2. Overview Of Sales Processes

Question 0

2. Module contents (4 items):

Answer 0

1. Process overview
2. Sales processing
3. Shipping processing
4. Billing doc processing

Question 1

1. Module objectives (6 items):

Answer 1

1. Process chain for order processing
2. Order w/ refer to quotation
3. Outbound deliv w/ refer to order
4. Pick and post goods issue
5. Invoice a customer for the delivery
6. Incoming payment

Question 2

3. Pre-sales activities (5 items):

Answer 2

1. Entering and tracking customer contacts
2. Mailing campaigns
3. Answering customer telephone queries
4. Inquiries
5. Quotations

Question 3

4. Sales order processing (5 items):

Answer 3

1. Customer and material info
2. Price info for all financial statement items
3. Info about delivery dates and quantities
4. Info about shipping processing
5. Info about billing

Question 4

5. Procurement (6 items):

Answer 4

1. The way in which a material is obtained for a customer order can depend on the material as well as on the sales transaction
2. Can result from available stock
3. Result from purchase order, purch requisition, planned order or production order
4. Trigger a make-to-order production
5. Order the outbound deliv via external suppliers
6. Via stock transfer

Question 5

6. Shipping (5 items):

Answer 5

1. Outbound deliveries
2. (Optional) Picking (transfer orders) - movto of goods within warehouse
3. (Optional) Packing
4. (Optional) Shipment document
5. Posting goods issue docs

Question 6

7. Billing (4 items):

Answer 6

1. Billing doc is the basis for creating invoices and credit/debit memos
2. Canceling prev posted billing docs
3. G/L accounts are normally determined automatically and relevant data posted using billing doc as data source
4. System performs a debit posting on customer’s receivable acct and credit posting on revenue acct

Question 7

8. Payment (3 items):

Answer 7

1. Supports payments against invoices
2. Reconciling diff
3. System carries out a debit posting on the cash acct and a credit memo on the customer’s receivable acct

Question 8

9. SD and FI docs (5 items):

Answer 8

1. Pre-sales (sales support): contacts and actions
2. Pre-sales (sales docs): inquiries, quotations, contracts, sched agreements
3. Order and procurement: standard order, purch order
4. Shipping: deliveries, transfer orders (picking), shipments, goods issue
5. Billing: billing docs

Question 9

10. Creating an order (2 items):

Answer 9

1. Sales doc is always created within a sales area

2. Can refer to a business transaction that exists. For example, inquiries and quotations can be reference docs

Question 10

11. Sales doc structure (4 items):

Answer 10

1. Header: data in the doc header is valid for entire doc, including for example, customer-related data
2. Item: each item has its own data such as materials and quantities and each item can be controlled differently (e.g. mat item, serv item, free-of-charge item, text item)
3. Sched lines: contain delivery quantities and dates and belong to an item. Every item with outbound delivery has a sched line and each item can have multiple lines for partial deliv at diff times
4. Sales doc data can be read in diff views: overview, header and item screens. A new sales doc is entered on overview screen and always created in relation to a sales area

Question 11

12. Creating outbound delivery (2 items):

Answer 11

1. Created for orders ready to be shipped, either online or as background job during off-peak hours
2. Possible to create multiple deliveries for an order (and item) and to combine items from more than one order if orders share essential parameters such as: shipping point, due date, ship-to address

Question 12

13. Structure of outbound deliv (4 items):

Answer 12

1. Header: valid for entire doc, including data for ship-to party and deadlines for shipping
2. Item: includes data about material, quantities, weights, stock info and each item can be controlled diff
3. No sched line but each sched line from order can become a delivery item
4. Deliv doc data can be read in diff views: overview, header, item screens

Question 13

14. Picking (4 items):

Answer 13

1. Create transfer order for a delivery, combining deliveries if same warehouse is used and using picking date and shipping point as alternate parameters
2. Data copied from delivery
3. Can create picking lists with materials from multiple deliv, sorting the list by storage bin and material and calc qty per mat
4. Create transfer orders online or via background job

Question 14

15. Posting goods issue (5 items):

Answer 14

1. Quantity updated in inventory mgt and the deliv req in mat planning
2. Inv value change updated in bal sheet accts is posted based on cost of mat
3. System creates further docs for FI
4. Billing list is gen
5. Status in all sales docs is updated

Question 15

15. Creating billing doc (3 items):

Answer 15

1. You can create an invoice for a single delivery or sales order
2. Combine deliv if same payer, billing date, destination country
3. Create online or in the background

Question 16

16. Structure of billing docs (3 items):

Answer 16

1. Header: includes payer and billing date
2. Item: includes data about mat, billing qty, item net value
3. Can be read/processed in diff views: overview, header, item screens

Question 17

17. Effects of billing doc (4 items):

Answer 17

1. Automatically generates required docs for accounting and carries out a debit posting on customer receivables acct and credit posting on rev acct
2. Status in all sales, deliv and billing docs is updated
3. Sales stats in sales info sys are updated
4. Customer credit limit is updated

Question 18

18. Doc flow (3 items):

Answer 18

1. Doc list with linked docs to access history and status of each doc
2. From doc flow you can display docs or call up status overviews for them
3. Doc flow is updated at header and item levels (sched lines are only in sales orders and each deliverable sched line becomes an item in the deliv doc)