
43 = 1
Pricing Procedure = RVAJUS
Condition Type PR00 = Price
Access Sequence PR02 = Price
10 – Customer/material
20 – Price list cat./currency/material
30 – Material
30 – Material Price = $9.50
January 2008
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Pricing Process
Pricing
Proced.
Det.
Line
Item
PPEN000
Sales Area
Doc. PP
Cust. PP
Sales
Org.
0001
0001
0001
0001
S000
S000
CTyp
points to
Access Seq.
PR00
Points to
PR02
Access Seq.
points to
Cond. Tbls.
PR02
Points to
Cond. Tables
Cond. Tbls.
contain the
Item Pricing
Cust. / Mat.
Price List / Cur / Mat.
Material
N/A
N/A
$ 9.50
Dist.
Doc. Cust.
Price
Div
Chan.
PP
PP
Prod.
01
01
A
1
RVAA01
01
01
A
2
RVAB01
01
01
B
1
RVWIA1
01
01
C
1
RVCA01
RE
01
A
1
RVAJUS
WH
01
A
1
RVAJUS
Price
Prod. Ctyp Description
RVAJUS PR00 Price
PB00 Price (Gross)
KA00 Sales deal
K007 Customer Discount
K004 Material
K005 Customer/Material
Acces
seq.
PR02
K305
K307
K304
K305
Access Access
Seq.
No.
Description
PR02
10 Customer/material with release status
20 Price list cat./cur/mat with rel status
30 Material with release status
K305
10 Customer/material with release status
K307
10 Customer with Release Status
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K304
10 Material
with release
status
The Rushmore
Group,
LLC 2008. All
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Price Agreements

Standard price
agreements
◦ Product
◦ Customer
◦ Customer & material
◦ Customer group &
material group

Detailed price
agreements
◦ Pricing scales
◦ Rebates
◦ Customer
expected price
January 2008
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Credit Limits and Checking




Define automatic credit limit checks to your
company’s requirements
You can also define at what point the system
carries out these checks (order, delivery, goods
issue, and so on)
A credit representative is automatically alerted to
a customer’s critical credit situation as soon as
order processing starts
Employees can be automatically notified of
critical credit situations via internal mail
January 2008
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Credit Limits and Checking –
(continued)
Credit representatives are able to check a
customer’s credit situation to decide
whether the customer should be granted
credit
 Works in distributed systems

◦ Central financial accounting
◦ Non-central sales and distribution on several
sales and distribution computers
January 2008
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Credit Check
You can use this function at any time
within service processing to call up
information about the current credit status
of a customer
 Credit limit can be checked manually or
automatically
 The system generally checks the planned
costs without tax
 If a customer has exceeded their credit
limit, the system issues a warning

January 2008
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Credit Check – (continued)
The checks can be carried out at various
times during the sales order cycle, from
order receipt to delivery
 You can define a credit check for any valid
combination of the following data:

• Risk category
• Document credit group
• Credit control area
January 2008
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The Rushmore Group, LLC 2008. All
rights reserved.
71
Master Data Core Elements Material
Customer
Master
Data
Material
Pricing
January 2008
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The Rushmore Group, LLC 2008. All
rights reserved.
72
Material Master – Sales Views
(review)





Sales: sales org. 1
Sales: sales org 2
Sales: general/plant
Foreign trade export
Sales: text
January 2008
Barrel Pen
© SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights
reserved.
73
Business Process Integration
Rules
SD
January 2008
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The Rushmore Group, LLC 2008. All
rights reserved.
74
Assignment of Sales Area to
Pricing Procedure

Assignment of Pricing Procedure uses the
combination of:
◦ Sales Area
◦ Document Pricing Procedure
◦ Customer Pricing Procedure

Each combination of these has a pricing
procedure assigned
January 2008
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The Rushmore Group, LLC 2008. All
rights reserved.
75
Availability Check

For determining the material availability
date, SAP can include specific stocks
below, if selected:
◦
◦
◦
◦
◦
◦
Safety stock
Stock in transfer
Quality inspection stock
Blocked stock
Restricted use stock
All movements of stock
January 2008
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The Rushmore Group, LLC 2008. All
rights reserved.
76
Credit Checking

Static Credit Limit Check
◦
◦
◦
◦
Open
Open
Open
Open
Orders
Deliveries
Billing documents
Items (accounts receivable)
Dynamic credit limit with credit horizon
check (future dates)
 Credit check to maximum document value
(per order)

January 2008
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The Rushmore Group, LLC 2008. All
rights reserved.
77
Shipping Functions

Shipping Point Determination
◦ The shipping point is selected for each line
item based on the shipping point determination
process
◦ Shipping point selection is based on:
–Shipping condition
–Loading group
–Delivering plant
January 2008
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The Rushmore Group, LLC 2008. All
rights reserved.
78
Shipping Functions

Route Definition
◦ Define delivery method and the transit time
 ‘Dummy’ routes can be used to easily define
transit time

Route Determination
◦ Proposed route is chosen using
–Shipping point
–Destination country
–Transportation zone
–Shipping condition
January 2008
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The Rushmore Group, LLC 2008. All
rights reserved.
79
Revenue Assignment Determination
Transfers billing values from the Sales and
Distribution to Finance
 Used to recognize revenue
 Keys used to allocate revenue to the
proper account

January 2008
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The Rushmore Group, LLC 2008. All
rights reserved.
80
Automatic Account Assignment

Defines the G/L accounts that billing
entries are posted to — revenue, sales
deductions, surcharges, freight charges,
etc.
Application
Condition
Type
Chart of
Accounts
Sales
Organization
Customer
Account Group
Account
Key
General Ledger
Account
V
KOFI
C001
S001
01
ERL
600999
Sales
Condition
Tables
Sales
Document
Sales
Document
Customer
Master
Pricing
Procedure
Chart of
Accounts
January 2008
© SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights
reserved.
81
Sales & Distribution
Master Data
PEN, Inc.
EGN 5620
Enterprise Systems Configuration
(Professional MSEM)
Fall, 2011
Enterprise Structure in Pen Inc.
Credit Control
Area (C _ _ _)
Client (700)
Fiscal Year
Variant (2011)
Chart of
Accounts (C _ _ _)
Company
Code (C _ _ _)
Controlling
Area (C _ _ _)
Plant
(P _ _ _)
SL10 SL20
Shipping
Point (S _ _ _)
Sales
Org. S _ _ _
Distribution
Channel (RE, WH)
Division (01)
Sales Area (S _ _ _)
Customer Master Address Data:
Customer Master Sales Areas Data:
Customer Master Price Data:
Customer Master Credit Data:
Assign Sales Areas to Price
Procedures:
To link sales area to a pricing procedure. The RVAJUS
pricing procedure is the standard USA pricing procedure
with jurisdiction code.
In the pricing procedure, prices are assigned to individual
line items in sales order as well as discounts, surcharges,
etc.
SOrg
DChl
Dv
DoPr
CuPP
PriPr
S_ _ _
RE
01
A
1
RVAAPC
S_ _ _
WH
01
A
1
RVAAPC
Revenue Account Assignment Key
Used to to automatically post revenues when
the billing document.
 Used to post revenues to the General Ledger
Account at time of billing.
 Which account to be posted is determined by a
combination of:

◦ Sales Organization,
◦ Account assignment key, and
◦ Account Assignment Group (Customer Master)
App
CndTy
ChAc
SOrg
AAG
ActKy
G/L Account
V
KOFI
C_ _ _
S_ _ _
01
ERL
600_ _ _
V
KOFI
C_ _ _
S_ _ _
01
ERS
610_ _ _
Exercises:
128. Create Sales Revenue Account
129. Create Sales Revenue Deductions Account
131. Create Customer
132. Create Ship-to-Party
133. Assign Ship-to Party to Customer
134. Create Material Prices
135. Create Customer Specific Material Price
136. Create Customer Discount
137. Establish Credit Limit for Customers
138. Assign Sales Areas to Pricing Procedure
141. Create Shipping Point Determination
142. Create Account Assignment Key
143. Check Stock Status
211A: Maintain Cost Center Standard Hierarchy