Instructor Guide LO605

R/3 System
Instructor
Guide
Level 03

Lothar
Huber

Henning
Drholt

LO605 Sales

Release 46A/B
December 1999

SAP AG LO605 Sales
SAP Contact Person
12.06.1998 Page 2
Contents:
SAP Contact Person ................................................................................................ 4
Walldorf ............................................................................................................................................... 4
International Subsidiaries .................................................................................................................... 4
Re-working of Previous Edition .............................................................................. 5
New functionality in LO605 - Sales as from Rel. 46A/B ...................................................................... 6
Course Details .......................................................................................................... 7
Duration ............................................................................................................................................... 7
Course material and other material (training guide) ............................................................................ 7
Country-Specific Chapters .................................................................................................................. 7
Trainer Profile ........................................................................................................... 8
Knowledge Required ........................................................................................................................... 8
Recommended Courses as Preparation ............................................................................................. 8
Recommended Online Help as Preparation ....................................................................................... 8
How to Prepare This Course ............................................................................................................... 8
Training System ....................................................................................................... 9
Necessary Data ................................................................................................................................... 9
User ID and Passwords for Course Participants ............................................................................... 11
System Preparations ......................................................................................................................... 11
ABAPs ............................................................................................................................................... 11
CATTs ............................................................................................................................................... 11
Technical Notes................................................................................................................................. 12
Course Goals and Objectives ............................................................................... 13
Course Structure and Procedure .......................................................................... 14
Timetable LO605 Sales ........................................................................................ 15
Day 1 ................................................................................................................................................. 15
Day 2 ................................................................................................................................................. 16
Day 3 ................................................................................................................................................. 17
Day 4 ................................................................................................................................................. 18
Unit: Welcome ........................................................................................................ 19
Introduction ............................................................................................................ 20
A Typical Sales Process ................................................................................................................... 20
Organizational Units .............................................................................................. 23
Organizational Units in SD ................................................................................................................ 23
Sales Order Processing ......................................................................................... 26
Deriving the Sales Area [new to Release 4.0A] ................................................................................ 27
Default Values from the Master Data ................................................................................................ 28
Sales Summary ................................................................................................................................. 31
Fast Change Functions ..................................................................................................................... 31
Sales Document Type ............................................................................................ 35
Controlling Sales Documents ............................................................................................................ 36
SAP AG LO605 Sales
SAP Contact Person
12.06.1998 Page 3
Controlling the Sales Document with the Sales Document Type ..................................................... 37
Restricting Order Types in Sales Areas ............................................................................................ 37
Controlling the Sales Document with the Item Category .................................... 41
Controlling the Sales Document with the Item Category .................................................................. 41
Sub-Items .......................................................................................................................................... 42
Assigning Item Categories ................................................................................................................ 43
Bills of Material in the Sales Document ............................................................................................ 46
Controlling Sales Documents with the Schedule Line Category ....................... 49
Controlling the Sales Document with the Schedule Line Category .................................................. 49
Assigning the Schedule Line Category ............................................................................................. 50
Data Flow ................................................................................................................ 54
Document Flow and Completion Rule............................................................................................... 54
Completion Rule ................................................................................................................................ 56
Copying Control................................................................................................................................. 57
Special Business Transactions ............................................................................ 61
Rush Orders and Cash Sales ........................................................................................................... 61
Customer Consignment .................................................................................................................... 62
Free-of-Charge Deliveries and Free-of-Charge Subsequent Deliveries ........................................... 66
Incompletion ........................................................................................................... 68
Incomplete Sales Documents ........................................................................................................... 68
Business Partners and Partner Determination .................................................... 71
Business Partners ............................................................................................................................. 71
Partner Determination ....................................................................................................................... 73
Outline Agreements ............................................................................................... 75
Quantity Contracts and Scheduling Agreements .............................................................................. 75
Value Contracts ................................................................................................................................. 78
Partners Authorized to Release ........................................................................................................ 80
Contract Data .................................................................................................................................... 82
Material Determination ........................................................................................... 84
Material Determination / Product Selection ....................................................................................... 84
Material Listing / Material Exclusion .................................................................................................. 86
Free Goods ............................................................................................................. 89
Free Goods ....................................................................................................................................... 89
Conclusions ............................................................................................................ 92
SAP AG LO605 Sales
SAP Contact Person
12.06.1998 Page 4
SAP Contact Person
Walldorf
Henning Duerholt

International Subsidiaries
Henning Duerholt (Germany)
John Hilborne (GB)
Heather Czech, Florence ODonnell (USA)

SAP AG LO605 Sales
Re-working of Previous Edition
12.06.1998 Page 5
Up to Release 40B the slides of the course LO605 Sales and other courses of the SD-curriculum do not
always use the same symbolic for a certain object such as sales organization, sales document, or master
data. For this reason the course material was reworked to achieve more graphical consistency.
Exercises of some units of LO605 Sales are integrated into the context of one continuous business
scenario. This helps the participants to understand the integration of the different topics and functionality.
The unit incompletion log was moved so that it is situated in front of the unit partners. This allows to
explain the incompletion log as the first basic function. This is an advantage because the incompletion log
is less complex than the basic function partners.
The topic cross company selling in unit Organizational elements, can be skipped because it is a separate
topic of the new course LO925.
The topic shared master was removed from unit Organizational elements, because it is a topic of the
courses LO150 and LO650.
The following new topics are not all integrated into LO605 Sales but it should be helpful for the trainer to
know the new functionality.

SAP AG LO605 Sales
12.06.1998 Page 6
New functionality in LO605 - Sales as from Rel. 46A/B

Functionality Release description of new topic Unit of LO605 - Sales
new surface/
Enjoy SAP
4.6 The surface of the VA##-
transaction has been improved.
The sales process
sales summary 4.5 The sales summary can now be
used directly from the sales
order.
Order processing
new pricing function 4.5 The new pricing function in the
sales document has been
extended.
Order processing
change sold-to party 4.5 The sold-to party of a sales
document can now be changed.
Order processing
change of
sales document type
4.5 The sales document type of a
sales document can now be
changed.
Sales document type
create with reference 4.5 Creating sales documents with
reference to previous
documents has been further
developed.
Data flow
partners/
partner determination
4.5/4.6 The partner determination has
been improved.
Partners
free goods 4.5 Inclusive free goods can be
handled without sub-item
generation.
Free Goods
material determination/
product selection
4.5 There are new functions in
material determination/product
selection
Material determination /
Product substitution

Further information about the new functions and topics can be found in the release notes and will be given
in the instructor guide.

SAP AG LO605 Sales
Course Details
12.06.1998 Page 7
Course Details
Duration
4 days

Course material and other material (training guide)
Course folder
Online documentation
IMG documentation

Country-Specific Chapters
None

SAP AG LO605 Sales
Trainer Profile
12.06.1998 Page 8
Trainer Profile
Knowledge Required
Good understanding of the processes and functions in SD
Knowledge of SD system settings

Recommended Courses as Preparation
LO150 Customer Order Management
LO610 Shipping
LO615 Billing
LO620 Pricing
LO650 Advanced customizing in SD

Recommended Online Help as Preparation
Online SD documentation
IMG for Enterprise Structure, Logistics - General, and Sales and Distribution

How to Prepare This Course
Visit LO150 and LO605.
Run through the course with the demos and activities.
The notes in the participants manual have been substantially increased since the previous release.
They should also help you to prepare and present the individual slides so we recommend that you
study them carefully while preparing the course.
We also urge you to consider how to link the topics in the course with their application in the real
business world. You should note down useful examples in the course folder and explain them during
the course.
SAP AG LO605 Sales
Training System
12.06.1998 Page 9
Training System
Necessary Data
Trainer:

Customer Company code Sales Area Where Used
2006 1000 1000 / 10 / 00 Throughout the course
2007 1000 1000 / 10 / 00 Throughout the course
1172 1000 1000 / 10 / 00
1000 / 14 / 00
Sales order processing
Contracts
1000 1000 1000 / 10 / 00 Sales order processing

Material Material
type
Item cat.
group
Plant Sales org./
Dist. channel
Where used
B-7000 HAWA NORM 1200 1000 / 10 Free-of-charge delivery
M-10 HAWA NORM 1200 1000 / 10 Throughout course
M-13 HAWA NORM 1200 1000 / 10 Material determination
M-14 HAWA NORM 1200 1000 / 10 Consignment
M-18 HAWA NORM 1200 1000 / 10 Free goods
M-19 HAWA NORM 1200 1000 / 10 Free goods
R-1001 FERT ERLA 1200 1000 / 10
1000 / 14
Material BOM in SD
R-1130 HAWA NORM 1200 1000 / 10 Components R-1001
I-1000 DIEN LEIS 1200 1000 / 10 Components R-1001

Customer Material Information
Customer Sales org./
Dist. channel
Material Customer
material
Customer material
description
Delivering plant
2006 1000 / 10 M-10 M1775P Monitor 1775P

Course Participants:
SAP AG LO605 Sales
Training System
12.06.1998 Page 10

Customer
Number Account group Company code Sales area Search term
T-S62A## 0001 1000 1000 / 10 / 00 ##LO605-01
T-S62B## 0001 1000 1000 / 10 / 00 ##LO605-02
T-S62C## ZK## 1000 1000 / 10 / 00 ##LO605-03
T-S62D## 0001 1000 1000 / 14 / 00 ##LO605-04
T-S62F## 0002 1000 / 10 / 00 ##LO605-05
T-S62E## 0001 1000 1000 / 10 / 00 ##LO605-06

Material
Old material
number
Material
number
Material
type
Branch Sales org./ Dist.
channel
Plant Copying
reference
##LO605-01 T-ATA## HAWA M 1000 / 10
Z000 / Z0
1200 M-10
##LO605-02 T-ATB## HAWA M 1000 / 10
Z000 / Z0
1200 M-11
##LO605-03 T-ATC## HAWA M 1000 / 10
Z000 / Z0
1200 M-12
##LO605-04 T-ATD## HAWA M 1000 / 10
Z000 / Z0
1000
1200
M-13
##LO605-05 T-ATE## HAWA M 1000 / 10
Z000 / Z0
1000
1200
M-14
##LO605-06 T-ATF## HAWA M 1000 / 10
Z000 / Z0
1000
1200
R-1120
##LO605-07 T-ATG## HAWA M 1000 / 10
Z000 / Z0
1000
1200
R-1130
##LO605-08 T-FUA## FERT M 1000 / 10
1000 / 14
Z000 / Z0
1200 R-1001
##LO605-09 T-ZSA## DIEN M 1000 / 10
Z000 / Z0
1200 I-1000
LO605-10 WKM1 HAWA M 1000 / 10
Z000 / Z0
1200 new

Material prices (PR00) have already been maintained for these materials.
Necessary stock has also been posted (2000 units for each material).

Personnel
Sales
employee
Personnel
number
Important info
categories
VKORG /
VKBUR / VKGRP
User ID Copying
reference
Melanie
Mayer
1701## 0001 / 0002 / 0006 and
0105 Communication
0900 Sales
1000 /
1000 / 101
MAYERM 1701
SAP AG LO605 Sales
Training System
12.06.1998 Page 11
User ID and Passwords for Course Participants

Users must be created before starting the course using transaction ZUSR
User names: LO605-## (where ## = group number)

Transaction ZUSR:
Copy from LO605-99
Copy (= name of course) LO605
No of workgroups 20
Initial-password TRAINING
Execute

System Preparations
To enable all the participants to maintain customizing at the same time, the blocking mechanism for
maintaining the tables has to be de-activated.
Therefore you start the report ZSENQOFF using transaction SE38. If its necessary to turn on the
blocking mechanism again, you can use the report ZSENQON.

ABAPs
Normally, the language key for all the customer master records used in LO605 are set to German. This
means that the language for all the orders that are created and all the material short texts are in German.
To avoid this, you can change the language key in the customer master records by using mass
maintenance (use Transaction MASS).
1. Make sure that you have not defined own data, which could influence the mass change (for example a
value for the company account) Transaction SU3, tabstrip parameters .
2. Object type: KNA1
Execute
3. Select Objects
Tab Strip Tables: Mark Table KNA1 General Data in Customer Master
Tab Strip Field: Mark Field KNA1-SPRAS Language
Execute
4. Select all relevant Customer Master Records
Use Multiple selection
Trainer data: add master records 1000, 1010, 1020, 1172, 2006, 2007
Use Multiple selection and searchterm *LO605*
Execute
5. Diplay all record
Select new value in field language key (for example EN)
Select Change field values
Save
Actually the old report ZDEBLAN to convert the language key for all customers does not work correct
(because of the new Central Address Management).

CATTs

You should not start any CATT before the start of the course ! All necessary CATTs already run in
SAP AG LO605 Sales
Training System
12.06.1998 Page 12
the training master system. For the course LO605 the following CATTs were processed:
CATT ZT_SD_CUST prepares the necessary customizing for all SD-courses.
CATT ZT_LO605_01 creates customer, material and personnel master records for every participant
group in the parent training system.
The following customizing was prepared by the CATTs
Create sales area Z000 / Z0 / 00 (the same as 1000 / 10 / 00)
Assign the pricing procedures for the new sales area (same as 1000 / 10 / 00)
Create a specific account group for each participant (copying reference: 0001):
Account group: ZK## Description: Sold-to party group ##
Create a specific sales document type for each participant (copying reference: OR)
Sales doc. type: ZA## Description: Trade fair ##-order
Create pricing master records (PR00 material prices) for the materials
Supplement the value contract material WKM1 in the item category WKN
These data and the settings are automatically copied from the training master system (ID3, client 400)
into all training systems.

Technical Notes
None

SAP AG LO605 Sales
Course Goals and Objectives
12.06.1998 Page 13
Course Goals and Objectives
LO605 provides the participants with the necessary knowledge for controlling sales documents in the R/3
System.
It also provides information about the most important functions that affect sales document processing and
considerably simplify sales order processing.
At the conclusion of the course, the participants should be able to describe all the aspects of the business
process concerned with sales and implement them in the R/3 System. They should also be able to use and
set up functions such as product selection, listing/exclusion or free goods.
Finally, they should be able to configure the customizing settings needed to implement their companys
needs in Sales.

SAP AG LO605 Sales
Course Structure and Procedure
12.06.1998 Page 14
Course Structure and Procedure
To motivate the participants, the Introduction allows you to describe the complete sales process with
emphasis on sales processing.
Enterprise Structure contains a short introduction to customizing and describes the relevant
organizational units and their customizing for Sales.
Sales Order Processing prepares the participants for the next units on sales document controls by locating
the relevant information within the sales order. It also looks at special functions in sales order processing
that are not covered in more detail during the course.
The next four units discuss how the sales document is controlled. The sequence of the units follows the
structure of the sales document so that Sales document type precedes item categories and schedule line
categories. The Data Flow unit concludes this block of topics by covering document flow and copying
control.
The Special Business Transactions unit introduces examples of processes in the standard SAP R/3
System, testing and revising what the participants have learnt so far.
The Incompletion Log is used to control and monitor critical data in the sales process. This unit
demonstrates how this tool can be used to control some of the processes in sales.
The Business Partners and Partner Determination unit describes how the system automatically creates
business partners in the sales documents using the master data.
Outline Agreements are basically controlled in the same way as sales documents but this unit allows you
to draw attention to their particular settings and functions.
The last two units look at Product Selection, Listing/Exclusion and Free Goods. These tools all use the
condition technique which provides a high degree of flexibility in how they are controlled. This unit
therefore provides you with an opportunity for introducing the condition technique.
Another course has also been developed for Release 4.0 (LO606 Sales Workshop), which should be
offered together with LO605. This one-day course examines the topics covered in the Sales course by
working with relevant examples from consulting.

SAP AG LO605 Sales
Timetable LO605 Sales
12.06.1998 Page 15

Day 1

Approx. times Contents: Unit and Topics Activities: Trainer and Participants
10.00 10.30 Welcome
Topics:
Organizational points
Introduce course goals
Explain course content
Introduce participants

Presentation
Introduction round for participants
10.30 11.10 Introduction
Topics:
A typical business transaction in
Sales

Presentation
Use flipchart or pinboard
System demonstration
11.10 11.30 Coffee break
11.30 12.30 Organizational Units
(Part 1)
Topics:
Organizational structures
Organizational units in Sales

Presentation
12.30 13.30 Lunch
13.30 14.30 Organizational Units
(Part 2)
Topics:
see part 1

Participants activities
14.50 16.00 Sales Order Processing
(Part 1)
Topics:
Sales order processing
Entry techniques and help

Presentation
16.20 17.00 Sales Order Processing
(Part 2)
Topics:
See part 1


SAP AG LO605 Sales
12.06.1998 Page 16
Day 2

09.00 09.20 Summary of previous days work

Presentation
Questions and answers
09.20 10.40 Sales Document Types
(Part 1)
Topics:
Sales Document types
Functions of the sales document
System settings for document type
Assigning organizational units

Presentation

11.00 12.00 Sales Document Types
(Part 2)
Topics:
See part 1

12.00 13.00 Lunch
13.00 14.00 Item Categories
(Part 1)
Topics:
Item categories in document
What the item category does
Definition of item category
Assigning item category

Presentation

14.20 15.20 Item Categories
(Part 2)
Topics:
See part 1
BOMs

Presentation
15.40 17.00 Schedule Line Categories
Topics:
Schedule line categories
Functions
Definition
Assigning the schedule line
category

Presentation

SAP AG LO605 Sales
12.06.1998 Page 17
Day 3


Presentation
09.20 10.20 Data Flow
(Part 1)
Topics:
Create with reference
Document flow
Copying control

Presentation

10.40 11.40 Data Flow
Topics:
See part 1

11.40 12.30 Special Business Transactions
(Part 1)
Topics:
Cash sales
Rush orders

Presentation
12.30 13.30 Lunch
13.30 14.40 Special Business Transactions
(Part 2)
Topics:
Customer consignment
Free-of-charge deliveries

Presentation
15.00 16.00 Incompletion
Topics:
Incompletion log
Incompletion status
List of all incomplete orders

Presentation
16.15 17.00 Partner Determination (Part 1)
Topics:
Partner functions
Partner type
Partner determination procedure

Presentation

SAP AG LO605 Sales
12.06.1998 Page 18
Day 4

Incl. introduction to OES
Presentation
09.20 10.10 Partner Determination (Part 2)
Topics:
See part 1

10.30 12.00 Outline Agreements
(Part 1)
Topics:
Scheduling agreements and
quantity contracts
Value contracts

Presentation
12.00 13.00 Lunch
13.00 14.00 Outline Agreements
(Part 2)
Topics:
Contract data
Optional: Master contract

Presentation
14.20 15.20 Material Determination
Topics:
Material determination
Product selection
Listing / Exclusion

Presentation
15.40 16.50 Free Goods
Topics:
Exclusive/inclusive bonus
quantities
Master data
Statistics and Controlling
Optional: Condition technique

Presentation
16.50 17.00 Summary / Conclusion
SAP AG LO605 Sales
Unit: Welcome
12.06.1998 Page 19
Unit: Welcome

30 minute

Place the Unit in Context

Welcome participants to the course.
Cover administrative details of the course and the training center.
Discuss goals and objectives of the course, topics covered in the course and so on.
The instructor and students should briefly introduce themselves.
Review the slides in the preface and course overview

Preface slides
Course overview slides

SAP AG LO605 Sales
Introduction
12.06.1998 Page 20
Introduction

Presentation (including demo): approx. 20 minutes
Activities: approx. 20 minutes

Unit Topics
Describe a typical Sales and Distribution process, focusing in particular on the sales activities.

To introduce sales processing, you should outline a typical sales process:

A customer makes a telephone inquiry and this is changed to a quotation. The customer accepts the
quotation and orders the product which is then entered as a sales document. An order confirmation is sent
to the customer. The goods in the order are picked, delivered and posted to goods issue before being
billed. The whole process can be monitored in the document flow.

Provide a brief review of the Customer order management cycle, beginning with
an inquiry, and ending with billing
- Demonstrate how data is transferred and how quantities and the reference
status are updated
- Show that the order confirmation is automatically generated which
concludes the Sales process

A Typical Sales Process
Demonstrating the complete SD process will remind the participants of the content of LO150
(prerequisite for attending this course). The demonstration should end with the document flow which ends
when an accounting document has been created.

Show how Sales links into the whole Sales and Distribution process
Explain the structure of the sales document

Processes in Sales and Distribution
Where Does Sales Fit into the SD Process
Sales Document Structure

Here, you basically repeat the contents of LO150. Remind the participants that
attending course LO150 is a prerequisite. The Where does sales fit slide can be
used nicely to introduce the control features of most things listed to get participants
SAP AG LO605 Sales
Introduction
12.06.1998 Page 21
used to some of the terms they will be hearing during the course (i.e. determine
prices is controlled by the pricing procedure).

Demonstration: A Typical Sales Process
Approx. 15 minutes

Create inquiry ( telephone inquiry):
Logistics Sales and Distribution sales inquiry
Inquiry type: IN
Customer: 2006
Validity: 1 month
Material: M-10 (10 units)

Create two quotations, each with reference to one item of the inquiry
( customer request):
Logistics Sales and Distribution sales quotation
select by selection list
Quotation type: QT
Validity: 1 month

Enter a sales order from both quotations by creating with reference
Logistics Sales and Distribution sales order
order type: OR
Customer: 2006
PO number: Introduction 1

Demonstrate the overviews, the header tabs, the item tabs, and the schedule line
tabs. Point out the Additional data A & B tabs (header and item) and the Sales A
& B (item).
Briefly point out table control feature. Show that you can rearrange columns, and
that if you have the proper authority, can permanently change the table format
and hide fields.
Display order confirmation
Use Preview before saving the document (new to Rel.4.6)
(if necessary: Output type: BA00, Logical destination: LP01)

Deliver order (using subsequent functions)
Order Change Sales document Deliver

Pick delivery and post goods issue (using a transfer order)
Delivery Subsequent functions Create Transfer order
SAP AG LO605 Sales
Introduction
12.06.1998 Page 22
Warehouse number: 012 Lean warehouse Dresden
Foreground/background: Background
Adopt pick. quantity: 2 Include pick. quantities in delivery and
post GI

Bill order
Sales and Distribution Billing Billing Document Create

Display document flow and explain it

Call up the status overview and explain
Check sales order

As you demonstrate navigation, students may ask you about transaction variants
that allow you to Customize the fields on a screen, default values and so on. That
feature is covered in LO650; but if asked, you may want to provide this menu path as
a reference:
IMG General settings Field display characteristics

Activities: A Typical Sales Process
Approx. 20 min

Ask participants if there are any questions, review points and / or exercises if
needed.

SAP AG LO605 Sales
Organizational Units
12.06.1998 Page 23


Topics
Organizational Units in SD


This unit describes how a new enterprise structure would be set up in the R/3
System. The IDES-AG company in the training system is given another distribution
channel and new sales areas for sales at trade fairs. In addition the internal
organizational structure in sales has to be extended.

Organizational Units in SD
Introduce the trade fair sales scenario and make the necessary changes to the enterprise structure.

Set up sales areas for trade fair sales
Assign sales organization to company code and plant
Set up internal organization

Enterprise Structures in the SAP System
. . . up to and including
Assigning Sales Organizations and Plants

Show the scenario with the new enterprise structure for the trade fair sales demo on
the overhead projector or the flipchart.
The basic information should be a review for students, as an introduction was
provided in LO150. A good technique is to treat part of this discussion as a review,
asking students, for example What is an example of a sales organization? What is
the relationship between sales organization and company code? and so on.

SAP AG LO605 Sales
12.06.1998 Page 24

Demonstration: Organizational Units in SD
30 min

DEFINITION
IMG Enterprise structure Definition
Create sales organization:
Z099 Trade Fair sales organization Copy sales organization 1000

Create distribution channel:
Z9 Trade Fair Dist Ch Create a new distribution channel

Show definition of divisions
Note: in Logistics General

Create sales office:
Z099 Trade Fair Sls Off Copy sales office 1000

Create sales group:
Z99 Trade Fair Sls Group Create a new sales group

ASSIGNMENT (ALLOCATION)
IMG Enterprise structure Assignment
Sales organization Company code
Sls Org Z099 C Code 1000 IDES AG

Distribution channel Sales organization
Sls Org Z099 Distribution channel Z9

Division Sales organization
Sls Org Z099 Division 00 ; 01 and 07

Create sales areas
Z099 Z9 00 ; Z099 Z9 01 ; Z099 Z9 07

Sales office Sales area
all three sales areas Sales office Z099

Sales group Sales office
Sales office Z099 Sales group Z99

Sales organization Distribution channel Plant
Sls Org Z099 Distribution channel Z9 Plant 1000 ; 1200 and 1400

SAP AG LO605 Sales
12.06.1998 Page 25

Activities: Organizational Units in SD
Approx. 30 min

Scenario: Participants join the project team and have to familiarize themselves with
the existing enterprise structure.

Note to participants
Use Organizational Units data sheet

Notes of interest
84325 Definition of common sales areas

Approx. 5 min. if necessary, discuss the activities

SAP AG LO605 Sales
Sales Order Processing
12.06.1998 Page 26


Topics

Deriving the sales area
Default values from the master data
Sales Summary
Fast change functions

Changes in the chapter Sales Order processing:
The topic sub items / free goods item has been moved from this chapter to the
chapter item category.
New slides have been integrated into this chapter and some slides have been
reworked to explain the following new functions of Rel. 46A/B:
sales summary available in sales order
new pricing / pricing type
change sold to party


Before looking at customizing, this unit discusses essential elements of sales order
entry.
Here, you can mention document processing techniques as well as how the system
automatically generates important document data from the master data.

SAP AG LO605 Sales
12.06.1998 Page 27
Deriving the Sales Area [new to Release 4.0A]

For Release 4.0A, development has used the results of customer research to simplify and change the
interface ergonomically.
The user can now enter sales orders without specifying the sales area which is the automatically
determined from the customer master record. It is also possible to enter a sales order with the ship-to
party as the system can use this to search and list all the potential sold-to parties.

Demonstrate how to enter an order without entering the sales area
Demonstrate how to enter an order just using the ship-to party
Explain the new elements in the editing screens for Release 4.0A

How Sales Order Processing is Integrated into SD
. . .
Sales Order Entry Deriving the Sales Area

Demonstration: Deriving the Sales Area
Approx. 10 min

DERIVING THE SALES AREA

Enter an order without specifying the sales area
order type: OR
Sold-to party: 2006
PO number: Processing 1

The 1000 / 10 / 00 sales area is automatically determined

Enter an order without specifying the sales area
Sold-to party: 1172
Selection screen with two permitted sales areas

ENTERING AN ORDER WITH THE SHIP-TO PARTY

Change customer master record 2007:
Enter additional ship-to party 2006

Enter sales order
Ship-to party: 2007
Sold-to party 2007 is determined automatically

Enter sales order
SAP AG LO605 Sales
12.06.1998 Page 28
Sales area: 1000/10/00
Ship-to party: 2006
Selection screen with two permitted sold-to parties (2006 and 2007)

Default Values from the Master Data

To accelerate order entry and to increase data security, most data for order entry are determined from the
different master records. When the user creates an order, the system accesses all of the available master
records such as business partner, materials, bills of material, prices, texts, output, customer-material
information, etc. to determine the data.

Default values from the customer master
Business data in sales document
Customer material info record
Automatically proposed plant

Proposing Order Data from Master Data
Proposing Plants Automatically

SAP AG LO605 Sales
12.06.1998 Page 29

Demonstration: Default Values from the Master Data
Part 1: Business Partners
Approx. 10 min

Determining business partners from the customer master
Enter order
Sold-to party: 1000
Choose ship-to party from a list 1010

Display partner screen for the header Display SP, SH, PY and BP

Switch from the order to each partner
Menu Environment Partner Display ...

Different business data at item level
Enter an order with two items:
Customer: 2006
Change item 20:
Incoterms: FOB
Terms of paymt.. ZB03
It is possible to change both data.
discuss the consequences for the process ( split)

SAP AG LO605 Sales
12.06.1998 Page 30

Demonstration: Default Values from Master Data
Part 2: Proposing Plants Automatically
Approx. 10 min

Display delivery plant
Change previous order
Display delivery plant for item 10: plant 1200
Display delivery plant for ship-to party: no entry (Shipping tab)
Display delivery plant for material: 1200 (Sales: Sales Org 1 tab)

Change customer-material info, enter delivery plant
Sold-to party: 2006
Material; M-10
Logistics Sales and distribution Master data Agreements ...
Customer material: M1775P (monitor)
Delivery plant: 1000

Create standard order:
Customer: 2006
Delivery plant is now plant 1000

IMPORTANT:
Dont forget to undo your changes to the plant in the customer-material
information record!

Often participants ask for alternative possibilities for automatic plant determination.
In the R/3-Standard there are possibilities with User-Exits.
IMG Sales and Distribution System Modifications Users Exits . . .
If they use the New Dimensions Product APO they can use the condition technique
for automatic plant determination.

SAP AG LO605 Sales
12.06.1998 Page 31
Sales Summary

In Rel. 46A the sales summary has been reworked and integrated into the sales order.

Sales Summary
Explain how the sales summary supports sales order processing with information

Demonstration: Sales summary (optional)
Approx. 5 min

Show the sales summary of the customer of the order you created.
(The sequence and selection of the info blocks within the sales summary can be
changed in customizing. The structure of info blocks can NOT be changed by
customizing-means.)

Students may be interested in how the Sales Summary is customized. LO604 covers
this topic, but the course is not offered very often, so you may want to demonstrate
this feature.
Optional sales summary demonstration
IMG Sales and Distribution sales support (CAS) Sales summary

Define reporting view
view: Description Form
Z99 Trade Fair View SD-SALES-SUMMARY

Assign infoblocks to view
View: Sequence Infoblock
Z99 001 021 Quick info
Z99 002 001 Address
Z99 003 005 Sales Order Info
Z99 004 006 Customer Pricing
Z99 005 012 Partner

Display order and sales summary
Display the order and sales summary again, choose the View button and select the
new Z99 view.

Fast Change Functions

Fast change functions enable the user to change more than one item at once during sales order processing.
This applies to the reason for rejection, delivery block, billing block, delivery date, delivery priority and
delivery plant.
SAP AG LO605 Sales
12.06.1998 Page 32

Reason for rejection
Delivery and billing block
New pricing
Changing the sold-to

Overview: Changing Sales Documents
. . .
Change Sold to Party in Sales Document

Demonstration: Fast Change Functions
Approx. 10 min

Create a quotation with two items
Customer: 2006
Validity: 1 month

Create sales order
From the quotation processing screen, choose Sales document Create
subsequent order.
Copy item 10 from the selection list and save.

Call up document flow
Status of quotation is being processed.

Reject quotation item 20
Telephone inquiry reveals that customer no longer requires item 20
Change quotation
Maintain reason for rejection: Competitor better

Optional
Point out where the Reason for rejection is maintained in customizing.
IMG Sales and Distribution sales sales documents sales document
item Define reasons for rejection
SAP AG LO605 Sales
12.06.1998 Page 33
Briefly point out the choices available to control the reason for rejection.

Status of quotation is completed
The documents can now be evaluated using the reason for rejection. This
provides important data for internal product monitoring or for further strategic
measures when placing the product on the market.

New pricing
Show update prices and explain that as from Rel. 46A you can chose the pricing
type to control the update. (The pricing type is also being used in customizing of
copy control on item-level.)

Change sold to party
Create a sales order with sold to party customer 2006
Purchase order number Processing 6
Material M-10 (10 units)
Save order
Replace sold to party by customer 1000
Choose ship-to 1000 when prompted. Re-determine all values (as prompted) and
explain what the various messages mean
Note: the sold to party can only be changed on the overview screens, not on the
partner-screens of the header or item.

Optional
Default sold-to set-up and use.
In the telesales business, a customer may choose not to provide their customer
number immediately. Since it is required, a default sold-to may be set-up in the
customer master, and automatically copied into the order and then replaced
with the customers number when provided.
1. Create a new customer
Create as normal, within the record, assign the default SP customer type.
Extras Account group info Customer types

2. Assign that new customer number as your default
Assign the new customer number to parameter id (PID) VAU in Own data.

3. Create an order notice that the customer number defaults
- Create an order like normal, the new customer number defaults.
- Add a PO number, any material and Save the document.
- Display the incompletion log and/or Status View on header level:
The system recognized that the customer number on the order is a default.
It will prevent shipping or further processing of the order but it can be
saved.

SAP AG LO605 Sales
12.06.1998 Page 34

Other optional demonstrations students may request: Delivery Block and Billing
Block. If asked, the menu paths to customize these features are:
Delivery Block
IMG Logistics execution Shipping Deliveries Define reasons for
blocking in shipping deliveries: blocking reasons / criteria
Billing Block
IMG Sales and distribution Billing Billing documents Define
blocking reasons in billing

Activities: Sales Order Processing
Approx. 40 min

Scenario: Participants act as employees entering a sales order as well as being
responsible for order processing in their company.

Approx. 5 minutes. If necessary, discuss the activities

SAP AG LO605 Sales
Sales Document Type
12.06.1998 Page 35
Sales Document Type


Topics

Control of sales documents
How the sales document type controls the document
Restricting sales types for sales areas

Place Unit in Context

Now that the participants know how to enter sales documents, this unit discusses
how those documents are controlled in customizing.
Customizing for sales documents can be done at the header, item or schedule line
level, corresponding to the structure of the document. Controlling individual
documents is supplemented by copying control which governs which data may be
copied to a subsequent document. These topics are discussed in this and the
following three units.

SAP AG LO605 Sales
Sales Document Type
12.06.1998 Page 36
Controlling Sales Documents
To start with, talk about the structure of the sales document (repeat from LO150). The instruments for
customizing, which takes place at each level in the sales document, are the sales document type, item
category and schedule line category.
The customizing for a sales document type controls the behavior of a sales document at the header level.
You will configure settings that are valid for a whole sales document.

Sales document structure
Controlling elements in the sales document
General sales functions

Controlling Business Processes in Sales
Basic Functions
Name some typical examples from business practice

Display the structure of sales documents and their controlling elements in a flipchart
or on the overhead projector
Stress that in some cases, additional configuration must be done outside of the
document type (for example). Much of that customizing, such as pricing, partners,
output and so on, are maintained in basic functions, then the procedure is linked to
the document type (item category or schedule line category).

SAP AG LO605 Sales
Sales Document Type
12.06.1998 Page 37
Controlling the Sales Document with the Sales Document Type
The customizing for a sales document type controls the behavior of a sales document on header level.
You will configure settings that are valid for a whole sales document. Some of these data are fixed values,
others appear as default values.

Examples for sales document types
Definition of sales document type (functions controlled by it)
Impact of changing the document type

Examples of Sales Document Types
Talk about the examples and explain their characteristics
Look at the business and technical distinctions between document types
Functions in the Sales Document Type
Show examples of differing controls for typical business processes
Change sales document type
Beginning in Rel. 46A the sales document type of a sales document can be
changed. This is restricted by the sales document alternatives that are specified
in the sales document type.

Some general sales document controls are not in customizing for sales document
types but at other places in the IMG. For example, a series of basic functions are
linked to the sales document type. They can be found in the IMG for Basic
Functions.

Restricting Order Types in Sales Areas
The users can restrict which sales documents are used for which sales organizations, distribution channels
and divisions.

Limiting access to a specif sales document type

Order Types Permitted for Sales Areas

Demonstration: Sales Document Type
Approx. 60 min
SAP AG LO605 Sales
Sales Document Type
12.06.1998 Page 38

Part 1 Discuss important fields in the sales document type

Note: Call up the possible entries for those fields marked with [F4].
Sales document category [F4]
Sales document block
Number ranges for internal and external assignment
Item number increment
Reference mandatory [F4]
Check division and item division [F4]
Read info record
Check purch. order number
Incompletion procedure: [Refer to Incompletion unit]
Doc. Pricing procedure
FCode for overview screen [F4]
alternative sales document types 1 and 2
Messages about quotations/outline agreements/master contracts [F4]
Incomplet. messages: [Refer to Incompletion unit]
Delivery type
Immediate delivery
Delivery block [discussed in the Schedule Line unit]
Shipping condition [overrides the customer master]
Delivery and order-related billing type
Billing block
Lead time in days and date type [F4]
Propose delivery date
Proposal pricing date
Contract subscreen [discussed in the Outline Agreements unit]

To explain the effect of the different fields you can compare the entries in the
standard order with those of other sales document types.
Example: The immediate delivery field has not been activated in the document type
OR but does exist for RO/CS (rush orders and cash sales).

SAP AG LO605 Sales
Sales Document Type
12.06.1998 Page 39

Demonstration: Sales Document Type

Part 2: Create a new sales document and test it:
header
Copy sales document type OR to ZA00
A special sales document type should be set up for trade fair sales based on
the standard order.
Source document type: OR Standard order
Change the following fields:
Target document: ZA00 Trade fair order
External number range none
Item number increment 100
Sub-item number increment 10
Read info record De-activate
FCode overview screen Item overview
Quotation messages F
Outline agreement messages none
Shipping conditions 01
Delivery and order-related billing type F1
Lead time in days 10

When prompted, choose Yes ZA00 is relevant for copying control. Show the
entries that have been maintained automatically during the copy.
Order types permitted for sales areas
Permitted in 1000 / 10 / 00: (entry from copy)
Permitted in 3000 / 10 / 00 (entry from copy)

Create sales document with the new sales document type
Sales document type: ZA00
Sales area: 1000 / 10 / 00
PO number: Sales document type 1
Sold-to party: 2006
Material: M-10 (1 unit) ** should be a sub-item
Show the settings in the new document that are different to those in the
standard order. Also explain briefly the concept of a sub-item as students have
an exercise on this feature. * Cover at a high level, as the topic will be discussed
in greater detail in an upcoming unit.

Remind participants that sales document types shouldnt be created new but copied
from other types. Later on in the course, refer to other duplicated entries, such as
item categories, schedule line categories, material determination, incompletion, etc.

SAP AG LO605 Sales
Sales Document Type
12.06.1998 Page 40

Activities: Controlling Sales Documents with the Sales Document Type

Approx. 50 min

To accelerate this process, the order type ZA##for use in these activities has already
been created for the participants. Copying control settings were also copied which
means that these tables are substantially larger in size and it will take a long time to
call up the relevant customizing tables for the Document Flow unit.

Often participants ask for possibilities to adjust the screens their own requirements.
Therefore they can use (easily) Transaction Variants and Screen Variants which
were enhanced in Rel. 4.6.
This enables you to configure a sequence of screens for each sales document type
that meets your individual requirements. For example, you can enter values in fields,
hide or display fields, change the menu structure, change the table control, or hide
whole screens in a transaction variant. This simplifies working with the transaction
considerably.
A screen variant is created for each single screen within the transaction that you have
processed in the variant.
General Settings Field Display Characteristics
Configure application transaction fields
Transaction variants can be assigned to each sales document type (field Variant in
Customizing for the sales document type).

Approx. 5 min. If necessary, discuss the activities.

SAP AG LO605 Sales
Controlling the Sales Document with the Item Category
12.06.1998 Page 41


Topics

How the item category controls sales documents
Sub Items
Assigning the item category
Bills of material in the sales document


This unit builds on the sales document type to discuss the item category as the next
customizing object for sales document control.


Start by telling the participants about the functions of the item category in the sales document.
Customizing for item category controls the behavior of a sales document at the item level. You will
configure settings that are valid for all items of this item category in the document.

Examples of item categories
Definition of item category
Naming the item categories

Examples of Item Categories
Look at the examples and explain their features
Discuss the business and technical distinctions between item categories
Item Category Functions
Controlling of the Items in the Sales documents

SAP AG LO605 Sales
12.06.1998 Page 42

Explain how the item categories are named using a flipchart or on the overhead
projector

As mentioned in sales document types, further controls for item categories are not
directly under customizing for item categories but in other IMG activities.

Demonstration: Controlling with the Item Category
Approx. 20 min

Discuss important fields in the item category

item
Note: You can call up possible entries for those fields marked with [F4].
Item Category: TAN Standard Item
Item type [F4]
Completion rule [F4] [See Document Flow unit]
Relevant for billing [F4]
Billing block
Pricing [F4] [See Free Goods unit]
Business data item
Schedule line allowed and item relevant for delivery
Determine cost
Incompletion procedure [See Incompletion unit]
Partner determination procedure: [See Partner Determination unit]
Text determination procedure
Structure scope and application [F4]
Value contract material and release control [see Outline Agreements]

Note: To explain the affects of different entries on a particular field, you can use
Other entry to go from the standard item to another item category.
Example: The completion rule field is set to A for item category AFN, to B for item
category AGN and blank for item category TAN.

To Release 4.6 there is the new completion rule D. This rule is used for automotive
with the MAIS-pickup-sheet process.

Sub-Items
This topic was moved from chapter sales order processing to chapter item categories)
Product structures that belong together such as bills of material (sets) or free goods are entered as higher-
SAP AG LO605 Sales
12.06.1998 Page 43
level and sub-items in the sales document. When the user changes the quantity in the higher-level item,
the quantity in the sub-item is also changed proportionally.
Note: There is an exercise on adding a sub-item to an order in a prior unit, so while it was not discussed
in detail, they did get some visibility to the feature.

Sub-items

Sub-Items

Demonstration: Sub-Items
Approx. 5 min

Enter order
Order type OR
Customer: 2006
PO number Item Category 1

Enter free goods item
You have agreed to provide one unit of material M-12 free-of-charge for
every 10 units of material 10 that she orders.
Material: M-12 (1 unit)
Higher-level item: 10
Show Item 20: It is free-of-charge and therefore not included in the net value
of the order. Show that item category TANN was found automatically.

Optional
Increase quantity of main item
Show that the quantity in item 20 has been automatically increased to 5
You can switch off the automatic increase by marking the main item an then:
Goto Item More Functions Structure Field Fix
Show alternative items field in quotations.
Explain the difference between alternative items and sub-items.

Assigning Item Categories

For normal business processes, the R/3 System automatically determines the item category. This unit
looks at the necessary customizing settings.

SAP AG LO605 Sales
12.06.1998 Page 44

Assigning item categories automatically
Changing item categories manually in the sales document

Assignment: Sales Document Type Item Category
Explain the four elements in the key (why and what for?)

Demonstration: Assigning the Item Category
Approx. 20 min

Create order
Order type: OR
Customer: 2006
PO- number: Item Category 2
Branch from the order to the material and show the items category group
Environment Display material Sales: Sales org 2 view)

Call up the Assign item categories customizing table (VOV4) and
access the category with the key you determined in the sales document:
Choose Position:
Sales document type: OR
Item category group: NORM
Item Usage: No entry
ItemCat-HgLvIt: No entry
System determines item category TAN and some alternative values
Details will display all alternative item categories
Go back to the sales document and choose F4 for the item category
All alternative item categories are available

Enter further free-of-charge items in the document:
Sub-item: 10
System finds item category TANN
Show in customizing how the item category is determined
Choose Position
Item category group: NORM
Use: No entry
SAP AG LO605 Sales
12.06.1998 Page 45
ItemCat-HgLvIt: TAN
System determines item category TANN and no alternative values
Return to the sales document and choose F4 for the item category
No alternatives are available for TANN
Create a service item:
Material: I-1000 (1 hour)
System finds item category TAD
Show how the item category is determined in the customizing table
Choose Position
Item category group: LEIS
Item use: No entry
ItemCat-HgLvIt: No entry
System determines item category TAD with TAW as an alternative value

SAP AG LO605 Sales
12.06.1998 Page 46
Bills of Material in the Sales Document
The item categories also control the bills of material in the sales document which are determined for the
main and sub-items. Looking at the bills of material is a good example of how document items are
controlled.

Bills of material as master records
Bills of material in the sales document

BOMs: Example Computer
Exploding Bills of Material in Sales Documents

Show the item categories from the Bills of material in the demo and document them
step-by-step on a flipchart.

Demonstration: Bills of Material in the Sales Document

Approx. 20 min

Create (material) Bills of material (BOM)
Logistics Sales and distribution Master data Products Bills of
materials Bill of material Material BOM
Material: R-1001
Plant: 1200
Use: 5
Component: R-1130 (1 unit) Item cat.: L

Create order
Order type: OR
Customer: 2006
PO- number: Item Category 3
Material: R-1001 (1 unit)
System explodes BOM for material R-1001
Go to the material and show item category group: ERLA
Follow how the item category is determined in customizing: TAQ

Branch to material R-1130 and show item category group: NORM
Follow how the item category is determined in customizing: TAE
SAP AG LO605 Sales
12.06.1998 Page 47
Show how this affects pricing for the item categories:
Item category TAQ System does run pricing
Item category TAE No pricing

Change item category group of material R-1001
New item category group: LUMF

Create order (see above)
System explodes BOM for material R-1001
Show how the item category for R-1001 is determined in customizing: TAP
Show how the item category for R-1130 is determined in customizing: TAN
Show how this affects pricing for the item categories:
Item category TAP No pricing
Item category TAN System does run pricing

Change item category group for material R-1001
New item category group: NORM

Create order (see above)
The system does not explode the BOM for material R-1001
Follow how the system determines the item category in customizing: TAN
Item category TAN Explosion is not activated
Item category TAP / TAQ Explosion is activated

IMPORTANT:
Change item category group for material R-1001
New item category group: ERLA
so that the system explodes BOM

SAP AG LO605 Sales
12.06.1998 Page 48

Activities: Controlling Sales Document with Item Categories

Approx. 40 min

Make sure that the participants will create their BOM in plant 1200 !

Approx. 5 min. If necessary, discuss the activities.

SAP AG LO605 Sales
Controlling Sales Documents with the Schedule Line Category
12.06.1998 Page 49


Topics

How the schedule line category controls sales documents
Assigning the schedule line category


The schedule line category is the third customizing object available for controlling
sales documents.
These three elements enable the users to control sales documents in detail at any
level within their structures.

Controlling the Sales Document with the Schedule Line Category

This unit discusses the functions of the schedule line in the sales document.
Customizing for schedule line categories controls the behavior of a sales document at the schedule line
level. You will configure settings that are valid for all schedule lines of this schedule line category in the
sales document.

Examples of schedule line categories
Definition of a schedule line category

Examples of Schedule Line Categories
Discuss examples and explain characteristics
Schedule Line Category
Controlling Schedule Lines in Sales Document
Display examples of different controls for typical business processes

SAP AG LO605 Sales
12.06.1998 Page 50

Demonstration: Controlling Sales Documents with the Schedule Line Category
Approx. 15 min

Discuss important fields in the schedule line category

IMG Sales and Distribution sales sales documents schedule lines
Note: Call up possible entries for the fields that have been marked with [F4].
Schedule Line Category: CP Deterministic MRP

Delivery block [F4]
Movement type [F4] [Refer to IMG-Docu, see above]
Item relevant for delivery
Incompletion procedure [Refer to Incompletion unit]
Availability
Product allocation

To explain the affects of the different entries for a field, you can use New entries
to go from schedule line category CP (deterministic MRP) to another schedule
line category.
Example: The Item relevant for delivery field is activated for schedule line
category CP but not for BN (quotations). This is because this schedule line is
only used as a template for a schedule line in the sales order.
The movement type contains important information for the interface to inventory
management. The IMG offers a detailed help text: use the search function to
select movement type.
IMG Materials Management Inventory Management Movement Types
To generate purchase requisitions automatically in MM (purchasing) you use the
fields Order type, Purch. req. with del. Scheduling, Item category and Account
assignment in the Schedule line category. These fields are used in third-party
order processing or individual customer purchase order (for example schedule
line category CS).

Internal Note:
Availability checks and transfer of requirements have not yet been covered in the
training courses but there is a CD (customers can search for it under Knowledge
Products and Availability Check in OSS), Purchase order number: 500 15 300

Assigning the Schedule Line Category

In normal business processes, the schedule line category is automatically determined by the R/3 System.
This section talks about the relevant customizing.

SAP AG LO605 Sales
12.06.1998 Page 51

Assigning schedule line categories automatically
Changing the schedule line categories manually in the sales document

Assignment Item Category to Schedule Line Category
Explain both elements in the key (why and what for?)

Document on the flipchart how the schedule line categories are assigned.

Demonstration: Assigning the Schedule Line Category
Approx. 20 min

Create order
Sales order: OR
Customer: 2006
PO- number: Schedule Line 1
Schedule line category: CV
Branch out of the order to show the MRP group in the material master record
(Screen MRP 1):
VM (Storage location 0001)

Call up the Assign Schedule Line Category customizing table (VOV5) and
access with the key
Choose Position
Item category: TAN
MRP characteristic VM
System determines the item category CV and there are no alternative values..
Go back to the sales document and choose F4 on the schedule line category.

Enter one more item in the document:
System finds item category TAQ
System finds schedule line category CP
Show MRP type in the material master record of material R-1001: M0.
Show in customizing which schedule line category is determined:
Choose Position
Item category TAQ
SAP AG LO605 Sales
12.06.1998 Page 52
MRP characteristic M0 (from material master)
System does not determine an entry:
Choose Position
Item category TAQ
MRP characteristic blank
Schedule line category CP and no alternative values.

Enter a service item:
No MRP views in the material master are maintained, that means no MRP
type
Show in customizing which schedule line category is determined:
Choose Position
Item category TAD
MRP type: no entry
System determines schedule line category CD Without delivery.

Change item category:
item category TAW (instead of TAD)
Look in the customizing table which schedule line category is determined:
Choose Position
Item category: TAW
MRP characteristic: no entry
System determines schedule line category CT No inv.mgmt/no GdsIs

SAP AG LO605 Sales
12.06.1998 Page 53

Activities: Controlling Sales Documents with the Schedule Line Category

Approx. 30 min

Approx. 5 min. If necessary, discuss the activities

SAP AG LO605 Sales
Data Flow
12.06.1998 Page 54
Data Flow


Topics

Document flow and completion rule
Completion rule
Copying control


You have finished talking about the customizing objects - sales document type, item
category and schedule line category and how they control an individual sales
document.
In this next step, you need to explain how a sales process is controlled and how data
can be transferred from a document to a subsequent document.

Document Flow and Completion Rule
A sales process is represented in the R/3 System by a sequence of documents.
You can follow the history of a particular business transaction by looking at the document flow at header
and item level. In addition, quantities can be updated in the document flow and the data necessary for this
will also be updated in the document flow record.

Document flow

Creating with Reference: Dialog
. . .
Document Flow Lists

Demonstration: Document Flow
Approx. 20 min

SAP AG LO605 Sales
Data Flow
12.06.1998 Page 55
Create inquiry
Document type: IN
Customer: 2006
Validity: one month
Materials: M-10; M-11 (10 units each)

Create first quotation with reference to inquiry
Document type: QT
Customer: 2006
Validity: one month
Material: M-11 ( 5 units)

Display document flow
Show document flow at header and item level

Create another quotation with reference to the inquiry
not possible
Message: The reference object has already been completely copied or
rejected

Create second quotation using the inquiry as (item proposal)
Use the inquiry as a reference via the menu
Edit Propose items
Document type: QT
Customer: 2006
Validity: one month
Explain the difference between Create with reference and item proposal.
Enter another item

Create order with reference to first quotation
Document type: OR
Customer: 2006
PO number: Document flow 1

Expand order by creating with reference to second quotation

Display and explain document flow for order
Display document flow at header and item level

Display and explain the status overview for the first quotation
SAP AG LO605 Sales
Data Flow
12.06.1998 Page 56
Choose status overview from the document flow

Optional: Display document flow for inquiry
The second quotation doesnt appear because of the item proposal.

Make sure that the difference between create with reference and item
proposal is clear to the participants (type of entry help).

Completion Rule

The document status of previous documents can be updated, when a new document is created with
reference to an existing sales document. This is controlled by the completion rule in the item category.

Discuss this topic before copying control
Bring the slide forward

Completion rules

Updating the Reference Status

Demonstration: Completion rule
Approx. 15 min

Continue previous process

Call up document flow from the order
Status of both quotations is Being processed

Call up status overview for the inquiry
Status of item 20 is fully referenced, although only 5 units have been taken.

Show completion rule for item category AFN
SAP AG LO605 Sales
Data Flow
12.06.1998 Page 57
AFN Completion rule: A Item has been completed with first reference

Call up status overview for first quotation
Status of item 20 is partially referenced, because only a partial quantity has
been taken.

Show completion rule for item category AGN
Completion rule: B Item is completed if total quantity has been referenced

Create order with reference to first quotation
Document type: OR
Customer: 2006
PO number: Document flow 2
Material: M-11 ( remaining quantity)

Quotation completed

Call up status overview for second quotation
Item 10 has not been referenced

Change second quotation
Reject item 10

Quotation completed

Copying Control
The transfer of data between sales documents is configured in copying control.

Copying control
Copying requirements
Data transport routines
Switch: Update document flow

Copying Control in SD
Copying Control for Sales Documents
Copying Requirements

SAP AG LO605 Sales
Data Flow
12.06.1998 Page 58

Demonstration: Copying Control
Approx. 20 min

The demonstration should be based on the Slide Copying Requirements slide and
then follows it up in customizing.

1. Demonstrate the affects of copying requirements at header level:

Create quotation for customer 2006
Document type: QT
Customer: 2006
Validity: 1 month

Create order for customer 2007
Document type: OR
Customer: 2007
PO number: Copying control
Menu Sales document Create with Reference Quotation (tab)
Error Message: The sold-to parties are different. 20007and/or 2006
(reference)

2. Look for relevant customizing

Show copying controls in SD
Sales, Shipping, Billing

Call up copying controls for the process QT OR
IMG Sales and Distribution Sales
Maintain Copy Control for Sales Documents
Choose Activity: Copying Control: Sales Document to Sales Document
Select QT OR copy process

Demonstrate copying control on header level
Choose Details
Call up source code for copying requirements 001 Header-Same Customer
Search for word customer in Program Line 74
Go back to the Header Detail View and
explain the field Copy item number

SAP AG LO605 Sales
Data Flow
12.06.1998 Page 59
Demonstrate copying control on item level (item category AGN)
Double Click on Item (left Window)
Double Click on AGN (right Window)
Call up source code for copying requirement 301 Item rejection reas.
Search for String reject in Program Line 26
Go back to the Item Detail View and
explain the field Update document flow

Demonstrate copying control on schedule line level (schedule line BN)
Double Click on Schedule line (left Window)
Double Click on BN (right Window)
Call up source code for copying requirement 501 Scheduled qty > 0
Search String quantity in Program Line 25

SAP AG LO605 Sales
Data Flow
12.06.1998 Page 60

Activities: Data Flow

Approx. 30 min

Notes of interest
50441 Determine billing date from the delivery date
105512: Update document flow


SAP AG LO605 Sales
Special Business Transactions
12.06.1998 Page 61


Topics

Rush order and cash sales
Customer consignment
Free-of-charge deliveries and free-of-charge subsequent deliveries


Now that you have discussed copying controls as a way of configuring sales
documents, you can look at examples from business practice in this unit. You will
demonstrate the necessary settings in customizing for these examples, which will
also help to reinforce what has been learned in previous units.

Rush Orders and Cash Sales
Both these document types are for direct sales from the plant, for example to a customer or an employee.

Rush order
Cash sales invoices

Rush Orders
Cash Sales

SAP AG LO605 Sales
12.06.1998 Page 62

Demonstration: Rush Orders and Cash Sales
Approx. 10 min

Create cash sales
Document type: CS
Customer: 2006
PO number: Cash Sales
System creates delivery automatically (delivery type BV)
System creates invoice automatically (output type RD03)

Issue output to screen
Order Change Sales document Issue Output to Print preview
Output type: RD03, logical destination: LP01
The order number is also the document number

Show and compare customizing for both order types
Important for creating deliveries automatically: no entry for lead time

Customer Consignment
To represent the customer consignment process, the standard system contains four document types with
individual settings at the header, item and schedule line level. This business process is a good way of
teaching and practicing how the customizing objects - sales document type, item category and schedule
line category - work together. These business processes in the R/3 System provide a good examplesof the
variations that are possible within standard configuration. For example, a consignment return will go back
to the customers own plant instead of the customer special stock.

Consignment fill-up
Consignment issue
Consignment pick-up
Consignment returns

Consignments
Consignment Fill-Up and Issue
Consignment Pick-Up and Returns

SAP AG LO605 Sales
12.06.1998 Page 63

Demonstration: Customer Consignment
Approx. 30 min

In General:
Discuss the necessary customizing on header, item and schedule line level
parallel to the demonstration of the consignment processes.

1. Consignment Fill-Up
Display stock for material M-14 in plant 1200 (new session)
MM Inventory management Environment Stock Stock overview

Create consignment fill-up
Document type: CF
Customer: 2006
PO number: Consignment 1

Order Change Sales document Deliver

Pick delivery and post goods issue (using a transfer order)
(while in Delivery Create) Subsequent. functions Create Transfer
order
Warehouse number: 012 Lean Warehouse Dresden
Foreground/Background: Background
Adopt pick quantity: 2 Include pick. quantities in delivery
and post goods issue

Bill the order
Error message displayed in the log: The document is not relevant for billing
Why? Show item category KBN

Display stock of material M-14 (change session, call up a new one)
Unrestricted stock: reduced by 50 units
Managed as customer consignment special stock: 50 units
Double-click: for customer 2006

2. Consignment issue
Create consignment issue
Document type: CI
Customer: 2006
SAP AG LO605 Sales
12.06.1998 Page 64

picking is not necessary (goods are at customer)

Post goods issue (directly in delivery)

Create billing document (delivery-related)

Show document flow
System creates billing document and financial accounting documents.

Display stock of material M-14 (new session)
Unrestricted stock: unchanged
Customer special stock: 30 units (20 fewer)

3. Consignment Pick-Up
Create consignment pick-up
Document type: CP
Customer: 2006

Optional
Students may ask if Availability checking occurs with product in consigned
stock. It does.
To demonstrate this feature, change the quantity to 100.
When you hit enter, the Availability Control screen will display showing the
total amount still in consigned inventory at the customer sight. This too, is
controlled by the item category.
Change the quantity back to 10 when finished.

Create returns delivery (from the order using the subsequent functions,
delivery type LR)
No picking necessary (stock at customer)

Post goods receipt (directly in the delivery)
If necessary: picking location of item: 0001

Create billing document (delivery-related)
Billing does not take place for this process
Message: The billing type could not be determined
SAP AG LO605 Sales
12.06.1998 Page 65

Show stock of material M-14 (new session)
Unrestricted stock: increased by 10
Customer special stock: 20 units (reduced by 10)

4. Consignment Returns
Create consignment returns
Document type: CR
Customer: 2006
Order reason: Damaged in transit
Billing is automatically blocked due to the sales document type

Create returns delivery (from the order using the subsequent functions,
delivery type LR)
Picking is not necessary (stock at customer)

Post goods receipt (directly to the delivery)
if necessary: Picking warehouse for item: 0001

Create billing document (order-related)
No billing due to billing block Check credit memo in the order
Message: The document is blocked for billing

Change consignment returns
Remove billing block from the document header

Create billing document (using subsequent functions from the order)
System creates billing document

System creates billing document and financial accounting documents

Display stock for material M-14 (new session)
Unrestricted stock: unchanged
Customer special stock: (increased by 5)

Users can also work with partner SB special stock partner (partner type KU) in
customer consignment. This allows the special stock to be posted to this partner and
not to the sold-to party.

SAP AG LO605 Sales
12.06.1998 Page 66

Free-of-Charge Deliveries and Free-of-Charge Subsequent Deliveries
Both of these document types are for orders with items that are free of charge.

Free-of-charge deliveries and subsequent deliveries
Item category KLN

Deliveries Free-of-Charge and Subsequent Deliveries

Demonstration: Free-of-Charge and Subsequent Deliveries
Approx. 5 min

Create a free-of-charge delivery
Document type: CD
Customer: 2006
PO number: Free of Charge
Material: B-7000 (1 unit)
Order reason: free of charge sample
Item category: KLN

Customizing
Sales document type: CD no billing types
Item category: KLN relevant for billing: blank

Create free-of-charge subsequent delivery
Document type: SDF
System automatically displays the Create with reference dialog box
System does not let you create the SDF order manually or by referencing any
document except a sales order

Customizing
Sales document type: SDF
Field: Reference mandatory: C order

SAP AG LO605 Sales
12.06.1998 Page 67

Activities: Special Business Transaction

Approx. 40 min

Approx. 5 min. If necessary, discuss activities

SAP AG LO605 Sales
Incompletion
12.06.1998 Page 68
Incompletion


Topics

Incomplete sales documents


The incompletion log provides an essential function by checking that the critical data
has been entered in the documents for a business transaction.
If necessary, the system can be configured so that it prevents subsequent processing.
In this case the user can maintain any missing data.
The system can also be configured to prevent a user from saving an incomplete
document.

Incomplete Sales Documents

Incompletion log
Incompletion procedure
Incomplete status
List of incomplete documents

Incompletion log
Status of Incomplete Sales Documents

SAP AG LO605 Sales
Incompletion
12.06.1998 Page 69

Demonstration: Incomplete Sales Documents
Approx. 20 min

Create order
Document type: OR
Customer: 2006
Delete plant at item level
Call up incompletion log and edit PO number
Menu Edit Log of Incomplete items
PO number: Incompletion
Save incomplete order

Call up list of incomplete orders
Logistics Sales and Distribution Sales Information System Orders
Incomplete Orders
Delete the entry in the Created by field
Select document, edit and return to the list

Show customizing for status groups
IMG Sales and Distribution Basic Functions Log of Incomplete items

Create an incompletion procedure at document header level in customizing
New procedure should contain the field Order reason
Copy incompletion procedure 11
Incompletion procedure Z0 Trade fair procedure
Copy field into procedure
Table: VBAK
Field name: AUGRU
Determine info from document:
Call up F1 help for the Order reason field and choose Technical info
Screen: KKAU
Determine info from document:
Determine header line in processing screen for document and use F4 help to
compare with the Screen field in customizing
Status: 02
Warning: Activate

Assign procedure to sales document type ZA00

Show how it affects the sales document
Create order, process incompletion log and edit it
Order reason: good service
SAP AG LO605 Sales
Incompletion
12.06.1998 Page 70

Optional
Incomplete Messages indicator
Customizing: Set the flag incomplete messages for document type ZA00
Create an incomplete order and try to save the document.
Explain, that you cannot save an incomplete order any more.
Cancel without saving.
De-activate the flag.

New functionality as from Rel. 46: In the incompletion procedures there is a new
field processing sequence of incompletion log. This helps the end user to complete
the order by starting to fill in the missing information in the right sequence.

Activities: Incomplete Sales Documents

Approx. 20 min

Approx. 5 min. If necessary, discuss activities.

SAP AG LO605 Sales
Business Partners and Partner Determination
12.06.1998 Page 71


Topics
Business partners
Partner determination


This topic is discussed before the Outline Agreements unit because the participants
need to understand this theory before looking at the idea of partners authorized to
release.

New functionality beginning in Rel. 46: The partner determination in the sales order
is now supported by a determination log (button on the right hand side below the
partner table control. Note: The determination log gets lost when you save the sales
order.

Business Partners
There are normally a number of business partners involved in the sales process. The first step
demonstrates how to configure business partners for the relevant customizing objects in Sales.

Partner function
Partner determination procedure
Assigning partner determination procedures
Permitted partner functions per account groups

Business partners
Permitted Partner Functions per Account Groups

General description of the procedure:
Use the flipchart or the overhead projector to document partner functions and their
assignments (use another color for examples).

SAP AG LO605 Sales
12.06.1998 Page 72

Demonstration: Business Partners
Approx. 30 min

How they are used:

Create a trade fair order
Document type: ZA00
Customer: 2006
PO number: Partner 1
Display partner screen for document header

Show customer master
Environment Partner Display sold-to party
Goto Sales area data Partner functions (tab)
Data has been taken from the customer master

Customizing
IMG Sales and Distribution Basic Functions Partner Determination ...
Define partner functions
Define a new partner function
Partner function: ZZ sales representative
unique in customer master
Partner type PE (personnel number)

Partner Controls in Customer Master

Show partner determination procedure AG for Customer master object
Session 1:
Customer master - Partner determination procedure AG Procedure details
Session 2:
Call up partner screen for customer master 2006 Choose F4 in the Partner
function field
Identical because the partner in the customer master is controlled by the AG
(sold-to party) procedure

Add new partner function ZZ to the procedure
As an alternative because the function has already been defined

Change customer master 2006
Partner screen You can now maintain partner ZZ:
ZZ 1701 (Personnel master record)

SAP AG LO605 Sales
12.06.1998 Page 73
Explain how the AG procedure has been assigned to account group 0001
Explain the account group

Partner Controls in the Sales Document Header

Create a new partner determination procedure for the Sales document
header
Procedure: Z00 Trade fair procedure 00
Functions: SP Mandatory function, cannot be changed
BP Mandatory function
PY Mandatory function
SH Mandatory function
ZZ

Assign procedure Z00 to document type ZA00 trade fair sales order

Create trade fair order
Document type: ZA00
Customer: 2006
PO number: Partner 2
Show partner screen for document header
ZZ function is called up automatically from the customer master
Only the ZZ function can be deleted as it isnt a mandatory function
SP function cannot be changed as it has been configured that way in the
partner procedure

Partner Determination
Up until now, it seems as if the origin of the partner has not been determined in the sales document but
this should now be discussed in this unit.

Source
Sequence

Partner Determination for Sales Documents

Demonstration: Partner Determination
Approx. 5 min
SAP AG LO605 Sales
12.06.1998 Page 74

Show partner determination procedure TA for Sales document type
Explain the source and sequence fields
Examples:
Function Q1 quality certificate recipient SH
Function KM credit manager
Function 1A customer hierarchy 1

Notes of interest
12682 Use of new partner functions in SIS
20382 Updating information on partners
36557 Info SD/CO-PA: transfer partner functions to CO-PA
69385 No transport of partner data

Activities: Business Partners and Partner Determination

Approx. 40 min


SAP AG LO605 Sales
Outline Agreements
12.06.1998 Page 75
Outline Agreements


The presentation of the chapter is very long (approx. 90 minutes). So it might be
good to divide the chapter into two parts by integrating a break between the topics
value contract and partners authorized ....

The sequence of the topics of the chapter has been changed.

Topics
Quantity contracts and scheduling agreements
Value contracts
Partners Authorized to Release
Contract data


Outline agreements are configured in the same way as sales document types but
there are also some specific customizing activities for outline agreements which you
will discuss in this unit.

Quantity Contracts and Scheduling Agreements
These are document types in the R/3 Standard System.

Quantity contracts and release orders
Scheduling agreements

Outline Agreements Sales Document Types
Messages about Open Outline Agreements

SAP AG LO605 Sales
Outline Agreements
12.06.1998 Page 76

Demonstration: Quantity Contracts
only if there is enough time approx. 10 min

Create Quantity Contract
Logistics Sales and Distribution sales contract
Document type: NMS
Customer: 2006
Validity: 1 year
Description: Quantity contract 1
Material: M-10 (target quantity 50 units)

Create Release Order (from quantity contract)
Document type: OR
PO number: Release 1

Create order
Document type: OR
Customer: 2006
Open outline agreements dialog box Choose List
Create with reference to quantity contract

Create sales order
Document type: OR
Customer: 2006
Open outline agreements dialog box Choose Continue
Do not create a reference to quantity contract

Create a subsequent reference to the item [new to Release 4.0A]
Change order Edit Assign contract Item

Change contract
Display document flow Goto Overview of Release

SAP AG LO605 Sales
Outline Agreements
12.06.1998 Page 77

Demonstration: Scheduling Agreements
only if there is enough time approx. 10 min

Scheduling Agreements

Create Scheduling Agreement
Logistics Sales and Distribution Sales Scheduling Agreement
Document type: DS
Customer: 2006
Validity: 1 year
Description: Scheduling agreement
Material: M-10 (target quantity 50 units)
Create schedule lines
Refer to Order quantity and Target quantity fields
Choose Today as one of the delivery dates, then choose others that are further
into the future to show how Availability checking works with scheduling
agreements

Create delivery

Set a later delivery date and create delivery

SAP AG LO605 Sales
Outline Agreements
12.06.1998 Page 78
Value Contracts
Value contract functionality was added in Release 4.0. A value contract allows a user to create a contract
for a specific value.

Value contracts
Assortment module
Updating values
Billing

Value Contracts
Controlling Value Contracts

Demonstration: Value Contract
Approx. 20 min

Create assortment module
Logistics Sales and Distribution Master Data Products Value
Contract Assortment Module
Description: WK-Module LO605
Materials: M-10; M-11; M-12

Create a value contract item
Contract type WK1
Customer 2006
Description Value contract
Target value: 10000 UNI
Assortment module: (search by module type 6 )
Item category: WKN
WK material: WKM1

Create release
From value contract using menu Sales document Create subsequent order
Document type: OR
Choose List partners
Sold-to party: 2006
Choose Expand assortment
Material M-10 (1 unit)
PO number Release WK1

Change value contract
Show Released value field
SAP AG LO605 Sales
Outline Agreements
12.06.1998 Page 79

Customizing for item category WKN in the value contract
IMG Sales and distribution sales contracts value contracts
Completion rule field: E
Value contract area
Value contract material field: WKM1
Contract release control field: A Warning if target value is exceeded

Determining item category WKN
without value contract material in item category
Key: WK1 / blank / VCTR / blank
with value contract material in item category
Key: WK1 / VCIT / blank / blank

There might be problems with the assortment module:
Solution 1: Call up assortment module and enter the material again
Solution 2: Continue processing without the assortment module
(this means there are no restrictions on the permitted materials)
Solution 3: Work with the product hierarchy (also with a generic search)

Internal Note:
Assortment modules for 4.0B systems: Look at note 102650

SAP AG LO605 Sales
Outline Agreements
12.06.1998 Page 80
Partners Authorized to Release
Before Release 4.0A, each partner function could be assigned to only one partner in every sales
document. As of Release 4.0A, different logic has been implemented for outline agreements so that you
can save several sold-to parties and ship-to parties in the contracts for the release orders.

Alternative sold-to party
Alternative ship-to party
Customer list
Customer hierarchy

Partners Authorized to Release in Contract
Partners Authorized to Release: Customer List
Partners Authorized to Release: Customer Hierarchy

Demonstration: Partners Authorized to Release
Approx. 15 min

Create a partner authorized to release for customer 2007
Change customer master Partner screen
AA: 2006
AA: 1000
AW: 2006
AW: 1000
AW: 1010
AW: 1020
Customer account group: 0001

Show customizing for partner determination
Search for partner determination procedure for account group 0001:
Account group 0001 Procedure AG

Show partner determination procedure AG
Contains both partner functions AA and AW

Create value contract
Contract type WK1
Customer: 2007
Contract release sold-to party dialog box Choose AA: All
SAP AG LO605 Sales
Outline Agreements
12.06.1998 Page 81
Contract release ship-to party dialog box Choose AW: 1000; 1020
Description: Value contract 2
Validity: 1 year
Target value 10000 UNI
Show the header partner screen - now contains all selected partners
Create release order
Sales document Create subsequent order
Order type OR
Choose Partners (Contract partners authorized for release F9)
SP 2006
SH 1000
Choose Enter Material
Choose Back (F3) Choose Copy
PO number Auth. Partners
Compare SP and SH partners of the release order and the value contract.

Show customizing for partner determination
Search for partner determination procedure for document type WK1: KAB
Contains both functions AA and AW

Show customizing for sales document type WK1
Contracts area: Explain the Check partner authorization field
Check. partner auth A

SAP AG LO605 Sales
Outline Agreements
12.06.1998 Page 82
Contract Data
A lot of data that is irrelevant to other sales document types is important for contracts. Examples include
the contract start and end dates, or information on the cancellation procedure. Users can activate this data
for the contract sales document type.

Contract profile
Date determination rules
Cancellation procedure and rules

Contract Data in Sales Documents
Determining Dates

Demonstration: Contract Data
Approx. 20 min

Create a rental contract
Contract type: QP
Customer: 1172
Description: Rental contract
Contract start: determined from date rule 01
Contract end: determined from date rule 08
Sales area: 1000 / 14 / 00
Goto Header Contract data
Explain contract data

Customizing
Call up document type QP rental contract (second session)
Contract data (section of sales document type customizing)
Explain the Contract data allowed field Entry X
Explaining the Contract profile field Entry 0001

Customizing for contract data
IMG S & D Sales Sales Documents Contracts Contract Data ...
Show and explain profile 0001
Show and explain the date determination rules
Cancellation procedure: 0001

Show how the settings in customizing affect the contract data
in the rental contract created above
Default values are taken from the contract profile and appear in the contract
SAP AG LO605 Sales
Outline Agreements
12.06.1998 Page 83
Change and reset the data determination rules
Change the Val. Period category (delete period first)
Reset the Val. period category (delete period first)

Optional: Cancel rental contract
Example 1
Reason: too expensive
Receipt of cancellation: today
Cancellation party: B
Requested cancellation date: End of week
Explain warning message
Example 2
Choose Check (cancellation)
Receipt of cancellation: in 5 months
Contract end : delete
Requested cancellation date: in 6 months
next possible date is determined according to the cancellation rule
Copy value

The rental contract is billed periodically.
These settings are made in the item category:
You can call up the billing plan in the document (generated automatically)
Pricing basis: Cancellation procedure Pers01 with condition type PPSV

Activities: Outline Agreements

Approx. 40 min


SAP AG LO605 Sales
Material Determination
12.06.1998 Page 84


Topics
Material determination / product selection
Material listing / Material exclusion


This unit looks at functions that have far-reaching effects in Sales. All four of these
functions or tools use the condition technique. This is the first time that the condition
technique has been mentioned, either in this course or in the curriculum in general.
You should limit your description of it to a basic introduction as more details about
the condition technique are provided in LO620 Pricing, and LO650.

Material Determination / Product Selection
Material determination allows you to enter one product on a sales document, then based on rules
(maintained using the condition technique) have that product automatically substituted for another. How
the system reacts (for example whether the substitution is mandatory or optional), how the results are
displayed and so on are controlled in Customizing.

Material determination
Product selection
Condition technique
Analysis

Determining Materials
Material Determination Condition Technique

Use the slides and flipchart to present the principle condition technique
procedure and explain it with examples (procedure A00001, condition type
A001, ...)
Decide how detailed your explanations should be, depending on how much time
you have

SAP AG LO605 Sales
12.06.1998 Page 85

Demonstration: Material Determination / Product Selection
approx. 15 min

Create a material determination master record
Logistics Sales and Distribution master data products material
determination
Material determination type: A001
Material entered: M-13
Material: M-15
Reason for substitution none

Create order
Document type: OR
Customer: 2006
PO number: Material determination 1
System automatically substitutes the material with the one in the material
master record
Show the material entered in the item
Item details Sales A

Change the master record for manual product selection
Change the above master record
Determination type: A001
Material entered: M-13
Material: M-15
Select the item and choose Alternative materials
Material: M-16
Material: M-17
Reason for substitution: 0005 Promotion

Create order
Document type: OR
Customer: 2006
Choose material M-17 from the selection list

Show order confirmation on the screen
System displays the substitution material
Customizing for the substitution reason (Entry field is de-activated)
Check Entry field and show order confirmation again
System now displays the entered material in the order confirmation
SAP AG LO605 Sales
12.06.1998 Page 86

Create master record for manual product selection
Material determination type: A001
Material entered: Monitor
Material: M-15
Select the item and choose Alternative materials:
Material: M-16
Material: M-17
Substitution reason: 0005 Promotion

Create order
Document type: OR
Customer: 2006
Material: Monitor (10 units)
Selection list
Choose material M-17
Also works without a master record for the entered material

Show customizing for the material determination condition technique and
draw it out on the flipchart
IMG Sales and Distribution Basic Functions Material Determination

Create order
Document type: OR
Customer: 2006
Activate the material determination analysis
Environment Analysis Material Determination On
Material: Monitor (10 units)
Choose material M-17
Explain analysis and show/repeat procedure on the flipchart

Material Listing / Material Exclusion
The material listing and exclusion functions allow you to limit access to your products. With material
listing, a customer can only purchase a product if it is on their listing; and with material exclusion, the
customer can purchase all products except what is on the exclusion list.

Material listing
Material exclusion

SAP AG LO605 Sales
12.06.1998 Page 87

Material Listings
Material Exclusion

Demonstration: Material Listing / Product Selection
Approx. 10 min

Material listing (Warning: in Rel. 46A the have been problems with material
listing in the training-systems !)

Create master record for material listing
Logistics Sales and Distribution Master Data Products
Listing/Exclusion
Listing type: A001
Key: Customer / Material
Customer: 2007
Material: M-15; M16 and M-17

Create order
Document type: OR
Customer: 2007
PO number: Material listing
permitted
Error message: Material M-10 is not listed and therefore not allowed
Delete item, activate analysis and enter Material again
Environment Analysis Listing/Exclusion On
Explain analysis

Material exclusion

Create master record for material exclusion
Exclusion type: B001
Customer: 2007
Material: M-16

Create order
Document type: OR
Customer: 2007
PO number: Material exclusion
SAP AG LO605 Sales
12.06.1998 Page 88
permitted
Error message: Material M-16 has been excluded
Although the material is listed, the exclusion overrides it
The exclusion check follows the listing check

Activities: Material Determination

Approx. 20 min

Approx. 5 min. If necessary, discuss activities

SAP AG LO605 Sales
Free Goods
12.06.1998 Page 89
Free Goods


Topics
Free goods


Free goods is an additional pricing function and mainly serves to control the free-of-
charge items in the sales document. As in the previous unit, you will be looking at
the condition technique in detail and will be able to use free goods to explain and
demonstrate it.

Free Goods
The free goods functionality allows you to automatically give the same or different product for free, when
a certain quantity of a given product has been purchased by a customer. How the free good quantity is
determined, and how the system behaves in a variety of situations is dependent on how free goods is
customized and how master records are defined.

Exclusive and inclusive bonus quantities
Free goods in the billing document
Updating

Exclusive and Inclusive Bonus Quantities
. . . up and including
Free Goods Determination Condition Technique

Review the condition technique using the flipchart. Repeat it and explain that is
similar to condition technique in previous unit ??
Decide how detailed you want to be depending on how much time you have left

De-activate the Reorder point material M-18 !
MRP 1View (plant 1200) Change MRP type to ND No planning
Delete the value in the Reorder point field.
New functionality as from: Release 46X: Inclusive bonus quantities can be handled
by the sales order with or without item generation (see free goods master record -
SAP AG LO605 Sales
Free Goods
12.06.1998 Page 90
field: free goods inclusive/exclusive indicator)

Demonstration: Free Goods
Approx. 20 min

Inclusive bonus quantities

Create master record for inclusive bonus quantities
Logistics S & D Master Data Conditions Free Goods
Sales org / DC 1000 / 10
Discount type: NA00
Customer: 1172
Material: M-18
Minimum qty: 100
from: 20 PC
are Free goods: 1 PC
in % 5 (only for info)
Cal 1 (calculation type)
Excl 1 (inclusive/exclusive indicator)
FGDe blank (Free goods delivery control)

Create order
Document type: OR
Customer: 1172
PO number: Inclusive quantity
Message: Minimum quantity of 100 PC has not been reached
Increase quantity: 200 units
System creates free good item by subtracting 10 units from the order quantity
Show pricing for the free goods item (system uses condition type R100)

Optional:
Activate the Analysis of free goods determination, enter an item and
explain the analysis
Explain pricing for the free goods item
De-activate pricing for item category TANN an show the results in a sales
document

Exclusive bonus quantities
Create master record for exclusive bonus quantity
SAP AG LO605 Sales
Free Goods
12.06.1998 Page 91
Free goods type: NA00
Choose Exclusive button
Customer: 2006
Material: M-18
Minimum quantity: 100
for: 100 PC
add Free goods: 5 PC
in % 4,76 % (explain !) value defaults
Cal: 2 (whole units)
Excl 2 (Inclusive/Exclusive* indicator)
add. material: M-19
FGDe E (Free goods delivery control)

Create sales order
Document type: OR
Customer: 2006
PO number: Exclusive quantity
System creates free goods item with M-19
System does not run pricing for free goods item
Free gods quantity does not change (calculation rule 2 !)
Free goods quantity is also increased (2 x 100 units)

Create delivery
Two delivery items
Reduce the quantity of the first delivery item from 200 to 100 units
Affects delivery control E

(* Translators note: Exclusive used to be known as on-top bonus quantity and may still appear as such in the system)

Activities: Free Goods

Approx. 20 min


SAP AG LO605 Sales
Conclusions
12.06.1998 Page 92
Conclusions

approx. 10 minutes

Topics
Review and wrap-up

Putting the Unit in Context

The purpose of this unit is to review the objectives of the class, explain follow-up
activities and answer final questions.

Course Objectives
Recommended Follow-up Courses
Recommended Follow-up Activities

Discuss the course objectives, and explain how the objective were met, review the
highlights of the course, so that participants feel confident about what they have
learned during this week.
Review briefly, courses that participants may want to attend. The SD curriculum was
presented day 1, but there may be more questions now.

Appendix

You may want to discuss briefly what participants will find in the appendix, as it
covers topics not discussed in class, and also contains a menu path document that
will be useful to them at home.

The last activity the class needs to do is complete the course evaluation.

Instructor Guide LO605

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