saptraining sd03 salesdocumentmanagement 120615060802 phpapp02

24/09/2007

SAP Training : SD03

SALES DOCUMENT MANAGEMENT

Agenda

IntroductionBasics of a Sales TransactionWorking with Sales DocumentsSales Document TypesItem CategoriesSchedule Line CategoriesData FlowIncompletionBusiness Partner and Partner DeterminationOutline AgreementsMaterial DeterminationFree GoodsSummaryAppendix

Introduction

After this training, you will be able to :

Explain how sales links into the SD process,

Describe the features of a sales document,

Understand the way to work with sales documents,

Be familiar with the main available functionalities thr ough the sales document management.

Agenda

IntroductionBasics of a Sales TransactionWorking with Sales DocumentsSales Document TypeItem CategoriesSchedule Line CategoriesData FlowIncompletionBusiness Partner and Partner DeterminationOutline AgreementsMaterial DeterminationFree GoodsSummaryAppendix

Basics of a Sales Transaction

Every sales activity is recorded with a sales document.In sales, you can represent different business processe s with specifically designedsales document types (inquiry, quotation, sales ord er…).

Processes in Sales and Distribution

Basics of a Sales Transaction

The sales document you create are individual documents but they form part of a chainof interrelated documents.Through the sales activity, you determine all the nece ssary information for the nextsteps of the entire process, such as shipping and bill ing.

Where does Sales fit into the Sales and Distribution P rocess ?

Agenda


Working with Sales DocumentsIntroduction

In this part, we focus on :

The presentation of the main sales documents,The structure of a sales document,The data location in a sales document,The different origins of data in a sales document,How to modify a sales document.

Note : All these features are common to all sales documents .

Working with Sales DocumentsAbout Sales Documents

There are four groups of sales document :Pre-sales document : inquiries and quotations .Sales orders .Outline agreements : contracts and schedule agreements .Customer complaints and problems : free of charge de liveries, credit memo request.

Inquiry : a customer’s request to a company that they provide a quotation or sales information without obligation .Quotation : presents the customer with a legally binding offer for delivering products within certain fixed conditions (pr ice..). This offeris legally binding for the company within a certain peri od (not the customer ).Sales order : a contractual agreement between a sales organizationand a sold-to party about delivering products for defined prices, quantities and times.Schedule agreement : outline agreement with the customer containingdelivery quantities and dates.Contract : outline agreement with the customer that displays whenmaterials are sold within a certain time period.

Working with Sales Documents

The sales document consists of a document header and as many items asrequired.Each item with delivery requirements must contain at leas t one schedule line.

How Sales Documents are structured ?


Data stored at item level is specific to the item.Depending on settings in Customizing, header data ca n be manually changedat item level data.

Data location in Sales DocumentThe header document contains general data and default values that are val idfor the entire document :

Sold-to-party, payer, ship-to-party,Currency,Pricing procedure…

Each item contains data about the goods and services ordered by the customer :

Material number,Target quantity,Price,Terms of delivery and paiement…

Data for shipping and procurement is located at schedule line :Delivery date,Confirmed quantity…


During data input for sales documents, the system sp ecifies default values by analyzing different sources of information : master d ata, Customizing, existingdocuments.These values can be manually changed in the sales docume nt : each manualmodification is only efficient in the sales document.

Entering Sales Document : Sources of information.


Each sales document is assigned to a unique sales area .The sold-to-party is a mandatory sales document data.

Entering Sales Document : Sales Area Determination.

When you create a sales order, you do not need to specif y a sales area : the system can automatically derive it from the s old-to-party.

If there is a master data for the sold-to-party in se veral sales areas, a selection screen appears where you van choose the sales a rea yourequire.

If you manually specify a sales area, the system will c heck the existence of a master data for the sold-to-party in your sales area.

You can also create the master data record for a new s old-to-party from within the document creation transaction.


Because the system will frequently access to these data, it is advisable to store as much data as possible in master data record s. In fact, this will saveyour time during order entry and help you to avoid incor rect entries.

Entering Sales Document : Proposing Data from Master D ata.


If the sold-to party cannot be determined, the system issues an error message.

Entering Sales Document : Business Partners from Custo mer Master.

The essential business partners in a sales transacti on are :The sold-to party ,The ship-to party ,The payer ,The bill-to party .

These business partners play various roles (called partner function ) in the business process.If you enter the sold-to party, the system determine s the otherpartners from the sold-to party.You can specify a ship-to party instead of the sold-to party : the system then determines the sold-to party from the ship -to party.


The business data is taken from the master data record s for the differentcorresponding business partners.

Entering Sales Document : Proposing Data from Customer Master.


You can define business data (payment condition, incot erms…) at the document header or for each item.You can decide in Customizing for each item category whe ther the businessdata at item level can differ to these at header level.

Entering Sales Document : Business Data.


When you enter an item to be delivered, the system att empt to determine adelivering plant from the master data considering a pr ecise sequence.You can manually change this plant.If the system is unable to specify a valid plant, no sh ipping point will bedetermined and so no delivery will be created.

Entering Sales Document : Proposing Plant automatical ly.

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Working with Sales DocumentsChanging Sales Document : different Options.

Different options are available for changing document data :Fast changes in document,Changing several documents,Blocking documents,Rejecting documents.

Fast changes in document : allows you to change several or all items in a sales document at the same time.Changing several documents : using the document list you canchange sevral documents at the same time.Blocking documents : you can block specific documents for subsequent process steps (shipping or billing).Rejecting documents : you can reject items in a document. This blocks them from being copied to subsequent document.


In sales documents, you can block transaction for shi pping or for billing at everylevel.In Customizing, you define each block and configure it s detailed effects on thesubsequent process steps.

Changing Sales Document : Focus on Blocks.


In sales documents, you can enter a reason for rejecti on for one or several items.You can create a suitable copying requirement in copying control to prevent theseitems to be copied into subsequent documents.These reasons for rejection can be audited by the market ing departement toimprove their sales strategies.

Changing Sales Document : Focus on Rejections.


A sold-to party is always required in a sales document .

Changing Sales Document : Focus on Sold-to Party.

It is impossible to change the sold-to party if there are :Status-relevant preceeding documents,Subsequent documents.

When the sold-to party is changed, a variety of data i s redetermined :Customer master,Customer-material info record,Texts,Prices,Ouput,Plant and shipping point.

Agenda


Sales Document TypeIntroduction

The system provides you three types of data for controllingsales documents . Data is defined on three different levels :

According to sales document type ,According to item category ,According to schedule line category .

In this part, we focus on :The different elements that control the sales document type,The different sales document types used in SAP,The functions of the sales document type,The main Customizing settings for the sales document type.

Sales Document Type

The sales document type is the available object for co ntrolling salesdocuments at header level.

What for ?

In sales, there are different business activities whic h have theirown features that affect the entire sales process.

Sales document type is the solution provided by the system to represent these different sales activities.

They are specifically designed to meet your business requirements and allow you to distinguish, for example , a simple customer’s request from a contractual agreement.

Sales Document Type

Sales process are controled by Customizing. This one can be done at header,item or schedule line level.You need to configure the system to forward data from the sales document tosubsequent documents using copying controls.

Controlling Business Processes in Sales

Sales Document Type

The procedure of a basic function is mainly linked to th e document type.You can fine-tune these settings at each level in the sa les document.

Basic Functions in Sales Document

The sales document is not completly configured until yo u have processed all of the necessary sales functions ( basic functions ). These includes :

Partner determination,Pricing,Output determination,Text determination,Material determination,Delivery scheduling,Incompleteness checks,Credit management…

After configuring documents types and basic functions procedures, you have to assign theses procedures to the sales docum ent type.

Sales Document Type

In Customizing for the sales document type, you confi gure settings thatinfluence the sales process.

Customizing for the Sales Document Type

Sales Document Type

The system delivers different document types which are already rightconfigured to represent different business processes.Advice : To avoid difficulties, you should generate a new docume nt type bycopying an existing one with similar functions !

The main SAP Sales Document Types

Sales Document Type

You can restrict the validity of your sales document ty pes for certain salesareas.It provides you a simple solution to differentiate you r main sales processes(ex : export sales vs domestic sales).

Assign Sales Document Types to Sales Areas

You have to define which sales document types are val id in which :

Sales organization,Distribution channels,Divisions.

You can restrict the usage of sales document types at the sales area level (sales organization, distribution channel and division).

Sales Document TypeCustomizing Information

Sales document type definition :IMG : Sales and Distribution >> Sales >> Sales Documents >> SalesDocument Header >> Define Sales Document types

AssignAssign sales document type to sales area :sales document type to sales area :IMG : Sales and Distribution >> Sales >> Sales Documents >> Sales Document Header >> Assign Sales Area to Sales Document Types >> Assign sales order types permitted for sales area

Agenda


Item CategoryIntroduction



In this part, we focus on :The important control parameters for item categories ,The configuration of the system to assign automatica lly item categories in a sales document ( item category determination ),The control settings for Bills of Material in sales document.

Item CategoryWhat for ?

In a sales process, the same material can be concerned b y different sales activities : we need to process the same productdifferently in a customer’s request and in a definitiv e sales order.The system uses the item category to process the samematerial in different ways in each sales document type .For example, using the item category, a material will be pricedand not relevant for delivery in an inquiry while it wi ll be free of charge and relevant for delivery in a sales order.

The item category is the available object for controlli ng sales document atitem level.

Item Category

Different item categories are delivered with the system to support differentbusiness processes.

Examples of Item Category

Item Category

Item category controls what the item does in the sales document and in anylater processing for that business transaction.

Item Category functions

Item CategoryItem Category functions

The essential characteristics of an item category dec ide :Whether business data in the item can be different from the header data,Whether princing applies to the item,Whether and how an item is billed,Which incompleteness log is used to check the item data ,Whether the item refers to an other item or is only used as a text,…

You can define your own item categories.

To do this, you should always copy existing item catego riesfirst, and then modify them to meet your requirements.

Item Category

Each item in a sales document is controled by its own it em category.This enables you to :• use different item categories in different sales docum ent,• realize different business processes for each item in a sales document.You can configure the functions of the item categorie s according to yourrequirements.

Controlling the Items in a Sales Document

Item Category

Item categories are assigned to sales document types.The main goal of this assignment is the automatic deter mination of itemcategory when you create a sales document.

Assign Item Category to Sales Document Type

Item CategoryAssign Item Category to Sales Document Type

This assignment is influenced by :The item category group from the material master record,The item usage indicator (Abap program which is in certain cases are set internally),The item category of a higher-level item (in the case of a sub-item).

These 3 parameters allow you to define your solution according to your requirements.

Examples of sub-items :Free goods,Bills of Material (BOM) components,Services,…

Item Category

When you want to sell certain products which consist of se veral components,you can use Bill Of Material (BOM) to stock this struct ure in a sales document.

Bills Of Material (BOMs) in a Sales Document

Item Category

The individual item categories control the function of the BOM in a salesdocument.


For sales, you have to create BOM material with BOM usa ge ‘5’(SD).

In the sales document, you only need to enter the mate rialnumber of the BOM to call all its components.

The system expands the BOMs by automatically generatingsub-items for components .

This function is based on the item category determination .

Item Category

In Customizing fo item categories :• you define and assign item categories for the main item s and sub-items in

the BOM,• you control which items are relevant for pricing and h ow you want to

implement requirements transfer.


Item CategoryCustomizing Information

Item category definition :IMG : Sales and Distribution >> Sales >> Sales Documents >> Sales Document Item >> Define Item Categories

AssignAssign item item categorycategory ::IMG : Sales and Distribution >> Sales >> Sales Documents >> Sales Document Item >> Assign Item Categories

Agenda


Schedule Line CategoryIntroduction



In this part, we focus on :The important control parameters for schedule line ca tegories,The configuration of the system to assign automatica llyschedule line categories to each sales document item.

Schedule Line CategoryWhat for ?

In sales, we sometimes need to answer to specific busine ss questions like :

Do we transfer the customer requirement to the producti on ?Should an availibility check be carried out ?Do we have to manage stocks ?…

The schedule line category allows you to process an item differenty according to the business case.

The item category is the available object for controlli ng sales document atschedule line level.

Schedule Line Category

Different schedule line categories are delivered with th e system to providedifferent control options for items throughtout the s ales process.

Examples of Schedule Line Categories


Schedule line categories are the prerequisite for the delivery process.In the sales document, schedule lines contain delivery date and quantity, aswell as information about requirements transfert and inventory management.

Schedule Line Category Functions


By Customizing for schedule line category, you decide i f :• the schedule line is relevant for delivery or not,• the requirements transfer must be actived or not,• a goods movement must be controlled by a specific moveme nt type.

Controlling Schedule Line Category


Schedule line categories are assigned to item categor ies.The main goal of this assignment is the automatic deter mination of scheduleline category when you create an item in a sales docume nt.This assignment is influenced by the MRP type in the m aterial master record.

Assign Schedule Line Category to Item Category

Schedule Line CategoryCustomizing Information

Item category definition :IMG : Sales and Distribution >> Sales >> Sales Documents >> Schedule Lines >> Define Schedule Line Categories

AssignAssign item item categorycategory ::IMG : Sales and Distribution >> Sales >> Sales Documents >> Schedule Line >> Assign Schedule Line Categories

Agenda


Data Flow

A sales process is represented by a sequence of documen ts.The data flow depends on the copy control settings i n Customizing.

Introduction

In this part, we focus on :The document flow ,How data can be transferred from one document to a subsequent document,The completion rule for item categories to control doc uments created with reference ( completion status ),The copy control settings that influence the flow of data between sales document at header, item and schedule l ine level.

Data Flow

You can create new documents with reference to an exist ing sales documents.The reference document can be choosen from the main sale s document types : inquiry, quotation, sales order, contract, scheduling agreement andbilling document.You can also specify a different requested delivery date for the new document.

Create with reference : Dialog box

Data Flow

When you use the ‘Copy’ button, the full quantities of all items are copied tothe new document.

Create with reference : Copy

Data Flow

When you use the ‘Item selection’ button, you can select one or more items inthe reference document and change the order quantitie s accordin to yourcustomer’s requirements.This allows you to copy partial quantities directly to the new document.

Create with reference : Item Selection

Data Flow

The status of each item in the preceding document can b e updated separately,Depending on the completion rule of the item category.

Completion rules and Reference status

Data Flow

The sales process chain is stored in the document flow.You can view all of the documents within the document flow list.Document flows are updated for the overall document an d for individual items.

Document Flow

Data Flow

In Customizing, you define and restrict the different s teps of your salesprocess using these copy controls.

Copy Control in SD

In copy control, you determine which document types ca n becopied to other document types according to yourrequirements.

So, you can create :A sales document type from a sales document type,A sales document type from a billing document type (c redit memo from invoice),A delivery document type from a sales document type,A billing document type from a delivery document type,A billing document type from a billing document type ( invoice cancellation from invoice).

Data Flow

You must maintain copy control settings that influenc e the flow of data between salesdocuments at header, item and, if necessary, schedul e line level.

To control the copying procedure, at each level you crea te :• data transfer routines (control how fields are copied from the reference document),• copying requirements,• indicators (switches for settings specific controls for each transaction).

Copy Control for Sales Documents

Data Flow

You can store copy requirements at every level in copy c ontrol.The reference document can only be created if all of the se requirements havebeen met. In the opposite case, you define the system ’s reaction (Warning,error message or abort processing)

Copy Control : Focus on Copy Requirements

Data FlowCustomizing Information

Maintain copy control for sales document :IMG : Sales and Distribution >> Sales >> Maintain Copy Control

for Sales Documents

Maintain copy control for shipping :IMG : Logistics Execution >> Shipping >> Copy Control

Maintain copy control for billing document :IMG : Sales and Distribution >> Billing >> Billing Documents >>

Maintain Copy Control for Billing Documents

Maintain routines and requirements :IMG : transaction code VOFM

Agenda


Incompletion

Checking critical data in sales document is essential to ensure that the salesProcess run correctly.

Introduction


The functions that incompletion log provides,

The way to process incomplete sales document,

The way to define incompletion log to meet your requirem ents.

Incompletion

Incompletion log provides an essential function by che cking critical datais entered in sales documents.

Incompletion Log

You can define a list of all data that has not been en tered in a sales document, but that essential for your sales process.

You can control which subsequent functions of the docum ent are blocked, depending on which information is missing in t he document.

You can define whether incomplete sales document can be s aved or not (incomplete message indicator).

Then, the incompletion log is called up automatically when you savethe sales document : it is the opportunity for you to c omplete the document.

IncompletionIncomplete Sales Documents

Incompletion

You can define incompletion procedure for header, item and schedule linelevel.The incompletion procedure is defined in the document t ype for header level.The incompletion procedure is defined in the item catgo ry for item level.The imcompletion procedure is defined in the schedule li ne category forschedule line level.

Controlling the Incompletion Log

Incompletion

You define a status group to decide which steps should be prevented if datais missing.A status group is assigned to each field in the incomple tion procedure : youcan control the effect of incomplete data separatly for each field.

Status of Incomplete Sales Documents

IncompletionListe of Incomplete orders

You can list the incomplete sales orders using the tran saction code ‘V.02’.

Incomplete orders can be called up from the list and completed. When you have finished processing, the syst em automatically returns to the list.

IncompletionCustomizing Information

Create an incompletion log :IMG : Sales and Distribution >> Basic Functions >> Log of

Incomplete items >> Define Incomplete Procedures

Assign header incompletion procedure to document type :IMG : Sales and Distribution >> Basic Functions >> Log of

Incomplete items >> Assign Incomplete Procedures

Agenda


Business Partner and Partner DeterminationIntroduction


The different business partners within a sales process ,

The partner function concept,

The partner determination in Customizing.

Business Partner and Partner DeterminationBusiness Partners

Each business partner have a customer master record.Permitted partner functions are defined by account group .

Each business partner have its own customer master recor d in the system.According to the account group, the possible partner f unctionsand also the different sales partners are assigned to e achbusiness partner.In a sales document, a customer can play several functi ons.In a sales process, the main partner functions are :

The sold-to party : partner who places the order,The ship-to party : partner who receives the goods,The payer : partner who pays the invoice,The bill-to party : partner who receives the invoice.

Business Partner and Partner DeterminationPartner Functions

Partner function represent the role played by a busines s partner.Because different customers can assume a specific role in a sales process,The system provides different partner functions.

Business Partner and Partner DeterminationPartner in Sales Process

Business partners from the sold-to party customer mast er are automaticallyProposed in the document header when you create a sales document.You can also define business partner at item level.You can manually change a partner or its adress in a sal es document.

Business Partner and Partner DeterminationPartner Determination Procedure

Throught the partner procedure, you determine which part nerfunctions should or must appear in a sales document.

Allowed partner functions are assigned to a partnerdetermination procedure.

Partner determination procedure is assigned to the part nerobject.

Partner procedure for sales document header is assign ed to the sales document type.

Partner procedure for sales document item is assigned to the item category.

Business Partner and Partner DeterminationCustomizing Information

Maintain partner function for Sales Document Header :IMG : Sales and Distribution >> Basic Functions >> Partner

Determination >> Set Up Partner Determination >> Set Up Partner Determination for Sales Document Header

Maintain partner function for Customer Master :IMG : Sales and Distribution >> Basic Functions >> Partner

Determination >> Set Up Partner Determination >> Set Up Partner Determination for Customer Master

Agenda


Outline agreementsIntroduction


The different types of outline agreements including sch edulingagreements, quantity contracts and value contracts,The functions and customizing of scheduling agreements ,Assortment module and value contract,Multiple partners to release against contract,Customizing of partners to release against contracts.

Outline agreementsBasics of Outline Agreements

Customer outline agreements are a special category of s ales documents thatcover long-term sales relationship with customers.The two main categories of outline agreements are sched uling agremment andcontracts (quantity contract or value contract).

Outline agreementsScheduling Agreements

A scheduling agreement contains fixed delivery dates an d quantities.These dates are contained in schedule lines.Once the scheduling agreement is due to delivery, you cancreate the delivery as normal or by using a delivery du e list.If the quantity in the schedule line exceeds the targe t quantity, the system issues a warning message.All the deliveries due for the billing document are c ombined in a collective invoice.

Outline agreementsQuantity Contracts

The contract does not contain any schedule line, deliver y dates or delivery quantities, but only special price agreements o r deliverydeadlines.Release orders are created with reference to the main c ontract. This allows you to update released quantities and values in the contract.In copy control, you decide which type of sales docume nt types canbe used as release orders from a contract.

Outline agreementsMessage about Open Outline Agreements

You can configure customizing for sales document type so that whenyou create a release order, the system automatically s earches open outline agreements.You can choose several options for the search and decid e how the system should react if the search is successfull.

Outline agreementsContract data in Sales Document

In Customizing for sales document type, you can activa te the contractdata :

Blank : No contract data.‘X’ : Contract data is permitted. Any changes at the con tractheader are not copied to the items.‘Y’ : Contract data is permitted. Change to the contra ct header are automatically copied to the items if the header and i tem data werepreviously identical.

You can maintain contract data at both the header and it em levels.

Outline agreementsContract : Determining dates

When you create a contract, the system proposes automa tically the start and end dates of the document.

You define the date determination rules in Customizing .

You can assign a contract profile which supports rules f or determination dates, duration category, subsequent act ivities or cancellation procedure.

Outline agreementsValue Contracts

Value contract is an outline agreement which states tha t yourcustomer agrees to purchase a fixed amount of goods durin gthe defined period.

It can contains other agreement that are checked in the release orders, such as special agreement, customer or materia lrestrictions.

If you have value contract with your customer and you do not create sales order with reference to a contract, you can set the system to automatically propose a contract (contract m essage field in sales document type).

In the value contract, you can refer to lists of materi als thathave already been defined (product hierarchy or assortm entmodule).

Outline agreementsValue Contracts : Valid Materials

You can list the materials that can be released in a valu e contract as a producthierarchy or assortment materials.Assortments modules are maintained in the master data for products withvalidity period.

Outline agreementsValue Contracts : Release Orders

When you create a release order, the system checks the requirementsstored in the contract such as the release rule or vali dity period. The value ofthe release order is compared with the value still open in the contract.Values in contract can only be updated when the assignmen t is define atitem level.

Outline agreementsUpdating Values in Contracts

The release value is calculated from the total of open order and delivery valuesas well as the values in the contract that have alread y been billed.You can change the value in a value contract item. Su bsequent changes to theRelease are updated in the contract.

Outline agreementsValues Contracts : Billing Documents

You can either bill the value contract directly (billin g plan) or each releaseorder.The system does not allow you to bill value contracts t hat have not beencompletely released.

Outline agreementsControlling Values Contracts

Two types of value contracts in the system :• ‘WK1’ : General value contract (different materials in the contract)• ‘WK2’ : Material-related value contract (only one mater ial in the contract)You can maintain the value contract material in the ite m category group.

Outline agreementsPartner authorized to Release in Contract

To be able to release to multiple ship-to parties, m aintain the ‘ Check partnerAuthorization field’ in Customizing for the sales document type.

In the sales order, you can display the partners autho rized to release in aCustomer list ( Rule A) or in a customer hierarchy ( Rule B).

Outline AgreementsCustomizing Information

Maintain Value Contract type :IMG : Sales and Distribution >> Sales >> Sales Documents >> Contract >>

Value Contract >> Maintain Value Contract Type and Release ContractTypeDefine Item Category for Value Contract :

IMG : Sales and Distribution >> Sales >> Sales Documents >> Contract >> Value Contract >> Define Item Category for Value Contract and Contract Release Assign Item Category to Value Contract type :

IMG : Sales and Distribution >> Sales >> Sales Documents >> Contract >> Value Contract >> Assign Item Category to Value Contract type and Contract Release typeMaintain Copy Control :

IMG : Sales and Distribution >> Sales >> Sales Documents >> Contract >> Value Contract >> Copyinf Control for Value Contract

Agenda


Material DeterminationIntroduction


The functions for material determination, as well as m ateriallisting and material exclusion,The configuration of Customizing so that these function s meetyour requirements,The creation of a master determination record,The analyze of settings for material determination in the sales document.

Material DeterminationDetermining Materials

Material determination is a tool for automatically excha nging materials in salesdocuments.

When you process a document, the system searches for valid master records that were previously created in material determination.Assigned to each master record, a substitution reason define how the material should be determined.You can define substitution rules in Customizing.During the order entry, the material ordered by the cus tomer isreplaced by the substitute material defined in the master record.

Material DeterminationManual Products Selection

In manual product selection (reason for substitution ‘0 005’), the system doesnot automatically replace the product. Instead, it di splays a list of all thesubstitution materials and other information in the m aster record.

Material DeterminationMaster Data for Material Determination

You can use the condition technique to define the mas ter data for materialdetermination at any level.When you process master record, you can :• restrict the validity period of a record,• maintain separate entries for each key combination,• determinate reasons for substitutions,• save substitutes per master record.

Material DeterminationAutomatic Product Selection

In automatic product selection (reason for substitution ‘0004’ or ‘0006’), thesystem automatically replaces the requested material i f it is unavailable.You can choose whether or not you want to rerun material d etermination whenDelivery is created (with new availability situation).

Material DeterminationAutomatic Product Selection – Examples of Master Data R ecords

The sequence of the substitution materials in the mas ter data influences theresult of automatic material determination.You can activate analysis of the material determination in the sales documentsettings.

Material DeterminationCondition Technique

You « turn on » the substitution assigning a procedure to a document type.Substitution procedure contains condition types which direct the system tothe access sequences, and eventual condition tables c ontaining thecondition records used to determine product substitute s.

Material DeterminationMaterial Listing

Using material listing, you want to make sure that your cu stomer only receivesspecific materials.The material listing is controlled by condition techni que.You can define whether the system checks material listin gs or not in thedocument type.

Material DeterminationMaterial Exclusion

Using material exclusion, you want to make sure that your customer doesNOT receive certain materials.The material exclusion is controlled by condition tech nique.You can define whether the system checks material exclus ion or not in thedocument type.

Material DeterminationCustomizing Information

Define Substitution Reason :IMG : Sales and Distribution >> Basic Functions >> Material Determination >>

Define Substitution Reasons

Maintain Procedures :IMG : Sales and Distribution >> Basic Functions >> Material Determination >>

Maintain Prerequisites for Material Determination >> Maintain Procedures

Assign Procedure to Sales Document Types :IMG : Sales and Distribution >> Basic Functions >> Material Determination >>

Assign Procedures to Sales Document Types

Maintain Condition Types :IMG : Sales and Distribution >> Basic Functions >> Material Determination >>

Maintain Prerequisites for Material Determination >> Define Condition Types

Maintain Access Sequences :IMG : Sales and Distribution >> Basic Functions >> Material Determination >>

Maintain Prerequisites for Material Determination >> Maintain Access Sequences

Agenda


Free GoodsIntroduction


Free goods functions in a sales process,

The master record for exclusive and inclusive bonus quantities,

The configuration of Customizing settings for free g oods.

Free GoodsFree Goods in the Sales Order

Free goods play a large role in price negociations with t he customers.The system allows you to automatically give a free prod uct when a certainquantity of a given product has been purchased by a cus tomer.

Inclusive Bonus Quantity :Free goods are part of the order quantity, but are no t included in the invoice.The ordered goods and free goods both involve the same pr oduct, and have the same units of measure.

Exclusive Bonus Quantity :Free goods take the form of extra goods and are free o f charge.This can either be an additional quantity of the goods or dered or it can beanother material.

Free goods in the sales order : The material ordered is entered as a main item .Free goods material is automatically displayed as a sub-item .The system determines the item categories by accessing the relevant master records (with pricing date ).The system reruns free goods determination if :

The quantity in the main item changes,The pricing date changes.

Free GoodsOn-line Inclusive Bonus Quantity

Using this function, no sub-item is created by the system.Only a discount is calculating during pricing for free goodsshare (condition type NRAB, requirement 059).To activate this function, you must set the flag ‘Inclusive/Exclusive bonus quantity’ in the master record of the free goods to ‘3’ (= ‘Inclusive bonus quantity withoutgenerating item’).

Free GoodsFree Goods : Condition technique

If the search is successfull, the system generates a s ub-item for free goodsIn the document.The item category is assigned with the item category usa ge ‘FREE’.

Free GoodsFree Goods : Master Data

You can define master records at any level : for example , material, customer/material…You can restrict master records for one level in many d ifferentways :

Validity period : the condition is only valid whithin a specificperiod.Scales.Lowest quantity : the condition comes into affect when t hisquantity has been exceeded…

You can process differentmaster data with the same key fo r inclusive or exclusive bonus quantities.

Free GoodsFree Goods in Deliveries

The free goods are automatically copied into the delive ry.Once partial deliveries have been shipped, you cannot change any quantitiesor dates in the order.In the master record of the free goods, you can fine- tune the delivery settings.

Free GoodsFree Goods : Calculation Rules

Three calculation rules are provided by the system :Prorated ruleUnit-related ruleWhole units rule

You can also defin your own rules using transaction VOFM(under formulas)

Free GoodsFree Goods : Statistics and Controlling

The revenues, sales deductions and costs of free good s can be transferred to CO-PA in different ways (MIt = Main Item ; SIt = Sub-Item) :

Scenario 1 :MIt : Not influenced by free goodsSIt : Pricing deactived, calculation price (VPRS) confi gured as costs

Scenario 2 :MIt : Not influenced by free goodsSIt : Pricing for item category TANN active with settin g B, discount reduces revenues, the transferprice is set as the costs

Scenario 3 :MIt : Cumulation of calculation price for lower-level i tem configured at main level, accumulatedclearing priceset as costsSIt : Pricing deactived

Agenda


Summary

You should now be able to :

Work with the different sales documents,

Explain how sales documents are controlled in SAP R/3 ,

Describe the main functions that influence sales docum ent processing,

Use the different available tools in sales,

Configure the Customizing to meet your customerrequirements for sales.

Agenda


Appendix

Demande d’offreInquiryOffreQuotation

Protocole de document incompletIncompletion logCode blocageBlockArticleMaterialDomaine commercialSales area Type d’échéanceSchedule line categoryType de posteItem categoryType de documentDocument typeClient payeurPayerClient facturéBill-to partyRéceptionnaire de la marchandiseShip-to partyClient Donneur d’ordreSold-to partyContratContractProgramme de livraisonsScheduling agreementCommandeOrder

FrenchEnglish

Glossary

Appendix

Fiche clientCustomer masterFiche articleMaterial master

FrenchEnglish

Glossary

Appendix

Incomplete SD documents listV.02

Create / Modify / Display a sales orderVA01 / VA02 / VA03Create / Modify / Display an inquiryVA11 / VA12 / VA13

Create / Modify / Display material listing/exclusionVB01 / VB02 / VB03Create / Modify / Display material determinationVB11 / VB12 / VB13

Create / Modify / Display free goodsVBN1 / VBN2 / VBN3Create / Modify / Display a materialMM01 / MM02 / MM03Create / Modify / Display a customerXD01 / XD02 / XD03Create / Modify / Display a contractVA41 / VA42 / VA43Create / Modify / Display a scheduling agreementVA31 / VA32 / VA32Create / Modify / Display a quotationVA21 / VA22 / VA23

DescriptionCode

Transaction codes

saptraining sd03 salesdocumentmanagement 120615060802 phpapp02

Documents

sales transactionworking

sales information

sales orders

sales organizationand

sales documentsintroductionin

sales fit

sales links

groups of sales document