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1、Sales and DistributionSAP R/3 Functional Level TrainingPart I InstructorYOUR FACILITATOR FOR THIS COURSE IS:Mr. Eric ChenConsultantAndersen ConsultingSchedule & TopicProcess View & SAP R/3 OverviewSAP Sales & Distribution (SD) ModuleOrganization StructureBusiness Partners & Customer MasterMaterial M

2、asterPart ISchedule & TopicSales Process OverviewSales Documents Structure and FunctionsSales Process - Pre-sales ActivitiesSales Process - Sales Order ProcessingSales Process - OthersPart IISchedule & TopicSales Process - ShippingSales Process - BillingPricingCredit ManagementAvailability Check & D

3、elivery SchedulingOutput & ListSales Information System (SIS)Sales and Operation Planning (SOP)Part IIITo obtain an overview of the Sales&Distribution functionality and the relation with other SAP modulesTo know the basic structure of the Sales&Distribution moduleTo know the basic components of Sale

4、s&Distribution:Organizational StructureMaster DataTo understand the processing flow within Sales&Distribution:Pre-sales ActivitiesSales Order ProcessingShippingBillingCourse GoalsSchedule & TopicProcess View & SAP R/3 OverviewSAP Sales & Distribution (SD) ModuleOrganization StructureBusiness Partner

5、s & Customer MasterMaterial MasterWhat is a Process?“A linked set of repetitive activities, which refine an object to a specified and measurable end result InputEvent5Event1Event2Event3OutputEvent4Line View vs. Process View112345671 Order Received2 Order Registered3 Order Approved4 Order Produced5 D

6、istribution Prepared6 Invoice Created7 ShippingCustomer1234567CustomerLine Org.Why Use a Process Oriented View?*Get the “whole picture*Customer focus*Clarify interfaces/relations*Avoid sub-optimisations*Identify measurementsProcesses on Different LevelsProcesses ProcessesActivitiesTime To CustomerLe

7、vel 2Level 3Order Seq.& AssignedOrder MgmtStockOrder MgmtCustomerTacticalPlanningESP +ESP+OperationalPerformanceOperationalPlanningMaterialCapacityManagementGenericAssemblyDeliveryPackagingKittingAssembleTo OrderMtrl SupplyMgmtProductionPlanningCap. & MatrReqmnt Plan.Cap. & MatrReqmnt Plan.Mtrl Supp

8、lyMgmtExpediting& ShippingCustomerCareCustomerLevel 1Level 4CoreProcessExternal SupplyImplemen-tationOperationalPlanningDistributionCapacityInvestmentPlanningProductionProcessesTacticalPlanningOrder ManagementPurchase OrderCheck product and customer data Order entryCustomer master Maintain Customer

9、MasterDistribution IM/WMA/R Priority ForumChanged production plan reportExternal Supply, Inventory Warehouse ManagementCustomer or Sales, TTMValid informationNOYESOrder Scheduling,Print of acknowledgementCustomer and Production Request for RMA no. Return of material Issue RMA no.Evaluate goods retur

10、nedSend back materialCompensation Decide on action to be takenThe overall purpose of the OM process is to receive, enter and handle sales orders and returnsThe Order Management Business ProcessPurchase OrderCheck product and customer data Order entryCustomer master Maintain Customer MasterDistributi

11、on IM/WMA/R Priority ForumChanged production plan reportExternal Supply, Inventory Warehouse ManagementCustomer or Sales, TTMValid informationNOYESOrder Scheduling,Print of acknowledgementCustomer and Production Request for RMA no. Return of material Issue RMA no.Evaluate goods returnedSend back mat

12、erialCompensation Decide on action to be takenR/3 supportedeventsHow is OM Business Process Linked to SD Module?How to implement SAP to enable your processesapplication softwareapplication softwareplusplusinfrastructureinfrastructurebased onbased onclient/server softwareclient/server softwaretechnol

13、ogytechnologyR/3R/3Client / ServerClient / ServerABAP/4ABAP/4SDSDMMMMPPPPQAQAPMPMHRHRISISOCOCPSPSAMAMCOCOFIFISales &Sales &DistributionDistributionMaterialsMaterialsMgmt.Mgmt.ProductionProductionPlanningPlanningQualityQualityAssuranceAssurancePlant Main-Plant Main-tenancetenanceHumanHumanResourcesRe

14、sourcesIndustryIndustrySolutionsSolutionsOffice &Office &Communi-Communi-cationcationProjectProjectSystemSystemFixed AssetsFixed AssetsMgmt.Mgmt.ControllingControllingFinancialFinancialAccountingAccountingWhat is SAP R/3R/3R/3Client / ServerClient / ServerABAP/4ABAP/4SDSDMMMMPPPPQAQAPMPMHRHRISISOCOC

15、PSPSAMAMCOCOFIFISales &Sales &DistributionDistributionMaterialsMaterialsMgmt.Mgmt.ProductionProductionPlanningPlanningQualityQualityAssuranceAssurancePlant Main-Plant Main-tenancetenanceHumanHumanResourcesResourcesIndustryIndustrySolutionsSolutionsOffice &Office &Communi-Communi-cationcationProjectP

16、rojectSystemSystemFixed AssetsFixed AssetsMgmt.Mgmt.ControllingControllingFinancialFinancialAccountingAccountingSAP R/3 Components2sympos.ppt_0694/ 10PlantPlantMaintenanceMaintenanceProjectProjectManagementManagementCostCostAccountingAccountingQualityQualityAssuranceAssuranceSalesSales&DistributionD

17、istributionHumanResourcesPlanningFixedFixedAssetsAssetsFinancialFinancialAccountingAccountingMaterialsMaterialsManagementManagementProductionProductionPlaningPlaning& Control& ControlIntegrationIntegration is the Heart of the SAP systemEnterprise-Wide Solutionsthe middleware whichthe middleware whic

18、henables R/3 applications toenables R/3 applications torunrunwith high performancewith high performanceon a varity of platformson a varity of platformsaccording to individualaccording to individualcustomer requirementscustomer requirementsR/3 ApplicationsR/3 Basis SystemSystemPlatformsWhat is the R/

19、3 Basis SystemSAP ApplicationsSAP ApplicationsLogistics / Accounting / Human Ressources ManagementSystem SoftwareSystem SoftwareApplication ModulesSystem InterfacesFlow ControlProgramming InterfacesData DictionaryDynpro ProcessorABAP/4 ProcessorUserInterfaceCommu-nicationsInterfaceR/3 Software Archi

20、tectureClient Server Structure - Three LevelsData Base ChangesData Base ChangesCentralDBCentral DBUser InteractionUser InteractionOutput Data toOutput Data to User UserInput Data Input Data From UserFrom User(Stores all Data(Stores all Dataand AppliationAnd ApplicationPrograms)Programs)Application L

21、ogicApplication LogicOutput Data toOutput Data to User UserPresentationApplicationDatabaseRelationalRelationaldatabasedatabase system systemSAPSAPbackgroundbackgroundapplicationapplicationlogiclogicSAP updateSAP updateprogramprogramSAP dialogSAP dialogapplicationapplicationlogiclogicWindow ManagerWi

22、ndow ManagerSAP presentationSAP presentationsoftwaresoftwareGraphical user interface dataMessagesRead access to the R/3 databaseObject-oriented change order (asynchronousprocessing)Write access to the R/3 dataabseR/3 Application Logic ProcessingConfiguration - Establishing tables and settings throug

23、h menu-driven paths in order to set up the system to meet your business requirementsCustomization - Creating new reports and utilizing user exits to add functionality to the system.Modification - Changing the base system by altering the ABAP programs to change the way SAP functionsSAP CREED: YOU SHA

24、LL NOT MODIFY SAP.Configuration vs. Customizations vs. ModificationsConsignmentClientCompany GroupCompany CodePlantStorageLocation WHLogistics (MM) ViewDIV1DIV2ClientSales OrganizationDivisionDistribution ChannelSALESAREALogistics (SD) ViewClientCompany CodeBusiness AreaChart of AccountsFinancial Ac

25、counting (FI) ViewClientControlling AreaCost Center Nodes Cost CentersControlling (CO) Cost Center Accounting ViewMain ScreenSchedule & TopicProcess View & SAP R/3 OverviewSAP Sales & Distribution (SD) ModuleOrganization StructureBusiness Partners & Customer MasterMaterial MasterR/3 Overview Functio

26、nalitiesModular Building Blocks:FI-Financial AccountingCO-ControllingTR-TreasurySD-Sales and DistributionMM-Materials ManagementPP-Production PlanningEC-Enterprise ControllingIM-Inventory ManagementQM-Quality ManagementPM-Plant MaintenancePS-Project SystemWF-WorkflowIS-Industry SolutionsPA-Personel

27、administrtaionPD-Personel DevelopmentR/3Client / ServerABAP/4ISIndustrySolutionsMMMaterialsMgmt.PDPersonel DevelopmentSDSales &DistributionPPProductionPlanningQMQualityManage-mentPMPlant Main-tenanceFIFinancialAccountingCOControllingTRTreasuryPSProjectSystemWFWorkflowECEnterpriseControllingIMInvestm

28、ent ManagementPAPersonnel AdministrationLogistics:Sales and DistributionMaterials ManagementProduction PlanningQuality ManagementPlant MaintenenceBasic Functionalities of SAP R/3SDSales&DistributionFunctional Training - Sales and DistributionR/3Client / ServerABAP/4ISIndustrySolutionsMMMaterialsMgmt

29、.PDPersonel DevelopmentSDSales &DistributionPPProductionPlanningQMQualityManage-mentPMPlant Main-tenanceFIFinancialAccountingCOControllingTRTreasuryPSProjectSystemWFWorkflowECEnterpriseControllingIMInvestment ManagementPAPersonnel AdministrationSales & Distribution (SD module):Sales Order Processing

30、 (SD-SLS)Shipping (SD-SHP)Billing (SD-BIL) Sales Support (SD-CAS)Sales Information System (SD-IS)Service Management (SM)Basic Functionalities of SAP R/3Functional Training - Sales and DistributionSDSales&DistributionR/3Client / ServerABAP/4ISIndustrySolutionsMMMaterialsMgmt.PDPersonel DevelopmentSDS

31、ales &DistributionPPProductionPlanningQMQualityManage-mentPMPlant Main-tenanceFIFinancialAccountingCOControllingTRTreasuryPSProjectSystemWFWorkflowECEnterpriseControllingIMInvestment ManagementPAPersonnel AdministrationSchedule & TopicProcess View & SAP R/3 OverviewSAP Sales & Distribution (SD) Modu

32、leOrganization StructureBusiness Partners & Customer MasterMaterial MasterCompanyPlantStorage locationClientBin locationSAP Hierarchy: Primary structureCompanyPlantStorage locationClientBin locationDistributionChannelSalesorganisationSAP Hierarchy: Secondary StructureFlexible way of representing the

33、 companys organisational structure in R/3Makes it possible to distinguish valid relationships between unitsStructures data:common data where possibledifferent data where necessaryUsed for authorizationPurpose of SAP HierarchyStructure of SAP HierarchyCommon entitiesUsed in most functional arease.g.

34、CompanySpecific entitiesUsed in one functional areae.g.:- Sales organisation (SD)MRP controller (PP, MM)Cost control area (CO)CLIENTarea 1area 2area 3area 4Company code 1Area 1Area 2Company code 2ClientCompany CodeDefinitionThis is the first level of organizational design in SAP. A large amount of p

35、rocesing, data, and configuration is specific to the SAP company codes. The Company Codes typically represent the legal financial reporting units of a company.Company CodeSales OrganizationDefinitionThis is the highest level of the initial SD organizational hierarchy. Normally it is used to represen

36、t a legal selling unit. Sales organizations are tied directly to company codes.SalesOrganisationCompany CodeDistribution ChannelDefinitionThis is the middle level of the initial SD organizational hierarchy. Normally it is used to represent a unit that determines how sales materials reach the custome

37、r. Sales specific material master data such as prices, minimum order quantity, minimum delivery quantity, and delivering plant can differ by distributon channel.100010Wholesale 20Retail 30Direct SalesXYZ CompanyRetail OutletsDistributionChannelsSales OrganisationDivisionDefinitionThis is the third a

38、nd final level of the initial SD hierarchy. Normally this is used to represent a grouping of products, for which an organisational unit is profit responsible.SalesOrganisationGasolineLubricantDivisionsSales AreaDefinitionThis is the combination of three levels in the SD organizational hierarchy ment

39、ioned before (sales org., distribution channel, and division). One sales area exists for each unique combination. For example, if an SD hierarchy includes three sales organizations, four distribution channels, and two divisions, twenty -four sales areas would be created (3x4x2=24). Each SD document

40、processed in SAP (e.g. order, invoice) must have only one sales area tied to it.Company CodeSales OrganisationDistributionChannelDivisionSales Area 1sales officesales group0102100102201000200030000001400000020003ClientSales Office 1Sales Office 2Alex WholesaleAlex WholesaleRetail Shop1Retail Shop 2W

41、atson & Co.David & DonSales OfficeClientPlant APlant BCompany : ABCCompany : XYZPlant CPlants10001000200020003000300000014000400000020003ClientPlant BPlant APlant APlant BSalesOrganisation ASalesOrganizationBSales Organisation CCOMPANY ABCCOMPANY XYZPlant Assignment to Sales OrganisationPlant APlant

42、 BShipping Point 1Shipping Point 3shippoint2Shipping OrganisationSAP Structure in SD I: Sales AreasClient1000200030001020101001020102010201Sales organizationDistributionchannelDivision= Sales areacompany codeassignmentSAP Structure in SD II: Sales UnitClientBostonNew York001002004MillerWhiteCarterSm

43、ithSales officeSales groupSales-person003005DouglasBrownFisherassignmentsales areaSAP Structure in SD III: Shipping OrganisationClientMail depotForwardingdepotRail depotRamp 1Ramp 2Ramp 3Shipping pointsLoading pointsassignmentplantSchedule & TopicProcess View & SAP R/3 OverviewSAP Sales & Distributi

44、on (SD) ModuleOrganization StructureBusiness Partners & Customer MasterMaterial MasterBusiness PartnersSold-to party (C)Bill-to party (C)Personnel (P).Ship-to party (C)Carrier (V)Payer (C)partnerfunctionsCustomer MasterCustomermasterShip-to partyPayerBill-to partySold-to partyPlace an orderReceive t

45、he goodsSettle the billReceive the invoice for the goodsCustomer Master - Account GroupsCreate sold-to partyCustomerC1Sales organization :0001Distribution channel:01Division:01Account group:00010001Sold-to party0002Ship-to party0003Payer0004Bill-to partyField selectionNumber assignmentOutput proposa

46、lACCOUNT GROUP 0001One-time account: Yes/No:ACCOUNT GROUPCustomer Master from Sales ViewpointCustomer:100Sales organization:1017Distribution channel:01Division:22General datavalid for bothaccounting and salesdependent on:-sales organisation-distribution channel-divisionAddressControl dataContact per

47、sonSales area dataSalesShippingBillingOutputPartner functionsOther Master Data274327444711CentralMillerMillerCustomer Customer Uniquenode numberCustomer4712SouthMillerMiller4713NorthMillerMiller4714NorthwestMillerMiller4715NortheastMillerMillerCustomer HierarchiesOrigins of Data in Sales DocumentsCu

48、stomer master dataSales orderMaterial master data.Control tablesTextsConditionsExercise 1: Create Customer MasterNow let us do an exercise. Please use the Exercise Book as reference.Then please take a rest.Schedule & TopicProcess View & SAP R/3 OverviewSAP Sales & Distribution (SD) ModuleOrganizatio

49、n StructureBusiness Partners & Customer MasterMaterial MasterMaterial Master DataMaster DataCustomer Master DataMaterial Master DataDefinitionThe material master record is a central data object in the SAP System. It is used to store data on raw materials, operating supply items, semi-finishedproduct

50、s, finished products, production resources/tools .Material Master ViewsMaterial master recordRequirementsplanning (MRP)SttPurchasingSales and distributionJob preparationStorageQualitymanagementStocks in plant-warehouseABWarehousemanagementClassificationForecastAccountingEngineeringMaterial TypesMate

51、rials are assigned to a material group through the material type.The material type defines certain features of the material and is used for the control of: material number assignment screen selection screen sequence control sourcing (in- & external) mat. valuationChoose from:Raw materialFinished pro

52、ductTrading goodsNon-valuated materialNon-stock materialPackagingServicesOperating suppliesSemi-finished materialConfigurable materialGeneral dataSales dataPlant dataStorage dataStructure of Material Master RecordMaterial Master Data (Sales Info)General dataMaterial numberDescriptionUnits of measure

53、WeightVolumeDivisionData specificto plantMRP profileManufacturing costsTransportation groupLoading groupDate specificto storage locationStocksData specific to salesDelivering plantSales groupSales textProduct hierarchydependent uponsales organizationand distribution channelClientSales organizationDistribution channel100010Grouping MaterialsMaterials can be grouped according to different criteria. This all