Sales

Question 1

Overview Order to Cash

Answer 1

Presales -> Sales (Quotation) -> Sales (Order) -> MRP -> Warehouse -> Accounting

Question 2

Sales Order Process

Answer 2

Create PO (Customer) -> Sales: Create sales order -> check credit limit -> check inventory availability -> confirm order -> process confirmation (Customer) -> Distribution planning: Request goods from warehouse + create delivery OR trigger procurement & Cancel Procurement and order

Question 3

Sales Order Process (2)

Answer 3

Create delivery list (Distribution planning) -> create invoice and send invoice (accounts receivable) -> verify invoice & trigger payment (customer) -> pick goods & pack goods & issue goods (warehouse) -> receive payment (accounts receovable) -> archive order (sales)

Question 4

Organizational level sales

Answer 4

Sales Office -> Sales Group -> Sales Person

Question 5

Master Data Business Partner

Answer 5

• General data: Adress data, communication data, unloading point
• Company Code data: Bank data, insurance data, reminder data
• Sales area data: pricing data, delivery data, shipping conditions

Question 6

Sales order data

Answer 6

Customer, description and quantities of material/product/service, pricing conditions, delivery dates and schedule lines, delivery conditions, billing data

Question 7

Creation of a sales order can be triggered by:

Answer 7

Contact with customer via phone/email/internet/convention, quotation, contract/scheduling agreement

Question 8

Sales order based documents

Answer 8

bill, delivery

Question 9

Shipping process

Answer 9

• Is highly automated
• starts with creation of an outbound delivery document
• is integrated with inventory management and financials

Question 10

goods issue process

Answer 10

1) Shipping point determination, Route determination, scheduling
2) Shipping point: Monitor shipping due date, create outbound delivery
3) Warehouse: picking, packing, shipping documents, goods issue

Question 11

Creation of outbound deliveries

Answer 11

• sales order and material master are checked for delivery block and completeness in order to decide if the creation of a delivery is allowed
• 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 WM is created
• customer order is updated, e.g. its status

Question 12

Picking process

Answer 12

can be executed automatically during outbound delivery creation / regularly at certain times / manually according to employee´s workload

Question 13

Billing process

Answer 13

customer invoices for delivered products or services are created, billing documents can be created based on sales order/outbound delivery, transfer of billing data to financials, credit status of the customer is updated

Question 14

Payment process

Answer 14

payment completes the order-to-cash process, payment includes: assignment of invoices to payment / handling of differences between invoices and payment, financials postings are triggered