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Overview Of Sales Process

In SAP, sales process is a very configurable subject matter. But in general, we can say that the process flow could be described as non-linear in terms of possibilities but linear if we follow the basic process flow. You will learn about sales process in detail in this section, but here is a simple example of how the basic flow might look like: we will get an inquiry by phone or fax or e-mail from our customer, requesting several materials with specified quantities. We will enter the request in first SAP SD document – inquiry. Although it is configurable in most of the cases inquiries don’t reserve any goods, they are still just mostly informative document.
Then, you can create a quotation by referencing the inquiry you have previously created, and all of the materials, quantities, prices etc. will be automatically transferred to it. So you don’t need to re-type everything since in a few simple steps you have your quotation created with the already entered data. Here we can also have the option to reserve our stock for our customer, and unlike inquiry, it is somewhat common to have the quotation reserve goods, but still in most cases the goods reservation is left to be done later, when creating a sales order.
Finally we get to the sales order which is the most important pre-delivery SD document and in almost 100% cases it is reserving material stock for our customer. You don’t need to reenter the data in sales order as you can only reference it to a quotation, and you are ready to go.
To create a delivery, we can use a sales order as a reference and the materials and quantities that are available to promise for the customer will be delivered. At this point, after creation of outbound delivery, warehouse supervisor can print a pick tickets for his workers and after the goods is loaded, supervisor can post the goods issue.
After posting the goods issue, we can create an invoice for our customer. Invoice can be created by referencing the delivery (in most of the cases) or by referencing the sales order (mostly if you are selling services which cannot be delivered).
This would complete the sales process (although there are a lot of sideway processes – goods returns, credit and debit memos, there is also a credit limit check etc.) and this is the point of integration between SD and FI/CO since the invoice create accounting documents (accounting – accounts receivable document, profit center document, controlling document).

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