Sales Process
Book: P 58 - 88
Sales Order Process (intro)
Market to order process (M2O)
1) A request (inquiry)
2) Quotation
3) Credit Check
4) Generic sales process (p58)
Selection Process
Transaction Process
5) Order to cash (everything under this, is a part of the Order to cash)
Customer Order Decoupling Point (CODP)
Step 1: Decide how OTD is determined
Step 2: Decide CODP
1a) In stock
1b) Not in stock
OTC process in MTO and MTS environment
(p.69)
MTS environment (make to stock)
Planning strategy (backwards scheduling)
MTO environment (make to order)
Planning strategy (Forward scheduling)
When to start picking/transport
EDI (electronic data interchange) (!!)
6) Check availability/stock
7) Pick-pack
8) Shipping (not that important)
Order combination
Partial delivery
Complete delivery
9) Goods leave the warehouse
10) Billing (invoice)
Process of billing in SAP
Billing documents (invoice)
Billing method
Characteristics of processes
Three sub-processes ⇒ 3-way-match
11) Payment
Overview
Master data
Sales Master Data (SD master data)
1) Customer master data
2) Material Master data (+ VIEWS !!)
, Try to make the client buy something, convince them, give
⇒ to get a contract with them
Market to order process (M2O)
Book p 59
1) A request (inquiry)
= a customer’s request to a company for information for their products or services
AND without an obligation to purchase
Questions
how much will it cost
material / service availability
may contain specific quantities and dates
The inquiry is maintained in the system and a quotation is created to address questions for the pote
2) Quotation
The quotation presents the customer with a legally binding offer to deliver specific products or a sele
amount of products in a specified timeframe at a pre-defined price.
Legally binding offer ⇒ whatever they stated on the paper is true. The company can’t change it afte
the customer should pay, nothing more, nothing less.
Book: P 58 - 88
Sales Order Process (intro)
Market to order process (M2O)
1) A request (inquiry)
2) Quotation
3) Credit Check
4) Generic sales process (p58)
Selection Process
Transaction Process
5) Order to cash (everything under this, is a part of the Order to cash)
Customer Order Decoupling Point (CODP)
Step 1: Decide how OTD is determined
Step 2: Decide CODP
1a) In stock
1b) Not in stock
OTC process in MTO and MTS environment
(p.69)
MTS environment (make to stock)
Planning strategy (backwards scheduling)
MTO environment (make to order)
Planning strategy (Forward scheduling)
When to start picking/transport
EDI (electronic data interchange) (!!)
6) Check availability/stock
7) Pick-pack
8) Shipping (not that important)
Order combination
Partial delivery
Complete delivery
9) Goods leave the warehouse
10) Billing (invoice)
Process of billing in SAP
Billing documents (invoice)
Billing method
Characteristics of processes
Three sub-processes ⇒ 3-way-match
11) Payment
Overview
Master data
Sales Master Data (SD master data)
1) Customer master data
2) Material Master data (+ VIEWS !!)
, Try to make the client buy something, convince them, give
⇒ to get a contract with them
Market to order process (M2O)
Book p 59
1) A request (inquiry)
= a customer’s request to a company for information for their products or services
AND without an obligation to purchase
Questions
how much will it cost
material / service availability
may contain specific quantities and dates
The inquiry is maintained in the system and a quotation is created to address questions for the pote
2) Quotation
The quotation presents the customer with a legally binding offer to deliver specific products or a sele
amount of products in a specified timeframe at a pre-defined price.
Legally binding offer ⇒ whatever they stated on the paper is true. The company can’t change it afte
the customer should pay, nothing more, nothing less.
