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Questions
ORGINATIONAL STRUCTURE
How many Legal entities do you have (company codes)
How many Sales organisation do you have
How many Product line (divisions) do you have
How many distribution channel do you have
Number of Sales offices and responsible area of selling
Any grouping of sales employees into sales groups?
How many dispatching points in each plant– shipping points
How many manufacturing facilities do you have? (plants)
Number of dispatching locations (delivering plant/ storage location)
Sales Process
Pre-Sales activities - What type of pre-sales activities do you have? (Inquiry
/Quotation)
How do you receive order (FAX/Mail/S Rep/Telephone)?
What types of order processing do you have? (domestic/ export/ institutional/ cash /
on-line)
Explain in detail order scenario
Whether order is created with ref to quotation/ inquiry?
Do you have multiple ship to party for single order?
What all information do you capture at SO level? Which are mandatory to complete
the order?
Is there any reason would an order or line item be rejected?
Do you have any sales order approval by higher authorities (status profile).
How is the delivery date promised to the customer
Delivery Processing
Do you have single dispatching points (Shipping Point) for all plants Please confirm?
Do you use batch or serial number?
How picking and packing process will be done ?
Billing and Invoicing
How do you create billing like delivery related or order related billing?
Do you combine multiple deliveries in single invoice?(there are some criteria needs to
be meet such as Company code, customer, Bill-to party,Ship-to party etc,.
How you are processing the incorrect invoices (Cancelling/correction/ cr/dr memo)
Returns and credit memo
Customer master
How do you group your customers account wise
please suggest the number ranges for customer account groups
What types of business partners do you have (Ordering /shipping/payer/billing/sales
personnel/ sales employee), If multiple partners are there then elaborate the scenario
Do you have special pricing for a group of customers? Mention the customer groups
for pricing.
Do your customers agree for partial delivery? Do you have concept of delivery priority?
SAP Standard Inco terms are CFR -Costs and freight,CIF -Costs, insurance & freight,CIP-
Carriage and insurance paid to,CPT -Carriage paid to, DAF -Delivered at frontier, DDP-
Delivered Duty Paid,DDU- Delivered Duty Unpaid, DEQ- Delivered ex quay (duty paid),
DES -Delivered ex ship, EXW- Ex Works, FAS -Free Alongside Ship, FCA -Free
Carrier ,FH- Free house,FOB- Free on board
How do you want to maintain customer tax indicator ex: Taxable, Not Taxable, SEZ.
Material Master
Tax classification
Material Pricing Group
ATP
Codification
Serial Number profile
batch management activation
EAN
Pricing
CMIR
Pricing
Pricing methodology for sales process (domestic / export /cash sales)
How do you price your product (pricing components involved in pricing the product)
Do you maintain pricing records for the products? (customer / material specific/ price
list/
Whatscale price)
is your discount structure? (based on customer / material/ group/ condition
exclusion)
What pricing information do you capture for statistical purposes? (I.e., it does not alter
the price)
Pricing Calculations
Returns
Explain the return process
Whether returns are against invoice or order. Is it mandatory or optional?
What are the reasons for returns?
What are the information captured in return request
How do you process return material (through quality or rework or scrap or directly to
unrestricted)
Are you going to give replacement(FOC) or a credit memo ( based on delivery or order)
Do you want approval for credit memo in case of return?
Credit Management
Do you have credit limit to customers? In sap credit limit allows you to block the
customer whose credit limit that is set has been exceeded
Should the credit block need to occur in Sale Order or delivery? Or both level.
If the order is blocked for credit limit, what is the % of deviation and grace period so
that it cannot be blocked again.
Account determination
Should the revenue G/Ls be classified based on customer wise or material wise or both
If it is customer wise please classify ex: country wise, domestic, export.
If it is Material wise please classify ex: Manufacturing , Trading.
Output (Forms)
Order Confirmation
Proforma Invoice
Delivery Note
Picklist
Packing slip
Invoice
Reporting Requirements
Top 5 critical reports
How many Financial statements for legal compliance (P&L and balance
sheets) are prepared for filing
How many sales entities/structure control the sales process-ex:selling
unit as a legal entity for Sales processes like controls terms of sales to
the customers, negotiating sales, formulates returns policy , sales
strategies etc , and teams for authorization
Groups of the product or service for the terms of Sale(like
pricing ,discounts, authorization , reporting etc)
Method of reaching the customer -Fulfillment strategy, Auth,
classification, reporting
Physical offices- geographic or otherwise, position/individual for
controlling the activities in the sales office
sales Group or partner function( depending on ho dynamic the
members/position are )
Classification in the plant for logistic purpose(ex , north vs south , cust
deliver vs returns etc )
How order is booked
Manual
Upload
external system (interface)
what are the Data points captured in the order- which are mandatory
processwise
BPML list
define order types in SAP ( Criteria are Number ranges, Mandatory data
capture, Authorization, pricing strategy)
BPRL (as per each business process/BPML)
ATP ( to discuss and define the scope of check) rule to consider inbound
and outbound stock movement
HU relevance, serial number relevance
picking and packing processes( manual/barcoding, individual/boxwise,
regular/wave picking)
Special process for exports ? Credit check ?
process outlining the initiation(order) , inventory movement(
delivery/PGR), financial impact ( credit note)
approval process is applicable ???
Pricelist functionality
values and calculation in transactions
Relavance to be checked
processwise
discuss with MM team
Relavance to be checked
Relavance to be checked
Relavance to be checked
Relavance to be checked
Individual BPML wise Pricing requirements
Elements and the sequence in the calculation for each BPML
access sequence -BPMLwise
MRP, markups, reverse pricng ( for margins/discounts), formula based
calculations , slabs etc relevance to be checked
Credit value, ODD
approval strategy and hierarchy
or processwise based on which access sequence
Domestic, export, CN,DN
Functionality and format
Customer's Response
MTS, MTO, Export, FOC/Sample Sales,
Return sale order,Debit note, Credit
note.
1.E-commerce 2. MT(Modern Trade) 3.
GT(General Trade) 4. AC(Alternate
Trade) 5. Export
Ecommerce B2B
B2C
Modern Trade
General Trade
Alternate Channel
Exports
HO Sales
B2C
Stores
DC's