SAP Sales overview Please visit www.saptutorials.in for online training

1. SAP SALES OVERVIEW
SD Sales

2. SD- SALES
OBJECTIVES
• Know what documents are available in the Sales and
Distribution module
• Know the different functions of a sales document
• List the standard sales document types
• Understand the structure of a sales document
• Demonstrate the input tools and how they are used

3. DOCUMENTS IN SALES AND
DISTRIBUTION PROCESSING
Pre-Sales Activity
Inquiry
MM
Quotation
MM
Returns
Delivery
MM, FI
Invoice
FI
Scheduling
Agreement
Contract
Sales Order
MM, FI
Delivery
Free of Charge
Subsequent Dlvry
Free of Charge
Shipment
Debit Memo Credit Memo
Sales Support
Sales
Shipping
Billing
Integration
Points:
= MM
= MM
& FI
= FI

4. STRUCTURE OF A SALES DOCUMENT
Customer: 6
Order: 590
Requested Delivery: 01/31/99
Net Value: $5,000 USD
1. Material ABC
Quantity 10
01/31/99 10 ordered 10 confirmed
2. Material XYZ
Quantity 20
01/31/99 20 ordered 0 confirmed
02/10/99 0 ordered 20 confirmed
Header
Items
Schedule
Lines
}
}

5. FUNCTIONS OF A SALES DOCUMENT
Delivery
Scheduling
Sales Information
System
PricingText
Output
Delivery
Incompletion
Procedure
Partner
Determination
Number
Assignment
Billing
Sales
Document

6. STANDARDISED SALES DOCUMENT TYPES
Standard Order
Delivery
Free of Charge
Debit/Credit
Memo Requests
Quotation
Inquiry
Scheduling
Agreement
Returns Contract
Rush Order Cash Sale
Sales
Document
Types

7. IN = Inquiry
QT = Quotation
AV = Quotation for
contract
SI = Sales information
OR = Standard order
SO = Rush order
CQ = Contract
CO = Scheduling agreement
Sales
Phase
RE = Return
delivery
DR = Debit memo request
CR = Credit memo request
SD = Subsequent delivery
free of charge
FD = Delivery free of
charge
Complaint
Processing
Pre-Sales
Phase
Sales
Cycle
SALES DOCUMENT TYPES

8. In the IMG:
Definition of SO - Rush Order
Immediate delivery: X
Default Delivery type: LF
The delivery is created
automatically when the
Rush Order is saved
SO - Rush Order
Sales Order: 250
Customer: 6
XYZ 20 PC
A9 10 PC
LF - Delivery
Delivery 80000397
Customer: 6
XYZ 20 PC
A9 10 PC
Created by
Standard Processing
F2 - Billing Doc.
Billing Doc. 90000071
Customer: 6
XYZ 20 PC
A9 10 PC
RUSH ORDER PROCESSING

9. Created
Automatically
Created by
Standard Processing
BV - Cash Sale
Sales Order: 2310
Customer: 6
XYZ 20 PC
A9 10 PC
BV - Billing Doc.
Billing Doc. 90000071
Customer: 6
XYZ 20 PC
A9 10 PC
BV - Cash Sale
Immediate delivery: X
Delivery type: BV
BV - Delivery
Delivery 8000 0397
Customer: 6
XYZ 20 PC
A9 10 PC
Invoice
CASH SALE PROCESSING

10. Assigned Sales Document Types:
1. Quotation
2. Standard order
3. Delivery free of charge
4. Return
(Sales area (ESUS/DR/EL)
ASSIGNMENT OF SALES DOCUMENT
TYPES TO ORGANIZATIONAL LEVELS
Sales Organization: Distribution Channel: Division:
ESUS DR EL

11. ASSIGNMENT OF SALES DOCUMENT
TYPES TO ORGANIZATIONAL LEVELS
Sales
Document
OR
Type
Valid
for
Organisational Units
Sales Organization:
ESUS
Distribution Channels:
WH & DR
Division:
EL

12. PROPOSAL OF ORDER DATA
FROM MASTER DATA
Customer Master
Name
Address
Pricing
Shipping Requirements
Payment Terms
Output
Plant
Material Master
Cost
Delivery Control
Plant
Weight/Volume
Availability Check

13. TABLE CONTROL
“Table
settings” icon

14. TABLE CONTROL
(CONTINUED)

15. ORDER ENTRY USER INTERFACE

16. Sales Order
Sold-to Party: National Office Supplies INC.
Item Material Delivery Date
1 Paper 03/15
2 Pens 03/17
3 Folders 04/12
DELIVERY GROUPS
Sales Order
Sold-to Party: National Office Supplies INC.
Item Material Delivery Date
1 Paper 04/12
2 Pens 04/12
3 Folders 04/12
Delivery Group

17. CREATE WITH REFERENCE

18. INCOMPLETE ORDER PROCESSING
Incompletion Log
Missing Data =
Item 10: P.O. #
(Add
P.O.#)
Document
cannot
be saved unless
P.O. # is added

 Document can be
saved but blocked
for:
• Delivery
• Billing
• Referencing by
subsequent
documents
Sales Order #: 638
Sold-to-party: 6
Purchase Order #:
Item 10:
Material: Mat2
Item 20:
Material: Mat3

19. Incomplete Orders
for
Sales Organization: ESUS
Sales order numbers:
245
253
312
Select orders
for completion
Save
Enter data
Update list
LIST OF INCOMPLETE ORDERS

20. EFFECT OF INCOMPLETE DATA
No
delivery
or
billing
Incomplete:
Terms of Payment
No billing
Incomplete:
Shipping
Point
No delivery
Incomplete:
Terms of Payment
Shipping Point
No delivery
or billing

21. INPUT TOOLS
Sold-to party 6
Purch.Ord.no. PO-123
Req.deliv.date 04/15/00
Sales Order 12
Item
10
20
Quantity
40
50
Material
M1
M2
Proposal of data from master records
Matchcodes
Proposal of plant
Proposal of data from tables
Product proposal
Customer-material information record
Fast change
Material listing/exclusion
Material determination (product selection)

22. PRODUCT PROPOSAL
Proposed Material
or
Material + Quantity
Customer Master
Sold-to party: 6
Product Proposal
Item
10
20
30
Material
MatA
MatB
MatC
Quantity
40
50
30
Sales Order #: 514
Sold-to party: 6
Item
10
20
30
Material
MatA
MatB
MatC
Quantity
40
50
30

23. CROSS SELLING
Cross selling asks the question-
“How can we get our customers to buy more?”
“May we suggest some other products
you might be interested in?”

24. CROSS SELLING- CONTINUED
▪ Cross selling agreements are stored as condition records.
▪ Several important fields on the cross selling condition record are:
▪ validity period of the agreement
▪ substitute material
▪ alternative material

25. Sold-to party: 6
Cust. Mat’l # Order Quantity Date
Material Description
123 50 12/10/00
XYZ Board Assembly
Customer: 6
Sales Organization: ESUS
Distribution Channel: DR
Material Description Cust. Mat’l #
XYZ Board Assembly 123
Customer-Material Information Record
Sales Order (“Ordering Party” Overview)
CUSTOMER-MATERIAL INFORMATION RECORD

26. MATERIAL LISTING
Payer: P6
Sold-to Party: 8Sold-to Party: 6
Customer
6
6
P6
P6
Material
711
712
711
713
Material Listing
Sold-to Party
Payer
: 6
: P6
Item
10
20
30
Material
711
713
714
Sales Order:
515
Sold-to Party
Payer
: 8
: P6
Item
10
20
30
Material
711
712
713
Sales Order:
516

27. MATERIAL EXCLUSION
Customer
6
6
P6
P6
Material
711
712
711
713
Material Exclusion
Sold-to Party
Payer
: 8
: P6
Item
10
20
30
Material
711
712
713
Sales Order:
520
Sold-to Party
Payer
: 6
: P6
Item
10
20
30
Material
711
713
714
Sales Order:
519
Payer: P6
Sold-to Party: 8Sold-to Party: 6

28. MATERIAL DETERMINATION
Material
Requested:
339
Promotion
Material
Substituted:
439
Sales
Order: 910
Item Material
20 339
439

29. ITEM CATEGORIES
Material, text,
or text/value item
Relevance for
Delivery
Separate
Business Data
Relevance
for Billing
Delivery
Scheduling
Item
Category
Pricing

30. AF = Inquiry
TA = Sales Order
AG = Quotation
RE = Returns
Standard Item
Item Free of Charge
Non-stock Item
Text Item
AFN
AGN
TAN
AFNN
AGNN
TANN
AFX
AGX
TAX
AFTX
AGTX
TATX
ITEM CATEGORIES

31. ITEM CATEGORY DETERMINATION
Sold-to Party: 6
Sales Document Type:
Inquiry
Item Material Item Category
10 XYZ AFN
(Standard item)
Item Material Item Category
10 XYZ TAN
(Standard item)
Sold-to Party: 6
Sales Document Type:
Standard Order
Material Master
Material Item Category Group
XYZ NORM

32. CONTROL VIA THE ITEM CATEGORY
Sold-to Party: 6
Sales Document Type:
Order
Sold-to Party: 6
Sales Document Type:
Inquiry
Item Material Item category
10 XYZ AFN Standard Item
20 XYZ AFNN Item free of charge
Credit Not Active,
Not relevant
for billing
Pricing and
Credit Not Active
Item Material Item category
10 XYZ TAN Standard Item
20 XYZ TANN Item free of charge
Credit Active,
Relevant
for billing
Pricing

33. SERVICES AND REBATES IN KIND
Sold-to Party: 6
Standard Order #: 695
Item Material Quantity Item Category Higher-
Level Item
10 XYZ 50 TAN Standard item
20 XYZ 2 TANN Item free of charge 10
30 ABC 1 TANN Item free of charge
40 A9 6 TAX Non-stock item

34. DETERMINATION OF THE ITEM
CATEGORY FOR THE SUB-ITEM
Sold-to Party: 6
Item Higher-
Item Material Category Level Item
10 XYZ TAN
(Standard
item)
Standard Order #: 695
Item Higher-
Item Material Category Level Item
10 XYZ TAN
(Standard
item)
20 XYZ TANN 10
(item free
of charge)
Standard Order #: 695
Sold-to Party: 6
Material Master
Material Item Category Group
XYZ NORM

35. Sales Documents
XYZ 100 50 ea.
Material Qty Rate Material Qty Rate
Exclusive Agreement
Example: For every 100 pcs of
XYZ, an additional 10 pcs of ABC
will be delivered free of charge.
ABC 10 0
XYZ 100 50 ea.
System applies condition technique
during order processing
Material Qty Rate Material Qty Rate
Inclusive Agreement
Example: On orders from 100
pcs, 10% of the order will be
delivered for free.
XYZ 90 50 ea.XYZ 100 50 ea.
XYZ 10 0
System applies condition technique
during order processing
Free Goods Promotions

36. FREE GOODS CONFIGURATION
AND MASTER RECORDS
Free Goods Agreement Key Sales Org. D.Chnl. Customer Material
ESUS DR 6 XYZ
Validity Period From: 06/01/1998 To: 12/31/1999
Material Min. For Add In% Calc. Free Goods Delivery
Qty. Qty. Rule Type Rule
XYZ 10 10 PC 1 PC 10.00% 1-Ratio 1-Inclusive B
Material Qty Rate Itm Cat Material Qty Rate Itm Cat
XYZ 90 50 TANXYZ 100 50 TAN
XYZ 10 0 TANN
Initial Sales Order Entry System finds above agreement
and applies it to the order

37. SCHEDULE LINE CATEGORIES
Incompletion
Log
Availability
Check
Transfer of
Requirements
Delivery
Block
Relevance
for Delivery
Schedule
Line Category

38. SCHEDULE LINE CATEGORIES
Inquiry schedule line
Deterministic MRP
No inventory management
No goods issue
No MRP
Consumption-driven MRP
Returns
AT
BN
CN
BP
CP
BT
CT
BV
CV
DN
A = Inquiry
B = Quotation
C = Sales Order
D = Returns

39. Standard Order #: 516
Sold-to party: 6
Item Schedule
Material Category Line Category
ABC TAN CP (with re-
(Standard quirements/
item) relevant for
delivery)
Material Master
Material MRP Type
ABC PD
Material Master
Material MRP Type
XYZ ND
Sold-to Party: 6
Standard Order #: 517:
Item Schedule
Material Category Line Category
XYZ TAN CN (without
(Standard requirements/
item) relevant for
delivery)
SCHEDULE LINE CATEGORY DETERMINATION

40. CREATING AN INQUIRY
Inquiry
Sold-to Party: 6
Valid from: 9/15/99 Valid to: 12/31/99
Item Material Quantity Description
10 XYZ 100 —
20 — 50 Board assembly
Material entered only with description text -
no material master record required

41. Inquiry Currency Valid from Valid to
235 USD 12/20/99 2/20/00
267 USD 1/1/99 6/30/00
LIST OF INQUIRIES TO BE PROCESSED
Sold-to Party: 6
Material: XYZ
Valid from: 12/10/99 To: 6/30/00
Inquiry Data
Document Date: 12/10/99 To: 3/15/00
Selection Criteria
x Open inquiries
All inquiries

42. CREATING A QUOTATION
WITH REFERENCE TO AN INQUIRY
Sold-to Party: 6
Item Material Quantity
10 XYZ 100
20 ABC 150
30 A9 200
Quotation
Inquiry
Sold-to Party: 6
Item Material Quantity
10 XYZ 100
20 ABC 150
30 A9 200
Created with
reference to:

43. ALTERNATIVE ITEMS
Sold-to party : 6
Valid from : 09/25/99
to : 10/25/99
Item Material Quantity Alternate Item
10 XYZ 500
20 ABC 500 10
30 A9 500 10
Quotation

44. PROBABILITY
Customer
6
80 %
Sales Document Type
30 %
Probability
of
Sale
24 %X =
6
80 % 70 % 56%X =
(QT)
Quotation
(IN)
Inquiry

45. Reason for
Rejection
REJECTING AN INQUIRY/QUOTATION ITEM
Order
Sold-to Party: 6
Quotation
Sold-to Party: 6
Item Material Quantity
10 XYZ 70
20 ABC 60
30 A9 50
Item Material Quantity
10 XYZ 70
20 ABC 60
02

46. Contract Scheduling
Agreement
OUTLINE AGREEMENTS

47. QUANTITY CONTRACTS
Contract
Sold-to Party: 6
Net Value: $5,000.00 USD
Item Material Target Quantity
10 XYZ 125
20 Mat3 200
30 ABC 50
Contract Start Date:
End Date:

48. RELEASING A CONTRACT
Deliveries
Deliveries
Deliveries
Order
Order
Order
START
END Contract

49. Value Contracts
Value Contract #40000001
Sold-to Party: 6
Description: Acontract with Hughes Aircraft
Valid from: 06/01/1999 Valid to: 12/31/1999
Item Target Value Released Value Product Hierarchy
10 $2,000 $500 00025 Fasteners
Order #301
Sold-to: 76 - Hughes Aircraft NY
Item # Material Quantity
10 HEXBOLT 1000
20 HEXTSCREWS 500

50. PARTNER AUTHORIZATIONS
Release Order #301
Releasing Partner: 76 Hughes
Aircraft, NY Branch
Contract 4000001
Sold to Party: 6 - Hughes Aircraft
Head OfficeRule A: Check
against Contract
Partners
Rule B: Check against
Customer Hierarchy
- OR -
Contract 40000001
Header Partners
SP,BP,PY - 6
AA (Release Order Sold
to’s) 71, 76, 75
AW (Authorized Ship-to’s)
81, 82
Customer Hierarchy
6
76
78

51. SCHEDULING AGREEMENT
Scheduling Agreement
Sold-to Party: 6
Valid from date: 8/1/99
Valid to: 11/30/99
Target
Item Material Quantity
10 ABC 500
Order Confirmed Delivered
Date Quantity Quantity Quantity
9/12/99 100 0 0
9/14/99 0 100 100

52. Deliveries
De
DELIVERING A SCHEDULING AGREEMENT
Scheduling
Agreement
D
Deliveries
Deliveries
Deliveries
Deliveries

53. CONTRACT DATA IN SALES DOCUMENTS
Contract data
Contract start date: 01/07/99
Contract end date: 12/31/99
Installation date:
Acceptance date:
Contract signed:
Dismantling date:
Requested cancellation date:
Cancellation party:
Receipt of cancellation:
Sales Document Type: CQ
Quantity Contract
Contract Data Allowed: 3
Customer: 6
Item Material Quantity
10 XYZ 100
Header
Item

54. POSSIBILITIES FOR COPYING
SALES DOCUMENTS
Quotation
Inquiry
Quotation
Quotation
Inquiry Inquiry

55. Shipping Point
SHIPPING POINT
Delivery #
Order #

56. SHIPPING POINT DETERMINATION
Shipping
Conditions
01 Shipping
Point
(Proposal)
Possible
Shipping
Points
Sold-to
Party
Sales Order
Shipping conditions : As soon as possible At lowest cost At lowest cost
Loading group : Forklift Forklift Forklift
Plant : CSPL CSPL CSWH
Shipping point : UPSS MAIN FEDX
MAIN
UPSS
FEDX
Loading
Group
(Forklift)
Plant
CSPL
Material
Order
Item

57. ROUTE
= Transportation
Connection Points
Pennsylvania New York London Manchester
Stage 1 Stage 2 Stage 3

58. ROUTE DETERMINATION
Route
From Where?
How?
What?
To Where?
Shipping Point’s
Country and Zone
Sold-to Party’s
Shipping Conditions
Material’s
Transportation Group
Ship-to Party’s
Country and Zone

59. DELIVERY AND
TRANSPORTATION SCHEDULING
Transit Time
Loading
Time
Transportation
Lead Time
Pick/Pack
Time
Wednesday
June 3
Material
Availability
Date
Monday
June 1
Order
Date
Monday
June 8
Loading
Date
Tuesday
June 9
Goods
Issue
Date
Friday
June 12
Requested
Delivery
Date
Thursday
June 4
Transportation
Scheduling
Date

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training