Week 2: Selling Products
Uni nitt 1: Ord rde er-to-C r-to-Ca ash Overv verview iew
Order-to-Cash Order-to-Cash Overv Overview iew Overview
▪
Sell from stock
▪
Standardized services
▪
Make to order
▪
Third-party order processing
▪
Project-based services
Customer Order Payments and Reporting
Order Fulfillment
Master Data Delivery/ Service Conformation
Collection
Invoice
Order-to-Cash Order-to-Cash Overview Sell from stock
Customer Inquiry
Marketing-toOpportunity
Sales Quotes
Sales Contract
Sales Orders
Down Payment Request
Outbound Delivery
Receivables and Payments
Inspections
Customer Invoices
Receivables and Payments
Customer Returns
Process mainly driven by the user Process mainly driven by the system Process that communicates with thirdparty system Process with relevance to financials Related scenario
Order-to-Cash Order-to-Cash Overv Overview iew Selling standardized services
Customer Inquiry
Marketing-toOpportunity
Sales Quotes
Sales Contract
Procure-to-Pay (Services)
Dispatching and Scheduling Orders
Down Payment Request
Executing Services
Receivables and Payments
Service Execution
Customer Invoices
Receivables and Payments
Expense Reimbursement
Process mainly driven by the user Process mainly driven by the system Process that communicates with thirdparty
Accounts Receivable Accountant
Process with relevance to financials Related scenario
Order-to-Cash Order-to-Cash Overv Overview iew Key Benefits
▪
Automatic Order Creation
▪
Pricing
▪
Credit Card
▪
Credit Limit Check
▪
▪
Available-to-Promise Check Field Services and Repair
Order-to-Cash Order-to-Cash Overv Overview iew Make to order Product Definition
Sales Quotes
Make-to-Stock
Sales Orders
Outbound Delivery
Procure-to-Pay
Customer Invoices
Receivables and Payments
Inspections Process mainly driven by the user Process mainly driven by the system Process that communicates with thirdparty system Process with relevance to financials Related scenario
Order-to-Cash Order-to-Cash Overv Overview iew Make to order Sales Sales quote/order quote/order with product specification specification ▪
Sales documents can have customer-specific requirement
▪
Plan multilevel demand for the sales order
Supply for the required products ▪
Create orders
▪
Production plan and production tasks
Inspect and and deliver these pro ducts to cu stomer
Order-to-Cash Order-to-Cash Overv Overview iew Third-party order processing
Creating Sales Quotes
Creating Sales Orders
Process mainly driven by the user Process mainly driven by the system Process that communicates with thirdparty system Process with relevance to financials Related scenario
Processing Purchase Requests
Processing Requests for Quotation
Processing Purchase Orders
Processing Supplier Invoices
Processing Payables and Payments
Creating Customer Invoices
Processing Receivables and Payments
Processing Third-Party Delivery Notifications
Order-to-Cash Order-to-Cash Overv Overview iew Third-party order processing Direct Direct shipment from third party ▪
▪
▪
Ship directly from your supplier instead of your own company Automatic creation of purchase request when when sales order is released Supplier and customer invoice is created based on the third-party delivery
Order-to-Cash Order-to-Cash Overvi Overvi ew Project-based services Procure-to-Pay (Services) Procure-to-Pay (Non-Stock) Marketing-toOpportunity
Creating Sales Quotes
Creating Sales Orders
Planning Projects
Executing Projects
Creating Project Invoice Requests
Creating Customer Invoices
Time and Labor Management: Recording Employee Times Expense Reimbursement
Processing Receivables and Payments
Closing Projects
Financial Closing
Process mainly driven by the user Process mainly driven by the system Process that communicates with thirdparty Process with relevance to financials Related scenario
Order-to-Cash Order-to-Cash Overv Overview iew Project-based services
▪
▪
▪
▪
Manage end-to-end process with a project Seamless integration with sales quotes and s ales order with project Record time and expenses directly from the project Plan and create projects, assign project team and staffing on the project
Order-to-Cash Order-to-Cash Overv Overview iew Summary
▪
Sell from stock
▪
Standardized services
▪
Make to order
▪
Third-party order processing
▪
Project-based services
Ad A d d i t i o n al Mater Mat erii al
Order-to-Cash Order-to-Cash Overvi Overvi ew Sell from stock
Sales/Customer Service Representative
Warehouse Operator
Warehouse Manager
Accounts Receivable Accountant
Order-to-Cash Order-to-Cash Overview Selling standardized services
Sales/Customer Service Representative
Service Performer
Service Planner/ Dispatcher
Accounts Receivable Accountant
Order-to-Cash Order-to-Cash Overview Make to order
Sales/Customer Service Representative
Inspector
Warehouse Manager
Quality Manager
Supply Planner
Accountant
Order-to-Cash Order-to-Cash Overview Third-party order processing
Sales/Customer Service Representative
Operational Buyer
Strategic Buyer
Accountant
Order-to-Cash Order-to-Cash Overview Project-based services
Project Manager
Sales/Customer Service Representative
Billing Clerk
Accountant
Order-to-Cash Order-to-Cash Overv Overview iew Sell from stock
▪
▪
▪
▪
▪
Auto Au to mat ic Ord er Cr eati on A sales order can be created on the basis of a lead, opportunity, sales quote, or through an E-Shop or B2B interface (external system) Pricing The system determines prices and discounts automatically. You can also enter these manually, if required. The system can support you by displaying the cost and profit margin Credit Card Sales order processing supports payment by credit card with integration to payment service providers Credit Limit Check You can minimize credit risk by specifying a credit limit for a customer. If a credit limit in an order is exceeded, a delivery block is set automatically Avail Av ail abl e-to -Pro mi se (ATP) Check Ch eck The system informs you whether the products can be delivered at the requested date and in the requested quantity
Order-to-Cash Order-to-Cash Overv Overview iew Possibilities
▪
▪
▪
▪
▪
Avai lab le-t o-Pr om is e (ATP) Ch eck The system informs you whether the products can be delivered at the requested date and in the requested quantity Pricing The system determines prices and discounts automatically. You can also enter these manually, if required. The system can support you by displaying the cost and profit margin Credit Card Sales order processing supports payment by credit card with integration to payment service providers Credit Limit Check You can minimize credit risk by specifying a credit limit for a customer. If a credit limit in an order is exceeded, a delivery block is set automatically Auto Au to mat ic Ord er Cr eati on A sales order can be created on the basis basis of a lead, opportunity, sales quote, quote, or through an E-Shop or B2B interface (external system)
Tha hank nk you y ou.. Contact information:
[email protected]
Follow all of SAP
www.sap.com/contactsap www.sap.com /contactsap
© 2018 SAP SE or an SAP affili ate company. All rights reserved. No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP SE or an SAP affiliate company. The information contained herein may be changed without prior notice. Some software products marketed by SAP SE and its distributors contain proprietary software components of other software vendors. National product specifications may vary. These materials are provided by SAP SE or an SAP affiliate company for informational purposes only, without representation or warranty of any kind, and SAP or its affiliated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP or SAP affiliate company products and services are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional warranty. In particular, SAP SE or its affiliated companies have no obligation to pursue any course of business outlined in this document or any related presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation, and SAP SE’s or its affiliated companies’ strategy and possible future developments, products, and/or platforms, directions, and functionality are all subject to change and may be changed by SAP SE or its affiliated companies at any time for any reason without notice. The information in this document is not a commitment, promise, or legal obligation to deliver any material, code, or functionality. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. Readers are cautioned not to pl ace undue reliance on these forward-looking statements, and they should not be relied upon in making purchasing decisions. SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP SE (or an SAP affiliate company) in Germany and other countries. All other product and service names mentioned are the trademarks of their respective companies. See www.sap.com/corporate-en/legal/copyright/index.epx www.sap.com/corporate-en/legal/copyright/index.epxfor for additional trademark information and notices.
Week 2: Selling Products
Uni nitt 2: Mast ste er Data Basics Basic s
Master Master Data Data Basics Basi cs Setting up your organization
Business residences of company Almika Business residence of company Innovat Headquarters Warehouse Production Sales Customer Service agent
Master Master Data Data Basics Basi cs Organizational management overview Holding
Organizational unit definitions: ▪
Company
▪
Business residence ( site)
Company Almika
Company Innovat
Organizational unit functions: ▪
Reflect what org unit does
▪
Integrate an org unit into a business process
Business Residence
Sales Org / Sales Unit
Business Residence / Sales Org
(…)
Business Residence
Organization Function Definition
Sales Unit
Function & Definition
Unified Organizational Structure
Master Master Data Data Basics Basi cs System demo
DEMO
Master Master Data Data Basics Basi cs Materials, services, assets
Intangible ‘things’
Tangible ‘things’ Su p p l y Ch ai n Mat er i al s
Finished goods
Ot h er Mat er i al s
Service
Office material
Fixed Assets Intermediate / component
Inspections
Consulting
Equipment
Fixed Asset Raw material
Notebooks
Software
Master Master Data Data Basics Basi cs System demo
DEMO
Master Master Data Data Basics Basi cs Summary ▪
Org unit definitions and functions
▪
Determination of parties in various sales documents
▪
Materials and services
Tha hank nk you y ou.. Contact information:
[email protected]
Ad A d d i t i o n al Mater Mat erii al
Follow all of SAP
www.sap.com/contactsap www.sap.com /contactsap
© 2018 SAP SE or an SAP affili ate company. All rights reserved. No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP SE or an SAP affiliate company. The information contained herein may be changed without prior notice. Some software products marketed by SAP SE and its distributors contain proprietary software components of other software vendors. National product specifications may vary. These materials are provided by SAP SE or an SAP affiliate company for informational purposes only, without representation or warranty of any kind, and SAP or its affiliated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP or SAP affiliate company products and services are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional warranty. In particular, SAP SE or its affiliated companies have no obligation to pursue any course of business outlined in this document or any related presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation, and SAP SE’s or its affiliated companies’ strategy and possible future developments, products, and/or platforms, directions, and functionality are all subject to change and may be changed by SAP SE or its affiliated companies at any time for any reason without notice. The information in this document is not a commitment, promise, or legal obligation to deliver any material, code, or functionality. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. Readers are cautioned not to pl ace undue reliance on these forward-looking statements, and they should not be relied upon in making purchasing decisions. SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP SE (or an SAP affiliate company) in Germany and other countries. All other product and service names mentioned are the trademarks of their respective companies. See www.sap.com/corporate-en/legal/copyright/index.epx www.sap.com/corporate-en/legal/copyright/index.epxfor for additional trademark information and notices.
Week 2: Selling Products
Unit 3: Sell Sell from f rom Stoc tock k
Sell Sell f rom Stock Business value
Order
Create Opportunity
Fulfill
Create Sales Quote
Create Sales Order
Initiate Outbound Delivery
Settle Execute Warehouse Tasks (Optional) / Post Goods Issue
Create Outbound Delivery
Create Invoice
Process Receivables
Post to Post Ledger
Sell Sell f rom Stock Key Benefits
▪
▪
▪
▪
▪
▪
Sales assistant function to best convert opportunities into business Automatic quote and order generation, generation, processing and flexible pricing management The product availa availability bility check ensures reliability and accuracy of the confirmation data by checking customer requirement against the stock on hand and the product supply situation Integrates operational processes with master data to ensure consistency between orders, shipments, and invoicing Scalable process for revenue recognition supporting different accounting principles Built-in analytics analytics enables a drilldown to the profit and loss result alongside dimensions like products, customer groups, and distribution channels
Sell Sell f rom Stock Process
Customer Inquiry
Marketing-toOpportunity
Sales Quotes
Sales Contract
Sales Orders
Down Payment Request
Outbound Delivery
Receivables and Payments
Inspections
Customer Invoices
Receivables and Payments
Customer Returns
Process mainly driven by the user Process mainly driven by the system Process that communicates with thirdparty system Process with relevance to financials Related scenario
Sell Sell From Stock toc k User Persona
Sales/Customer Service Representative
Warehouse Operator
Warehouse Manager
Accounts Receivable Accountant
Sell Sell f rom Stock Process details: creating sales quotes
Sales Quotes Customer Inquiry
Sales Quote
X
Approval
Sales Contract
Down Payment
Sales/Customer Service Representative
Sales Orders
Receivables and Payments
Outbound Delivery
Inspections
Creating Customer Invoices
Processing Receivables and Payments
Sell Sell f rom Stock Process details: creating sales orders
Sales Orders Customer Inquiry
Customer Inquiry
Sales Contract
Sales Order
Approval
Down Payment
Sales/Customer Service Representative
X Outbound Delivery
Processing Receivables and Payments
Inspections
Customer Invoices
Processing Receivables and Payments
Sell Sell f rom Stock Process details: initiating outbound delivery
Initiating Outbound Delivery Customer Inquiry
Sales Quotes
Sales Contract
Sales Orders
Down Payment
Processing Receivables and Payments
Warehouse Manager
Determine ShipFrom and Check Product Availability
Outbound Delivery
Inspections
Creating Customers Invoices …
Sell Sell f rom Stock Process details: creating customer invoices
Customer Invoices Sales Quotes
Sales Contract
Sales Orders
Down Payment
Initiating Outbound Delivery
Receivables and Payments
Accounts Receivable Accountant
Transfer invoice requests
Inspections
X
Release an invoice
Receivables and Payments
Sell Sell f rom Stock System demo
DEMO
Sell Sell f rom Stock Summary
▪
Business value
▪
Sales quotes, orders
▪
Delivery
Tha hank nk you y ou.. Contact information:
[email protected]
Follow all of SAP
www.sap.com/contactsap www.sap.com /contactsap
© 2018 SAP SE or an SAP affili ate company. All rights reserved. No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP SE or an SAP affiliate company. The information contained herein may be changed without prior notice. Some software products marketed by SAP SE and its distributors contain proprietary software components of other software vendors. National product specifications may vary. These materials are provided by SAP SE or an SAP affiliate company for informational purposes only, without representation or warranty of any kind, and SAP or its affiliated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP or SAP affiliate company products and services are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional warranty. In particular, SAP SE or its affiliated companies have no obligation to pursue any course of business outlined in this document or any related presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation, and SAP SE’s or its affiliated companies’ strategy and possible future developments, products, and/or platforms, directions, and functionality are all subject to change and may be changed by SAP SE or its affiliated companies at any time for any reason without notice. The information in this document is not a commitment, promise, or legal obligation to deliver any material, code, or functionality. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. Readers are cautioned not to pl ace undue reliance on these forward-looking statements, and they should not be relied upon in making purchasing decisions. SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP SE (or an SAP affiliate company) in Germany and other countries. All other product and service names mentioned are the trademarks of their respective companies. See www.sap.com/corporate-en/legal/copyright/index.epx www.sap.com/corporate-en/legal/copyright/index.epxfor for additional trademark information and notices.
Week 2: Selling Products
Uni nitt 4: Contract Cont ract Manageme nagement nt
Contract Manageme Management nt Sales contract
Creating Sales Contracts Quote for Contract
Approval
Sales Contract
Outbound Delivery
Sales Orders
Down Payment Request
Processing Receivables and Payments
Sales/Customer Sales/Custom er Service Representativ Representative e
Customer Invoices
Processing Receivables and Payments
Contract Manageme Management nt Key features Price Agreements
Covered Products
Down Payments Order Statistics
Contract Manageme Management nt System demo
DEMO
Contr act Manageme Management nt Down payments
Customer Inquiry
Sales Quotes
Sales Contract
Sales Orders
Outbound Delivery
Down Payment Request X Quote for Contract
Sales/Customer Sales/Custom er Service Representativ Representative e
Processing Receivables and Payments
Customer Invoices
Receivables and Payments
Contract Manageme Management nt System demo
DEMO
Contract Manageme Management nt Summary
▪
Contract with materials
▪
Price history
▪
Price agreements
▪
Down payments
Tha hank nk you y ou.. Contact information:
[email protected]
Follow all of SAP
www.sap.com/contactsap www.sap.com /contactsap
© 2018 SAP SE or an SAP affili ate company. All rights reserved. No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP SE or an SAP affiliate company. The information contained herein may be changed without prior notice. Some software products marketed by SAP SE and its distributors contain proprietary software components of other software vendors. National product specifications may vary. These materials are provided by SAP SE or an SAP affiliate company for informational purposes only, without representation or warranty of any kind, and SAP or its affiliated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP or SAP affiliate company products and services are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional warranty. In particular, SAP SE or its affiliated companies have no obligation to pursue any course of business outlined in this document or any related presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation, and SAP SE’s or its affiliated companies’ strategy and possible future developments, products, and/or platforms, directions, and functionality are all subject to change and may be changed by SAP SE or its affiliated companies at any time for any reason without notice. The information in this document is not a commitment, promise, or legal obligation to deliver any material, code, or functionality. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. Readers are cautioned not to pl ace undue reliance on these forward-looking statements, and they should not be relied upon in making purchasing decisions. SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP SE (or an SAP affiliate company) in Germany and other countries. All other product and service names mentioned are the trademarks of their respective companies. See www.sap.com/corporate-en/legal/copyright/index.epx www.sap.com/corporate-en/legal/copyright/index.epxfor for additional trademark information and notices.
Week 2: Selling Products
Unit 5: Over-th Over-thee-Coun Counter ter Sales Sales
Over-the-Count Over-the-Counter er Sales Business value
Over-the-Counter Sales Business value
Settle
Over-theCounter Sale
Fulfill
Receivables
Post to Ledger
Outbound Delivery – Delivery – Without Task Control
Over-the-Counter Sales Scenario overview
Creating Over-theCounter Sale
Processing Receivables and Payments
Outbound Delivery – Delivery – Without Task Control
Cashier
Accounts Receivable Accountant
Over-the-Counter Sales System demo
DEMO
Over-the-Count Over-the-Counter er Sales Sales Summary
▪
▪
Create and process over-the-counter sales Available payment payment methods
Tha hank nk you y ou.. Contact information:
[email protected]
Follow all of SAP
www.sap.com/contactsap www.sap.com /contactsap
© 2018 SAP SE or an SAP affili ate company. All rights reserved. No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP SE or an SAP affiliate company. The information contained herein may be changed without prior notice. Some software products marketed by SAP SE and its distributors contain proprietary software components of other software vendors. National product specifications may vary. These materials are provided by SAP SE or an SAP affiliate company for informational purposes only, without representation or warranty of any kind, and SAP or its affiliated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP or SAP affiliate company products and services are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional warranty. In particular, SAP SE or its affiliated companies have no obligation to pursue any course of business outlined in this document or any related presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation, and SAP SE’s or its affiliated companies’ strategy and possible future developments, products, and/or platforms, directions, and functionality are all subject to change and may be changed by SAP SE or its affiliated companies at any time for any reason without notice. The information in this document is not a commitment, promise, or legal obligation to deliver any material, code, or functionality. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. Readers are cautioned not to pl ace undue reliance on these forward-looking statements, and they should not be relied upon in making purchasing decisions. SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP SE (or an SAP affiliate company) in Germany and other countries. All other product and service names mentioned are the trademarks of their respective companies. See www.sap.com/corporate-en/legal/copyright/index.epx www.sap.com/corporate-en/legal/copyright/index.epxfor for additional trademark information and notices.
Week 2: Selling Products
Unit 6: Customer Cust omer Retur Returns ns
Customer Return Return s Business value
Initiate
Customer Return Delivery
Manage
Customer Return Notification
Initiate Inbound Processing
Settle
Post Goods Receipt
Release Proposal for Payment
Payment Based on Credit Memo
Post to Ledger
Customer Returns Key benefits – benefits – Returns management
▪
Tracking
▪
Better transparency
▪
Identify the reasons reasons for returns
▪
Return sales rate reports
Customer Return Return s User Personas
Sales/Customer Service Representative
Warehouse Operator
Warehouse Manager
Accounts Receivable Accountant
Customer Returns System demo
DEMO
Customer Returns Summary
▪
Process inbound deliveries for returns
▪
Credit memos
Tha hank nk you y ou.. Contact information:
[email protected]
Follow all of SAP
www.sap.com/contactsap www.sap.com /contactsap
© 2018 SAP SE or an SAP affili ate company. All rights reserved. No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP SE or an SAP affiliate company. The information contained herein may be changed without prior notice. Some software products marketed by SAP SE and its distributors contain proprietary software components of other software vendors. National product specifications may vary. These materials are provided by SAP SE or an SAP affiliate company for informational purposes only, without representation or warranty of any kind, and SAP or its affiliated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP or SAP affiliate company products and services are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional warranty. In particular, SAP SE or its affiliated companies have no obligation to pursue any course of business outlined in this document or any related presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation, and SAP SE’s or its affiliated companies’ strategy and possible future developments, products, and/or platforms, directions, and functionality are all subject to change and may be changed by SAP SE or its affiliated companies at any time for any reason without notice. The information in this document is not a commitment, promise, or legal obligation to deliver any material, code, or functionality. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. Readers are cautioned not to pl ace undue reliance on these forward-looking statements, and they should not be relied upon in making purchasing decisions. SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP SE (or an SAP affiliate company) in Germany and other countries. All other product and service names mentioned are the trademarks of their respective companies. See www.sap.com/corporate-en/legal/copyright/index.epx www.sap.com/corporate-en/legal/copyright/index.epxfor for additional trademark information and notices.
