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Unit3 Sales and Distribution Processes

原创 Linux操作系统 作者:road2sd 时间:2007-12-21 00:43:46 0 删除 编辑

1. PreSales Activites

See Detail:


Customer Inquiry/Quotation Locate the document in its SAP Library structure


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:

Shipping (LE-SHP) Locate the document in its SAP Library structure

Implementation Options

Shipping is an important part of the logistics chain in which guaranteed customer service and distribution planning support play major roles.

In shipping processing, all delivery procedure decisions can be made at the start of the process by

  • Taking into account general business agreements with your customer
  • Recording special material requests
  • Defining shipping conditions in the sales order

The result is an efficient and largely automatic shipping process in which manual changes are only necessary under certain circumstances.


The Shipping component is integrated under the Logistics Execution component. Shipping is a subsequent activity of the Sales component.

Range of Functions

The shipping module supports the following functions, which include but are not limited to:

  • Deadline monitoring for reference documents due for shipment (sales orders and purchase orders, for instance)
  • Creating and processing outbound deliveries
  • Planning and monitoring of worklists for shipping activities
  • Monitoring material availability and processing outstanding orders
  • Monitoring the warehouse's capacity situation
  • Picking (with optional link to the Warehouse Management system)
  • Packing deliveries
  • Information support for transportation planning
  • Support of foreign trade requirements
  • Printing and transmitting shipping documents
  • Processing goods issue
  • Controlling using overviews of
    • Deliveries currently in process
    • Activities that still are to be carried out
    • Possible bottlenecks


A list of deliveries posted as goods issue in the shipping department could be used to form. a worklist for the billing department.


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