SAP AG 2003
Sales Process
Contents:
Sales - A/R
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
SAP AG 2003
Sales – A/R: Course Overview Diagram
Cross-Functionality
Master Data
Sales Opportunities
Fundam
enta
ls o
f SA
P B
usi
ness
One
Purchasing – A/P
Sales – A/R
Production
Inventory Transactions
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
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
SAP AG 2003
Sales Process - Overview
(1.) The available quantity is reduced by the sales order quantity.
(2.) The warehouse stock is reduced if youdid not create a delivery note beforehand.
Order
Accounting(Value)
Quotation Delivery
Warehouse(Quantity) (1.) (2.)
A/R Invoice
Base document
Target document
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Sales Documents and Their Properties
Delivery Order
Quotation
OrderQuotation
A/R Reserve InvoiceQuotation
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 Postedin InventoryManagement
Sales Documentfor Correction
Values Postedin GeneralLedger
Reference WhenAdded
Change/Reverse
Sales Document mustbe Created in theSystem
A/R InvoiceDeliveryOrderQuotation
SAP AG 2003
Functions in Sales – A/R
XX
XXXX
XXXX
XXXX
X(X)*
XXXX
XXX
A/R InvoiceDelivery OrderQuotation
Serial Number andBatch Management
Gross Profit andPrice History
Create DocumentTemplates
Create Contacts
Link to TransactionJournal
Release Procedures
Credit Limit Check
* With continuous warehouse valuation
1 Can be configured under Administration
(X)1
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Automatic Summary Wizard
Target Document
Items
Services
A/R InvoiceOrderDeliveryReturns
Base Documents
Quotation Reference DateValue DateSales EmployeeTotal Amount
Order
Delivery
(Selection dependson 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
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Sales to One-Time Customers
Menu
Administration
Sales
Default Customer for A/R Invoice + Payment
C9999 One-Time Customer
Definitions Financials G/L Account Determination
C9999
A00001A00001
Customer
Item No. Item Description
A00002A00002Twin SeaterTwin Seater
Three SeaterThree Seater
......
Michael KramerMichael Kramer
Main 9855Chicago TX 65095
Name
Ship To
Balance Due USD 1303.84AddAdd
A/R Invoice + Payment
Payment Means
Check
Bank Transfer
Credit Card
Cash
USD 1000.00USD 1000.00
USD 303.84USD 303.84
USD 1303.84Balance Due
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Sales Process with Pick and Pack 1/2
OrderQuotation
Release List Report
PickPick
Orders to be Picked
Pick List
Update Pick List with Picked Quantities
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Sales Process with Pick and Pack 2/2
OrderQuotation
Delivery A/R Invoice
Release List Report
PickPick PackPack
Orders to be Picked
Picked Orders
Pick List
Update Pick List with Picked Quantities
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Returns
Order Delivery
Returns
Quotation
5050
StockCOGM
50
COGM
50
Stock
General Ledger(Value)
Warehouse(Quantity)
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5050
StockCOGM
Credit Memo
Order
General Ledger(Value)
Warehouse(Quantity)
DeliveryQuotation
A/R Credit Memo
A/R Invoice
RevenuesCustomer
100100
100
Customer
100
Revenues
50
COGM Stock
50
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A/R Reserve Invoice
(1.) The quantity available is reduced by the sales order quantity.
Order
Accounting(Value)
Quotation A/R ReserveInvoice
Warehouse(Quantity) (1.)
Delivery
Base Document
Target Document
(2.) The quantity available is reduced if youdid not create a sales order beforehand.
(2.)
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Stock Changes in Sales
Quotation
Order + -Delivery for order - -Separate delivery (w/oreference to order) - -
A/R Invoice for delivery
Separate A/R Invoice (w/o reference to delivery) - -
Returns + +A/R Credit memo + +
Sal
es /
AR
Model Report: Stock Situation
In Stock - Committed + Ordered = AvailableTransaction
A/R Reserve Invoice for Order
Pick List
A/R Reserve Invoice (w/o reference to order)
Delivery for A/R Reserve Invoice
+ -
- -
SAP AG 2003
Link Sales Order to Purchase Order
Contents Accounting
Purchase Order
Logistics
Order
Add/UpdateAdd/Update
Confirmation Form
>>>>>>
>>>>
Item
A00001Card Code WH Qty Price
A00002
Item
A00001Card Code WH Qty Price
A00003V001
V002 01
01150
200
100 V001 01 100299189
155
189A00003 150 299
Data from Sales Order
Data for Purchase Order
Move All Items
Move Only Selected Items
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Drop Ship
Order
A00001A00001
Item No. Description
……
Quantity
2020 0404
AddAdd
Menu
Inventory
Batches
Definitions
Define Warehouses
Drop Ship
General0404WH
WH
Confirmation Form
A00001A00001 …… 2020
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Commissions (1/2)
Menu
Administration
Definitions General Define Sales Employees
Set Commission bySales PersonsItemsCustomer
Sales
System Initialization General Settings
Monica PriceMonica Price 5%5%Commission
SAP AG 2003
Commissions (2/2)
Menu
Administration
C00002C00002
A00001A00001
Customer
Item No.
Invoice
Item Description
A00002A00002Twin SeaterTwin Seater
Three SeaterThree Seater
Sales Employee Monica PriceMonica Price
......
Search Order:1. From business partner2. From user settings3. Standard sales employee
Query
5%5%Commission
Set Commission bySales PersonsItemsCustomer
Sales
System Initialization General Settings
Definitions General Define Sales Employees
Monica PriceMonica Price 5%5%Commission
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:
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