SAP CRM Training | SAP CRM – Sales Order Management and Process

Sales order management

SAP CRM Sales order processing is used to create and process a sales order and also to trigger logistics processing in the integrated back-end SAP ERP system. Learn more from SAP CRM training Following are the possible sources for creating Sales Orders in CRM:

• SAP ERP
• Directly in CRM
• IC web client
• Mobile sales
• Internet sales application
• Handhelds

Sales order processing in SAP CRM consists of following steps:

• Create sales order with requested product
• Perform ATP check
• Maintain and determine the pricing conditions
• Integrated ERP system helps to perform credit check
• System replicates it to and receives it from the SAP ERP
• Order confirmation is sent to the customer

Outbound delivery activities such as picking, packing, transport, and goods issue takes place in the integrated SAP ERP system. Billing process provided within SAP CRM could be used for creating customer invoices.

Billing document can be created with reference to the sales order, deliver, or contract depending upon the customizing settings. General data entered at the header level of the sales order includes transaction types, requested delivery date, employee responsible, contact person, sold-to party and ship-to party.

Other Features in Quotation and Sales Order Management

In the SAP CRM Sales processing there are certain functionalities which are well featured by SAP. Some of these are product determination, listing and exclusion, free goods and availability check. These features are used at different stages of Sales processing within SAP CRM Sales. Learn more about sales order process from SAP SD training.

Product determination

During the sales document processing, system can automatically determine and substitute the products.

• With the help of condition technique, it is possible to configure a product determination procedure.
• This product determination procedure can then be assigned to a transaction type.
• When a sales document is created for this transaction type and a product is entered, this will trigger the product determination procedure.
• This configuration is used when there is a requirement to have product substitution in a sales document.
• Product determination is not used to substitute a product which is not available with another available product.

Listing and Exclusion

Listing and Exclusion for a particular account represents which products are permissible or not permissible for that account in a specific timeframe for a particular business transaction.

There are two possible approached to implement this:

• PPR - Partner/Product Range (without condition technique)
• A newer approach using condition technique

In case of PPR, assignment of business partners, products and timeframe is done. The necessary settings for the PPR are done in the customizing.

In the newer approach Listing determines a product valid or invalid. This Listing consists of header and item. Header contains the condition technique and item contains PPR information.

With free goods you can implement quantity discount. That is, you can offer a product for free to your customer when a certain quantity of product has been ordered. This feature is also implemented using the condition technique. It could be implemented in two ways:

• Inclusive free good: the discount is applied when certain quantity of product is purchased.
• Exclusive free good: certain amount of product is offered for free when some predefined quantity of product is purchased.

Contract management

Through different SAP CRM channels, SAP CRM Sales offers Contract Management which is embedded into the sales cycle. Contract is an agreement with your customer based upon agreed conditions related to price, target value, or target quantity. It allows your company to release products or services based upon these conditions. It could be created based upon an opportunity which is won by the sales employee responsible. Further to this opportunity sales employee responsible and the customer agrees to favourable conditions, based upon which the sales order is then created. Customer needs to accept this contract and then the sales manager releases this contract. Customer can then order products against this released contract. Around completion date of the contract, Sales representative can contact the customer to renew the contract.

The sales orders created are linked to the contract as follow-up documents and thus it keeps record of the entire required information from all the sales orders created.

SAP CRM offers two types of contract:

Quantity contract is an agreement with a customer that he or she will buy certain quantity of particular in a specified timeframe.

Value Contract is an agreement with a customer that he or she will buy certain value of particular in

A specified time frame

Following are relevant status values for a CRM sales contract:

• Open - This is set by default when contract is created.
• In Process - You can set this status while negotiating the contract with customer.
• Released - This status needs to be set, when an item in the contract is ready and can be used to release products and create sales orders against it.
• Completed - This status is set for the items whose validity has expired or, whose target value or quantity has been released completely. It could be set automatically or manually. Once an item in contract is in this status it will not be possible to release products against it

Conclusion

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