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1、 2008 SAP AGSales and Distribution(SD)SAP University AlliancesVersion 1.0Authors Stephen TracyBret WagnerStefan WeidnerProductSAP ERP 6.0Global Bike Inc.LevelBeginnerFocusCross-functional integrationSales and DistributionSAP ERPSAP University AlliancesPage 1-2 2008 SAP AGFunctionalitySales SupportSa
2、les Shipping and TransportationBillingCredit ManagementForeign TradeSAP ERPSAP University AlliancesPage 1-3 2008 SAP AGChapter OverviewSales and Distribution Org.LevelsSales and Distribution Master DataSales Order Process-Order-to-CashSAP ERPSAP University AlliancesPage 1-4 2008 SAP AGSAP ERPSAP Uni
3、versity AlliancesPage 1-5 2008 SAP AGSAP ERPSAP University AlliancesPage 1-6 2008 SAP AGSAP ERPSAP University AlliancesPage 1-7 2008 SAP AGSAP ERPSAP University AlliancesPage 1-8 2008 SAP AGSAP ERPSAP University AlliancesPage 1-9 2008 SAP AGSAP ERPSAP University AlliancesPage 1-10 2008 SAP AGPlant i
4、s a location where material stock is kept.Storage location is a sub-division of a Plant where inventory is managed.A plant can,for example,represent a production facility or a warehouse.SAP ERPSAP University AlliancesPage 1-11 2008 SAP AGA fixed location within a plant that carries out shipping acti
5、vitiesSAP ERPSAP University AlliancesPage 1-12 2008 SAP AGSD Master DataCustomer MasterMaterial MasterSales ConditionSAP ERPSAP University AlliancesPage 1-13 2008 SAP AGCustomer Master DataCustomer Master-Contains all of the information necessary for processing orders,deliveries,invoices and custome
6、r payment-Every customer MUST have a master recordCreated by Sales Area-Sales Organization-Distribution Channel-DivisionSAP ERPSAP University AlliancesPage 1-14 2008 SAP AGCustomer Master DataThe customer master information is divided into 3 areas:-General Data-Company Code Data-Sales Area DataSAP E
7、RPSAP University AlliancesPage 1-15 2008 SAP AGCustomer MasterCompany Code 102Company Code 101Company Code 100Client 410Sales Org.101Sales Org.100General Information relevant for the entire organization:Name Address CommunicationCompany Code specific information:Acc.Mgmt Payment BankSales Area speci
8、fic information:Sales Office Currency SAP ERPSAP University AlliancesPage 1-16 2008 SAP AGMaterial Master DataMaterial Master-Contains all the information a company needs to manage about a material-It is used by most components within the SAP systemSales and DistributionMaterials ManagementProductio
9、nPlant MaintenanceAccounting/ControllingQuality Management-Material master data is stored in functional segments called ViewsSAP ERPSAP University AlliancesPage 1-17 2008 SAP AGMaterial Master ViewsMaterial MasterBasic DataSales DataControlling DataForecasting DataPurchasing DataMat.Plan.DataAccount
10、ing DataStorage DataQuality DataSAP ERPSAP University AlliancesPage 1-18 2008 SAP AGMaterial MasterSales Org 102Sales Org 101Sales Org 100Client 410Storage Location 20Storage Location 10General Information relevant for the entire organization:Name Weight U/MSales specific information:Delivery Plant
11、Loading Grp Storage Location specific information:Stock QtySAP ERPSAP University AlliancesPage 1-19 2008 SAP AGCustomer Material Information RecordData on a material defined for a specific customer is stored in a Customer material info record.Info Records contain:-Customer-specific material number-C
12、ustomer-specific material description-Customer-specific data on deliveries and delivery tolerancesYou can also maintain default text to appear on sales orders for that customerSAP ERPSAP University AlliancesPage 1-20 2008 SAP AGCondition Master(Pricing)Condition master data includes:-Prices-Surcharg
13、es-Discounts-Freights-TaxesYou can define the condition master to be dependent on various data:-Material specific-Customer specificConditions can be dependent on any document fieldSAP ERPSAP University AlliancesPage 1-21 2008 SAP AGOutputOutput is information that is sent to the customer using vario
14、us media,such as:-E-mail-Mail-EDI-Fax-XMLOutput examples:-Quotation-Confirmation-InvoiceSAP ERPSAP University AlliancesPage 1-22 2008 SAP AGSales Order ProcessSales OrderEntryPost Goods IssueInvoice CustomerPick MaterialsReceipt ofCustomer PaymentPack MaterialsCheck AvailabilityPre-salesActivitiesSA
15、P ERPSAP University AlliancesPage 1-23 2008 SAP AGPre-Sales Activities(CRM Light)Sales Support is a component of SD that assists in the sales,distribution,and marketing of a companies products and services to its customers.It contains the following functionality:-Creating and tracking customer conta
16、cts and communications(sales activity)Phone call recordsOn-site meetingLettersCampaign communication-Implementing and tracking direct mailing,internet,and trade fair campaigns based on customer attributesPre-sales documents need to be managed within the presales activities:Inquiries and Quotations.T
17、hese documents help identify possible sales related activity and determine sales probability.SAP ERPSAP University AlliancesPage 1-24 2008 SAP AGPre-Sales Activities(CRM Light)The ultimate goal of all pre-sales activities is to equip the sales technician with all the information necessary to negotia
18、te and complete the potential sale.Information needed:-Past sales activity-Past communication-Contact information-General Company info-Credit limits and usage-Current backorders360 view of your customerSAP ERPSAP University AlliancesPage 1-25 2008 SAP AGInquiryAn inquiry is a customers request to a
19、company for information or quotation in respect to their products or services without obligation to purchase.-How much will it cost-Material/Service availability-May contain specific quantities and datesThe inquiry is maintained in the system and a quotation is created to address questions for the p
20、otential customer.SAP ERPSAP University AlliancesPage 1-26 2008 SAP AGQuotationThe quotation presents the customer with a legally binding offer to deliver specific products or a selection of a certain amount of products in a specified timeframe at a pre-defined price.SAP ERPSAP University AlliancesP
21、age 1-27 2008 SAP AGSales OrderSales order processing can originate from a variety of documents and activities-Customer contacts us for order:phone,internet,email-Existing Contract-QuotationsThe electronic document that is created should contain the following basic information:-Customer Information-
22、Material/service and quantity-Pricing(conditions)-Specific delivery dates and quantities-Shipping information-Billing InformationSAP ERPSAP University AlliancesPage 1-28 2008 SAP AGSales OrderThe sales document is made up of three primary areas:-HeaderData relevant for the entire sales order:Ex:cust
23、omer data,total cost of the order-Line ItemInformation about the specific product:Ex:material and quantity,cost of an individual line-Schedule LinesUniquely belongs to a Line Item,contains delivery quantities and dates for partial deliveriesSAP ERPSAP University AlliancesPage 1-29 2008 SAP AGSales O
24、rderThe sales order contains all of the information needed to process your customers request,the following information is determined for each sales order:-Delivering Schedule-Shipping point and route determination-Availability Check-Pricing-Credit limit checkSAP ERPSAP University AlliancesPage 1-30
25、2008 SAP AGDelivery SchedulingWhen an order is created the you must enter a requested delivery date for the order or each line item.The system will then determine a delivery timeline,this will be used when determining our material availability,or ATP(Availability to Promise)date.The system will dete
26、rmine this date using forward and backward scheduling rules you have defined.SAP ERPSAP University AlliancesPage 1-31 2008 SAP AGBackward SchedulingRequestedDelv.DateGoodsIssueLoadingMaterialAvailabilityOrderDateTransp.Sched.TransitTime(2 days)LoadingTime(1 day)Pick&PackTime(2 days)Transp.Sched.Time
27、(1 day)2nd3rd4th5th6th1stSAP ERPSAP University AlliancesPage 1-32 2008 SAP AGForward SchedulingTransitTime(2 days)LoadingTime(1 day)Transp.Sched.Time(1 day)NewDelv.Date1st 3rd 4th 5th 6th 2nd Pick&PackTime(2 days)7th RequestedDelv.DateGoodsIssueLoadingMaterialAvailabilityOrderDateTransp.Sched.SAP ER
28、PSAP University AlliancesPage 1-33 2008 SAP AGShipping&Route DeterminationDuring the creation of the sales order the system must determine the shipping point from which the material will be shipped and the route the material will take to get from your warehouse to your customers location.A shipping
29、point is determined for each line item within the order.The route determination will is used to define the transit time of the material that we used in scheduling.SAP ERPSAP University AlliancesPage 1-34 2008 SAP AGAvailability CheckAvailability Check-Determines the material availability date-Consid
30、ers all inward and outward inventory movementsProposes 3 methods of delivery-One-time delivery-Complete delivery-Delayed proposalRules are created by YOUSAP ERPSAP University AlliancesPage 1-35 2008 SAP AGPricingThe system displays pricing information for all sales documents on the pricing screens a
31、t both the header and the line item level.-Header pricing is valid for the whole order it is the cumulative of all line items within the order-Line item pricing is for each specific material.The system will automatically search for price,discounts,surcharges,calculate taxes and freight.You have the
32、ability to manually manipulate the pricing at both the header and line item level within the sales order by entering a condition type and amount.-Taxes and freight can be set-up so we cant manually enterSAP ERPSAP University AlliancesPage 1-36 2008 SAP AGCredit CheckAllows your company to manage its
33、 credit exposure and risk for each customer by specifying credit limits.During the sales order process the system will alert the sales rep about the customers credit situation that arises,if necessary the system can be configured to block orders and deliveries.SAP ERPSAP University AlliancesPage 1-3
34、7 2008 SAP AGShipping&TransportationThe shipping process begins when you create the delivery document for the sales order.This document controls,supports,and monitors numerous sub-processes for shipping processing:-Picking-Packing-Post Goods IssueIntegrated with the Material Management(MM)and Financ
35、e(FI)modulesSAP ERPSAP University AlliancesPage 1-38 2008 SAP AGShippingOrderCombinationSales Order 1Sales Order 2Sales Order 3Delivery 812PartialDeliverySales Order 4Delivery 813Delivery 814Delivery 815CompleteDeliverySales Order 5Delivery 816SAP ERPSAP University AlliancesPage 1-39 2008 SAP AGDeli
36、very CreationChecks order and materials to determine if a delivery is possible delivery block(hold),completenessConfirms availabilityConfirms export/foreign trade requirements Determines total weight&volumeSAP ERPSAP University AlliancesPage 1-40 2008 SAP AGDelivery CreationGenerates packing proposa
37、lCalculates weight and volumeChecks schedulingConsiders partial deliveries Updates route assignmentAssigns picking locationUpdates sales orderDetermines batchesQuality check(if needed)Updates sales orderSAP ERPSAP University AlliancesPage 1-41 2008 SAP AGDelivery DocumentThe Delivery Document initia
38、tes the delivery process and is the control mechanism for this process-Picking-Packing-Loading-Posting Goods IssueChanges to delivery are allowable-products,quantitiesSAP ERPSAP University AlliancesPage 1-42 2008 SAP AGPickingQuantities based on delivery noteAssigned date when picking should beginAu
39、tomated storage location assignmentSupports serial number/lot number tracking and batch managementIntegrated with Warehouse Management(WM)SAP ERPSAP University AlliancesPage 1-43 2008 SAP AGLoading and PackingIdentifies which packaging is to be used for specified products(customer preference and UCC
40、-128 considerations)Identifies and updates accounts associated with returnable packagingTracks the packed product by containerInsures weight/volume restrictions are enforcedAll packed items are assigned to the required means of transportationSAP ERPSAP University AlliancesPage 1-44 2008 SAP AGGoods
41、issueEvent that indicates the legal change in ownership of the productsReduces inventory and enters Cost of Goods SoldAutomatically updates the General Ledger(G/L)accountsEnds the shipping process and updates the status of the shipping documentsSAP ERPSAP University AlliancesPage 1-45 2008 SAP AGBil
42、lingThe billing document is created by coping data from the sales order and/or delivery document.-Order-based billing-Delivery-based billingThe billing process is used to generate the customer invoice.It will update the customers credit status.SAP ERPSAP University AlliancesPage 1-46 2008 SAP AGBill
43、ing DocumentsThe billing document will automatically create a debit posting to your customer sub-ledger account and credit your revenue account.It is at this point that the sales process is passed over to Financial Accounting to await payment.SAP ERPSAP University AlliancesPage 1-47 2008 SAP AGBilli
44、ng MethodsCollective Invoicing Delivery based Invoicing Delivery 834Delivery 833Order 14Order 9Delivery 856Invoice 968Order 6Delivery 820Delivery 821Invoice 945Invoice 946SplitInvoicingOrder 32Delivery 886Invoice 992Invoice 991SAP ERPSAP University AlliancesPage 1-48 2008 SAP AGPaymentPayment is the
45、 final step in the sales order process,this step is managed by the Financial Accounting department.Final payment includes:-Posting payments against invoices.-Reconciling differences between payment and invoice.Payment will create a posting clearing the liability in the A/R account and increases your
46、 bank account.SAP ERPSAP University AlliancesPage 1-49 2008 SAP AGDocument FlowThe document flow and order status feature allows you to find the status of an order at any point in time.The SAP updates the order status every time a change is made to any document created in the customer order manageme
47、nt cycle(Order-to-Cash).SAP ERPSAP University AlliancesPage 1-50 2008 SAP AGSales Order Process Debugging“Never again did I learn so much in such a short time,because twenty participants made mistakes for me!You cannot make so many mistakes all alone”SAP Co-founder Klaus Tschira,on his experiences t
48、eaching COBOL to clients at IBM.SAP ERPSAP University AlliancesPage 1-51 2008 SAP AGSales Order Process DebuggingDocument Flow-Gives Order Process StatusList of Sales Orders(VA05)-Tool to Find Order-Need students user id/data set numberSAP ERPSAP University AlliancesPage 1-52 2008 SAP AGSales Order Process DebuggingSD1SD2SD3SD4SD5SD6SAP ERPSAP University AlliancesPage 1-53 2008 SAP AGSAP ERPSAP University AlliancesPage 1-54 2008 SAP AG