1.  SAP AG 2003 Sales Process Contents: Sales - A/R

2.  SAP AG 2003 Model the sales process in the system Use the pick and pack functionality Model a drop ship process At the conclusion of this unit, you will be able to: Sales – A/R: Unit Objectives

3.  SAP AG 2003 Sales – A/R: Course Overview Diagram Cross-Functionality Master Data Sales Opportunities Fundamentals of SAP Business One Purchasing – A/P Sales – A/R Production Inventory Transactions

4.  SAP AG 2003 The company has set customer satisfaction as its top priority and wants to streamline its processes to make sure that its customers’ demands can be met as quickly as possible. In addition to sports equipment, the company offers a wide range of services, including delivery, assembly, and maintenance services. Sales – A/R: Business Scenario

5.  SAP AG 2003 Describe the documents and functions used in the sales process Follow the changes in stock during the sales process Display and evaluate sales analyses Model sales for one-time customers At the conclusion of this topic, you will be able to: Sales Process: Topic Objectives

6.  SAP AG 2003 Sales Process - Overview (1.) The available quantity is reduced by the sales order quantity. (2.)The warehouse stock is reduced if you did not create a delivery note beforehand. Order Accounting (Value) Quotation Delivery Warehouse (Quantity) (1.)(2.) A/R Invoice Base document Target document

7.  SAP AG 2003 Sales Documents and Their Properties Delivery Order Quotation Order Quotation A/R Reserve Invoice Quotation XX A/R Credit Memo Returns X (If No Reference to Delivery) X ( Goods Issue) X (1) X X (1) Can be disabled in Administration Quantities Posted in Inventory Management Sales Document for Correction Values Posted in General Ledger Reference When Added Change/Reverse Sales Document must be Created in the System A/R Invoice DeliveryOrderQuotation

8.  SAP AG 2003 Functions in Sales – A/R XX XXXX XXXX XXXX X(X)* XXXX XXX A/R InvoiceDeliveryOrderQuotation Serial Number and Batch Management Gross Profit and Price History Create Document Templates Create Contacts Link to Transaction Journal Release Procedures Credit Limit Check * With continuous warehouse valuation 1 Can be configured under Administration (X) 1

9.  SAP AG 2003 Automatic Summary Wizard Target Document Items Services A/R Invoice Order Delivery Returns Base Documents QuotationReference Date Value Date Sales Employee Total Amount Order Delivery (Selection depends on target document type) Selection Criteria Business Partner C1000 C1002 C1003 C1004 Messages and Alerts Missing Data Bookkeeping Inventory Target Documents Errors Warnings Remarks Auto Summary Report

10.  SAP AG 2003 Sales to One-Time Customers Menu Administration Sales Default Customer for A/R Invoice + Payment C9999One-Time Customer Definitions  Financials  G/L Account Determination C9999 A00001 Customer Item No. Item Description A00002 Twin Seater Three Seater... Michael Kramer Main 9855 Chicago TX 65095 Name Ship To Balance Due USD 1303.84 Add A/R Invoice + Payment Payment Means Check Bank Transfer Credit Card Cash USD 1000.00 USD 303.84 USD 1303.84 Balance Due

11.  SAP AG 2003 Sales Process with Pick and Pack 1/2 Order Quotation Release List Report Pick Orders to be Picked Pick List Update Pick List with Picked Quantities

12.  SAP AG 2003 Sales Process with Pick and Pack 2/2 Order Quotation Delivery A/R Invoice Release List Report Pick Pack Orders to be Picked Picked Orders Pick List Update Pick List with Picked Quantities

13.  SAP AG 2003 Returns Order Delivery Returns Quotation 50 StockCOGM 50 COGM 50 Stock General Ledger (Value) Warehouse (Quantity)

14.  SAP AG 2003 50 StockCOGM Credit Memo Order General Ledger (Value) Warehouse (Quantity) Delivery Quotation A/R Credit Memo A/R Invoice RevenuesCustomer 100 Customer 100 Revenues 50 COGM Stock 50

15.  SAP AG 2003 A/R Reserve Invoice (1.) The quantity available is reduced by the sales order quantity. Order Accounting (Value) Quotation A/R Reserve Invoice Warehouse (Quantity) (1.) Delivery Base Document Target Document (2.)The quantity available is reduced if you did not create a sales order beforehand. (2.)

16.  SAP AG 2003 Stock Changes in Sales Quotation Order +- Delivery for order -- Separate delivery (w/o reference to order) -- A/R Invoice for delivery Separate A/R Invoice (w/o reference to delivery) - - Returns ++ A/R Credit memo ++ Sales / AR Model Report: Stock Situation In Stock-Committed+Ordered=Available Transaction A/R Reserve Invoice for Order Pick List A/R Reserve Invoice (w/o reference to order) Delivery for A/R Reserve Invoice + - --

17.  SAP AG 2003 Link Sales Order to Purchase Order Contents Accounting Purchase Order Logistics Order Add/Update Confirmation Form >>> >> Item A00001 Card Code WH QtyPrice A00002 Item A00001 Card Code WH QtyPrice A00003 V001 V00201 150 200 100 V001 01 100 299 189 155 189 A00003 150 299 Data from Sales Order Data for Purchase Order Move All Items Move Only Selected Items

18.  SAP AG 2003 Drop Ship Order A00001 Item No. Description … Quantity 2004 Add Menu Inventory Batches Definitions Define Warehouses Drop Ship General 04 WH Confirmation Form A00001… 20

19.  SAP AG 2003 Commissions (1/2) Menu Administration Definitions  General  Define Sales Employees Set Commission by Sales Persons Items Customer Sales System Initialization  General Settings Monica Price 5% Commission

20.  SAP AG 2003 Commissions (2/2) Menu Administration C00002 A00001 Customer Item No. Invoice Item Description A00002 Twin Seater Three Seater Sales Employee Monica Price... Search Order: 1. From business partner 2. From user settings 3. Standard sales employee Query 5% Commission Set Commission by Sales Persons Items Customer Sales System Initialization  General Settings Definitions  General  Define Sales Employees Monica Price 5% Commission

21.  SAP AG 2003 Sales Analyses in SAP Business One Examples What are the sales figures per customer? Which customer is the most profitable? Which product is most successful? Which is the most profitable? How are the sales figures distributed among the quarters? Which products does a certain customer prefer? How successful are our sales staff? How well does a particular sales employee sell one item in comparison to another one? How are the sales figures per employee and item distributed over the entire year? Customers Items Sales employees A combination of the above Sales analyses provide information on sales according to the following criteria:

22.  SAP AG 2003 Model the sales process in the system Use the pick and pack functionality Model a drop ship process You are now able to: Sales/AR: Unit Summary