除了标准的销售和分销改演示还包括链接到哈尔茨以

盟 Authors(作者)BretStefanHans-JürgenSAPERP6.0GlobalBikeSalesandDistribution

SalesandDistributionSD)InadditiontothestandardSalesandDistributionslides,thispresentationincludeslinkstobusinessprocessmodelsprovidedbyateamatHochschuleHarzinGermanyledbyProf.Dr.Hans-Jürgen Thesebusinessmodelsrepresenttheprocessesinthecasestudy100%andthusfacilitateanintegratedviewondata,functionssEachlinkinthepresentationisindicatedbythesymbol.Alistofalllinkscanbefoundonthesecondlastpage. )©SAPCourseOverview课程概览IntroductiontoIntroductiontoSales&MaterialsProductionFinancial

©SAP

SalesSupport销售支持Sales销售ShipandTransportation(Billing开票ForeignTrade对外贸易©SAP

SAP SD简述-提出问SD是SalesandDistribution的简称。在SAP系统中，销售SD模块中的Sales好理解，而Distribution却容易被 4，6，©SAP

SAP SD简述-回答问题- 既是执行销售动作的组织结构及此结构下的人员。 卖给客户。这里，客户的外延与内涵较多。如客户、大客户、内部客户、海外客户；售达方、送达方、©SAP

SAP SD简述-回答问题-4，什么样的价 ，定价功能也是SAPSD 。貌似简单的打印在上的最终价格，在企业内部可能5，销售业务模式是什©SAP

SAP SD简述-回答问题-6，货物如该包含实物移动。企业可以或者委托第物流7，钱款如何交如果不考虑，收款将是一般意义上销售循环的最予以等措施。©SAP

UnitOverviewUnitOverview章节概述SDMasterData销售与分销主数据Order-to-CashProcess从订单到现金流程©SAP

SAP Client Anindependentenvironmentinthesystem系统中一个独立环境CompanyCode公司代码Smallestorgunitforwhichyoucanmaintainalegalsetofbooks您能够维持一系列CreditControlArea信贷控制区域Anorganizationalentitywhichgrantsandmonitorsacreditlimitfor(授予 Itcanincludeoneormorecompanycodes(可以包含一个或多个公司代码SalesOrganization(销售组织AnorganizationalunitresponsibleforthesaleofcertainproductsorTheresponsibilityofasalesorganizationmayincludelegalliabilityforproductsandcustomerclaims(销售组织的责任包括客户产品和服务请求的 DistributionChannel(分 ThewayinwhichproductsorservicesreachtheTypicalexamplesofdistributionchannelsarewholesale,retail,ordirect ©SAP

SAP Division(产品线Awayof materials,products,orCombinationofSalesOrganization,DistributionChannelandDeterminesconditions(i.e.pricing)forsalesPlant(hereDeliveringPlant工厂<这里指的是发货工厂Plantfromwhichthegoodsshouldbedeliveredtothe Point(发运点LoadingPoint装载点SalesOffice(销 SalesGroup销售小组 (销售人员©SAP

SAPGBI2.0StructureforSalesandSAPGlobalGlobal)USGlobalBikeUSUSUSSanSan

GlobalBikeGermanyGermanyGermany

公司代码GermanyGermanySalesOffice销售办公室©SAP

SAPGBI2.0EnterpriseStructureinSAPSAP(SAPERP<销售>中GBI2.0企业结构HDistributionChannelWholesaleH((零售分 USUSCC

CAssCACC

DEDECC

GBGBCC

AUAUCC

CompanyCreditControlArea(global)GL00ClientGBI©SAP

OrganizationalUnitsOrganizationalUnitsinSalesOrderManagementCompanySalesSalesDistributionStorageShipOrganizationalUnits:CompanyCodeCompanyCompanyLegalentityandindependentaccountingAtcompanycodelevel,youbalancesheetsrequiredbyprofitandlossOrganizationalUnits:SalesOrganizationSalesSalesResponsibledistributinggoodsandnegotiatingsalesproductliabilityandrightsofOrganizationalUnits:DistributionChannelSalesSalesDistributionChannelDistributionChannelIsameansthroughwhichsalesmaterialsreachtheRepresentsyourstrategiestodistributegoodsand/orservicesyourForexample:wholesaletrade,retailtrade,internettrade,OrganizationalUnits:DivisionSalesSalesDivisionDivisionRepresentsaproductForexample:motorcycles,spareparts,services,OrganizationalUnits:SalesArea1121Wholesale552Retail12312332Sales11122111222 2 5 1 1225112 3 3 2 123321OrganizationalUnits:PlantandStorageLocationPlantisalocationwherematerialstockisStoragelocationisasub-divisionofaPlantwhereinventoryis

(Delivering)Storage

Aplantcan,forrepresentaproductionfacilityorawarehouse.OrganizationalUnit:Ship PointAfixedlocationwithinaplantthatcarriesout

Plant

Plant point

point

pointSAPSAPSDMasterData(SD主数据(客户主数据Material(物料主数据SalesCondition©SAP

SDMasterSDMasterData(SD主数据©SAP

SAP CustomerMasterData客户主数据CustomerMaster(客户主数据Containsalloftheinformationnecessaryforprocessingorders, sandcustomer EverycustomerMUSThavemasterCreatedbySales ©SAP

CustomerMasterCustomerMasterData客户主数据Thecustomermasterisdividedinto3(客户主要信息可以分为三大块©SAP

SAP CustomerMaster(客户主数据GeneralInformationrelevantfortheentire(总体信息与整个组织相关Client

(公司代码具体信息

CompanyCode

AccMgmt(账户管理)SalesOrg.

SalesOffice(销售 CompanyCode

SalesOrg.©SAP

SAP MaterialMasterData物料主数据MaterialMaster物料主数据ContainsalltheinformationacompanyneedstomanageaboutaItisusedbymostwithintheSAPSalesand(销售与分销Materials(物料管理Production(生产 (财务/成本控制Quality Materialmasterdataisstoredfunctionalsegmentscalled ©SAP

MaterialMasterMaterialMasterViews(物料主数据视图MaterialMaterial(物料主数据Controlling(成本控制数据Mat.Plan.(物料计划数据BasicPurchasingSales(销售数据Accounting(会计数据Accounting(会计数据Quality(质量数据Storage(库存数据Forecasting(预测数Forecasting(预测数据

GeneralInformationrelevantfortheentireorganization:

ClientXXX(客户端

Name(名称Weight(重量DeliveringPlant(发运工厂DeliveringPlant(发运工厂 (装卸组SalesOrg.SalesOrg.

StorageLocationspecificinformation:StorageStorageLoc.StorageLoc.©SAP

SAPConditionMasterDataSAPConditionmasterdataPrices(价格Freights(运费YoucandefinetheconditionmastertobedependentonvariousMaterialspecific(特定物料Conditionscanbedependenton ©SAP

SAP OutputMasterData输出主数据Outputisinformationthatissenttothecustomerusingvariousmedia,suchas:户的信息，例如Outputexamples:(举例 ©SAP

SAP SalesOrderProcess(销售订单流程Pre-sales(售前活动

SalesOrder(销售订单录入Check(可用性检查ReceiptofCustomer(收款

PickMaterialsPack(包装( 给客户)PostGoods(发货©SAP

SAPPre-SalesActivitiesSAPSalesSupportisacomponentofSDthatassistsinthesales,distribution,andmarketingofacompaniesproductsandservicestoitscustomers.Itcontainsthefollowingfunctionality: Creatingandtrackingcustomercontactsandcommunicationssalesactivity)(记录跟Phonecallrecords On-sitemeeting(现场会议ncommunication(移动通信Implementingandtrackingdirectmailinginternetandtrade basedoncustomer sneedtobemanagedwithinthepresalesactivities:InquiriesandQuotations.These shelpidentifypossiblesalesrelatedactivityanddeterminesalesprobability.©SAP

SAPPre-SalesActivitiesSAPTheultimategoalofallpre-salesactivitiesistoequipthesalestechnicianwithalltheinformationnecessarytonegotiateandcompletethepotential（潜在的）sale.Pastcommunication(过去的通讯记Contactinformation(联系信息(公司总体信息Creditlimitsand(信用额度和使用情况Currentbackorders(当前的延期订单360ºviewofyour©SAP

SAP Inquiry(询价Aninquiryisacustomer’srequesttoacompanyforinformationorquotationinrespecttotheirproductsorserviceswithoutobligation(义务)topurchase.Howmuchwillitcost(成本Maycontainspecific Theinquiryismaintainedinthesystemandaquotationiscreatedtoaddressquestionsforthepotential ©SAP

Quotation(报Quotation(报价Thequotationpresentsthecustomerwithalegallybindingoffertodeliverspecificproductsoraselectionofacertainamountofproductsinaspecifiedtimeframeatapre-definedprice.©SAP

SAP SalesOrder(销售订单Salesorderprocessingcanoriginatefromavariety andactivities(销售订单可以根据不同的文件和活动方式来处理Customercontactsusfororder:phone,(客户可以通过以下方 们下订单 ，互联网 ExistingContract现有合同Quotations(报价The thatiscreatedshouldcontainfollowingbasicinformation:(创建的电子文件应包含以下基本信息CustomerInformation Material/service ty物料/服务和数量Pricing(conditions)(价格<条件Specificdeliverydates ties(具体的交货日期和数量 information BillingInformation结算信息©SAP

SAP SalesOrder销售订单Thesales ismadeupofthreeprimaryareas:Header抬头Datarelevantfortheentiresalesorder:Ex:customerdata,totalcostoftheorder(与整个销售订单相关的数，订单总成本LineItem(s行项目Informationaboutthespecificproduct:Ex:materialand costofanindividualline(产品的具体信息：例如物料和数，单独行的成本ScheduleLine(s计划行项目UniquelybelongstoaLineItem,containsdelivery tiesanddatesforpartialdeliveries(专属于一个行项目，包括交货，分批交货的日期©SAP

SAP SalesOrder销售订单Thesalesordercontainsalloftheinformationneededtoprocessyourcustomersrequest,thefollowinginformationisdeterminedforeachsalesorder:()DeliveringSchedule配送计划 pointandroutedetermination(发运点和路线确定AvailabilityCheck可用性检查TransferofrequirementstoMRP(传递MRP请求Pricing(定价Creditlimitcheck信贷限额检查©SAP

Whenanorderiscreatedyoumustenterarequesteddeliverydatetheorderoreachline(在创建销售订单时，必须为每个项目输入一个预定的交货日期Thesystemwillthendetermineadeliverytimeline,thiswillbeusedwhendeterminingourmaterialavailability,orATP(AvailabilitytoPromise)date.(系统将随后生成一个交付时间表，用以判断物料的可用性或 <供销售>日期Thesystemwilldeterminethisdateusingforwardandbackwardschedulingrulesyouhavedefined.(系统将使用正向和反向计划法确定具体日期©SAP

SAP

(装载

Delv.(订货日期)(物料可用性检查) 计划

(发货

(预定交货日期 Pick&(2(拣货和包装间<2天

(1day)

(1day)(装载时<1天

(2(转运时<2两天©SAP

SAP

计划

(预定

(新交(订货日期)(物料可用性检查

(发货

货日期

日期Pick&Time2days)(拣货和包装

(1

(2间<2天

(1(计时间<1天

<1天 <2天©SAP

Ship&RouteDetermination(确定路线Duringthecreationofthesalesorderthesystemmustdeterminetheshippointfromwhichthematerialwillbeshippedandtheroutethematerialwilltaketogetfromyourwarehousetoyourcustomerslocation.(在创建销售订单时，系统必须为此次交易设定发运点<这些物从何处的仓库被运送>，以及送到客户指定位置所采取的路线Ashippointisdeterminedforeachlineitemwithinthe(为订单的每一项目确定起运点Theroutedeterminationwillisusedtodefinethetransittimeofmaterialthatweusedin(确定路线可以用来计算运送材料所需的时间©SAP

SAP AvailabilityCheck(可用性检查AvailabilityCheck(可用性检查DeterminestheConsidersallinwardandProposes3methodsof(提出 付方案Rulesarecreatedby©SAP

SAP Pricing定价Thesystemdisplayspricinginformationforall sonthescreensatboththeheaderandthelineitemHeaderpricingisvalidforthewholeorderitisthecumulativeofalllineitemstheLineitempricingisforeachspecificThesystemwillautomaticallysearchforprice,discounts,surcharges,calculatetaxesandfreight.Youhavetheabilitytomanuallymanipulatethepricingatboththeheaderandlineitemlevelwithinthesalesorderbyenteringaconditiontypeandamount.Taxesandfreightcanbeset-upsowecan’tmanually©SAP

CreditCheck信用核查Allowsyourcompanytomanageitscreditexposureandriskforeachcustomerbyspecifyingcreditlimits.(允许公司管理其信贷风险，并为每个客户设定具体的信贷限额Duringthesalesorderprocessthesystemwillalertthesalesrepaboutthecustomerscreditsituationthatarises,ifnecessarythesystemcanbeconfiguredtoblockordersanddeliveries.(在销售环节中，系统会提醒销售人员查看该客户的信用状况，必情况下还可以限制订单和交付©SAP

SAP &Transportation( The processbeginswhenyoucreatetheforthesalesorder. controls,andmonitorsnumeroussub-processesfor (在为销售订单创 凭证 流程就已经开始了。此凭证控、支持 着众多 子流程Picking(拣货Packing包装PostGoodsIssue发货IntegratedwiththeMaterialManagement(MM)andFinancemodules(集成了物料管理和财务会计两个模块©SAP

SAP SalesOrderSalesOrderCompleteDeliverySalesOrderCompleteDeliverySalesOrderSalesOrderSalesOrderOrderCombination©SAP

Checksorderandmaterialstodetermineifadeliveryispossible—deliveryblock(hold),completeness(检查订单和物料确定交付的可行性-交货冻结、完整性Confirmsavailability(确认有效性Confirmsexport/foreigntraderequirements(确定出口/外贸的要求Determinestotalweight&volume确定总重量及体积©SAP

Generatespackingproposal(提出包装方案Calculatesweightandvolume计算重量和体积Checksscheduling(检查日程安排Updatesrouteassignment(更新路线分配Updatessalesorder更新销售订单Determinesbatches(确定批次Updatessalesorder更新销售订单©SAP

SAP (交付凭证The initiatesthedeliveryprocessandiscontrolmechanismforthis(交付凭证不仅启动交付流程，而且也是这一流程的控制机制Picking拣货Packing(包装Loading装载PostingGoodsIssue发货Changestodeliveryareallowable- (交付允许变更-产品、数量©SAP

Picking(拣货tiesbasedondeliverynote数量基于拣货单Assigneddatewhenpickingshouldbegin拣货开始时指定日期Automatedstoragelocationassignment(自动指定位置Supportsserialnumber/lotnumbertrackingandmanagement(支持序列号/批号以及批次管理IntegratedwithWarehouseManagement(WM)(与仓库管理集成©SAP

LoadingandPacking打包和装载Identifieswhichpackagingistobeusedforspecifiedproducts(customerpreferenceandUCC-128considerations)(确定哪些包装是用于指定产品的<顾客喜好及UCC-128规定Identifiesandupdatesaccountsassociatedwithpackaging(确定并更新可退包装的账目Tracksthepackedproductbycontainer(以集装箱的方式产品Insuresweight/volumerestrictionsare(确认重量/体积没有Allpackeditemsareassignedtotherequiredmeansoftransportation(给包装好的物料分配所需的方式)©SAP

Goodsissue(发货Eventthatindicatesthelegalchangeinownershipofthe(产品的所发生法律上的改变ReducesinventoryandentersCostofGoods(库存降低、销售成本上升AutomaticallyupdatestheGeneralLedger(G/L)(总分类帐<G/L>帐户自动更新Endstheshipprocessandupdatesthestatusofthes(完成运送流程，更新货运单据的状态©SAP

GoodsIssueGeneralLedger(G/L)DeliveryGoodsIssueGeneralLedger(G/L)DeliveryNote发货单NoimpactonFinancialAccounting(FI)PostPostGoods(发货MaterialsManagement(MM)andFinancialAccounting(FI)viaautomaticaccount

COGS商品成 ©SAP

SAP Billing(开票The iscreatedby datafromtheorderand/or (开票凭证中的数据是从销售订单/交付订单中拷贝过来的Order-basedbilling基于订单的开票Delivery-basedbilling(基于发货的开票Thebillingprocessisusedtogeneratethe (开票流程最终生成客 PhillyBikes(飞利浦自行车

SalesRevenue ©SAP

Thebilling willautomaticallycreateadebitpostingtoyourcustomersub-ledgeraccountandcredityourrevenue(开票凭证可以自动将客贷方ItisatthispointthatthesalesprocessispassedovertoAccountingtoawait(此时，销售流程转到财务部门等待付款©SAP

SAP BillingMethods(开票方式Deliverybased(基于交付

Order

Collective(合并开票

OrderOrder

Order

©SAP

SAP Paymentisthefinalstepinthesalesorderprocess,thisstepismanagedbytheFinancialAccountingdepartment.(付款时是销售流程的最后一步，偶财务部门负责Postingpayments s.(收款过账，开 Reconcilingdifferencesbetweenpayment PaymentwillcreateapostingclearingtheliabilityintheA/Randincreasesyourbank(付款会使应收帐款减少，同时银行帐户里的现金增加PhillyBikes

©SAP

SAP©SAP

SAP©SAP

SAP Flow flowandorderstatusfeatureallowsyoutofindthestatusofanorderatanypointintime.TheSAPupdatestheorderstatuseverytimeachangeismadetoany createdinthecustomerordermanagementcycle©SAP

SAP “NeveragaindidIlearnsomuchinsuchashorttime,becausetwentyparticipantsmademistakesforme!Youcannotmakesomanymistakesall SAPCo-founderKlausTschira,onhisexperiencesteachingCOBOLtoclientsatIBM.(SAP联合成立者KlausTschira,向IBM客户教授COBOL时的经历©SAP

SAP (文件流ListofSalesOrders(VA05)(销售订 ©SAP

SAP OverviewofARISmodels[slidenumber][slidetitle][modelnameassigned][level SDOrganizational SDOrganizationalStructure:“GBISystemOrganizationalModel”MM,SD,FI(1-GlobalBkeInc.andGlobalBikeGermanyGmbH:„GBIOrgChartUS/DE„(1-3)4-8SDOrganizationalStructure:“GBISystemOrganizationalModel”MM,SD,FI(1-3)4-9SDMasterData:DataModel(DM)“GBIDataModel”MM,SD,FI10DisplayCustomer:GeneralData:MaskDiagram(MD)“CreateCustomerAddressData/XD01”(4)11GeneralData:MaskDiagram“CreateCustomerAddressData/ panyCodeData:MD“CreateCustomer:CompanyCodeData/XD01”(4)4-11SalesAreaData:MD“CreateCustomerSalesAreaData/XD01”(4)12CustomerMaster:EventProcessChain(eEPC)“CreateNewponentsSalesandDistribution,MaterialsManagement,Accounting/ControllingandMD“CreateTradingGoods:BasicData1/MMH1”(4)14MaterialMasterViews:eEPC“CreateMaterialMasterforTrading14BasicDataand2moreviews:MD“CreateTradingGoods:BasicData1/MMH1”(4)15MaterialMaster:eEPC“CreateMaterialMasterforTradingGoods”(3)4-18SalesOrderProcess:ValueAddedChainDiagram4-187eEPCslkeSalesOrderEntry(3)orCheckAvailability(3)andDM“IntegrationSD-Inquiry:eEPC“CreateCustomerQuotation:eEPC“CreateCustomerSalesOrder:eEPC“CreateSalesOrderReferencingaQuotation”(3)4-24sales :AttrbutAllocationDiagram“SalesOrder”(4)4-27BackwardScheduling:AttrbutAllocationDiagram“BackwardScheduling“(4)4-30AvailabilityCheck:eEPC“CheckStockStatus”(3)4-33Ship &TransportationeEPC”StartDeliveryProcess“(3)4-34Ship DM“IntegrationSD-FI”(3)4-38Picking:eEPC”Pic