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Sales Order Management SAP Best Practices for Retail.

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Presentation on theme: "Sales Order Management SAP Best Practices for Retail."— Presentation transcript:

1 Sales Order Management SAP Best Practices for Retail

2 ©2011 SAP AG. All rights reserved.2 Purpose, Benefits, and Key Process Steps Purpose Sales Order Management describes a Business-to-Business (B2B) scenario: you sell to your known customer(s) (with master data record), who in turn sell(s) the merchandise to their customers (wholesale function). In addition to sales order processing functions, this scenario also includes the following process steps: credit limit check and availability check, consignment, backorder processing, customer contract, product catalog, online store, customer billing document, payment handling, and subsequent settlement. Benefits The entire document chain - presales phase, order, follow-up actions - forms a document flow or history. The flow of data from one document to another reduces manual processing and facilitates problem solving. Backorder fulfillment from returns stock allows you to manage how returns are to be allocated for backorders and stock transfers: If the article is unused and can be readily shipped again, then it is quicker and more cost- effective to use it to fill sales backorders or stock transfer orders rather than to move it back to unrestricted-use stock and for subsequent picking and reshipment. Key Process Steps Creation of Standard Orders, Rush Orders, Third-Party Orders Backorder Processing and Rescheduling Creation of Customer Billing Documents Payment Handling Customer Returns Handling Subsequent Settlement Customer Consignment Handling Customer Contract Handling Product Catalog Handling

3 ©2011 SAP AG. All rights reserved.3 Required SAP Applications and Company Roles Required SAP Applications SAP SAP enhancement package 3 for SAP ERP 6.0 Company Roles Retail Sales Person Retail Store Manager Retail Warehouse Clerk Accounts Payable Assistant Accounts Receivable Assistant

4 ©2011 SAP AG. All rights reserved.4 Process Flow Diagram Sales Order / Backorder Processing and Rescheduling Retail Warehouse Clerk Retail Store Manager Retail Sales Person Standard Order/ Rush Order/ Third Party Order Analyze Sales Document Rescheduling Backorder Processing and Rescheduling Monitor the Returns Stock after Distribution Dirstibute Returns Stock to Backorders Reschedule Sales Documents Credit Limit Check Availability Check Run CATT Monitor the Returns Stock

5 ©2011 SAP AG. All rights reserved.5 Sales Order: Alternatives A Sales order is a customer request to the company for the delivery of goods or services at a certain time. The request is received by a sales area, which is then responsible for fulfilling the order. Standard order: Merchandise will be collected or rather delivered and invoiced afterwards. Rush order: Merchandise will be collected or rather delivered imme- diately and invoiced afterwards. Third-party order: Merchandise will be delivered directly by the vendor to the customer. The ordering enterprise invoices to the customer Cash sales order: Merchandise will be collected and payed immediately.

6 ©2011 SAP AG. All rights reserved.6 Options in the order creation - 1 Cross Selling: due to the entered article additional related articles are suggested Dynamic Product Proposal: due to the entered customer the articles (History, PP...) connected with this customer number are suggested

7 ©2011 SAP AG. All rights reserved.7 Options in the order creation - 2 The credit limit check is a check, whether a customer has already covered his credit limit and which consequences are connected with it (warning, fault, delivery block). This check can be carried out in every sales document. The delivery of a product to a delivery date is only possible if this product is available for all processing steps to be carried out before the delivery. To guarantee this the availability check is used in the order.

8 ©2011 SAP AG. All rights reserved.8 Backorder Processing Backorder processing with a selective list for sales documents Select and process backorders for a particular article Manual processing Assignment of the ATP- quantities Check the returns stocks on goods not damaged and not used Listing of relevant requirements for sales documents

9 ©2011 SAP AG. All rights reserved.9 Rescheduling Selection of the open sales document Positions of the selected article and availability check Analysis of the last rescheduling run

10 ©2011 SAP AG. All rights reserved.10 Customer billing document is an umbrella term for invoices, credit memos, debit memos, pro- forma invoices, and cancellation documents. Billing represents the final processing stage for a business transaction in Sales and Distribution Customer Billing Document

11 ©2011 SAP AG. All rights reserved.11 Process Flow Diagram Customer Billing Document Retail Sales Person Generate Preceeding Documents via ECATT Create Billing Documnet Online on the basis of the Outbound Delivery Incoming Payment in FI Generate Collective billing Document in the Background Alternative 1 Alternative 2

12 ©2011 SAP AG. All rights reserved.12 The milestone billing in the billing plan is used for the payment processing of a deposit. Milestone billing means, that the total value, which should be invoiced, is divided in several partial amounts in the billing plan (percentage / absolute), they are to be paid at certain dates. A milestone billing is a schedule with particular billing dates. Payment Handling

13 ©2011 SAP AG. All rights reserved.13 Process Flow Diagram Payment Handling Accounts Receivable Assistant Accounts Payable Assistant Retail Sales Person Down Payment Agreement in the Sales Oder Print the Final Billing Document (Screen) Incomimg Payment for the Down Payment Request in FI Clear the Payment that has already been made in FI Down Payment request in SD Print the Down Payment Request (Screen) Final Billing with Down Payment Clearing in SD) Incomimg Payment in FI

14 ©2011 SAP AG. All rights reserved.14 There are various reasons for returning goods: - The goods are damaged in some way so that they cannot be transferred back into normal stock, but have to be returned to the vendor. - The customer did not like the goods and wants to replace them. The goods can, however, be reused either fully or partially. - The customer did not like the goods and wants their money back or a credit memo. The goods can be reused either fully or partially. When the returned goods are received from the customer, they are initially posted into blocked returns stock. The returned goods are checked and a decision is made as to what to do with them, for example: breakage stock (returned to vendor or destroyed), staff sales, transfer to normal stock/distribution to backorders. Customer Return

15 ©2011 SAP AG. All rights reserved.15 Process Flow Diagram Customer Return Retail Sales Person Preparations Execution Transfer from Rerurns Stock to Blocked Stock Stock Control Goods Issue for the Free of Charge Subsequent Delivery Create a Delivery for the Free of Charge Subsequent Delivery Create a Returns Delivery Full Transfer Postingto Unrestricted- Use Stcok Stock Control Release the Returns for Subsequent Processing Create a Return Monitor the Returns Stock Transfer from Blocked Stock to Return Delivery Storage location Check the Document Flow Create a Free of Charge Subsequent Delivery Remove the Billing Block Issue the Credit Memo Create Returns Order Post the Goods Receipt for the Returns Post the Goods receipt for the Returned Goods Monitor the Returns Stock Create a Return with Free of Charge Subsequent Delivery Stock Display Create Credit Memo Release to Accounting Create a Returns Delivery Post the Returns Delivery

16 ©2011 SAP AG. All rights reserved.16 Process of Returns Handling Finance: Logistics: Input of customer returns Credit note or Subsequent delivery free of charge Stock Stock correction (Input to blocked stock) Following processes Log. invoice verification Input of customer returns Goods receipt Creation of customer returns order Stock transfer posting into unrestricted stock or Dispatching to backorders Transfer posting to returns stock Following processes Return delivery to vendor Invoice verification

17 ©2011 SAP AG. All rights reserved.17 Arrival of the return goods Posting in blocked stock Goods receipt posting

18 ©2011 SAP AG. All rights reserved.18 Evaluation of the return goods Control of the goods Decision of further use Transfer back to unrestricted stock Transfer to returns stock

19 ©2011 SAP AG. All rights reserved.19 Additional Use I – Unrestricted Stock nTranfer back to unrestricted stock nAllocate to open orders

20 ©2011 SAP AG. All rights reserved.20 Additional Use II – Returns Stock nTransfer back to returns stock nDisposal

21 ©2011 SAP AG. All rights reserved.21 Subsequent process Return delivery to vendor

22 ©2011 SAP AG. All rights reserved.22 As part of the subsequent settlement procedure, you can offer a reduced price, for example, when a customer buys certain quantities of particular articles together, uses a customer card for payment, or reaches or exceeds the sales volume in a period that has been agreed upon in advance. Subsequent Settlement

23 ©2011 SAP AG. All rights reserved.23 Process Flow Diagram Subsequent Settlement Retail Sales Person 8.3 Rebate Processing (in SD) 8 Subsequent Settlement 8.3.3 Update the Sales Volume 8.3.2 Create Rebate Agreement 8.3.4 Generate New Sales Volume Settlemenr of the Agreement(s) 8.3.1 Display the Status of Rebate Agreement Create Sales Order 8.3.5 Display Sales Volume Data Document Flow Create Billing Document Create Delivery Create Transfer Order and Corfirm with GI Outbound Delivery 8.3.6 Display Drill Downs 8.3.8 Release Agreement for Settlement 8.3.7 Carry out partcial Settlement Release Credit Memo Request for the Partial Rebate Settlement Bill Credit Memo Request for the Partial rebate Settlement 8.3.9 Create Final Settlement Bill Rebate Credit Memo Request for the Final Settlement Release Rebate Credit Memo Request for the Final Settlement 8.3.10 Display Payment History

24 ©2011 SAP AG. All rights reserved.24 Consignment goods are goods that are stored at a customer location but that are still owned by your company. From a planning point of view this stock is no longer available and is managed independently. The customer is not obliged to pay for these goods until they remove them from consignment stock. Otherwise, the customer can usually return consignment goods that are not required. Consignment processing is advantageous to both parties. Customers store the consignment goods at their own warehouses. The customer can access the goods in the consignment warehouse at any time. They are only billed for the goods when they are removed from the warehouse and only for the actual quantity taken. Customer Consignment

25 ©2011 SAP AG. All rights reserved.25 Process Flow Diagram Customer Consignment Retail Sales Person Reduce the Consignment Stock at Customer Alternative 1: Consignment Issue Create Delivery Alternative 2: Consignment Pick-Up Optional Process after Consignment Issue: Consignment Returns Billing or Credit Memo for the Consignment Return Created Remove the Billing Block Goods Receipt BillingGoods Issue Consignment Fill-Up Create and Corfirm Transfer Order Document Flow Consignment Stock

26 ©2011 SAP AG. All rights reserved.26 Customer contracts are outline customer agreements that display when goods are purchased within a certain time period. Contracts are concluded with the customer so that the purchasing/production and sale of goods can be estimated better, which in turn enables better conditions to be negotiated. Customer Contract

27 ©2011 SAP AG. All rights reserved.27 Process Flow Diagram Customer Contract Retail Sales Person Create Contract release Order for Value Contract Create Contract release Order for Quantity Contract Value Contract Quantity Contract

28 ©2011 SAP AG. All rights reserved.28 The product catalog is the basis for printed and electronic catalogs. The catalog is maintained in the SAP ERP System and can be transported to external systems and processed as templates for print catalogs or electronic catalogs (CD- ROM or Internet). IDocs and BAPIs are available for exporting the catalog data. Product Catalog

29 ©2011 SAP AG. All rights reserved.29 Process Flow Diagram Product Catalog Retail Sales Person Create a Product Catalog Create Basic Data Maintain Documents and Texts in the Article Master Add Articles Layout Areas Manually Pricing in the Product Catalog Create a Layout Hierarchy Manually Create Lower- Level Layout Areas Determine the Pricing Procedure Create the Layout Hierarchy of the Product Catalog Customer Pricing Procedure Maintain Articles Maintain Layout Areas Maintain Texts and Documents for Articles and Layout Areas Alternative: Create Layout Hierarchy Automatically Link between Promotion and Product Catalog Promotional Sales Prices Create Document Info Records Add Articles Layout Areas Using the Default Article Create a Promotion Product Catalog Create layout Hierarchy Create Basic Data

30 ©2011 SAP AG. All rights reserved.30 No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP AG. The information contained herein may be changed without prior notice. Some software products marketed by SAP AG and its distributors contain proprietary software components of other software vendors. Microsoft, Windows, Excel, Outlook, and PowerPoint are registered trademarks of Microsoft Corporation. IBM, DB2, DB2 Universal Database, System i, System i5, System p, System p5, System x, System z, System z10, System z9, z10, z9, iSeries, pSeries, xSeries, zSeries, eServer, z/VM, z/OS, i5/OS, S/390, OS/390, OS/400, AS/400, S/390 Parallel Enterprise Server, PowerVM, Power Architecture, POWER6+, POWER6, POWER5+, POWER5, POWER, OpenPower, PowerPC, BatchPipes, BladeCenter, System Storage, GPFS, HACMP, RETAIN, DB2 Connect, RACF, Redbooks, OS/2, Parallel Sysplex, MVS/ESA, AIX, Intelligent Miner, WebSphere, Netfinity, Tivoli and Informix are trademarks or registered trademarks of IBM Corporation. Linux is the registered trademark of Linus Torvalds in the U.S. and other countries. Adobe, the Adobe logo, Acrobat, PostScript, and Reader are either trademarks or registered trademarks of Adobe Systems Incorporated in the United States and/or other countries. Oracle is a registered trademark of Oracle Corporation. UNIX, X/Open, OSF/1, and Motif are registered trademarks of the Open Group. Citrix, ICA, Program Neighborhood, MetaFrame, WinFrame, VideoFrame, and MultiWin are trademarks or registered trademarks of Citrix Systems, Inc. HTML, XML, XHTML and W3C are trademarks or registered trademarks of W3C®, World Wide Web Consortium, Massachusetts Institute of Technology. Java is a registered trademark of Sun Microsystems, Inc. JavaScript is a registered trademark of Sun Microsystems, Inc., used under license for technology invented and implemented by Netscape. SAP, R/3, SAP NetWeaver, Duet, PartnerEdge, ByDesign, SAP BusinessObjects Explorer, StreamWork, and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP AG in Germany and other countries. © 2011 SAP AG. All rights reserved Business Objects and the Business Objects logo, BusinessObjects, Crystal Reports, Crystal Decisions, Web Intelligence, Xcelsius, and other Business Objects products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of Business Objects Software Ltd. Business Objects is an SAP company. Sybase and Adaptive Server, iAnywhere, Sybase 365, SQL Anywhere, and other Sybase products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of Sybase, Inc. Sybase is an SAP company. All other product and service names mentioned are the trademarks of their respective companies. Data contained in this document serves informational purposes only. National product specifications may vary. The information in this document is proprietary to SAP. No part of this document may be reproduced, copied, or transmitted in any form or for any purpose without the express prior written permission of SAP AG. This document is a preliminary version and not subject to your license agreement or any other agreement with SAP. This document contains only intended strategies, developments, and functionalities of the SAP® product and is not intended to be binding upon SAP to any particular course of business, product strategy, and/or development. Please note that this document is subject to change and may be changed by SAP at any time without notice. SAP assumes no responsibility for errors or omissions in this document. SAP does not warrant the accuracy or completeness of the information, text, graphics, links, or other items contained within this material. This document is provided without a warranty of any kind, either express or implied, including but not limited to the implied warranties of merchantability, fitness for a particular purpose, or non-infringement. SAP shall have no liability for damages of any kind including without limitation direct, special, indirect, or consequential damages that may result from the use of these materials. This limitation shall not apply in cases of intent or gross negligence. The statutory liability for personal injury and defective products is not affected. SAP has no control over the information that you may access through the use of hot links contained in these materials and does not endorse your use of third-party Web pages nor provide any warranty whatsoever relating to third-party Web pages.

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