Intro_To_SAP_ERP

Prévia do material em texto

Introduction to SAP ERP
Abstract
This teaching material is intended to explain how the 
fundamental business processes interact with SAP 
ERP in the functional areas of Sales and Distribution, 
Materials Management, Production Planning, 
Financial Accounting, Controlling, and Human Capital 
Management.
SAP University Alliances
Version 1.0
Authors Stephen Tracy
Bret Wagner
Stefan Weidner
(revised Paul Hawking)
Product
SAP ERP 6.0
Global Bike Inc.
Level
Beginner
Focus
Cross-functional integration
SD, MM, PP, FI, CO
Introduction to ERP systems and SAP
Financial Accounting
The Global Bike Company
Sales and Distribution
Materials Management
Production Planning
Sales and Distribution
Controlling
SAP ERP What is an Enterprise Resource Planning System?
• An ERP System can be defined as a 
“modularised, integrated, real time 
information system with broad functional 
scope responsible for the processing and 
management of business transactions”
(Hawking 2005)
SAP ERP
Operations
Operational
Management
Executive 
Management
Middle
Management
Finance
Sales
Distribution Production
Human
Resources
ERP System Drivers
SAP ERP
Executive 
Management
Middle
Management
Operational
Management
Operations
Finance
Sales
Distribution Production
Human
Resources
ERP System Drivers
SAP ERP
Executive 
Management
Middle
Management
Operational
Management
Operations
Finance
Sales
&
Distribution
Production
Human
Resources
ERP System Drivers
SAP ERP
Executive 
Management
Middle
Management
Operational
Management
Operations
Finance
Sales
Distribution Production
Human
Resources
ERP System Drivers
SAP ERP Example: Core Business Solution Landscape
Customer Systems
Supply
Chain
Management
Warehouse
Management
Systems
Ordering
Transport
planning 
System 
System of
Customer
System of 
Carrier
Delivery 
Note
Stock
Transfer
Order
Shipment
Goods
Issue
Carrier
Selection
Update 
Shipment
Status
Shipment
Plan 
Replenishment
Configure
Vehicle
Loads 
Request
Accept?
No / Yes 
Schedule
Replenishment
Request
to change
sales order
any time
Appointment
In transit
Receive
Order
Invoice Invoice
140 different 
EDI and ALE 
interfaces
CRM
Pricing 
Conditions
Promotion
Conditions
Sales 
Order
External A 
Barcode
Reader
in n small 
warehouses
1
Sales 
Order
4
5
6
3
2
SAP ERP Interfaces - Intel (1995)
CUSTOMER
INFRASTRUCTURE
RCC
SECURITY
STARJASTAR ESTAR
PNA PRICE
AGREEMENTS
CWS
EUC
EXTRACTS
JAPAN 
FORECAST
JAPAN 
DAISY
PGS
A / P
PMS
EDI
G / LA / R PRODUCT
CODE
DEMAND
FORECAST
GPS II
MPS
AMAPS
MAXRST
DPA
NIMS
EUC
EXTRACTS
DATA
WAREHOUSE
EUC
EXTRACTS
Configurator
PRICE
BOOK
MDS
NOVA
AVAILABILITY
WMS
JAPAN
PRICE
BOOK
HELP
DAISY
ELECTRONIC
TRANSFER
DARE EDI
PRICE
BOOK
COMPONENTS
COST
ISET GIMS
CLS
EUC
EXTRACTSDPA
OEM
QUOTE
SARP
SAP ERP ERP Drivers
Note: Based on multiple answers per respondent
6%
10%
11%
12%
15%
15%
19%
20%
21%
24%
26%
27%
37%
42%
0% 5% 10% 15% 20% 25% 30% 35% 40% 45%
Unable to Support Growth
Inconsistent Processes
Obsolete Systems
Difficult to Integrate Acquisitions
Business Becoming Global
Unable to Implement New Business Strategies
Business Processes or Systems Not Integrated
Complex, Ineffective Business Processes
Not Responsive Enough to Customers
Cost Structure Too High
Poor Quality/Visibility of Info
Poor/Uncompetitive Performance
Disparate Systems
Systems Not Y2K Compliant
Pr
og
ra
m
 M
ot
iv
at
io
n
% Respondents
Source: Deloitte Consulting and Benchmarking Partners 
(Based on a study of 62 companies that have gone live with an ERP system) 
SAP ERP Enterprise Resource Planning Systems (ERP)
• ERP systems are the result of business process 
engineering.
• They are information systems that facilitate the 
flow of information between all functions within a 
business.
• They organise and execute the millions of 
transactions that are fundamental to many large 
businesses.
• One huge database for storing transaction data.
• Eliminate many of the existing legacy systems.
SAP ERP ERP Characteristics
• Links all business processes automatically
• Reduce inter-processing time (transactions 
occur one time at the source)
• Maintain an audit trail of all transactions
• Utilises a common database
• Perform internal conversions automatically (tax, 
foreign currency, legal rules for payroll)
• Improve customer service by putting data at the 
fingertips of employees
• Involve employees in the entire functional cycle 
SAP ERP ERP Evolution
1970s
AR
AP
GL
Payroll
FMIS
HR
MRP11
Distribution
Scheduling
Planning
MRP
EDI
ERP
SCM
e-Commerce
SFA
CRM
e-business
ERP
1980s 1990s 2000s
SAP ERP
Executive 
Management
Middle
Management
Operational
Management
Operations
Finance
Sales
&
Distribution
Production
Human
Resources
ERP System
Enterprise
Resource
Planning 
System
SAP ERP ERP Benefits
0% 5% 10% 15% 20% 25% 30% 35% 40% 45% 50%
On-Time Delivery
Supplier Managment
Transportation/Logistics
Maintenance
Financial Close Cycle
Order Management/Cycle Time
Procurement
Revenue/Profit
Cash Management
IT Cost Reduction
Productivity Improvements
Personnel Reductions
Inventory
Ta
ng
ib
le
 B
en
ef
its
% Respondents With Measurable Results
Anticipated
Actual
Time-based 
benefits have 
exceeded original 
expectations
Source: Deloitte Consulting and Benchmarking Partners 
(Based on a study of 62 companies that have gone live with an ERP system) 
SAP ERP SAP R/3: Order Entry IBM Storage
Benchmarks - 110 days after production
 Enter pricing data into system
 Check customer credit upon order
 Enter customer order in system
 % Manual order/ship to total # of orders/ships
 Generate customer invoice after ship
 Respond to customer billing inquiry
 Ship evaluation unit from customer request
 Ship repair/replacement part
 Credit returned drive
 Obtain commit date for customer order
Unconstrained SJ manufactured drives
Allocated; non-SJ manufactured drives
Focus Area
9/1/93
Cycle Time
5 - 80 Days
15 - 20 Minutes
30 Minutes
75%
2 - 23 Days
15 - 20 Minutes
3 - 30 Days
3 - 44 Days
1 - 5 Months
2 Hrs -
3 Weeks
Reengineered
Target 10/1/93
SAP 
Performance
01/20/95
5 Minutes
Automatic
5 Minutes
0%
1 Day
Real Time
2 Days
2 Days
5 Days
Real Time
5 Minutes
Automatic
15 Minutes
0%
8 Hours
Real Time
2 Days
3 Days
10 Days
Real Time
2 Hrs-
3 Weeks
SAP ERP Toyota’s Benefits
D
Current
Future
TOPS
POST
EXCEL
Systems
ERP
POST
ERP
POST
ERP ERP
ALC
ERP ERP ERP ERP ERP
POST
BSS
VTS
VOS
BSS
ALC
VTS
BSS
VTS
VTS
VTS
MSA 
MSA VTS 
Benefits
Lead-
time
Flexi-
bility
Cost

Lean
Org.
O
O
D
D
D
O
D
D
D
D
O
D DD
D D
O O
O O
D
O
D
O
D
O
O
D
D
D
D
D
O
D
O
O
Create
Sales
/Prod’n
Plan
Final
Prod'n
Schedule
Create
Sales
Order
Complete
Finished
Vehicle
Enquiryon
Vehicle
Status
Complete
Delivery to
Dealer
Create
Invoice to
Finance
Company
Payment
From
Finance
Company
Create
Retail
Delivery
Record
O = No Change D = Improvement
SAP ERP Benefits Achieved
Davenport 2003
SAP ERP ERP Implementation Budget
Design and
implementation
Software
Training 
and 
change management
Hardware
Data
cleansing
35%
35%
10%
10%
10%
Hammer 20000
SAP ERP Lifecycle of ERP Implementations
0% 10% 20% 30% 40% 50% 60%
Funding Over
Benefits Realized
Legacy Turned Off
Capabilities Realized
Stabilization Achieved
Go Live
Never Complete
D
e
fi
n
it
io
n
 o
f 
C
o
m
p
le
te
% Respondents
Note: Based on multiple answers per respondentSource: Deloitte Consulting and Benchmarking Partners 
(Based on a study of 62 companies that have gone live with an ERP system) 
1%
3%
10%
16%
19%
34%
49%
SAP ERP WHY Study ERP Systems
• Diffused many “best 
practices”
• Changed the nature 
of information 
systems function
• Changed the nature 
of jobs in all functional 
areas
• Costs are high
• Affects most major 
corporations
• Affects competitor 
behaviour
• Affects business 
partners requirements
• Changed the nature 
of consulting firms
• A tool for 
reengineering
SAP ERP Systems Applications and Products
• SAP AG in 2005 revenues: € 8.5 billion
– 35,873 SAP employees (Dec, 2005)
• 40,000 customers run SAP with over 100,000 
installations in 80 countries
• More than 10 million users worldwide
– Biggest company > 300,000 users
– Smallest company < 50 users
• ~ 250 million lines of code
• More than 1,600 partners
SAP ERP Analyst Rankings
SAP ERP SAP Revenue
SAP ERP SAP R/3 American Customers (Curran and Kellar 1998)
• 6 out of top 10 Fortune 500 companies
• 7 out of the top 10 most profitable companies
• 7 out of the top 10 pharmaceutical companies
• 7 out of the top 10 computer companies
• 7 out of the top 10 petroleum companies
• 7 out of the top 10 electronics companies
• 7 out of the top 10 chemical companies
• 7 out of the top 10 food companies
SAP ERP Generic Solution Map – SAP NetWeaver
SAP ERP Detailed cascaded view
SAP ERP SAP ECC
SAP ERP SAP ECC
SAP ERP SAP ECC
SAP ERP SAP ERP
Then
• Works with relational databases
• 8,900 relational tables
• 15,000 reports
• 12,000 screens
• most users only interact with 10 screens
Now
• 37,000 tables
SAP ERP R/2 Realtime 2
SAP ERP R/3 Realtime 3
SAP ERP SAP R/3 Enterprise
SAP ERP SAP ERP 2005 (ECC)
SAP ERP SAP ERP 2005
SAP ERP SAP ERP 2005
SAP ERP
Accounting, 
Corporate 
Governance, 
Financial Supply 
Chain, 
Management 
accounting,
SEM, Financial 
analytics, 
Workforce 
analytics, 
Operations 
analytics,.. 
Employee 
Relationship, 
Lifecycle and 
transaction, SAP 
e-recruitment, 
SAP Learning, 
…
Travel, 
EH&S, 
Incentives & 
Commissions, 
Real Estate, ..
Analytics
HCM
Corporate 
Services
Financials
mySAP
CRM
mySAP
SRM
mySAP
PLM
mySAP
SCM
Order to cash, 
Internet Sales
Procure to Pay, 
Self-Service 
procurement, 
MRO
Design to 
Manufacture
Planning, 
Make-to-XXX, 
Dock to 
dispatch
O
p
e
ra
ti
o
n
s
Marketing 
campaign, 
Opportunity & 
Contact, CIC
Strategic 
sourcing, 
Auctioning
Audit 
management
Coll. demand 
planning, Global 
ATP, SNP, cHub, 
..
SAP ERP Product Lifecycle Management
SAP ERP Supplier Relationship Management
SAP ERP Supply Chain Management
SAP ERP Supply Network Planning
SAP ERP Customer Relationship Management
SAP ERP Customer Relationship Management
Who are your
most profitable
customers?
How can you attract
more customers
like them?
How do you determine
which customers you
want to acquire or
retain?
How can you efficiently
focus your resources
on the most desirable
customers?
Do you really know which 
product your best customers 
buy and how they respond to 
your promotions and 
campaigns?
What are your
customers‘
priorities and
preferences?
SAP ERP
Change Request
Management
SAP Solution Manager –Scenarios
Service Desk
Solution Monitoring
Upgrade of 
SAP solutions
Implementation of 
SAP solutions
CORE
BUSINESS
PROCESSES 
Delivery of SAP Support Services
Root Cause Analysis
SAP ERP Industry Solutions 
* Available only in mySAP ERP 2004 – not planned for mySAP 2005
Available for mySAP ERP 2004 Available for SAP R/3
SAP for Aerospace and Defense SAP for Healthcare
SAP for Apparel and Footwear* SAP for Higher Education & Research
SAP for Automotive SAP for Insurance
SAP for Banking SAP for Media
SAP for Beverages SAP for Mining
SAP for Chemicals SAP for Oil & Gas
SAP for Consumer Products SAP for Telecommunications
SAP for Defense and Security SAP for Utilities
SAP for Engineering, Construction & Operations
SAP for Global Trade Management
SAP for High Tech
SAP for Industrial Machinery & Components
SAP for Life Sciences
SAP for Logistics Service Providers
SAP for Mill Products
SAP for Oil & Gas - JVA
SAP for Pharmaceuticals
SAP for Postal Services
SAP for Professional Services
SAP for Public Sector
SAP for Railway Services
SAP for Retail
SAP ERP Integration Solutions - NetWeaver
SAP ERP Small to Medium Enterprise Solutions
SAP ERP SAP Key Business Elements
Organizational Unit
Master Data
Transaction
Document
Report
SAP ERP Definition
• In the SAP System, organizational elements form 
structures that represent the legal and 
organizational views of a company. These views 
include: accounting, manufacturing planning and 
execution, materials management, and sales and 
distribution. 
In summary, the organizational elements and their 
structures form the framework in which all business 
transactions are processed.
Definition of Organizational Elements:
SAP ERP Enterprise Structure Terminology
SAP
EnterpriseEnterprise
WarehousesWarehouses
DepartmentDepartment DivisionDivision
Business
Area
Business
Area
Client
Company
Code
Plant
Storage
Locations
Sales
Organization
Division
CompanyCompany SubsidiarySubsidiary
Sales
Organization
Sales
Organization
FactoryFactory
SAP ERP Definition of Client
• Highest Hierarchical Level in SAP(e.g. a corporation)
• Can be Used to Differentiate between a Development, Quality 
Assurance, and Production System within R/3
• All Areas of an Organization that are to be Integrated into the SAP 
R/3 Production System should be Included under one Client
• Common Set of Rules primarily for external reporting
– Common Tables
– Common Master Files
– Common Data Bases
• Standardized Data Common Across the Client
– a vendor number and name (vendor master data)
– a customer is common across the client
– a general ledger number and description 
– a material number and description
SAP ERP Clients in Implementation
SAP ERP Master Data-Customer Master
Master Data
(Customer Master Data)
General Data
(cross-enterprise)
Sales Data
(only sales-
relevant data )
Financial
Accounting
Data
(only relevant for
company code)
SAP ERP Master Data: Material Master
Engineering/
Design
Engineering/Engineering/
DesignDesign
Materials
Planning
MaterialsMaterials
PlanningPlanning
Stock in
Plant/Storage
Stock inStock in
Plant/StoragePlant/Storage
PurchasingPurchasingPurchasingFinancial
Accounting
FinancialFinancial
AccountingAccounting
StorageStorageStorage
CostingCostingCosting
Work
scheduling
WorkWork
schedulingscheduling
ForecastingForecastingForecasting
SalesSalesSales
ClassificationClassificationClassification
Warehouse
management
WarehouseWarehouse
managementmanagement
A B
XX XX
Material Master Record 
Definition:
The material master 
is a central data object 
in the SAP R/3 System.
It represents 
raw materials, 
supplies,
expendables,
semi-finished goods, 
products, 
production resources 
and tools
Material Master Record 
Definition:
The material master 
is a central data object 
in the SAP R/3 System.
It represents 
raw materials, 
supplies,
expendables,
semi-finished goods, 
products, 
production resources 
and tools
Views of the Material Master
SAP ERP Transaction-Using Master Data
Material MasterMaterial Master
Customer MasterCustomer Master
Item
10
20
Material
HD-1300
P-103
Quantity
1
2
Ordering Party 1xxx
SAP ERP Transaction-Using Organisational Units
Material
Master
Material
Master
Customer
Master
Customer
Master
Ordering Party 1xxx
Company CodeCompany Code
Sales
Organization
Sales
Organization
DivisionDivision
Plant
Plant
Storage
Location
Storage
Location
Sales Document
Item
10
20
Material
HD-1300
P-103
Quantity
1
2
Distribution
Channel
Distribution
Channel
Introduction to ERP systems and SAP
Financial Accounting
The Global Bike Company
Sales and Distribution
Materials Management
Production Planning
Sales and Distribution
Controlling
SAP ERP
Global Bike Inc.
Abstract
This material explains the company on 
which the introduction material is based 
on. It describes its enterprise structure in 
detail.
SAP University Alliances
Version 1.0
Authors Stephen Tracy
Bret Wagner
Stefan Weidner
Product
SAP ERP
Level
Beginner
Focus
Global Bike Inc.
Integration
SAP ERP Global Bike Incorporated
• Company in the bicycle business
• Initially buys and re-sells different lines of 
bicycles
• Sells to both wholesale and Internet –
procure and distribute
• Later acquires a production facility to 
manufacture its own product – produce 
and distribute 
SAP ERP Core Business Processes
Global Bike Inc. 
• Sell – Sales and Distribution (SD) 
• Buy – Procurement (MM) 
• Plan – Production Planning (PP) 
• Make – Manufacturing Execution (PP) 
• Track – Financial Accounting (FI)
• Track – Controlling (CO) 
SAP ERP Two Approaches of Learning
• Standard Training
– Level 1: Introductory 
– Level 2: Business processes
– Level 3: Configuration
• Business Process Integration Approach
– Cross functional
– Understand business processes and their 
relationship to SAP's organizational structure
– Highlight integration/configuration
SAP ERP Enterprise Structure (Global Bike Inc.)
Plant
Client
Chart of 
Accounts
Company
Code
Fiscal Year
Variant
Credit Control
Area
Purchasing
Organization
Purchasing 
Group
Shipping 
Point
Sales
Organization
Distribution 
Channel
Division
Sales Area
Controlling 
Area
SL10 SL20
Sales and Distribution (SD)
SAP ERP Sales Process
Pre -Sales ActivitiesPre -Sales Activities
Sales Order
Processing
Sales Order
Processing
Inventory
Sourcing
Inventory
Sourcing
ShippingShipping
BillingBilling
Invoice
PaymentPayment
SAP ERP Sales Process – Pre-Sales
• Pre-Sales is responsible for establishing and 
maintaining customer relationships
• Pre-Sales activities could include:
– Creating and tracking customer contacts
– Mailing campaigns
– Answer customer questions received by fax email etc.
– Inquiries
– Quotations
• Pre-sales information to plan and evaluate your 
marketing and sales strategies and as a basis for 
establishing long term business relationships with 
your customers
SAP ERP Sales Process – Sales Order Processing
• Employees in the company take orders 
through a variety of mediums.
– Phone 
– Fax
– Internet
• Standard Order usually contains:
– Customer and material details
– Pricing conditions for each item
– Delivery dates and quantities
– Shipping information
– Billing information
SAP ERP Sales Process – Procurement
• In this process in Sales and Distribution 
you can:
– Check the availability of ordered goods and 
– Publish the demand in material management.
• Materials Management (MM) organises and monitors 
the procurement process. This includes:
– Inhouse produced goods
– Externally produced goods
:
SAP ERP Sales Process – Shipping
• Shipping process begins when 
a delivery document is created.
• The delivery document controls shipping 
sub process:
– Creating outbound deliveries
– Picking
– Packing
– Posting goods issue
• Data from the sales order is copied to 
the delivery document
SAP ERP
..........................
..........................
..........................
. . . . . . . 
. . . . . . .
Warehouse
• Manual Packing
• Shipping papers • Goods issue
Sales
order
• Picking
• Updating inventory
• Updating general ledger
Delivery
document
• Creating delivery 
documents
..........................
..........................
..........................
. . . . . . . 
. . . . . . .
..........................
..........................
..........................
. . . . . . . 
. . . . . . .
Sales & Distribution – Delivery
SAP ERP Sales Process – Billing
• When you create a billing document, data 
is copied from the sales order and the 
delivery document to the billing document
• Billing supports:
– Creating invoices for deliveries and services
– Creating credit and debit memos
– Canceling previously posted billing documents
– Automatically transferring billing document data 
to accounting
to
Invoice
SAP ERP
Invoice Accounting
When saving the invoice, the system automatically 
generates an accounting document, which updates 
the corresponding general ledger accounts.
Amount: 100
100
Sales & Distribution – Interfacing to Finance
SAP ERP Sales Process – Payment
• The payment process is part 
of the the financial accounting module.
• Payment process supports:
– Posting payments against invoices
– Reviewing differences
SAP ERP
MM
AA
TT
EE
RR
II
AA
LL
SS
MM
AA
NN
AA
GG
EE
MM
EE
NN
TT
Pre-SalesPre-Sales
Sales OrderSales Order
ProcessingProcessing
DeliveryDelivery
BillingBilling
Customer payment/Customer payment/
Financial AccountingFinancial Accounting
PickingPicking
Accounts 
Receivable
Accounts 
Receivable
Inventory SourcingInventory Sourcing
Contract
Contract
SS
AA
LL
EE
SS
II
NN
FF
OO
RR
MM
AA
TT
II
OO
NN
SS
YY
SS
TT
EE
MM
InvoiceInvoice
OrderOrder
QuotationQuotation
DeliveryDelivery Goods IssueGoods Issue
Material Stock 
Account
Material Stock 
Account
Sales & Distribution – End to End Processes
SAP ERP Enterprise Structure
• Defining your organizational structure in 
SAP System is an important step. It 
requires thorough analysis of how your 
organization wants to run your business.
Shipping
Enterprise Structuresin
Sales andDistribution
Pre-Sales Activities
Sales Order
Processing
ProcurementPayment
Billing
Invoice
SAP ERP Organisational Units
DocumentRR // 33
ll Company codeCompany code
ll Sales AreaSales Area
 Sales organizationSales organization
 DistributionDistribution channelchannel
 DivisionDivision
ll PlantPlant
ll Storage locationStorage location
ll shipping pointshipping point
SAP ERP Organisational Units – Company Code
• Legal entity and independent accounting 
unit
• At company code level you create:
– balance sheets required by law
– profit and loss statement
Company code
SAP ERP Organisational Units – Sales Organisation
• A sales organization is responsible for:
– distributing goods and services
– negotiating sales conditions
– products liability and recourse
• A sales organization is uniquely assigned to a 
company code.
• A company code can have more than one sales 
organisation
• In sales statistics, the sales organization is the 
highest summation level.
Sales organization
SAP ERP Organisational Units – Distribution Channel
Distribution Channel is:
• A means for sales materials to reach the 
customer
• Represents the companies strategy to distribute 
products and service to customers
– Wholesale trade
– Retail trade
– Internet trade
• A sales organisation must 
have at least one 
distribution channel
Sales organization
DistributionChannel1 DistributionChannel2
SAP ERP Organisational Units – Division
• A division is used to group materials and 
services
– For example a product line (motor cycles, 
services, spare parts)
• A sales organisation can have several 
divisions but requires at least one
Sales organization
Division 1 Division 2
SAP ERP Organisational Units – Sales Area
• A sales area is a combination of the sales 
organization, distribution channel, and division. It 
defines the distribution channel a sales 
organization uses to sell products from a certain 
division.
Sales
organization
Distribution
channel
Division
2 Retail trade
2 Motorcycles 3 Computers 3 Computers
5 Internet
2 Berlin
1 Pumps
1 Wholesale
trade
2 Motorcycles
1
2
2
1
2
3
1
5
3
2
1
2
2
1 Frankfurt
1
1
Sales
areas
SAP ERP Organisational Units – Plant and Storage Locations
• A plant location is where material stock is kept.
• Can be used in all areas of logistics
– Materials Management – where stock is stored
– Production Planning – a manufacturing facility
– Sales Distribution – where material and services are 
distributed from (corresponds with a distribution centre)
(Delivering) plant
Storage location
ABB
C
B
1
1
Plant 1 Plant 2
2
1
2
2
Plant 3
SAP ERP Organisational Units – Shipping Point
• The shipping point is the highest-level organizational unit 
of shipping that controls your shipping activities. 
• Each outbound delivery is processed by one shipping 
point.
• The shipping point can be a loading ramp, a mail depot, 
or a rail depot. It can also be, for example, a group of 
employees responsible (only) for organizing urgent 
deliveries. 
• The shipping point is assigned to one or more plants.
Plant 2
shipping point
Plant 2
shipping point
SAP ERP
General data
Sales & Distribution data
Company code data
Customer Master
• The customer master contains all customer-related data 
necessary for processing orders, deliveries, invoices, and 
customer payments.
• Customer master information is shared between the 
accounting and sales and distribution departments.
• The customer master groups data into categories: 
general data, sales and distribution data, and company 
code data.
SAP ERP
Customer master records can be defined as business 
partners. The following four partners are mandatory in the 
sales order:
Customer
Master
Ship-to party
PayerBill-to party
Sold-to party
Master Data in Sales & Distribution –
Customer Master & Business Partners
SAP ERP
General
Data
Sales Area
Data
Company Code
Data
Master Data in Sales & Distribution –
Customer Master
SAP ERP
Classification
Operating Figures
Sales Prospecting
Account Control
Tax Information
Reference Data/Area
Control Data
Address
Communication
Address
View Field Groups
Marketing
General
Data:
Customer Master
SAP ERP
Name
Telephone
Department
Contact 
Person
Unloading Point
Customer Factory Calendar
Unloading 
Points
View Field Groups
Payment 
Transactions
Bank Details
Payment Transactions
General
Data:
Customer Master
SAP ERP
View Field Groups
Account Management
Interest Calculation
Reference Data
Account 
Management
Payment Data
Automatic Payment Transactions
Payment Advice Notes
Payment
Transactions
Export Credit InsuranceInsurance
Dunning Data
Correspondence
Payment Notices To
Correspondence
Company
Code Data:
Customer Master
SAP ERP
View Field Groups
Sales Order
Pricing
Sales
Shipping 
Partial Delivery Data
General Transportation Data
Shipping
Billing
Delivery and Payment Terms
Accounting
Tax Jurisdiction
Billing
Sales and
Distribution
Data:
Customer Master
SAP ERP
Partner Function
Customer Number
Category
Type
Output
View Field Groups
Partner
Function
Sales and
Distribution
Data:
Customer Master
SAP ERP
The material master contains all data required to 
define and manage material. It integrates data from 
engineering, manufacturing, sales and distribution, 
purchasing, accounting, and other departments.
The material master is used as a source of data for 
sales order processing throughout the customer order 
management cycle.
General data
Purchasing data
Accounting data
Sales data
Manufacturing data
(etc.)
Material Master
SAP ERP
Conditions
 (PR00)
 Price list
 Material price
 Customer-specific
 Other 
Prices
 Customer (K007)
 Material
 Price group
 Material pricing group
 Customer/Material pricing group
 Customer/Material group (K030)
 Others
Discounts/surcharges
Pricing is carried out automatically based on predefined prices, 
discounts, and surcharges.
Pricing Master
SAP ERP SD Master Data
Customer Master
Material Master
Sales Condition
SAP ERP
InvoiceDeliveryOrder
Document flow of a sales document
Order 900
. Delivery 80000459
. . Picking request 17951109
. . GD goods issue: delvy 49001828
. . Invoice 90000333
. . . Accounting document 100000276
Payment
 Sales documents represent transactions in the system.
 They form a chain of related documents.
 The entire chain of documents creates a document flow.
 The system copies data from one document into another to reduce data 
entry and make problem resolution easier.
Business Process Flow in SAP
SAP ERP Incompletion Log
Organisational Units
Sales and Distribution Process
Master Data
Internet and Sales 
Reporting 
SAP ERP Reporting in Sales and Distribution
Information sources in Sales and
Distribution
l Lists and reports
 online lists and online reporting
 worklists
 document flow
l Sales Information System
 information structures
 standard analyses
List / worklist




SAP ERP Sales Information Systems
SAP ERP Lists and Reports
 SAP AG 1999
l Online lists
 provide data from documents
 display documents, for example,
– for a customer or a material
– with a specificstatus
 allow you to review and change
documents
Lists and Reports
Backorders







Open
quotations







l Worklists
 display work that needs
to be processed
 allow you to organize tasks into efficient
work units
Delivery list




Billing due list




SAP ERP Document Flow
 SAP AG 1999
Document Flow
Invoice
Outbound
Delivery
Standard 
order
Accounting
document
Standard order 6839
. Outbound delivery 80002832
. . WMS transfer order 482
. . GD goods delivery: delvy 4900001537
. . Invoice 90005371
. . . Accounting 100001276
Document