Purpose

You can represent pre-sales business processes in the system using the functions for inquiries and quotations. Customer inquiries and quotations to the customer can be entered and monitored.

For example, a customer inquires whether you have a certain product in your warehouse, how much it will cost, or whether the product will be available for a certain date. The inquiry is therefore a request from the customer for you to provide him with a sales quotation.

A quotation presents the customer with a legally binding offer for delivering a product or providing a service within certain fixed conditions.

The data you store in sales queries forms the basis of subsequent documents and, if you wish, sales analysis.

Creating and maintaining this kind of data may be useful under, for example, the following circumstances:

• You want to evaluate your pre-sales processing with reports and analysis. For example, you want to compare the value of a quotation against the value of subsequent sales orders and invoices and then evaluate the effectiveness of your planning process. Or you want to evaluate the success rate of quotation-to-order conversion by salesman or sales group.

• Your sales organization deals with government agencies or large organizations and institutions who routinely send out for bids and requests for proposal. You want to record the entire sales cycle.

• Your sales organization sells a wide range or low value products (for example, consumer products with a high turnover) but you wish to fix certain data for the presales phase if you are negotiating for larger contracts.

2. Sales Order Processing

See Detail:

http://help.sap.com/erp2005_ehp_02/helpdata/en/28/011640a991c742e10000000a1550b0/frameset.htm

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