sd for the crm consultant.ppt

8/10/2019 SD for the CRM Consultant.ppt

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SD for the CRM

Consultant

CRM Infodays

April 4, 2002

Michael Debevec


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SAP America, 2002, SD for CRM Consultants, Michael Debevec 2

Agenda

Overview

Organizational Elements

Master Data

The Document Concept

Processing an Order

Links to other modules

Questions


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Overview

Sales and Distribution represents all of the processes connected with theacceptance, fulfillment, shipment and billing of a customer purchase

order.Key Components Sales Orders

Pricing

Available to promise

Deliveries

Packing

Warehouse Management

Transportation

Billing

In many implementations, the Order to Cash Business process is thefocus of a single team of consultants and users and include AccountsReceivable functions as well.


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Overview - 2

Classify data into three broad categories

Configuration Data Underlying process controlin general, cannot be changed in

transaction

Master Data

Can be considered speed entryin general, can be changed intransaction

Transaction Data

Actual business transactionsSales order, shipment, invoice


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Organizational Elements MM - Plant

Usually a manufacturing facility, warehouse, or a locationthat stocks , manages, and valuates inventory

May be a physical site with multiplemanufacturing/production lines

May be multiple manufacturing/production lines at onephysical site

Can be a physical location (cost centers may or may notbe associated to a plant, for example, administrative vs.manufacturing cost centers)

SD Availability Checking is normally done at the plantlevel

Plant


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Organizational Elements - MM

Links to Product ion (PP), Materials Management(MM),and Sales and Distr ibut ion (SD)

A plant is assigned to a company.

Purchasing organizations are assigned to plants.

Plant (Cont.)



Organizational Elements - MM

A location within a plant where inventory is stored

Storage Location



Sales Organization, Distribution Channel and Division

02Motorcycles

Division

3000US Sales

03Retail

SalesOrganization

DistributionChannel

3000Motor Sports

International, Inc US

Motor Sports International

90Accessories

4000

Motor SportsInternational, Inc

Canada

Organizational Elements - SD




Legal selling unit responsible for revenue and productliability

Sales orders belong to one sales organization (header

level assignment).

Master data maintenance for customers, pricing at salesorganization level

Sales organization assigned to a company where salesrevenue is recognized (links SD & FI)

Plants assigned to a sales organization

Sales Organization




Breakdown within Sales for different productdisbursement methods, such as wholesale vs.. retail ornational vs. international

Master data maintenance for materials, pricing, at salesorganization/distribution channel

Sales orders belong to one distribution channel (headerlevel assignment)

Distribution channel assigned to a sales organization

Distribution Channel




A way of grouping materials, products, or services

Sales orders belong to one division (header levelassignment)

Division



Sales area is a combination of:

Sales Organization

Distribution Channel

Division

Used to view sales-related master data

Sales orders belong to one sales area (header

level assignment) Links the order entry system (SD) to the

financial/managerial system (FI/CO)

Sales Area




3000US #1

02Motorcycles

90Accessories

3000New York

4000Seattle

3000US Sales

02Motorcycles

02Motorcycles

90Access.

03Retail

90Assess.

BusinessArea

PurchasingOrganization

Division/Plant

DistributionChannel

Division

SalesOrganization

Complete Organizational Structure

3000Motor Sports

International, Inc US

4000Motor Sports

International, IncCanada

Motor Sports International

Organizational Structure



Master Data Customer Master

KNA1

KNB1 KNVV

KNVP

KNVK



Customer Master - Configuration

Key Customer Master Configurations points

Account Groupimportant for field control

Partner FunctionsBusiness Partner roles in transactions

Necessary to identify what roles are Possible for an Account Group

Four standard functions for SDSold-to (SP), Ship-to (SH), Bill-to (BP),Payer (PY).

Partner Determination Procedurecollection of partner functions that

is assigned to an account group (for customer master) or documenttype. Identifies what functions are mandatory and which functions areoptional.

When creating business partners for a new customer, mandatory functionsin Partner Determination proceduce identify which functions automaticallyshow.

For each mandatory function, if the account group of the business partnerbeing created permits a particular function, then the function will be loadedwith the new customer number. If an account group cannot perform aparticular mandatory function, then a new business partner must beassigned prior to saving the customer.



Master Data Material Master

MARA

MVKE MARC

MARD

MBEW


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Material Master - Configuration

Material Type used to control field determination (equivalent ofaccount group for customer)


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Master Data - Conditions

Condition Technique used to define many components in R/3

Pricing

Free Goods

Material Determination

Product Selection

Output Determination

Rebates

Account Determination

Risk Management


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Condition Technique Generalized Structure

Procedure

Condition Type

Access Sequence

Condition Table


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Pricing procedure

1. Price PR00

2. Discount 1 KA00

3. Discount 2 RA01

Document

Item 10 120 pc

Condition type: PR00

Access sequence: PR00

Access sequence: PR00

Condition tables:

1. Customer / Material2. Price list / Currency / Material3. Material

No valid record exists

Valid record exists

Records for cond. type PR00

PR00 Price $ 99

KA00 Disc. $ 1-

RA01 Disc. 2- %

from 1 pc 100from 100 pc 99

from 200 pc 98

$$

$

Condition Technique - Pricing Example


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Document Technique

R/3 is driven by the concept of a DOCUMENTa single instance of abusiness transaction.

Examples of a document includeQuotation, Sales Order, Invoice,Delivery Document.

Advantage

Easy to split single order into multiple shipments

Consolidate multiple orders into a single shipment

Consolidate multiple shipments into a single invoice


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Document Concept

In the Order to Cash business

process, the following steps occur:

Receive Purchase Order

Send order to warehouse forshipping

Ship order to customer

Invoice Customer

Receive Payment

Document in SAP

Create Sales Order

Create Delivery Document

Create Shipment Document

Create Goods Issue Document

Create material accountingdocument

Create Billing Document

Create A/R entry

Create Off-setting accounting entries

Create Payment Document


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Document Configuration - Header

Document ConfigIuration is comprised of multiple levels

Header level

Output Procedure

Partner Procedure

Incompletion Procedure

Number Range

Screen Sequence (Almost always unchanged)

Pricing Procedure Item Categories permitted

Credit Management mechanism

Foreign Trade mechanism

Rebate relevence (for invoices)

Account Determination procedure (invoices)


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Document Configuration - Item

Item Levelthe item categoryreal processing rules

Relevent for delivery, scheduling

Relevent for billingwhat type

Relevent for pricing

Relevent for Costing

Relevent for Credit

Incompletion procedureBilling plan

Revenue recognition

Conversionscurrency, units of measure

Bill of material explosions

Variant conditions

Return / Credit processing

C f S


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Document Configuration Schedule lines

For delivery relevent items, a schedule line is also possible.

Permits order to be split amongst several shipments.

Identifies movement type for shipping

Identifies supply type (ieproduction or purchase order)

Identifies ATP and requirement rules

D t C fi ti C C t l


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Document Configuration Copy Control

Although there are multiple documents, configuration is used toidentify which documents can be copied from others.

For example:

Suppose your business process isCreate a quote, customerreferences in quote in purchase order, deliver product and invoice.

Copy rules must be established between Document Headers / Itemsfor Quote Order, Order Delivery and Delivery Invoice.

Without Copy Rules, you CANNOT create a delivery from a quote forexample; or, an invoice from an order.

The referenced document chain can be seen in Document Flow.

D t Fl


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Document Flow

P i O d 1


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Processing an Order - 1

Determine Sold-to

Determine Ship-to

Enter rest of mandatory header

information.

Enter first product

Determine delivery schedule andavailability.

Account group of Customer must beable to be a sold-to.

If only a single Ship-to in customermaster, automatically copied in; ifmultiple, then a pop-up appears toselect from.

What must be entered controlled byincompletion procedure. TypicallyPurchase order number and deliverydate.

Determine ship-from location (plant).Uses customer master default ship-to plant.

P i O d 2


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Processing an Order - 2

Determine Price

Determine Credit

Repeat until order is complete

Pricing Determination based oncombination of Sales Area,

Customer key and Document Key.

Credit can be configured to bedynamic or static / item-based ordocument based.

Depending on settings, delivery dateof all items will be pushed back, aproduction order will be created, apurchase requisition will be created,

Li k t th d l


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Links to other modules

To Materials Management (MM)

To Production Planning (PP)

Controlling-Profitability Analysis

Accounting

Project Systems

Global ATP

CRM

Material Master data used todetermineitem category, scheduleline category.

Place stock requirements, triggergoods issue.

Forecast requirements,

Create production order

Pass detailed expense, cost records

Pass account records to A/R andG/L

Attach WBS elements to items

Call APO for ATP

Send / Receive Master Data/Orderinformation


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