Instructor Guide LO605

R/3 System
Instructor
Guide
Level 03
Lothar
Huber
Henning
Dürholt
LO605 Sales
Release 46A/B
December 1999
SAP AG LO605 Sales
SAP Contact Person
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
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SAP Contact Person
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
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SAP AG LO605 Sales
SAP Contact Person
SAP Contact Person

Walldorf
Henning Duerholt
International Subsidiaries
Henning Duerholt (Germany)
John Hilborne (GB)
Heather Czech, Florence O‟Donnell (USA)
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Re-working of Previous Edition

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.
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New functionality in LO605 - Sales as from Rel. 46A/B
Functionality Release description of new topic Unit of LO605 - Sales

new surface/ 4.6 The surface of the VA##- The sales process
Enjoy SAP transaction has been improved.
sales summary 4.5 The sales summary can now be Order processing
used directly from the sales
order.
new pricing function 4.5 The new pricing function in the Order processing
sales document has been
extended.
change sold-to party 4.5 The sold-to party of a sales Order processing
document can now be changed.
change of 4.5 The sales document type of a Sales document type
sales document type sales document can now be
changed.
create with reference 4.5 Creating sales documents with Data flow
reference to previous
documents has been further
developed.
partners/ 4.5/4.6 The partner determination has Partners
partner determination been improved.
free goods 4.5 Inclusive free goods can be Free Goods
handled without sub-item
generation.
material determination/ 4.5 There are new functions in Material determination /
product selection material determination/product Product substitution
selection
Further information about the new functions and topics can be found in the release notes and will be given
in the instructor guide.
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Course Details
Course Details
Duration
4 days
Course material and other material (training guide)

 Course folder
 Online documentation
 IMG documentation
Country-Specific Chapters
None
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Trainer Profile
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 participant‟s 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.
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Training System
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 Sales order processing
1000 / 14 / 00 Contracts
Material Material Item cat. Plant Sales org./ Where used

type group Dist. channel
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 Material BOM in SD
1000 / 14
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./ Material Customer Customer material Delivering plant
Dist. channel material description
2006 1000 / 10 M-10 M1775P Monitor 1775P
Course Participants:
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SAP AG LO605 Sales
Training System
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 Material Material Branch Sales org./ Dist. Plant Copying
number number type channel reference
##LO605-01 T-ATA## HAWA M 1000 / 10 1200 M-10
Z000 / Z0
##LO605-02 T-ATB## HAWA M 1000 / 10 1200 M-11
Z000 / Z0
##LO605-03 T-ATC## HAWA M 1000 / 10 1200 M-12
Z000 / Z0
##LO605-04 T-ATD## HAWA M 1000 / 10 1000 M-13
Z000 / Z0 1200
##LO605-05 T-ATE## HAWA M 1000 / 10 1000 M-14
Z000 / Z0 1200
##LO605-06 T-ATF## HAWA M 1000 / 10 1000 R-1120
Z000 / Z0 1200
##LO605-07 T-ATG## HAWA M 1000 / 10 1000 R-1130
Z000 / Z0 1200
##LO605-08 T-FUA## FERT M 1000 / 10 1200 R-1001
1000 / 14
Z000 / Z0
##LO605-09 T-ZSA## DIEN M 1000 / 10 1200 I-1000
Z000 / Z0
LO605-10 WKM1 HAWA M 1000 / 10 1200 new
Z000 / Z0
Material prices (PR00) have already been maintained for these materials.
Necessary stock has also been posted (2000 units for each material).
Personnel
Sales Personnel Important info VKORG / User ID Copying
employee number categories VKBUR / VKGRP reference
Melanie 1701## 0001 / 0002 / 0006 and 1000 / MAYERM 1701
Mayer 0105 Communication 1000 / 101
0900 Sales
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SAP AG LO605 Sales
Training System
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 it‟s 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
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Training System
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
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Course Goals and Objectives
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 company‟s
needs in Sales.
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Course Structure and Procedure
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.
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SAP AG LO605 Sales
Timetable LO605 Sales
Day 1
Approx. times Contents: Unit and Topics Activities: Trainer and Participants
10.00 – 10.30 Welcome
Topics: Presentation
Organizational points Introduction round for participants
Introduce course goals
Explain course content
Introduce participants
10.30 – 11.10 Introduction
A typical business transaction in Use flipchart or pinboard
Sales System demonstration
11.10 – 11.30 Coffee break
11.30 – 12.30 Organizational Units
(Part 1)
Organizational structures Use flipchart or pinboard
Organizational units in Sales
12.30 – 13.30 Lunch
13.30 – 14.30 Organizational Units
(Part 2)
Topics: System demonstration
see part 1 Participants‟ activities
14.50 – 16.00 Sales Order Processing
(Part 1)
Sales order processing Use flipchart or pinboard
Entry techniques and help System demonstration
16.20 – 17.00 Sales Order Processing
(Part 2)
Topics: Participants‟ activities
See part 1
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SAP AG LO605 Sales
Day 2
09.00 – 09.20 Summary of previous day’s work Presentation
Questions and answers
09.20 – 10.40 Sales Document Types

(Part 1)
Sales Document types Use flipchart or pinboard
Functions of the sales document System demonstration
System settings for document type
Assigning organizational units
11.00 – 12.00 Sales Document Types
(Part 2)
See part 1
12.00 – 13.00 Lunch
13.00 – 14.00 Item Categories
(Part 1)
Item categories in document Use flipchart or pinboard
What the item category does System demonstration
Definition of item category
Assigning item category
14.20 – 15.20 Item Categories
(Part 2)
See part 1 Presentation
BOMs Use flipchart or pinboard
System demonstration
Participants‟ activities
15.40 – 17.00 Schedule Line Categories
Topics:
Schedule line categories Presentation
Functions Use flipchart or pinboard
Definition System demonstration
Assigning the schedule line Participants‟ activities
category
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Day 3
Questions and answers
09.20 – 10.20 Data Flow

(Part 1)
Create with reference Use flipchart or pinboard
Document flow
Copying control
10.40 – 11.40 Data Flow
Topics: System demonstration
See part 1 Participants‟ activities
11.40 – 12.30 Special Business Transactions
(Part 1)
Cash sales Use flipchart or pinboard
Rush orders System demonstration
12.30 – 13.30 Lunch
13.30 – 14.40 Special Business Transactions
(Part 2)
Customer consignment Use flipchart or pinboard
Free-of-charge deliveries System demonstration
15.00 – 16.00 Incompletion
Incompletion log Use flipchart or pinboard
Incompletion status System demonstration
List of all incomplete orders Participants‟ activities
16.15 – 17.00 Partner Determination (Part 1)
Topics:
Partner functions Presentation
Partner type Use flipchart or pinboard
Partner determination procedure System demonstration
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SAP AG LO605 Sales
Day 4
Incl. introduction to OES Questions and answers
09.20 – 10.10 Partner Determination (Part 2)

Topics:
See part 1 Participants‟ activities
10.30– 12.00 Outline Agreements
(Part 1)
Scheduling agreements and Use flipchart or pinboard
quantity contracts System demonstration
Value contracts Participants‟ activities
12.00 – 13.00 Lunch

13.00 – 14.00 Outline Agreements
(Part 2)
Contract data Use flipchart or pinboard
Optional: Master contract System demonstration
14.20 – 15.20 Material Determination
Material determination Use flipchart or pinboard
Product selection System demonstration
Listing / Exclusion Participants‟ activities
15.40 – 16.50 Free Goods
Exclusive/inclusive bonus Use flipchart or pinboard
quantities System demonstration
Master data Participants‟ activities
Statistics and Controlling
Optional: Condition technique
16.50 – 17.00 Summary / Conclusion
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Unit: Welcome
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
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SAP AG LO605 Sales
Introduction
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
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SAP AG LO605 Sales
Introduction
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
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Introduction
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.
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Organizational Units

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.
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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
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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
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Sales Order Processing

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.
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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
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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
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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)
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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:
Don’t 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.
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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.
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 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
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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.
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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
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Sales Document Type
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.
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Sales Document Type
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).
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Sales Document Type
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
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Sales Document Type
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).
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Sales Document Type
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 shouldn‟t 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.
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Sales Document Type
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.
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Controlling the Sales Document with the Item Category

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
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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-
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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.
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 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 item‟s 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
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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
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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
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 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
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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.
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Controlling Sales Documents with the Schedule Line Category

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
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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.
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 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
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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
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Activities: Controlling Sales Documents with the Schedule Line Category
Approx. 30 min
Approx. 5 min. If necessary, discuss the activities
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Data Flow
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.
 Create with reference

 Document flow
 Creating with Reference: Dialog

...
 Document Flow – Lists
Demonstration: Document Flow
Approx. 20 min
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Data Flow
 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
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Data Flow
 Choose status overview from the document flow
 Optional: Display document flow for inquiry

 The second quotation doesn‟t 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
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Data Flow
 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
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Data Flow
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
 Create with reference
 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
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Data Flow
 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
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Data Flow
Activities: Data Flow
Approx. 30 min
Notes of interest
 50441 Determine billing date from the delivery date
 105512: Update document flow
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Special Business Transactions

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
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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 customer‟s 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
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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
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 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
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 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.
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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
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Activities: Special Business Transaction
Approx. 40 min
Approx. 5 min. If necessary, discuss activities
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Incompletion
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
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Incompletion
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
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Incompletion
 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.
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Business Partners and Partner Determination

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).
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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)
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 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 isn‟t 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
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 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
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Outline Agreements
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
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Outline Agreements
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

Document type: OR
Customer: 2006
 Open outline agreements dialog box  Choose Continue
 Do not create a reference to quantity contract
 Display document flow
 Create a subsequent reference to the item [new to Release 4.0A]

 Change order  Edit  Assign contract  Item
 Display document flow
 Change contract
 Display document flow  Goto  Overview of Release
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Outline Agreements
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
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Outline Agreements
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
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Outline Agreements
 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
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Outline Agreements
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
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Outline Agreements
 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
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Outline Agreements
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
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Outline Agreements
 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
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Material Determination

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
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SAP AG LO605 Sales
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
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SAP AG LO605 Sales
 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
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SAP AG LO605 Sales
 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
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SAP AG LO605 Sales
 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
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SAP AG LO605 Sales
Free Goods
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 -
12.06.1998 Page 89
SAP AG LO605 Sales
Free Goods
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
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Free Goods
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)

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
(* Translator‟s 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
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SAP AG LO605 Sales
Conclusions
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.
12.06.1998 Page 92

Instructor Guide LO605

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R/3 System

SAP Contact Person

Re-working of Previous Edition

New functionality in LO605 - Sales as from Rel. 46A/B

Functionality Release description of new topic Unit of LO605 - Sales

Course material and other material (training guide)

Recommended Courses as Preparation

Recommended Online Help as Preparation

How to Prepare This Course

Customer Company code Sales Area Where Used

Material Material Item cat. Plant Sales org./ Where used

Customer Material Information

User ID and Passwords for Course Participants

Course Goals and Objectives

Course Structure and Procedure

Timetable LO605 Sales

09.20 – 10.40 Sales Document Types

09.20 – 10.20 Data Flow

09.20 – 10.10 Partner Determination (Part 2)

12.00 – 13.00 Lunch

Place the Unit in Context

Welcome participants to the course.

Presentation (including demo): approx. 20 minutes

Place the Unit in Context

A Typical Sales Process

 Processes in Sales and Distribution

Demonstration: A Typical Sales Process

 Create inquiry ( telephone inquiry):

 Enter a sales order from both quotations by creating with reference

 Deliver order (using subsequent functions)

 Pick delivery and post goods issue (using a transfer order)

Warehouse number: 012 Lean warehouse Dresden

 Display document flow and explain it

Call up the status overview and explain

Activities: A Typical Sales Process

Presentation (including demo): approx. 90 minutes

Place the Unit in Context

 Set up sales areas for trade fair sales

 Enterprise Structures in the SAP System

Demonstration: Organizational Units in SD

 Create distribution channel:

 Show definition of divisions

 Create sales office:

 Create sales group:

 Distribution channel – Sales organization

 Division – Sales organization

 Create sales areas

 Sales office – Sales area

 Sales group – Sales office

 Sales organization – Distribution channel – Plant

Activities: Organizational Units in SD

Approx. 5 min. if necessary, discuss the activities

Sales Order Processing

Presentation (including demo): approx. 70 minutes

 Deriving the sales area

Changes in the chapter Sales Order processing:

Place the Unit in Context

Deriving the Sales Area [new to Release 4.0A]

 Demonstrate how to enter an order without entering the sales area

 How Sales Order Processing is Integrated into SD

Demonstration: Deriving the Sales Area

DERIVING THE SALES AREA

 Enter an order without specifying the sales area