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Same as in SAP scoping and understanding the business scenario and client’s requirement is one of the critical part
of Implementation or Rollout or Support projects, and if it is not collected or understood perfectly then it could
create lot of trouble for us as well as for the client.
I have tried to create a set of Sales and Distribution questionnaires which may be helpful while scoping or
requirement collection.
1. SD ORG Structures
2. Masters
3. SD Process
4. Complaint process
5. Variant Configuration
6. Make to Order
7. Third Party
8. Inter Company Stock Transfer
9. Stock Transfer
10. Reports and forms
1 SD ORG Structures
2 Masters
Customer master
Pricing
How do you price your product (pricing components involved in pricing the product)
Pricing methodology for sales process (domestic / export /cash sales)
Do you maintain pricing records for the products? (customer / material specific/ price list/ scale
price)
What is your discount structure? (based on customer / material/ group/ condition exclusion)
What pricing information do you capture for statistical purposes? (I.e., it does not alter the price)
Material Master
3 Sales process
Pre-Sales activities
Sales activities
What types of order processing do you have? (domestic/ export/ institutional/ cash / on-line)
Explain in detail order scenario
Whether order is created with ref to quotation/ inquiry?
How do you receive order (FAX/Mail/S Rep/Telephone)?
How do you determine customer at SO level?
Decide ship to party from Customer master or at order level?
Do you have multiple ship to party for single order?
What all information do you capture at SO level? Which are mandatory to complete the
order?
Is availability check done? Explain the scope (Collective or individual), Do you block a
sales order if the availability check fails?
Do you record minimum delivery quantity. If so, what happens during a sales order if a
violation occurs?
Do you send letter of confirmation to customers, what media?
Do you want to save the incomplete SO?
Do you have company defined status codes?
What reason would an order or line item be rejected?
For sales documents, what information do you consider required and would like to
appear on an in-completion log if missing?
Product Proposals: If a customer routinely orders the same product or group of
products, do you have a process that helps you simplify your order entry? If so, how
does that process work? For example, do you record the product proposals by
Customer, Customer group, or another grouping?
Do you process backorders?
Backward and forward scheduling??
Do you have lead time concept.
If the order is blocked for credit limit, what is the % of deviation and grace period so
that it cannot be blocked again.
Do you have any sales order approval by higher authorities (status profile).
Do you want the credit check performed during entry of each line item or only when the
document is saved??
If you process Inter-Company orders, do you charge the inter-company based on a
specified amount or on a percentage of the item price?
Material Determination
If a product is packaged differently for a special event (e.g., Thanksgiving), do you want the system to
automatically substitute the special packaging when the product is ordered?
What are the different reasons you would substitute one product for another or one packaging for
another?
Do you want the originally ordered product or the substituted product information to be printed on the
output?
Do you want the product substitution to occur automatically or should Data Entry personnel be offered a
selection screen for substitutable products?
Do you want Data Entry personnel alerted when a product is automatically substituted?
Do you want the substituted product to be listed as a sub-item to the originally ordered product or should
the substituted product completely replace the original product?
Do you require that certain products or customers must be pre-specified on a “Material List” before a
customer can place an order for the material.
What Master Data fields will make up the key index for the “Material Listing” table?
Do you require that certain products or customers must be pre-specified on a “Material Exclusion” table
to block selling that material to the customer?
What Master Data fields will make up the key index for the “Material Exclusion” table?
Free Goods
Sales promotions
Bills of material
Delivery Processing
Rebates
Do you offer rebates to customers? If so what type (Value, volume or QTY based)?
Time interval for settlement cycle monthly basis, quarterly , yearly ( fully or partially)
Account determination
Contracts
Do you have contracts with customers? What are the types (Service / Quantity/ Rental/ Value)?
What is process to be followed once the target is achieved / Validity ?
What all information do you capture in the contract?
Can your customer in the order be different than your contract customer?
Scheduling Agreement
Consignment
How do track the value of free/sample good? (in terms of cost or sales revenue)
Who will bear the freight and packing charges (in case of sales revenue)
4 Complaint process
Physical Returns
Price settlement
Is there any scenario of price difference? If any difference then do you refer main invoice or not?
How do you release price settlement request? (authorisation or Dr/Cr block)
5 Variant Configuration
6 Make to Order
7 Third Party
Do you sell goods that you purchase from a vendor? Are these materials always purchased or just on
certain orders?
Does the vendor send the goods directly to customer or it comes to your store and dispatching to
customer?
Do you send rejection letters to vendors losing bids? Are quotes selected for purchase order creation?
Will shipping notification create expediting documents?
Do goods receipts have storage location determination?
Is there blocked stock quality inspection, or other types of received stock?
Do you charge third-party accounts right away or make separate postings?
Are you going to raise the customer invoice without booking the vendor invoice
9 Stock Transfer
Forms
Quotation
Proforma invoice
Sales order acknowledgement
Delivery note
Picking/Packing list
Invoice
Reports
SO list
Pending SO’s
Sales Register
Price report
Delivery Monitor
This post may or may not be in detail or in depth but I hope this will help many consultants for startup of
understanding the Scoping and Requirement Collection’s basic questions.