Sales Cycle:-

Inquiry :-

1> SAP is designed more for B2B (Business to Business) scenario compared to B2C (Business to
consumer) scenario.

2> Inquiry is an internal document. It records the information about the request from prospective
customer to be circulated in the company and is not a legal document.

Inquiry Vs Quotation:-

Inquiry is from the customer to the Organization seeking some non-binding sales information.
The validity period is used as processing period. Date and price are not relevant here.

Inquiry gets completed status with the first reference because completion rule "A" assigned to
it in the Item category (e.g, AFN).

Whenever customer seeks any information about your product, you create a document for that
called Inquiry. If to-day, he is not purchasing, he may be a loyal customer for tomorrow, by
making a follow up. You can keep data about the customer through this document which may be
useful in future.

Quotation is an offer from a particular sales area to the customer. Quotation always contains a
validity period and it legally binding within this period.

In Quotation Completion rule "B" is applicable. Therefore, Quotation gets completed status if
you refer the total quantities to the order, or, if you are referring partial quantities then rest
quantities you have to reject, or, if the validity period of the Quotation is over. You can
create a quotation with reference to an inquiry.
Inquiry Hands on:- (VA11)
Quotation Hands on:- (VA21)

When you are creating an inquiry, then inquiry becomes the “current” document and quotation
becomes the “subsequent” document. But when you are creating a quotation, then quotation becomes
the “current” document and inquiry becomes the “previous” document.

Advantage with “Create with reference” -> Data will be copied.

Check -> Search criteria

Item Selection -> if you want to select only some items, quantities etc.

Pre Sales:- (Customer is not confirming to buy anything)

Sales Activities:- (With Purchase order, Customer confirms to buy the items)

Any thing before order -> Presales activities.

Purchase Order confirmation = Sales order confirmation = Order confirmation.

Availablity Check Screen while creating Sales order:-

Difference between Sales Order and Quotation -> Avaliability Check

AC as pop up.doc

Step 5 -> Why modify? Suppose customer gave quote about 100 PCs but he wants 200 PCs and 100 key
boards. This demand the customer sends via Purchase Order. So, you may need to change sales order
compared to quotation.

Indention has a meaning in Document Flow:-

Indention means, the indented doc is created with reference to previous doc.

Delivery:- (Comes under “LOGISTICS”)

Presales -> Sales -> Logistics

 1> What if while creating delivery, you manually enter future date. You can still create a delivery?
Possible

2> Can we create retrospetive delivery? Possible. Today’s date = 4 Aug, Planned GI = 1 Aug, but
actual GI date = 4 Aug.

Picking, Packing, Loading & PGI:-

Picking - You pick the materials (one or more) from same/different racks and place them in a “STAGING
AREA” within the Warehouse for futher processing.

Say, Order 1 -> Pick 100 PCs & Order 2 -> picks 50 laptops. They both belong to one delivery.

Pick the PCs and the Laptops and place them in a staging area.

Packing -> In the same staging area, the products are packed. Now, they are ready to be dispatched.

Loading -> When trucks arrive, these are loaded into the trucks.

The inventory needs to be accounted for and this happens via :- PGI -> Post the issue of Goods ->
Accounts will be updated.

Picking -> Mandatory for all tangible or physical goods (OVLP setting if set + Item category marked for
Picking)

Packing -> Optional

Loading -> Optional

PGI – Mandatory

How to create a dleivery from sales order?:-

You may get below error message

Check the delivery date in the order goint to the schedule line tab

You will get below screen.

What below screen says?:-

On 31.01.2014 -> Confirmed quantity is Zero.

On 13.02.2014 -> Confirmed quantity is 1. This date is calculated based on (Stock availability date +
Picking + Packing + Loading + Transportaion time).

Ques – How can you include Picking, packing, loading, Transportation time here ? Say, TT = 2 days.
Customer is supposed to get stock on 13.02.2014 including Trasnportation time. But you are only doing
delivery creation on 13.02.2014.

Why entering picking quantity is needed while creating delivery:-

Picked quantity represents the actual amount of goods that has been picked as opposed to the total
delivery quantity that the customer requires.

Reason – System calculates that the quantity Is available. But because of many reasons, actually stock is
not available – may be because wrong data was fed to SAP or the stock is broken etc. In that case, you
have to enter the actual physical quantity which is picked.

Say, the delivery quantity is 100 but there are only 95 stock avaialble. Then you will enter 95 in the
picked quantity field. The rest 5 can be dleivered in the next delivery. How?
Billing:-

- Once truck moved out of your premises, you can start billing process.

- Bill what you delivered / shipped to customer. Not based on sales order quantities.

ORDER TO CASH Cycle :-