Sales and Distribution Master Data EGN 5620 Enterprise Systems Configuration Spring, 2013
Sales & Operations Planning (SOP) Overview Sales and Operations Planning (SOP) covers various activities including the specification of medium term and long term sales volumes and the approximate planning of the production activities that are required to meet these volumes. SOP can be done at the level of finished products or using product groups. Any combinations of materials or even of product groups themselves can be grouped together into other product groups.
Sales Planning - result Sales planning results in creating the demand program as an input for production plan Demand program feeds the production plan with the following data elements: ◦ Time Buckets ◦ Sales ◦ Production ◦ Stock levels ◦ Days supply January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2007. All rights reserved. 3
Sales & Distribution Master Data SAP Implementation EGN 5620 Enterprise Systems Configuration
Business Process Integration FI MM SD Master Data Rules FI MM SD FI FI MM MM SD SD January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 5
Business Process Integration SD SD January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 6
Sales Organization A sales organization belongs to exactly one company code A sales transaction is linked to only one Sales Organization: ◦ Sells and distributes products ◦ Negotiates terms of sales ◦ Responsible for these business transactions SAP allows assigning one or more plants to a sales organization. It allows assigning sales offices and employees to the sales organization January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 7
Distribution Channel It can be assigned to one or more Sales Organizations It identifies how products and services reach the customer January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 8
Division It can be assigned to one or more Sales Organizations It is an organization level to which customer specific information and requirements are maintained (e. g. pricing, partial delivery) It is often used to define product line distribution January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 9
Sales Area comprised of: ◦ Sales Organization ◦ Distribution Channel ◦ Division Used to link together the organizational aspects of sales to customers Also used for statistical analysis January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 10
Sales Area – (continued) US Sales S_ _ _ Retail Dist Channel (RE) Medical Division January 2008 Chemical Division Wholesale Dist Channel (WH) Medical Division Chemical Division © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 11
Internal Sales Organization Typically defines a territory or market Linked to one or more Sales Areas A reference sales organization structure: ◦ Sales Offices Sales Groups ◦ Sales Persons Sales Office US Sales S_ _ _ Eastern Sales January 2008 Western Sales © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 12
Sales Group & Sales Persons Sales Group ◦ Sub-division of a sales office, territory or market Sales Person ◦ Defined in Human Resources (HR) — Personnel Admin. ◦ Specifically defines an individual rather than a position (sales rep. ) in sales processing January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 13
Internal Sales Organization US Sales S_ _ _ Eastern Sales (Office) Northeast Sales Group Southeast Sales Group Western Sales (Office) Northwest Sales Group Southwest Sales Group Salesperson 1 Salesperson 3 Salesperson 5 Salesperson 7 Salesperson 2 Salesperson 4 Salesperson 6 Salesperson 8 January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 14
Shipping and Loading Points A shipping point is the top level in the organization for shipping It usually exists physically in a plant A shipping point can be allocated to several plants It can be divided into several loading points (for more specialized handling) A delivery is always initiated from exactly one shopping point. Thus all items of a delivery belong to one shipping point. January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 15
Shipping Organization Plant P_ _ _ Shipping Points Freight Dock FD_ _ _ Loading Point 1 January 2008 Loading Point 2 Express Dock ED_ _ _ Rail Dock RD_ _ _ Loading Point 3 Loading Point 4 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 16
Business Process Integration SD Master Data SD January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 17
Master Data Core Elements Customer Master Data Material Pricing January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 18
Customer Master Data is created in Sales Area: • Sales Organization • Distribution Channel • Division Sales Area US Sales S___ Distribution Channel - RE January 2008 Division - 01 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 19
Customer Master - (continued) General Data: demographic data Company Code Data: Accounting information a: Dat ral ene ss G re Add Sa l Sa es Da les ta: Customer 43 Sales & Distribution Data: Sales information January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 20
Customer Master A master record must be created for every customer consisting of: ◦ General data, ◦ Company code data (Financial Accounting-FI), and ◦ Sales & Distribution data (Sales and Distribution - SD) General data Address Control data Payment transactions Company Code data Account Mgmt Payment transactions Correspondence January 2008 Sales/distribution data Sales Shipping Billing Partner Usage © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 21
Customer Master General Data – Address Customer Name Search Term Street address City, Region Postal code Country Communication Language Telephone, Fax, E-Mail January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 22
Customer Master General Data – Control Data Account Control Tax Information Reference Data/Area ◦ Vendor ◦ Authorization ◦ Trading partner ◦ Group key ◦ Tax codes ◦ Fiscal address ◦ Country code ◦ City code January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 23
Customer Master General Data – Payment Transactions Bank Details ◦ Country ◦ Bank Key (country-specific, or the same as the bank account number) ◦ Account holder ◦ Bank Account ◦ Control Key ◦ Collection January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 24
Customer Master General Data – Marketing Classification Operating Figures Sales Prospecting (pre-sales) ◦ Nielsen ID ◦ Customer classification ◦ Industry ◦ Standard Industry codes (SIC) ◦ Annual sales ◦ Number of employees ◦ Fiscal year variant ◦ Legal status (e. g. , LLC, C, S, or Gov. ) ◦ Can’t buy state/gov. employee lunch, while prospecting January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 25
Customer Master General Data – Unloading Points ◦ Unloading point ◦ Default ◦ Calendar key ◦ Default Unloading Point ◦ Goods receiving hours January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 26
Customer Master General Data – Foreign Trade Export Data ◦ Country key ◦ TDO (Table of Denial Orders) Date SAP keeps up to date and sends updates all the time. ◦ SDN (Specially Designated Nationals) Date The last check date for customer on SDN list ◦ Boycott Date Usage Classification ◦ Mainly civilian usage ◦ Mainly military usage ◦ Biochemical warfare ◦ Nuclear nonproliferation ◦ National security January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 27
Customer Master General Data – Contact Persons Contact Person ◦ Name ◦ First name ◦ Department ◦ Function January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 28
Customer Master Company Code – Acct Information Accounting Information ◦ Reconciliation Account ◦ Sort key Indicating the standard sort sequence for display of the line items ◦ The account number at the dead office Interest Calculation ◦ Interest indicator for automatic interest calculation ◦ Interest cycle ◦ Interest calculation frequency in months ◦ Last interest run Reference Data ◦ Previous account number ◦ Buying group January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 29
Customer Master Company Code – Payment Transactions Payment Data ◦ Terms of Payment (including optional cash discount) ◦ Tolerance group Automatic Payment Transactions ◦ Payment methods ◦ Payment block ◦ Alternative payer ◦ Grouping key ◦ Lockbox ID (to which customer makes payments to) January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 30
Customer Master Company Code – Correspondence Dunning Data Correspondence Payment Notices To ◦ Dunning procedure ◦ Dunning block ◦ Dunning recipient ◦ Accounting clerk ◦ Acct at customer ◦ Customer user ◦ Customer ◦ Accounting – Sales – Legal January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 31
Customer Master Company Code – Insurance Export Credit Insurance ◦ Policy Number ◦ Institution Number ◦ Amount Insure ◦ Valid Until ◦ Lead Months ◦ Deductible January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 32
Customer Master Sales and Distribution – Sales Order Pricing / Statistics ◦ Sales District ◦ Sales Office ◦ Sales Group ◦ Order Probability (based on statistics) ◦ Item Proposal ◦ Price Group ◦ Customer Pricing Procedure ◦ Price List Type ◦ Customer Statistical Group January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 33
Customer Master Sales and Distribution – Shipping Partial Delivery General Transportation Data ◦ Delivery Priority ◦ Shipping Conditions ◦ Delivering Plant ◦ Order Combination (allowing to combine orders) ◦ Complete Delivery Required By Law ◦ Partial Delivery per Item ◦ Max number of partial deliveries ◦ Under/Over delivery Tolerances ◦ Transportation Zone January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 34
Customer Master Sales and Distribution – Billing Section Delivery and Payment Terms Accounting Taxes ◦ Subs. Invoice Processing ◦ Rebate ◦ Price Determination ◦ Invoicing Dates ◦ Incoterms ◦ Payment Terms ◦ Account Assignment Group ◦ Tax Classification January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 35
Customer Master Sales and Distribution – Partner Functions Partial list of Partner Functions Types ◦ Partner Function (PF) ◦ Partner number (ID) ◦ Partner Description ◦ SP – Sold-to-party ◦ BP – Bill-to-party ◦ PY – Payer ◦ SH – Ship-to-party January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 36
Business Partners Defines all of the parties involved in a business transaction Differentiates between their roles ◦ Customer ◦ Carrier ◦ Employees ◦ Etc. January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 37
Business Partners SAP automatically assigns a business partner to the customer master and to any transaction There are four default business partner parties: ◦ Payer (a legal entity) ◦ Sold-to ◦ Ship-to ◦ Bill-to They may be the same or different. More business partner parties can be added to carry out additional business transactions January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 38
Customer Account Group Customer masters are assigned to a customer account group Through field status maintenance, account groups can be setup for one-time customers, regional customers, internal … The customer account group controls both type and number range assignment for customers January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 39
Field Status Field status controls the use of each field within the customer master determining whether a field is required, optional, suppressed or display only Field status controls are also relevant to a specific activity — create, change, or display January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 40
Business Partners Sold-to Party Customer who orders can default for all partner functions — sold-to, ship-to, payer, billto Primary type of business partner Independent and cannot be linked to other sold-to partners Sold-to Ship-to Bill-to Payer January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 41
Business Partners Ship-to Party Receive delivery Can be linked to more than one sold-to address Sold-to Ship-to Bill-to Payer January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 42
Business Partners Bill-to Party Partner who is delivered the invoice Can be linked to more than one sold-to address Sold-to Ship-to Bill-to Payer January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 43
Business Partners Payer Partner who pays the bill Can be linked to more than one sold-to address Sold-to Ship-to Bill-to Payer January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 44
Single & Multiple Ship-to Parties Sold-to: 10 Single ship-to Ship-to: 10 Bill-to: 10 Multiple ship-to’s Single payer Ship-to: 11 Payer: 10 Sold-to: 10 Ship-to: 10 Bill-to: 10 January 2008 Payer: 10 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 45
Business Partners Sold-to Ship-to Bill-to Ship-to Payer Ship-to January 2008 Ship-to © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 46
Master Data Core Elements Pricing Customer Master Data Material Pricing January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 47
Pricing A very robust module in SAP Highly touted “World-class” functionality Very easily tailored to meet business needs Gross to net pricing for material January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 48
Standard Pricing Process Standard Pricing Final price = gross price - discounts + surcharges + taxes ◦ Calculates the gross price ◦ Then applies –Discounts –Surcharges –Applicable Taxes ◦ Calculates the final price January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 49
Cost-Plus Pricing Process Cost-plus pricing Final price = cost + markup discounts + surcharges + taxes ◦ Captures the base cost ◦ Then applies –Markup –Discounts –Surcharges –Applicable Taxes ◦ Calculates the final price January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 50
Pricing Components Pricing uses tables to match the condition of order to the applicable pricing routine These routines can ◦ Add/Subtract amounts, percentages ◦ Give dollar, weight, quantity breaks/additions ◦ Accrue January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 51
Pricing Procedure Pricing uses one of possibly many procedures based upon ◦ Item ◦ Customer ◦ Order type ◦ Sales Area The procedure will then apply ◦ Prices (Gross) ◦ Discounts & Surcharges ◦ Freight ◦ Taxes January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 52
Pricing Procedure – (continued) Pricing conditions for each item on the order Pricing condition uses ◦ Pricing procedure ◦ Access sequence ◦ Conditions type Determines adjustments and price January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 53
Pricing Process Select a line Item in Sales Order Determine a Pricing Procedure Contains List of Condition Types Point to Access Sequence Provides the Search Order for Pricing PPEN 000 Sales Area S 000 -RE-01 Doc. Pric. Proc. OR=A Cus. Pric. Proc. 43 = 1 Pricing Procedure = RVAJUS Condition Type PR 00 = Price Access Sequence PR 02 10 – Customer/material 20 – Price list cat. /currency/material 30 – Material Price = $9. 50 January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 54
Pricing Process Line Item PPEN 000 Pricing Proced. Det. Sales Area Doc. PP Cust. PP CTyp points to Access Seq. PR 00 Points to PR 02 Access Seq. points to Cond. Tbls. PR 02 Points to Cond. Tables Cond. Tbls. contain the Item Pricing Cust. / Mat. Price List / Cur / Material January 2008 N/A $ 9. 50 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 55
Price Agreements (for purpose of sales deals) Standard price agreements based on: ◦ Product ◦ Customer & material ◦ Customer group & material group Detailed price agreements ◦ Pricing scales ◦ Rebates ◦ Customer expected price January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 56
Credit Limits and Checking Define automatic credit limit checks to your company’s requirements You can also define at what point the system carries out these checks (order, delivery, goods issue, and so on) A credit representative is automatically alerted to a customer’s critical credit situation as soon as order processing starts Employees can be automatically notified of critical credit situations via internal mail January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 57
Credit Limits and Checking – (continued) Credit representatives are able to check a customer’s credit situation to decide whether the customer should be granted credit Works in distributed systems ◦ Central financial accounting ◦ Non-central sales and distribution on several sales and distribution computers January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 58
Credit Check You can use this function at any time within service processing to call up information about the current credit status of a customer Credit limit can be checked manually or automatically The system generally checks the planned costs without tax If a customer has exceeded their credit limit, the system issues a warning January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 59
Credit Check – (continued) The checks can be carried out at various times during the sales order cycle, from order receipt to delivery You can define a credit check for any valid combination of the following data: • Risk category • Document credit group • Credit control area January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 60
Master Data Core Elements Material Customer Master Data Material Pricing January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 61
Material Master – Sales Views (review) Sales: sales org. 1 Sales: sales org 2 Sales: general/plant Foreign trade export Sales: text January 2008 . 1 Org es Sal View Sa l Vie es Or g. w 2 Barrel Pen © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 62
Business Rules SD January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 63
Assignment of Sales Area to Pricing Procedure Assignment of Pricing Procedure uses the combination of: ◦ Sales Area ◦ Document Pricing Procedure ◦ Customer Pricing Procedure Each combination of these has a pricing procedure assigned January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 64
Availability Check For determining the material availability date, SAP can include specific stocks below, if selected: ◦ Safety stock ◦ Stock in transfer ◦ Quality inspection stock ◦ Blocked stock ◦ Restricted use stock ◦ All movements of stock January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 65
Credit Checking Static Credit Limit Check ◦ Open Orders Deliveries Billing documents Items (accounts receivable) Dynamic credit limit with credit horizon check (future dates) Credit check to maximum document value (per order) January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 66
Shipping Functions Shipping Point Determination ◦ The shipping point is selected for each line item based on the shipping point determination process ◦ Shipping point selection is based on: – Shipping condition – Loading group – Delivering plant January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 67
Shipping Functions Route Definition ◦ Define delivery method and the transit time ‘Dummy’ routes can be used to easily define transit time Route Determination ◦ Proposed route is chosen using –Shipping point –Destination country –Transportation zone –Shipping condition January 2008 © SAP AG - University Alliances and The Rushmore Group, LLC 2008. All rights reserved. 68
Sales & Distribution Master Data PEN, Inc. EGN 5620 Enterprise Systems Configuration
Enterprise Structure in Pen Inc. Credit Control Area (C _ _ _) Client (600) Fiscal Year Variant (2013) Chart of Accounts (C _ _ _) Company Code (C _ _ _) Controlling Area (C _ _ _) Plant (P _ _ _) SL 10 SL 20 Shipping Point (S _ _ _) Sales Org. S _ _ _ Distribution Channel (RE, WH) Division (01) Sales Area (S _ _ _)
Customer Master Address Data:
Customer Master Sales Areas Data:
Customer Master Price Data:
Customer Master Credit Data:
Assign Sales Areas to Price Procedures: To link sales area to a pricing procedure. The RVAJUS pricing procedure is the standard USA pricing procedure with jurisdiction code. In the pricing procedure, prices are assigned to individual line items in sales order as well as discounts, surcharges, etc. SOrg DChl Dv Do. Pr Cu. PP Pri. Pr S_ _ _ RE 01 A 1 RVAAPC S_ _ _ WH 01 A 1 RVAAPC
Exercises: (Due date 2/27/2013) 128. Create Sales Revenue Account 129. Create Sales Revenue Deductions Account 131. Create Customer 132. Create Ship-to-Party 133. Assign Ship-to Party to Customer 134. Create Material Prices 135. Create Customer Specific Material Price 136. Create Customer Discount 137. Establish Credit Limit for Customers 138. Assign Sales Areas to Pricing Procedure 141. Create Shipping Point Determination 142. Create Account Assignment Key 143. Check Stock Status 211 A: Maintain Cost Center Standard Hierarchy
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