| © 2015 ITChamps Software Private Limited We add WORTH to IT 1 RANGSONS DEFENCE SOLUTIONS SALES AND DISTRIBUTION

| ENTERPRIZE STRUCTURE

| COMPANY CODE 2/22/2016 A Company code is the smallest organizational unit of Financial Accounting for which complete, self- contained set of accounts can be drawn up for purposes of external accounting. Legal entity and independent accounting unit At company code level, we create Balance sheet requires by law Profit and loss statement

| SALS ORGANIZATION 2/22/2016 A sales organization is an organizational unit which is responsible for complete sales process, distribution of goods, negotiating sales conditions & product liability & etc. Responsible for Distributing goods and services Negotiating sales conditions Product liability and rights of recourse

| DISTRIBUTION CHANNEL Distribution channel is the means by which the product reaches the end customers. Represent your strategies to distribute goods/ services to your customer Examples: Whole sale trade, Retails trade, Internet Trade Etc...

| DIVISION Division is a row of products or product line. Examples: Motorcycles, Spare Parts, Services and So on Represent s a product line

| SALES AREA The combination of Sales organization, Distribution channel and Division is termed as Sales Area. Sales area is a very important aspect in SAP, as every important determination rules are based on the Sales Area

| SALES OFFICE A physical location that has responsibility for the sale of certain products or services within a given geographical area. A sales office is an organizational unit in sales and distribution which is responsible for sales within a specific geographical area. Sales offices are used in sales transactions in the Sales and Distribution component. They can be used for reporting purposes. Sales offices are optional.

| SALES GROUP Sales groups (for example, each with a sales manager) are subdivisions of a distribution chain. Sales groups can be used for reporting purposes.

| PLANT Plant is a facility for production & storing of the finished goods Plant when assigned to the sales organization becomes delivery plant

| PLANT A distribution chain is the assignment between a sales organization and a distribution channel, through which the sales organization distributes materials. Delivering Plants A delivery plant is a plant that can deliver goods. The delivering plant refers to the plant from which the goods are to be delivered to the customer, within a specific sales organization and distribution channel. The plant can be automatically proposed by the system when processing a sales order, if it has been maintained in one of the master records. It can be derived from: The customer/product info record The customer master record of the ship-to party The material master record. The order of priority is as in the list above.

| STORAGE LOCATION An organizational unit allowing the differentiation of material stocks within a plant

| SHIPPING POINT Shipping point is the point from which all the delivery document processing begins. Delivery document facilitates the shipping process like, picking and post goods issue

| MTO Make-to-order production is a process in which a product is individually manufactured for a particular customer When a product has to be assembled particularly for a sales order (Individual Customer Requirement)

| MTO PROCESS FLOW CHART

| SD Order from customer Trial Production Sales Cost and delivery date Quotation and selling policy Stock Balance and Credit Limit Checking Sales Order Processing Goods Issue, Delivery supervision Production Planning Processing Production PP Invoice Issuance and Accounts receivables FI/CO SD AND PP PROCESS FLOW

| AS IS PROCESS

| SALES DTA – Domestic Tariff Area EHTP - Export

| REQUIREMENT ANALYSIS SALES CALL BUDGETARY PROPOSAL INQUIRY RFP Project Negotiation QUOTATION CONTRACT Contract Review SALES Sales Order SHIPMENT DELIVERY PGI MILESTONE BILLING OUTPUT Budgetary Proposal Project Proposal Bid Order Order Acceptance Sales Order Invoice POD

| SALES PROCESS

| MASTER DATA STANDARD MASTER DATAS Customer Master Data Customer Material Information Record Condition Master Data Output Master Data Master data in the SAP system are data that consists of company codes, Cost Centers, Customer Master accounts, and Vendor Master Accounts