1. SAP SD Overview Dylan Lin 林欣志

2. SD Function Introduction
Overview 1
Organization 2 3
Sales
Basic Function 4
Shipping 5 6
Billing 7
Sales Information System

3. R/3 Logistics Process Flow
MM採購管理
PP生產計劃管理
SD 銷售管理
供應商
銷售計劃
經銷商 客戶 詢價 基準
生產計劃
請購單
物料預測
銷售活動
MRP 詢價 報價 核發
計劃訂單 報價 核發
採購單
生產工單 訂單
生產控制 收貨 交貨
MM庫存管理
ERS 進貨
庫存管理 出貨
核對發票
開立發票
倉庫管理
LIS
Ｆ I/C O
Ｆ Ｉ
採購/庫存/生產/品質/銷售分析 ＧＬ
Ａ/Ｐ
COSTING
Ａ/Ｒ ＧＬ

4. Sales and Distribution Process Flow
業務部門 PP SM
出貨部門
收款部門
銷售活動
Sales Support
開立請款文件 / 發票
交貨單 詢價
Inquiry
Delivery
Billing
Internet 報價
Quotation
撿貨 / 包裝
應收帳款／銷貨
Customer A/R / Sales ＴＲ 訂單
Goods Issue
Sales Order 合約
Contract
ピッキングリスト 運輸
Customer
梱包指図
Transportation
見積書
注文請書
請求書 MM 倉庫 會計
Interface to SO
SD also support contract and schedule agreement
transportation WM
管理部門
Financial
Accounting
/ Controlling
庫存管理
(倉庫管理)
財務會計
成本控制
Consumer
銷貨成本／存貨
Inventory
Management
(Warehouse
Management)
Cost of Goods Sold / Inventory
CO-
ＣＣＡ
Ｆ Ｉ
CO- PA
CO-
ＰＣＡ
SIS / EIS
Payment

5. Sales Information System 問題與解答
Overview 1
Organization 2 3
Sales
Basic Function 4
Shipping 5 6
Billing 7
Sales Information System 8
問題與解答

6. Organization Structure : Logistic

7. Sales Area l A sales area is the combination of: l The sales area
Sales organization n
Distribution channel n
Division (product-related) l
The
sales area
is used for reporting and pricing.
Sales Org 1
Sales Organization
Sales Org 2
Distribution
Channel 1
Distribution
Channel 2
Distribution
Channel 1
Distribution Channel
Division
Division 1
Division 2
Division 1
Division 1
Division 2

8. Internal Organization
Client
001
002
North
Miller
White
Carter
Smith
South
003
Brown
004
Douglas
005
Fisher
Sales Office
Sales Group
Sales
Person

9. Sales Information System 問題與解答
Overview 1
Organization 2
Sales 3
Basic Function 4
Shipping 5 6
Billing 7
Sales Information System 8
問題與解答

10. Types of Sales Documents
Inquiry
Credit/Debit
Memo Req.
Standard Order
Rush Order
Quotation
Cash Order
Sales Document
Type
Contract
Return Order
Scheduling
Agreement
Third-Party
Order
Free of Charge
Order
Consignment
Order
Each type of sales document represents a different type of sales transaction

11. Order Type Control

12. Inquiry A sales transaction can begin with an Inquiry.
Customer can make Inquiry about a specific product.
Inquiry can be created with General Description.
Inquiry can also refer to specific materials for which the Customer would like to receive quotations.
Using list option you can :
a) List all Inquiries
b) List all Open Inquiries

13. Quotation
You can create a Quotation with or without reference to an Inquiry.
If your Inquiry contains a text material you can handle it by applying one of the following procedures :
Enter the relevant material number in the appropriate
inquiry items before entering the quotation.
a) Create a quotation with reference to the inquiry.
b) Delete the text item and enter a new item.
c) Enter the reason for rejection to indicate that the processing of text item has been completed.

14. Sales : Outline Agreements
Made with the Customer to deliver a certain quantity of goods or services over a predefined period of time.
The Sales & Distribution System supports two types of Outline Agreements.
Outline Agreements
Contracts
Scheduling
Agreements
Quantity Contract
Value Contract
a. Material value contract
b. Assortment value contract

15. Sales Order Creation Methods
Option
Quotation
Order
Order
Contract
Billing
Sold-to Party : C1
Item Material Quantity S S S
Sold-to Party : C1
Item Material Quantity S S S

16. Sales Order Characteristic
Rush Order
Auto-create delivery document
Auto-create release to accounting
Free of Charge
Order
Price is not relevant for sales order item
Return Order
For customer return goods used purpose
Credit/Debit
Memo Req.
Not-relevant for delivery

17. Third-Party Order Processing
Customer
Sales Order
Company
Invoice
Delivery
Purchase Order
Vendor
Vendor Invoice
In Third-Party Order Processing, you accept a Sales Order from a Customer, but you arrange for the Goods to be delivered by another Vendor.
As soon as the Vendor sends you an Invoice, you can bill the Customer.

18. Consignment Processing Overview
Order Processing
Order Processing - +
Delivery Processing
Delivery Processing
Billing Processing
Pick-up
Return
Fill-up
Issue
Delivery Plant
Customer Storage/
HUB
Special Stock: “W”
Customer Consume
Order Processing
Order Processing
Delivery Processing
Delivery Processing + -
Billing Processing

19. Sales Information System 問題與解答
Overview 1
Master Data 2
Sales 3
Basic Function 4
Shipping 5 6
Billing 7
Sales Information System 8
問題與解答

20. Basic Functions of Sales Documents
Delivery scheduling
Credit check
Text
Pricing
Availability check
Output
Transfer of
requirements
Sales Information
System
Sales
Document n
Each transaction or sales document makes the system
perform certain functions.
These functions affect how the document flows through
the COM cycle.

21. Credit Limit Check SALES ORDER CREDIT LIMIT CHECK Order value : $500
Exceeded by : $150
CREDIT LIMIT CHECK
Customer : Motorola
Credit Limit : 10,000
Open : 9,650
Defines And Control The Credit Limit For Customers & Credit Control Area (CCA)
One Credit Control Area Can Include Multiple Company Code
You can define for each Sales Document Type whether a Credit Limit Check should be carried out during order entry.
System response can be :
a Warning.
an Error Message.
a Warning with Blocking the Delivery.
System checks the Credit Limit against the Open Items of the Payer
System also could checks the Credit Limit against a Credit Group

22. When / How to Carry out Credit Control Checks
Risk
Status
Order
Open Orders
Credit
status :
Blocked
Credit control
Open Deliveries
Reaction(message / block) ??
Open Orders
Delivery
Credit control
Open Deliveries
Credit status :
Blocked
Reaction (message / block) ??
Open Orders
Credit control
SAP R/3允許使用者在不同時點去執行信用額度檢查:
1)輸入訂單時
2)輸入出貨單時
3)出庫時
Open Deliveries
Goods issue
Reaction (message / block) ??
Credit exposure = Receivables + Special liabil. + Sales Value
Ps: Sales Value = Open Order + Open Delivery + Open Billing

23. Availability Check(Example)
Sold-to party: K1
Item
Material
Requested
Order
dlv. date
qty 10 M1
06/01
100
Delivery
date
06/01
06/09
Confirmed
qty 50 40
Availability check
Wareh. 80
06/09
06/01 50
Confirmed
qty
Purch. order 40
(30 Uom reserve for
another S/O)

24. Availability Check Inward Movement Time Outward Movement Purchase
Order
Purchase
Requisition
Inward Movement
Planned
Order
Production
Order
Stock
Time
Sales
Requirement
Deliveries
Requirement
Reservation
Outward Movement

25. Pricing : Pricing Components
Price of a product may contain a number of components called Condition Type.
PR00
KA00
KA02
FR00
MWST
Main price
Special offer
Discount
Freight charge
Tax
Total Product Price
Sum of above
Pricing Procedure
A collection of such condition Types is called a Pricing Procedure

26. Pricing : Condition Master
Access Sequence
Condition Master
Customer: Eric Chang
Material : M 3
Customer &
Material
Sales Order
Qty Rate
1 ~ 100 EA TWD
101 ~ 200 EA TWD
Sold-to: Steven
Material: M 3
Qty: 150
Price Date: 2001/11/21
Rate
120 TWD
MWST %
: :
Price List: Retail
Material : M 3
Price List type
& Material
Qty Rate
1 ~ 100 EA TWD
101 ~ 200 EA TWD
PR00
Material : M 3
Material
Qty Rate
1 ~ 100 EA TWD
101 ~ 200 EA TWD
Time period
Scale base

27. Document EDI Output and Printing Printout Mail Telex Fax Teletext
quotations
order confirmations
delivery notes
picking lists
loading lists
packing lists
invoices
credit and debit
memos
export document
Mail
Telex
Fax
Teletext

28. Incompletion Logs

29. Text Master Order Delivery Customer Material Billing
Sold-to Party : C1
Sales Texts
Item Material
10 M1
Note on Material
Sold-to Party : C1
Sales Texts
Item Material
10 M1
Note on Material
Billing
Sold-to Party : C1
Sales Texts
Item Material
10 M1
Note on Material

30. Partner Procedure & Function
HEADER
ITEM 1
ITEM 2
Customer
-Sold-to Party
-Ship-to Party
-Bill-to party
-Payer
Personnel
-Salesman
-Credit Rep
Vendor
Carrier
Ship-to
Can be
different Party
Ship-to
You can define which partner functions are allowed or mandatory in the order Header and in the items.
You can change the address of the partners.
You can process one-time customer transactions.

31. Item Proposal Item Proposal Master # 50102 Customer Master # ABC
Sales Order
# 6267
Sales Org. Data :
item proposal : #50102
Material Qty Uom
M EA
M PC
M EA
: : :
Sold-to : ABC
Material Qty Uom
M EA
M PC
M EA

32. Cross Selling

33. Sales Information System 問題與解答
Overview 1
Master Data 2
Sales 3
Basic Function 4
Shipping 5 6
Billing 7
Sales Information System 8
問題與解答

34. Shipping Point

35. Shipping Point Determination
Shipping Point is defined for each order item.
A Delivery is always processed by one Shipping Point. You cannot change the Shipping Point in the Delivery.
When an order is processed, System copies only the order item which are defined for this Shipping Point.
S.C
Shipping
Condition
Loading Group
Plant
Shipping Point

36. Delivery Shipping point Warehouse Ÿ Monitoring deadlines Ÿ Picking Ÿ1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31
May
Order/
Stock
transport
order Ÿ
Monitoring deadlines Ÿ
Picking Ÿ
Checking availability Ÿ
Creating deliveries Ÿ
Packing Ÿ
Transportation Ÿ
Printing and sending Ÿ
Goods issue
shipping docs

37. Creating Deliveries
Sales Order 1
Sales Order 2
Sales Order 3
Customer 1
Customer 1
Customer 2
Shipping point
Due date
Customer
Delivery
Delivery n
The delivery is used to initiate all activities relevant to shipping, such
as picking, packing, and transportation. n
A delivery is created for a shipping point for an order that is due for
delivery. The system copies the relevant data from the order. ã
SAP AG

38. Delivery Agreements
Delivery Agreements are stored in the Customer Master.
Possible methods of creating Deliveries :
Complete Delivery
Sales Order
Delivery
Partial Delivery
Order Combination
Sales Order/Order

39. Picking Picking without MM - WM with MM - WM Picking from Fixed Bin
Location
Picking using
Transfer
Orders
Print
Picking List
Picking
"On Request"

40. Packing C1 Delivery Pallet 1 C2 Container 1 C3 Pallet 2 C4
Within a Delivery, Shipping Units can be packed in further Shipping Materials, thereby forming new Shipping Units. You can use as many levels as you require.

41. Effects of Goods Issue Postingl
Goods issue: n
Reduces warehouse stock
KMT
KMT n
Posts the value change to the A
Delivery
Text A A
Goods issue
stock accounts in inventory
accounting C1 M1
100 PC n
Reduces delivery requirements
Sales price
25 USD
Cost price
12 USD n
Updates the document flow for
Req.
sales and delivery documents
Material M1
Valuated
stock n
Creates a work list for billing
Quotation
Factory Overhead Stock
of Production
Auftrag
Sls.order
Auftrag ! X X
Billing
due list

42. Shipments in Logistics Execution

43. Sales Information System 問題與解答
Overview 1
Master Data 2
Sales 3
Basic Function 4
Shipping 5
Billing 6 7
Sales Information System 8
問題與解答

44. Creating Invoices
Delivery 1
Delivery 2
Delivery 3
Customer 1
Customer 1
Customer 2
Customer
Billing due date
Receiving country
Invoice
Invoice
Invoices can be grouped using selection criteria, such as customer,
billing due date, and receiving country.
SAP AG

45. The Billing Process Sales Shipping Billing Accounting Order Delivery
Invoice
$100
Order
Invoice
$100
Credit memo
request
Credit memo
$10
Order
Delivery
Invoice
Profoma
Invoice
Profoma
Invoice
Cancellation
invoice
$100
SAP AG

46. Individual Collective Split Billing Methods Delivery A Service Order 1
Delivery B
(or)
Service Order 2
Invoice B
Delivery C
Service Order 3
Collective
Invoice A
Delivery A
Service Order 1
Individual
Invoice D
Delivery D
Service Order 4
Invoice C
Split

47. Posting to Financial Accounting
Invoice
Accounting
Release
Invoice with posting Block
Automatic Posting
You can configure the system to post automatically.
If a posting block is set, then you have to clear the block before releasing to accounting.

48. What Happens When You Create A Billing Document ?
Accounts
Receivable
Customer
credit
account
Sales Information
Profitability Analysis
System
Delivery
Order

49. Business Process Flow(Document Flow) in SAP
Order
Delivery
Invoice
Payment
Document flow of a sales order
Document flow of a sales order
Order 900
Order 900
. Delivery
. Delivery
. . Picking request
. . Picking request
. . GD goods issue: delvy
. . GD goods issue: delvy
. . Invoice
. . Invoice
. . . Accounting document
. . . Accounting document n
Sales documents represent transactions in the system. n
The transactions form a chain of related documents. n
The entire chain of documents creates a document flow.
The system copies data from one document into another to reduce n
data entry and make problem resolution easier.
SAP AG

50. Sales Information System 問題與解答
Overview 1
Master Data 2
Sales 3
Basic Function 4
Shipping 5
Billing 6 7
Sales Information System 8
問題與解答

51. Functions of SIS

52. 銷售分析以銷售組織(example)

53. Switch Drill down & Sorting

54. Drill Down Functions ABC Analysis Classification Dual classification
Planned/actual
comparison
Cumulative
frequency curve
Correlation