Additional Processes in sales

Question 1

Presales Processing

Answer 1

Depending on the industry, you may have to perform many different activities before receiving orders from your customers. Your company might plan a large marketing campaign, or attend an important trade fair. Or your sales representatives may visit customers to present the latest products.

• Marketing Campaigns
• Mailing Campaigns
• Contacts
• Visits
• Phone calls

Question 2

Presales Documents

Answer 2

two major sales document categories are relevant during the presales part of the sales process:

• Inquiries, customer requests for a quotation or non-binding sales information
• Quotations, offers from a sales area to a customer for delivering materials or providing services under specified conditions

You receive inquiries from your customers about material prices or delivery times. Based on the inquiries, you can create the corresponding quotations to provide your customers with the relevant information

The use of inquiries and quotations is not mandatory for the sales process.

Question 3

Document Flow in the Presales Phase

Answer 3

the presales documents remain open in your system because you may not be able to offer the complete quantity of an inquiry to a customer. Or the customer may not like the price offered in your quotation, and decides to purchase from another vendor

resolve the situation. When using standard customizing settings, for example, inquiry items become completed by the first reference. For quotations, using a reason for rejection is a common way of setting the status of an item to complete.

Question 4

Make-To-Order Process Flow

Answer 4

Make-to-order production is characterized by the fact that materials are not stored anonymously in the warehouse, but are specially produced for a particular sales order. An individual customer requirement is generated from the sales order item and transferred to materials planning.

The material can now be produced, and the goods receipt that corresponds to the specific sales order stock can then be posted. As soon as the delivery is due, the material can be delivered and the goods issue can be posted (reducing the sales order stock).

Question 5

From the Sales Order to the Production Order

Answer 5

1. Within a standard make-to-order process, the relevant quantity and the material availability date are transferred from the sales order to materials planning as an individual customer requirement.
2. A material requirements planning (MRP) run can now generate a planned order for the material automatically, and determines the corresponding dependent requirements using the relevant bill of material.
3. Furthermore, planned orders can be created based on the dependent requirements.
4. As soon as production can start, you create a production order for the final product by converting the planned order.
5. The system then transfers the confirmed quantity and material availability date from the production order to the sales order.

Question 6

Service Products

Answer 6

If you want to sell services, you have to maintain corresponding material master records for your services first. However, you only have to maintain the sales relevant data

The material type DIEN is the appropriate choice for service products and simplifies the data maintenance. It includes, among other things, the item category group LEIS. By using this item category group, the system can determine the right item categories for service products in sales documents.

When you sell services (for example, consulting services), you don’t have to execute any shipping functions during the process. The service items of sales orders can be invoiced directly, that means the corresponding billing document is created with reference to the sales order.