Explain Sales Order Management?

Answer

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. Following are the possible sources for creating Sales Orders in CRM:

• SAP ERP
• Directly in CRM
• IC Web Client
• Mobile Sales
• Internet Sales Application (E-Commerce)
• Handhelds

Sales order can be created as follow-up documents to an existing quotation or multiple existing quotations.

• In order to create a sales order from multiple existing quotations, organizational data of all these quotations must match.
• Rest of the header data is copied from first quotation selected.

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.

• Required products and quantities are entered at the item level.

SAP CRM offers functionality to configure products as part of Internet Pricing and Configurator (IPC) application.

• This application can be integrated with the SAP CRM Sales application such that user can configure the product and can place a sales order for it in the same place.
• A configurable product is maintained with characteristics which can have multiple values.
• Thus customer can set the values for the characteristics as per requirement.
• Once configured, customer can place order for this configured product.

For analysing quotation and sales order processing, SAP BI provides standard reports. For example:

• 0CRM_QUTO_Q0001 - To monitor top 5 quotations
• 0CSAL_C03_Q0001 - To monitor incoming sales orders

SAP CRM offers functionality to determine pricing information for a sales order.

• The system automatically calculates the gross price, discounts, surcharges that are applicable for your customer at a specific time.
• SAP CRM uses pricing condition techniques for maintaining and determining the pricing.
• A condition group can be assigned to the Business Partner, Product or customer hierarchy.