Sales

Question 1

Sales Force Support

Answer 1

• Sales Lead Mgmt (collects any potential sales information at the beginning phase of sales pipelines)
• opportunity mgmt (records recognizes sales possibilites and tracks the progress across the sales cycle)
• activity mgmt (Plan, track and organize sales activities throughout the entire customer relationship life cycle
• account and contact. magmt (delivers sales force a holistic view of each customer with identified key contact and account data)

Question 2

Overview Order to Cash

Answer 2

1. Presales: Opportunities, campaigns, …
2. Sales: Quotation
3. Sales: Order
4. MRP: Demand mgmt.
5. Warehouse: pick, pack, deliver
6. Accounting: bill, receive cash

Question 3

Master Data for Business Partner

Answer 3

1. General data (Adress data, communication data, unloading point)
   a) Company code data (Bank data, insurance data, reminder data)
   b) Sales Area data (Pricing data, delivery data, shipping conditions)

Question 4

Features and functions for Sales Order Process

Answer 4

• dynamic product proposal
• material listing and exclusion
• cross selling
• free goods
• material determination (substitution)
• availability check
• pricing
• determination of route and shipping point
• credit limit check
• requirement transfer to MRP

Question 5

Creation of outbound deliveries

Answer 5

• sales order and material master are checked for deliver block and completeness
• availability is checked and confirmed
• weight and volume of the delivery are calculated
• route is determined
• information relevant for export is added
• picking location is assigned
• batch is determined
• inspection lot for QM is created
• customer order is updated, e.g., its status

Question 6

Picking process

Answer 6

Picking can be executed

a) automatically during outbound delivery creation
b) regularly at certain times
c) manually according to employee’s workload
- quantities are defined by the delivery document
- storage locations are determined automatically
- serial number and batch number assignment is supported
- picking is integrated with Warehouse mgmt.

Question 7

Packing process

Answer 7

• Determination of allowed packaging material for a product is supported
• monitoring of returnable packaging stocks at a customer place is supported
• goods in a specific container are tracked and monitored
• weight and volume limits are controlled to ensure that products have been packed correctly
• delivery items can be packed into handling units

Question 8

goods issue

Answer 8

• change of legal ownership of the material
• stock quantities are reduced
• postings for GL-accounts triggered
• completes shipping

Question 9

Sales Order Process

Answer 9

1. Create PO (Customer)
2. Receive Po & Create sales order (Sales)
3. Check credit limit (Sales)
4. Check inventory availability (Sales)
5. Confirm order (Sales + message to Customer)
6. XOR (Distribution plann.)
7. Standard: Request goods from warehouse XOR Trigger procurement (error: cancel procurement -> cancel order)
8. Create delivery (Distribution plann.)
9. Create delivery list (Distr. plann.) AND create invoice - send invoice (Accounts receivable)
10. XOR Weekend? (Warehouse)
11. pick goods (Warehouse)
12. pack goods (Warehouse)
13. issue goods (Warehouse)
14. Verify invoice -> trigger payment (customer)
15. Reiceive payment (Accounts receivable)
16. Archive Order