SAP AG 2003

Sales Process

Contents:

Sales - A/R

SAP AG 2003

Model the sales process in the system

Use the pick and pack functionality

Model a drop ship process

At the conclusion of this unit, you will be able to:

Sales – A/R: Unit Objectives

SAP AG 2003

Sales – A/R: Course Overview Diagram

Cross-Functionality

Master Data

Sales Opportunities

Fundam

enta

ls o

f SA

P B

usi

ness

One

Purchasing – A/P

Sales – A/R

Production

Inventory Transactions

SAP AG 2003

The company has set customer satisfaction as its top priority and wants to streamline its processes to make sure that its customers’ demands can be met as quickly as possible.

In addition to sports equipment, the company offers a wide range of services, including delivery, assembly, and maintenance services.

Sales – A/R: Business Scenario

SAP AG 2003

Describe the documents and functions used in the sales process

Follow the changes in stock during the sales process

Display and evaluate sales analyses

Model sales for one-time customers

At the conclusion of this topic, you will be able to:

Sales Process: Topic Objectives

SAP AG 2003

Sales Process - Overview

(1.) The available quantity is reduced by the sales order quantity.

(2.) The warehouse stock is reduced if youdid not create a delivery note beforehand.

Order

Accounting(Value)

Quotation Delivery

Warehouse(Quantity) (1.) (2.)

A/R Invoice

Base document

Target document

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Sales Documents and Their Properties

Delivery Order

Quotation

OrderQuotation

A/R Reserve InvoiceQuotation

XX

A/R Credit Memo

Returns

X(If No Reference to

Delivery)

X(Goods Issue)

X (1)X

X

(1) Can be disabled in Administration

Quantities Postedin InventoryManagement

Sales Documentfor Correction

Values Postedin GeneralLedger

Reference WhenAdded

Change/Reverse

Sales Document mustbe Created in theSystem

A/R InvoiceDeliveryOrderQuotation

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Functions in Sales – A/R

XX

XXXX

XXXX

XXXX

X(X)*

XXXX

XXX

A/R InvoiceDelivery OrderQuotation

Serial Number andBatch Management

Gross Profit andPrice History

Create DocumentTemplates

Create Contacts

Link to TransactionJournal

Release Procedures

Credit Limit Check

* With continuous warehouse valuation

1 Can be configured under Administration

(X)1

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Automatic Summary Wizard

Target Document

Items

Services

A/R InvoiceOrderDeliveryReturns

Base Documents

Quotation Reference DateValue DateSales EmployeeTotal Amount

Order

Delivery

(Selection dependson target document type) Selection Criteria

Business Partner

C1000

C1002

C1003

C1004

Messages and Alerts

Missing Data

Bookkeeping

Inventory

Target Documents

• Errors• Warnings• Remarks

Auto Summary Report

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Sales to One-Time Customers

Menu

Administration

Sales

Default Customer for A/R Invoice + Payment

C9999 One-Time Customer

Definitions Financials G/L Account Determination

C9999

A00001A00001

Customer

Item No. Item Description

A00002A00002Twin SeaterTwin Seater

Three SeaterThree Seater

......

Michael KramerMichael Kramer

Main 9855Chicago TX 65095

Name

Ship To

Balance Due USD 1303.84AddAdd

A/R Invoice + Payment

Payment Means

Check

Bank Transfer

Credit Card

Cash

USD 1000.00USD 1000.00

USD 303.84USD 303.84

USD 1303.84Balance Due

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Sales Process with Pick and Pack 1/2

OrderQuotation

Release List Report

PickPick

Orders to be Picked

Pick List

Update Pick List with Picked Quantities

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Sales Process with Pick and Pack 2/2

OrderQuotation

Delivery A/R Invoice

Release List Report

PickPick PackPack

Orders to be Picked

Picked Orders

Pick List

Update Pick List with Picked Quantities

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Returns

Order Delivery

Returns

Quotation

5050

StockCOGM

50

COGM

50

Stock

General Ledger(Value)

Warehouse(Quantity)

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5050

StockCOGM

Credit Memo

Order

General Ledger(Value)

Warehouse(Quantity)

DeliveryQuotation

A/R Credit Memo

A/R Invoice

RevenuesCustomer

100100

100

Customer

100

Revenues

50

COGM Stock

50

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A/R Reserve Invoice

(1.) The quantity available is reduced by the sales order quantity.

Order

Accounting(Value)

Quotation A/R ReserveInvoice

Warehouse(Quantity) (1.)

Delivery

Base Document

Target Document

(2.) The quantity available is reduced if youdid not create a sales order beforehand.

(2.)

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Stock Changes in Sales

Quotation

Order + -Delivery for order - -Separate delivery (w/oreference to order) - -

A/R Invoice for delivery

Separate A/R Invoice (w/o reference to delivery) - -

Returns + +A/R Credit memo + +

Sal

es /

AR

Model Report: Stock Situation

In Stock - Committed + Ordered = AvailableTransaction

A/R Reserve Invoice for Order

Pick List

A/R Reserve Invoice (w/o reference to order)

Delivery for A/R Reserve Invoice

+ -

- -

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Link Sales Order to Purchase Order

Contents Accounting

Purchase Order

Logistics

Order

Add/UpdateAdd/Update

Confirmation Form

>>>>>>

>>>>

Item

A00001Card Code WH Qty Price

A00002

Item

A00001Card Code WH Qty Price

A00003V001

V002 01

01150

200

100 V001 01 100299189

155

189A00003 150 299

Data from Sales Order

Data for Purchase Order

Move All Items

Move Only Selected Items

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Drop Ship

Order

A00001A00001

Item No. Description

……

Quantity

2020 0404

AddAdd

Menu

Inventory

Batches

Definitions

Define Warehouses

Drop Ship

General0404WH

WH

Confirmation Form

A00001A00001 …… 2020

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Commissions (1/2)

Menu

Administration

Definitions General Define Sales Employees

Set Commission bySales PersonsItemsCustomer

Sales

System Initialization General Settings

Monica PriceMonica Price 5%5%Commission

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Commissions (2/2)

Menu

Administration

C00002C00002

A00001A00001

Customer

Item No.

Invoice

Item Description

A00002A00002Twin SeaterTwin Seater

Three SeaterThree Seater

Sales Employee Monica PriceMonica Price

......

Search Order:1. From business partner2. From user settings3. Standard sales employee

Query

5%5%Commission

Set Commission bySales PersonsItemsCustomer

Sales

System Initialization General Settings

Definitions General Define Sales Employees

Monica PriceMonica Price 5%5%Commission

SAP AG 2003

Sales Analyses in SAP Business One

Examples What are the sales figures per customer? Which customer is the most

profitable? Which product is most successful? Which is the most profitable? How are

the sales figures distributed among the quarters? Which products does a certain customer prefer? How successful are our sales staff? How well does a particular sales

employee sell one item in comparison to another one? How are the sales figures per employee and item distributed over the entire year?

Customers Items Sales employees A combination of the above

Sales analyses provide information on sales according to the following criteria:

SAP AG 2003

Model the sales process in the system

Use the pick and pack functionality

Model a drop ship process

You are now able to:

Sales/AR: Unit Summary