SD For The CRM Consultant

SD for the CRM
Consultant
CRM Infodays
April 4, 2002
Michael Debevec
SAP America, 2002, SD for CRM Consultants, Michael Debevec 2
Agenda
Overview
Organizational Elements
Master Data
The Document Concept
Processing an Order
Links to other modules
Questions
Overview
Sales and Distribution represents all of the processes connected with the
acceptance, fulfillment, shipment and billing of a customer purchase
order.
Key Components
Sales Orders
Pricing
Available to promise
Deliveries
Packing
Warehouse Management
Transportation
Billing

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

Overview - 2
Classify data into three broad categories
Configuration Data
Underlying process control in general, cannot be changed in
transaction
Master Data
Can be considered speed entry in general, can be changed in
transaction
Transaction Data
Actual business transactions Sales order, shipment, invoice

Motor Sports International
3000
US #1
3000
New York
3400
Seattle
3000
Motor Sports
International, Inc US
4000
Motor Sports
International, Inc
Canada
Purchasing
Organization
Plant
Purchasing Organization and Plants
Organizational Elements - MM
Organizational Elements MM - Plant
Usually a manufacturing facility, warehouse, or a location
that stocks , manages, and valuates inventory
May be a physical site with multiple
manufacturing/production lines
May be multiple manufacturing/production lines at one
physical site
Can be a physical location (cost centers may or may not
be associated to a plant, for example, administrative vs.
manufacturing cost centers)
SD Availability Checking is normally done at the plant
level
Plant
Links to Production (PP), Materials Management (MM),
and Sales and Distribution (SD)
A plant is assigned to a company.
Purchasing organizations are assigned to plants.
Plant (Cont.)
A location within a plant where inventory is stored
Storage Location
Sales Organization, Distribution Channel and Division
02
Motorcycles
Division

3000
US Sales
03
Retail
Sales
Organization
Distribution
Channel
3000
Motor Sports
90
Accessories
4000
Motor Sports
International, Inc
Canada
Organizational Elements - SD
Legal selling unit responsible for revenue and product
liability
Sales orders belong to one sales organization (header
level assignment).
Master data maintenance for customers, pricing at sales
organization level
Sales organization assigned to a company where sales
revenue is recognized (links SD & FI)
Plants assigned to a sales organization
Sales Organization
Breakdown within Sales for different product
disbursement methods, such as wholesale vs.. retail or
national vs. international
Master data maintenance for materials, pricing, at sales
organization/distribution channel
Sales orders belong to one distribution channel (header
level assignment)
Distribution channel assigned to a sales organization
Distribution Channel
A way of grouping materials, products, or services
Sales orders belong to one division (header level
assignment)
Division
Sales area is a combination of:
Sales Organization
Distribution Channel
Division
Used to view sales-related master data
Sales orders belong to one sales area (header
level assignment)
Links the order entry system (SD) to the
financial/managerial system (FI/CO)
Sales Area
3000
US #1

02
Motorcycles

90
Accessories
3000
New York
4000
Seattle
3000
US Sales
02
Motorcycles
02
Motorcycles
90
Access.
03
Retail
90
Assess.
Business
Area
Purchasing
Organization
Division/
Plant
Distribution
Channel
Division
Sales
Organization
Complete Organizational Structure
3000
Motor Sports
4000
Motor Sports
International, Inc
Canada
Organizational Structure
Master Data Customer Master
KNA1
KNB1
KNVV
KNVP
KNVK
Customer Master - Configuration
Key Customer Master Configurations points
Account Group important for field control
Partner Functions Business Partner roles in transactions
Necessary to identify what roles are Possible for an Account Group
Four standard functions for SD Sold-to (SP), Ship-to (SH), Bill-to (BP),
Payer (PY).
Partner Determination Procedure collection of partner functions that
is assigned to an account group (for customer master) or document
type. Identifies what functions are mandatory and which functions are
optional.
When creating business partners for a new customer, mandatory functions
in Partner Determination proceduce identify which functions automatically
show.
For each mandatory function, if the account group of the business partner
being created permits a particular function, then the function will be loaded
with the new customer number. If an account group cannot perform a
particular mandatory function, then a new business partner must be
assigned prior to saving the customer.
Master Data Material Master
MARA
MVKE
MARC
MARD
MBEW
Material Master - Configuration
Material Type used to control field determination (equivalent of
account group for customer)

Master Data - Conditions
Condition Technique used to define many components in R/3
Pricing
Free Goods
Material Determination
Product Selection
Output Determination
Rebates
Account Determination
Risk Management
Condition Technique Generalized Structure
Procedure
Condition Type
Access Sequence
Condition Table
Pricing procedure
1. Price PR00
2. Discount 1 KA00
3. Discount 2 RA01
Document
Item 10 120 pc
Condition type: PR00
Access sequence: PR00
Access sequence: PR00
Condition tables:
1. Customer / Material
2. Price list / Currency / Material
3. Material
No valid record exists
Valid record exists
Records for cond. type PR00
PR00 Price $ 99
KA00 Disc. $ 1-
RA01 Disc. 2- %
from 1 pc 100
from 100 pc 99
from 200 pc 98
$
$
$
Condition Technique - Pricing Example
Document Technique
R/3 is driven by the concept of a DOCUMENT a single instance of a
business transaction.
Examples of a document include Quotation, Sales Order, Invoice,
Delivery Document.
Advantage
Easy to split single order into multiple shipments
Consolidate multiple orders into a single shipment
Consolidate multiple shipments into a single invoice

Document Concept
In the Order to Cash business
process, the following steps occur:

Receive Purchase Order
Send order to warehouse for
shipping
Ship order to customer

Invoice Customer

Receive Payment

Document in SAP

Create Sales Order
Create Delivery Document

Create Shipment Document
Create Goods Issue Document
Create material accounting
document
Create Billing Document
Create A/R entry
Create Off-setting accounting entries
Create Payment Document
Document Configuration - Header
Document ConfigIuration is comprised of multiple levels
Header level
Output Procedure
Partner Procedure
Incompletion Procedure
Number Range
Screen Sequence (Almost always unchanged)
Pricing Procedure
Item Categories permitted
Credit Management mechanism
Foreign Trade mechanism
Rebate relevence (for invoices)
Account Determination procedure (invoices)

Document Configuration - Item

Item Level the item category real processing rules
Relevent for delivery, scheduling
Relevent for billing what type
Relevent for pricing
Relevent for Costing
Relevent for Credit
Incompletion procedure
Billing plan
Revenue recognition
Conversions currency, units of measure
Bill of material explosions
Variant conditions
Return / Credit processing

Document Configuration Schedule lines
For delivery relevent items, a schedule line is also possible.
Permits order to be split amongst several shipments.
Identifies movement type for shipping
Identifies supply type (ie production or purchase order)
Identifies ATP and requirement rules
Document Configuration Copy Control
Although there are multiple documents, configuration is used to
identify which documents can be copied from others.
For example:
Suppose your business process is Create a quote, customer
references in quote in purchase order, deliver product and invoice.
Copy rules must be established between Document Headers / Items
for Quote Order, Order Delivery and Delivery Invoice.
Without Copy Rules, you CANNOT create a delivery from a quote for
example; or, an invoice from an order.
The referenced document chain can be seen in Document Flow.
Document Flow
Processing an Order - 1
Determine Sold-to

Determine Ship-to

Enter rest of mandatory header
information.

Enter first product

Determine delivery schedule and
availability.
Account group of Customer must be
able to be a sold-to.
If only a single Ship-to in customer
master, automatically copied in; if
multiple, then a pop-up appears to
select from.
What must be entered controlled by
incompletion procedure. Typically
Purchase order number and delivery
date.
Determine ship-from location (plant).
Uses customer master default ship-
to plant.
Processing an Order - 2
Determine Price

Determine Credit

Repeat until order is complete

Pricing Determination based on
combination of Sales Area,
Customer key and Document Key.
Credit can be configured to be
dynamic or static / item-based or
document based.
Depending on settings, delivery date
of all items will be pushed back, a
production order will be created, a
purchase requisition will be created,

Links to other modules
To Materials Management (MM)

To Production Planning (PP)

Controlling-Profitability Analysis
Accounting
Project Systems
Global ATP
CRM
Material Master data used to
determine item category, schedule
line category.
Place stock requirements, trigger
goods issue.
Forecast requirements,
Create production order
Pass detailed expense, cost records
Pass account records to A/R and
G/L
Attach WBS elements to items
Call APO for ATP
Send / Receive Master Data/Order
information
More Questions?

SD For The CRM Consultant

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