MELJUN CORTES Sales and Distribution Organizational Data

Unit 14

Sales and Distribution (SD)

- Organizational Structures -

January 2008© SAP AG - University Alliances and The

Rushmore Group, LLC 2008. All rights reserved.

2

Business Process Integration

SD

Org

Dat

a



3

Organizational Data

• A hierarchy in which the organizational units in an enterprise are arranged according to tasks and functions

• Are static data and are rarely changed • The definition of organization units is a

fundamental step, it is a critical factor in how the company will be structured



4

R/3

FIFinancialAccounting

COControlling

PSProjectSystemWF

WorkflowISIndustrySolutions

MMMaterials Mgmt.

HRHumanResources

SDSales and Distribution

PPProductionPlanning

QMQualityMgmt.PM

Plant Maintenance

SMServiceMgmt.

Client / ServerIntegrated BusinessSolution

ECEnterpriseControlling

AMFixed AssetsMgmt.

Sales and Distribution (SD)



5

Components of Sales and Distribution

Sales andDistribution(SD)

SalesSupport

Sales

CreditMgmt.

ShippingTransport

Billing

ForeignTrade

SalesInformationSystem

MasterData



6

Sales Organization

• Sales Organization– Sells and distributes products– Negotiates terms of sales– Responsible for these business transactions

• Critical organization element to the definition of business markets

• A sales transaction is linked to only one Sales Organization



7

Sales Organization – (continued)



8

Distribution Channel

• Identifies how products and services reach the customer

• Can be assigned to one or more Sales Organizations



9

Distribution Channel – (continued)

Retail DistChannel (RE)

Wholesale DistChannel (WH)

US SalesS000



10

Division

• Often times used to define product line distribution

• Organization level to which customer specific information and requirements are maintained (e.g. pricing, partial delivery)

• Assigned to one or more Sales Organizations



11

Division – (continued)

Medical Division Chemical Division

US SalesS000



12

Sales Area

• Sales Area comprised of: – Sales Organization– Distribution Channel– Division

• Will be used to link together the organizational aspects of sales to customers

• Used for statistical analysis



13

Sales Area – (continued)



US SalesS000

MedicalDivision

ChemicalDivision

MedicalDivision

ChemicalDivision



14

Sales Area – (continued)



US SalesS000

MedicalDivision

ChemicalDivision

MedicalDivision

ChemicalDivision



15

Internal Sales Organization

• Typically defines a territory or market• Linked to one or more Sales Areas• Optional organization structure



16

Sales Office

Eastern Sales Western Sales

US SalesS000



17

Sales Group

• Sales Group– Sub-division of a sales office, territory or market



18

Sales Person

• Sales Person– Defined in Human Resources (HR) — Personnel

Admin.– Specifically defines an individual rather than a

position (sales rep.) in sales processing



19

Internal Sales Organization

Eastern Sales Western Sales

US SalesS000

NortheastSales Group

SoutheastSales Group

NorthwestSales Group

SouthwestSales Group

Salesperson1

Salesperson4

Salesperson3

Salesperson6

Salesperson5

Salesperson8

Salesperson7

Salesperson2



20

Shipping and Loading Points

• Shipping Point– Location that performs all delivery related

activities– A delivery can be processed from only one

shipping point• Loading Point– A subdivision of the shipping point used for more

specialized handling



21

Shipping Organization

PlantP000

Freight DockFD00

Express DockED00

Rail DockRD00

LoadingPoint 3

LoadingPoint 2

LoadingPoint 1

LoadingPoint 4



22

114. Create Sales Organization 115. Assign Sales Organization to Company Code116. Define Distribution Channels 117. Assign Distribution Channels to Sales Organization118. Define Division119. Assign Division to Sales Organization120. Setup Sales Areas121. Define Common Distribution Channels122. Define Common Divisions

Unit 14, Group 1 – Exercises



23

Unit 14, Group 2 – Exercises

123. Define Loading Groups 124. Create Shipping Point125. Assign Plant to Sales Organization and Distribution

Channel126. Assign Shipping Points to Plant

MELJUN CORTES Sales and Distribution Organizational Data

Documents

Transcript of MELJUN CORTES Sales and Distribution Organizational Data