除了標(biāo)準(zhǔn)的銷售和分銷改演示還包括鏈接到哈爾茨以

盟 Authors(作者)BretStefanHans-JürgenSAPERP6.0GlobalBikeSalesandDistribution

SalesandDistributionSD)InadditiontothestandardSalesandDistributionslides,thispresentationincludeslinkstobusinessprocessmodelsprovidedbyateamatHochschuleHarzinGermanyledbyProf.Dr.Hans-Jürgen Thesebusinessmodelsrepresenttheprocessesinthecasestudy100%andthusfacilitateanintegratedviewondata,functionssEachlinkinthepresentationisindicatedbythesymbol.Alistofalllinkscanbefoundonthesecondlastpage. )?SAPCourseOverview課程概覽IntroductiontoIntroductiontoSales&MaterialsProductionFinancial

?SAP

SalesSupport銷售支持Sales銷售ShipandTransportation(Billing開(kāi)票ForeignTrade對(duì)外貿(mào)易?SAP

SAP SD簡(jiǎn)述-提出問(wèn)SD是SalesandDistribution的簡(jiǎn)稱。在SAP系統(tǒng)中，銷售SD模塊中的Sales好理解，而Distribution卻容易被 4，6，?SAP

SAP SD簡(jiǎn)述-回答問(wèn)題- 既是執(zhí)行銷售動(dòng)作的組織結(jié)構(gòu)及此結(jié)構(gòu)下的人員。 賣給客戶。這里，客戶的外延與內(nèi)涵較多。如客戶、大客戶、內(nèi)部客戶、海外客戶；售達(dá)方、送達(dá)方、?SAP

SAP SD簡(jiǎn)述-回答問(wèn)題-4，什么樣的價(jià) ，定價(jià)功能也是SAPSD 。貌似簡(jiǎn)單的打印在上的最終價(jià)格，在企業(yè)內(nèi)部可能5，銷售業(yè)務(wù)模式是什?SAP

SAP SD簡(jiǎn)述-回答問(wèn)題-6，貨物如該包含實(shí)物移動(dòng)。企業(yè)可以或者委托第物流7，錢款如何交如果不考慮，收款將是一般意義上銷售循環(huán)的最予以等措施。?SAP

UnitOverviewUnitOverview章節(jié)概述SDMasterData銷售與分銷主數(shù)據(jù)Order-to-CashProcess從訂單到現(xiàn)金流程?SAP

SAP Client Anindependentenvironmentinthesystem系統(tǒng)中一個(gè)獨(dú)立環(huán)境CompanyCode公司代碼Smallestorgunitforwhichyoucanmaintainalegalsetofbooks您能夠維持一系列CreditControlArea信貸控制區(qū)域Anorganizationalentitywhichgrantsandmonitorsacreditlimitfor(授予 Itcanincludeoneormorecompanycodes(可以包含一個(gè)或多個(gè)公司代碼SalesOrganization(銷售組織AnorganizationalunitresponsibleforthesaleofcertainproductsorTheresponsibilityofasalesorganizationmayincludelegalliabilityforproductsandcustomerclaims(銷售組織的責(zé)任包括客戶產(chǎn)品和服務(wù)請(qǐng)求的 DistributionChannel(分 ThewayinwhichproductsorservicesreachtheTypicalexamplesofdistributionchannelsarewholesale,retail,ordirect ?SAP

SAP Division(產(chǎn)品線Awayof materials,products,orCombinationofSalesOrganization,DistributionChannelandDeterminesconditions(i.e.pricing)forsalesPlant(hereDeliveringPlant工廠<這里指的是發(fā)貨工廠Plantfromwhichthegoodsshouldbedeliveredtothe Point(發(fā)運(yùn)點(diǎn)LoadingPoint裝載點(diǎn)SalesOffice(銷 SalesGroup銷售小組 (銷售人員?SAP

SAPGBI2.0StructureforSalesandSAPGlobalGlobal)USGlobalBikeUSUSUSSanSan

GlobalBikeGermanyGermanyGermany

公司代碼GermanyGermanySalesOffice銷售辦公室?SAP

SAPGBI2.0EnterpriseStructureinSAPSAP(SAPERP<銷售>中GBI2.0企業(yè)結(jié)構(gòu)HDistributionChannelWholesaleH((零售分 USUSCC

CAssCACC

DEDECC

GBGBCC

AUAUCC

CompanyCreditControlArea(global)GL00ClientGBI?SAP

OrganizationalUnitsOrganizationalUnitsinSalesOrderManagementCompanySalesSalesDistributionStorageShipOrganizationalUnits:CompanyCodeCompanyCompanyLegalentityandindependentaccountingAtcompanycodelevel,youbalancesheetsrequiredbyprofitandlossOrganizationalUnits:SalesOrganizationSalesSalesResponsibledistributinggoodsandnegotiatingsalesproductliabilityandrightsofOrganizationalUnits:DistributionChannelSalesSalesDistributionChannelDistributionChannelIsameansthroughwhichsalesmaterialsreachtheRepresentsyourstrategiestodistributegoodsand/orservicesyourForexample:wholesaletrade,retailtrade,internettrade,OrganizationalUnits:DivisionSalesSalesDivisionDivisionRepresentsaproductForexample:motorcycles,spareparts,services,OrganizationalUnits:SalesArea1121Wholesale552Retail12312332Sales11122111222 2 5 1 1225112 3 3 2 123321OrganizationalUnits:PlantandStorageLocationPlantisalocationwherematerialstockisStoragelocationisasub-divisionofaPlantwhereinventoryis

(Delivering)Storage

Aplantcan,forrepresentaproductionfacilityorawarehouse.OrganizationalUnit:Ship PointAfixedlocationwithinaplantthatcarriesout

Plant

Plant point

point

pointSAPSAPSDMasterData(SD主數(shù)據(jù)(客戶主數(shù)據(jù)Material(物料主數(shù)據(jù)SalesCondition?SAP

SDMasterSDMasterData(SD主數(shù)據(jù)?SAP

SAP CustomerMasterData客戶主數(shù)據(jù)CustomerMaster(客戶主數(shù)據(jù)Containsalloftheinformationnecessaryforprocessingorders, sandcustomer EverycustomerMUSThavemasterCreatedbySales ?SAP

CustomerMasterCustomerMasterData客戶主數(shù)據(jù)Thecustomermasterisdividedinto3(客戶主要信息可以分為三大塊?SAP

SAP CustomerMaster(客戶主數(shù)據(jù)GeneralInformationrelevantfortheentire(總體信息與整個(gè)組織相關(guān)Client

(公司代碼具體信息

CompanyCode

AccMgmt(賬戶管理)SalesOrg.

SalesOffice(銷售 CompanyCode

SalesOrg.?SAP

SAP MaterialMasterData物料主數(shù)據(jù)MaterialMaster物料主數(shù)據(jù)ContainsalltheinformationacompanyneedstomanageaboutaItisusedbymostwithintheSAPSalesand(銷售與分銷Materials(物料管理Production(生產(chǎn) (財(cái)務(wù)/成本控制Quality Materialmasterdataisstoredfunctionalsegmentscalled ?SAP

MaterialMasterMaterialMasterViews(物料主數(shù)據(jù)視圖MaterialMaterial(物料主數(shù)據(jù)Controlling(成本控制數(shù)據(jù)Mat.Plan.(物料計(jì)劃數(shù)據(jù)BasicPurchasingSales(銷售數(shù)據(jù)Accounting(會(huì)計(jì)數(shù)據(jù)Accounting(會(huì)計(jì)數(shù)據(jù)Quality(質(zhì)量數(shù)據(jù)Storage(庫(kù)存數(shù)據(jù)Forecasting(預(yù)測(cè)數(shù)Forecasting(預(yù)測(cè)數(shù)據(jù)

GeneralInformationrelevantfortheentireorganization:

ClientXXX(客戶端

Name(名稱Weight(重量DeliveringPlant(發(fā)運(yùn)工廠DeliveringPlant(發(fā)運(yùn)工廠 (裝卸組SalesOrg.SalesOrg.

StorageLocationspecificinformation:StorageStorageLoc.StorageLoc.?SAP

SAPConditionMasterDataSAPConditionmasterdataPrices(價(jià)格Freights(運(yùn)費(fèi)YoucandefinetheconditionmastertobedependentonvariousMaterialspecific(特定物料Conditionscanbedependenton ?SAP

SAP OutputMasterData輸出主數(shù)據(jù)Outputisinformationthatissenttothecustomerusingvariousmedia,suchas:戶的信息，例如Outputexamples:(舉例 ?SAP

SAP SalesOrderProcess(銷售訂單流程Pre-sales(售前活動(dòng)

SalesOrder(銷售訂單錄入Check(可用性檢查ReceiptofCustomer(收款

PickMaterialsPack(包裝( 給客戶)PostGoods(發(fā)貨?SAP

SAPPre-SalesActivitiesSAPSalesSupportisacomponentofSDthatassistsinthesales,distribution,andmarketingofacompaniesproductsandservicestoitscustomers.Itcontainsthefollowingfunctionality: Creatingandtrackingcustomercontactsandcommunicationssalesactivity)(記錄跟Phonecallrecords On-sitemeeting(現(xiàn)場(chǎng)會(huì)議ncommunication(移動(dòng)通信Implementingandtrackingdirectmailinginternetandtrade basedoncustomer sneedtobemanagedwithinthepresalesactivities:InquiriesandQuotations.These shelpidentifypossiblesalesrelatedactivityanddeterminesalesprobability.?SAP

SAPPre-SalesActivitiesSAPTheultimategoalofallpre-salesactivitiesistoequipthesalestechnicianwithalltheinformationnecessarytonegotiateandcompletethepotential（潛在的）sale.Pastcommunication(過(guò)去的通訊記Contactinformation(聯(lián)系信息(公司總體信息Creditlimitsand(信用額度和使用情況Currentbackorders(當(dāng)前的延期訂單360oviewofyour?SAP

SAP Inquiry(詢價(jià)Aninquiryisacustomer’srequesttoacompanyforinformationorquotationinrespecttotheirproductsorserviceswithoutobligation(義務(wù))topurchase.Howmuchwillitcost(成本Maycontainspecific Theinquiryismaintainedinthesystemandaquotationiscreatedtoaddressquestionsforthepotential ?SAP

Quotation(報(bào)Quotation(報(bào)價(jià)Thequotationpresentsthecustomerwithalegallybindingoffertodeliverspecificproductsoraselectionofacertainamountofproductsinaspecifiedtimeframeatapre-definedprice.?SAP

SAP SalesOrder(銷售訂單Salesorderprocessingcanoriginatefromavariety andactivities(銷售訂單可以根據(jù)不同的文件和活動(dòng)方式來(lái)處理Customercontactsusfororder:phone,(客戶可以通過(guò)以下方 們下訂單 ，互聯(lián)網(wǎng) ExistingContract現(xiàn)有合同Quotations(報(bào)價(jià)The thatiscreatedshouldcontainfollowingbasicinformation:(創(chuàng)建的電子文件應(yīng)包含以下基本信息CustomerInformation Material/service ty物料/服務(wù)和數(shù)量Pricing(conditions)(價(jià)格<條件Specificdeliverydates ties(具體的交貨日期和數(shù)量 information BillingInformation結(jié)算信息?SAP

SAP SalesOrder銷售訂單Thesales ismadeupofthreeprimaryareas:Header抬頭Datarelevantfortheentiresalesorder:Ex:customerdata,totalcostoftheorder(與整個(gè)銷售訂單相關(guān)的數(shù)，訂單總成本LineItem(s行項(xiàng)目Informationaboutthespecificproduct:Ex:materialand costofanindividualline(產(chǎn)品的具體信息：例如物料和數(shù)，單獨(dú)行的成本ScheduleLine(s計(jì)劃行項(xiàng)目UniquelybelongstoaLineItem,containsdelivery tiesanddatesforpartialdeliveries(專屬于一個(gè)行項(xiàng)目，包括交貨，分批交貨的日期?SAP

SAP SalesOrder銷售訂單Thesalesordercontainsalloftheinformationneededtoprocessyourcustomersrequest,thefollowinginformationisdeterminedforeachsalesorder:()DeliveringSchedule配送計(jì)劃 pointandroutedetermination(發(fā)運(yùn)點(diǎn)和路線確定AvailabilityCheck可用性檢查TransferofrequirementstoMRP(傳遞MRP請(qǐng)求Pricing(定價(jià)Creditlimitcheck信貸限額檢查?SAP

Whenanorderiscreatedyoumustenterarequesteddeliverydatetheorderoreachline(在創(chuàng)建銷售訂單時(shí)，必須為每個(gè)項(xiàng)目輸入一個(gè)預(yù)定的交貨日期Thesystemwillthendetermineadeliverytimeline,thiswillbeusedwhendeterminingourmaterialavailability,orATP(AvailabilitytoPromise)date.(系統(tǒng)將隨后生成一個(gè)交付時(shí)間表，用以判斷物料的可用性或 <供銷售>日期Thesystemwilldeterminethisdateusingforwardandbackwardschedulingrulesyouhavedefined.(系統(tǒng)將使用正向和反向計(jì)劃法確定具體日期?SAP

SAP

(裝載

Delv.(訂貨日期)(物料可用性檢查) 計(jì)劃

(發(fā)貨

(預(yù)定交貨日期 Pick&(2(揀貨和包裝間<2天

(1day)

(1day)(裝載時(shí)<1天

(2(轉(zhuǎn)運(yùn)時(shí)<2兩天?SAP

SAP

計(jì)劃

(預(yù)定

(新交(訂貨日期)(物料可用性檢查

(發(fā)貨

貨日期

日期Pick&Time2days)(揀貨和包裝

(1

(2間<2天

(1(計(jì)時(shí)間<1天

<1天 <2天?SAP

Ship&RouteDetermination(確定路線Duringthecreationofthesalesorderthesystemmustdeterminetheshippointfromwhichthematerialwillbeshippedandtheroutethematerialwilltaketogetfromyourwarehousetoyourcustomerslocation.(在創(chuàng)建銷售訂單時(shí)，系統(tǒng)必須為此次交易設(shè)定發(fā)運(yùn)點(diǎn)<這些物從何處的倉(cāng)庫(kù)被運(yùn)送>，以及送到客戶指定位置所采取的路線Ashippointisdeterminedforeachlineitemwithinthe(為訂單的每一項(xiàng)目確定起運(yùn)點(diǎn)Theroutedeterminationwillisusedtodefinethetransittimeofmaterialthatweusedin(確定路線可以用來(lái)計(jì)算運(yùn)送材料所需的時(shí)間?SAP

SAP AvailabilityCheck(可用性檢查AvailabilityCheck(可用性檢查DeterminestheConsidersallinwardandProposes3methodsof(提出 付方案Rulesarecreatedby?SAP

SAP Pricing定價(jià)Thesystemdisplayspricinginformationforall sonthescreensatboththeheaderandthelineitemHeaderpricingisvalidforthewholeorderitisthecumulativeofalllineitemstheLineitempricingisforeachspecificThesystemwillautomaticallysearchforprice,discounts,surcharges,calculatetaxesandfreight.Youhavetheabilitytomanuallymanipulatethepricingatboththeheaderandlineitemlevelwithinthesalesorderbyenteringaconditiontypeandamount.Taxesandfreightcanbeset-upsowecan’tmanually?SAP

CreditCheck信用核查Allowsyourcompanytomanageitscreditexposureandriskforeachcustomerbyspecifyingcreditlimits.(允許公司管理其信貸風(fēng)險(xiǎn)，并為每個(gè)客戶設(shè)定具體的信貸限額Duringthesalesorderprocessthesystemwillalertthesalesrepaboutthecustomerscreditsituationthatarises,ifnecessarythesystemcanbeconfiguredtoblockordersanddeliveries.(在銷售環(huán)節(jié)中，系統(tǒng)會(huì)提醒銷售人員查看該客戶的信用狀況，必情況下還可以限制訂單和交付?SAP

SAP &Transportation( The processbeginswhenyoucreatetheforthesalesorder. controls,andmonitorsnumeroussub-processesfor (在為銷售訂單創(chuàng) 憑證 流程就已經(jīng)開(kāi)始了。此憑證控、支持 著眾多 子流程Picking(揀貨Packing包裝PostGoodsIssue發(fā)貨IntegratedwiththeMaterialManagement(MM)andFinancemodules(集成了物料管理和財(cái)務(wù)會(huì)計(jì)兩個(gè)模塊?SAP

SAP SalesOrderSalesOrderCompleteDeliverySalesOrderCompleteDeliverySalesOrderSalesOrderSalesOrderOrderCombination?SAP

Checksorderandmaterialstodetermineifadeliveryispossible—deliveryblock(hold),completeness(檢查訂單和物料確定交付的可行性-交貨凍結(jié)、完整性Confirmsavailability(確認(rèn)有效性Confirmsexport/foreigntraderequirements(確定出口/外貿(mào)的要求Determinestotalweight&volume確定總重量及體積?SAP

Generatespackingproposal(提出包裝方案Calculatesweightandvolume計(jì)算重量和體積Checksscheduling(檢查日程安排Updatesrouteassignment(更新路線分配Updatessalesorder更新銷售訂單Determinesbatches(確定批次Updatessalesorder更新銷售訂單?SAP

SAP (交付憑證The initiatesthedeliveryprocessandiscontrolmechanismforthis(交付憑證不僅啟動(dòng)交付流程，而且也是這一流程的控制機(jī)制Picking揀貨Packing(包裝Loading裝載PostingGoodsIssue發(fā)貨Changestodeliveryareallowable- (交付允許變更-產(chǎn)品、數(shù)量?SAP

Picking(揀貨tiesbasedondeliverynote數(shù)量基于揀貨單Assigneddatewhenpickingshouldbegin揀貨開(kāi)始時(shí)指定日期Automatedstoragelocationassignment(自動(dòng)指定位置Supportsserialnumber/lotnumbertrackingandmanagement(支持序列號(hào)/批號(hào)以及批次管理IntegratedwithWarehouseManagement(WM)(與倉(cāng)庫(kù)管理集成?SAP

LoadingandPacking打包和裝載Identifieswhichpackagingistobeusedforspecifiedproducts(customerpreferenceandUCC-128considerations)(確定哪些包裝是用于指定產(chǎn)品的<顧客喜好及UCC-128規(guī)定Identifiesandupdatesaccountsassociatedwithpackaging(確定并更新可退包裝的賬目Tracksthepackedproductbycontainer(以集裝箱的方式產(chǎn)品Insuresweight/volumerestrictionsare(確認(rèn)重量/體積沒(méi)有Allpackeditemsareassignedtotherequiredmeansoftransportation(給包裝好的物料分配所需的方式)?SAP

Goodsissue(發(fā)貨Eventthatindicatesthelegalchangeinownershipofthe(產(chǎn)品的所發(fā)生法律上的改變ReducesinventoryandentersCostofGoods(庫(kù)存降低、銷售成本上升AutomaticallyupdatestheGeneralLedger(G/L)(總分類帳<G/L>帳戶自動(dòng)更新Endstheshipprocessandupdatesthestatusofthes(完成運(yùn)送流程，更新貨運(yùn)單據(jù)的狀態(tài)?SAP

GoodsIssueGeneralLedger(G/L)DeliveryGoodsIssueGeneralLedger(G/L)DeliveryNote發(fā)貨單NoimpactonFinancialAccounting(FI)PostPostGoods(發(fā)貨MaterialsManagement(MM)andFinancialAccounting(FI)viaautomaticaccount

COGS商品成 ?SAP

SAP Billing(開(kāi)票The iscreatedby datafromtheorderand/or (開(kāi)票憑證中的數(shù)據(jù)是從銷售訂單/交付訂單中拷貝過(guò)來(lái)的Order-basedbilling基于訂單的開(kāi)票Delivery-basedbilling(基于發(fā)貨的開(kāi)票Thebillingprocessisusedtogeneratethe (開(kāi)票流程最終生成客 PhillyBikes(飛利浦自行車

SalesRevenue ?SAP

Thebilling willautomaticallycreateadebitpostingtoyourcustomersub-ledgeraccountandcredityourrevenue(開(kāi)票憑證可以自動(dòng)將客貸方ItisatthispointthatthesalesprocessispassedovertoAccountingtoawait(此時(shí)，銷售流程轉(zhuǎn)到財(cái)務(wù)部門等待付款?SAP

SAP BillingMethods(開(kāi)票方式Deliverybased(基于交付

Order

Collective(合并開(kāi)票

OrderOrder

Order

?SAP

SAP Paymentisthefinalstepinthesalesorderprocess,thisstepismanagedbytheFinancialAccountingdepartment.(付款時(shí)是銷售流程的最后一步，偶財(cái)務(wù)部門負(fù)責(zé)Postingpayments s.(收款過(guò)賬，開(kāi) Reconcilingdifferencesbetweenpayment PaymentwillcreateapostingclearingtheliabilityintheA/Randincreasesyourbank(付款會(huì)使應(yīng)收帳款減少，同時(shí)銀行帳戶里的現(xiàn)金增加PhillyBikes

?SAP

SAP?SAP

SAP?SAP

SAP Flow flowandorderstatusfeatureallowsyoutofindthestatusofanorderatanypointintime.TheSAPupdatestheorderstatuseverytimeachangeismadetoany createdinthecustomerordermanagementcycle?SAP

SAP “NeveragaindidIlearnsomuchinsuchashorttime,becausetwentyparticipantsmademistakesforme!Youcannotmakesomanymistakesall SAPCo-founderKlausTschira,onhisexperiencesteachingCOBOLtoclientsatIBM.(SAP聯(lián)合成立者KlausTschira,向IBM客戶教授COBOL時(shí)的經(jīng)歷?SAP

SAP (文件流ListofSalesOrders(VA05)(銷售訂 ?SAP

SAP OverviewofARISmodels[slidenumber][slidetitle][modelnameassigned][level SDOrganizational SDOrganizationalStructure:“GBISystemOrganizationalModel”MM,SD,FI(1-GlobalBkeInc.andGlobalBikeGermanyGmbH:?GBIOrgChartUS/DE?(1-3)4-8SDOrganizationalStructure:“GBISystemOrganizationalModel”MM,SD,FI(1-3)4-9SDMasterData:DataModel(DM)“GBIDataModel”MM,SD,FI10DisplayCustomer:GeneralData:MaskDiagram(MD)“CreateCustomerAddressData/XD01”(4)11GeneralData:MaskDiagram“CreateCustomerAddressData/ panyCodeData:MD“CreateCustomer:CompanyCodeData/XD01”(4)4-11SalesAreaData:MD“CreateCustomerSalesAreaData/XD01”(4)12CustomerMaster:EventProcessChain(eEPC)“CreateNewponentsSalesandDistribution,MaterialsManagement,Accounting/ControllingandMD“CreateTradingGoods:BasicData1/MMH1”(4)14MaterialMasterViews:eEPC“CreateMaterialMasterforTrading14BasicDataand2moreviews:MD“CreateTradingGoods:BasicData1/MMH1”(4)15MaterialMaster:eEPC“CreateMaterialMasterforTradingGoods”(3)4-18SalesOrderProcess:ValueAddedChainDiagram4-187eEPCslkeSalesOrderEntry(3)orCheckAvailability(3)andDM“IntegrationSD-Inquiry:eEPC“CreateCustomerQuotation:eEPC“CreateCustomerSalesOrder:eEPC“CreateSalesOrderReferencingaQuotation”(3)4-24sales :AttrbutAllocationDiagram“SalesOrder”(4)4-27BackwardScheduling:AttrbutAllocationDiagram“BackwardScheduling“(4)4-30AvailabilityCheck:eEPC“CheckStockStatus”(3)4-33Ship &TransportationeEPC”StartDeliveryProcess“(3)4-34Ship DM“IntegrationSD-FI”(3)4-38Picking:eEPC”Pic