Module 12: Setup for Sales
We have established the basic structures of the Fitter Snacker company in the SAP R/3 system.
We can purchase materials and schedule their manufacture. We can keep track of the financial
implications of these activities via the FI module, and can evaluate their costs through the CO
module. Next, we need to be able to sell the Fitter Snacker bars or both the FI and CO modules
will show that we have no cash flow!
12.1 Create Sales Organization
The first thing we need to do is set up the Sales Organizational Structure. To do this, follow the
menu path:
Enterprise Structure Definition Sales and Distribution Define, Copy, Delete,
Check Sales Organization (click clock icon )
which will bring up the following pop-up window:
Double-click on Define Sales Organization
which will bring up the following screen:
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Module 12: Setup for Sales
Click on New entries
Click on the new entries icon (
), which will produce the following screen:
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Module 12: Setup for Sales
Enter ##FS and ## Fitter Sales for name and
description
Enter ADRS_SENDER for Address text name
Enter ADRS_HEADER for Letter header text
Enter ADRS_FOOTER for Footer lines text
Enter ADRS_SIGNATURE for Greeting text name
Enter US for Sales org. calendar
Check Rebate proc.active
Then click on the address icon
Enter the information as shown above, and then click on the address icon (
the following screen:
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). This will produce
Module 12: Setup for Sales
Select Company for Title
Enter US for Country and MI for Region
Click on the more fields icon
Select Company for Title, enter US for Country and MI for Region, then click on the more
fields icon ( ) in the address panel:
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Module 12: Setup for Sales
Enter MI0000000 for Jurisdict. Code
then click on the enter icon
Enter MI0000000 for Jurisdict. Code, then click the enter icon ( ) and then click on the save
icon ( ). This will bring up the address screen again for some reason. Click on the enter icon
( ) again and the data will be saved. Click on the back icon ( ) and confirm that your
company code is now listed:
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Module 12: Setup for Sales
12.2 Assign Sales Organization to Company Code
In the tradition of SAP, first comes “definement”, then comes assignment. We need to assign the
sales organization to the company code to tie it into the FI module. To do this, follow the menu
path:
Enterprise Structure Assignment Sales and Distribution Assign Sales
organization to company code (click clock icon )
which will bring up the following screen:
Enter your company code (##FS)
next to your sales organization, then
click on the save icon
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Module 12: Setup for Sales
Enter your company code next to your sales organization, then click on save icon ( ) to save
your assignment, then click on the back icon ( ) to return to the SAP Reference IMG.
12.3 Assign Distribution Channels to Sales Organization
Distribution channels define the way a company markets its products. Fitter Snacker’s two
distribution channels—Wholesale and Direct—have already been defined in the system. We
need to assign these distribution channels to our sales organization. To do this, follow the menu
path:
Enterprise Structure Assignment Sales and Distribution Assign distribution
channel to sales organization (click clock icon )
which will bring up the following screen:
Click on the New Entries icon
Click on the New Entries icon (
), which will bring up the following screen:
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Module 12: Setup for Sales
Enter ##FS for both DI and
WH distribution channels
Enter ##FS for both DI and WH distribution channels, then click on save icon ( ) to save your
assignment, then click on the back icon ( ) to return to the SAP Reference IMG.
12.4 Assign Divisions to Sales Organization
Divisions are used in the SAP system to represent product lines. At least one division must be
defined, and divisions can be assigned to more than one sales organization. As divisions restrict
access to materials, care should be exercised in defining divisions, with it usually being good to
define fewer divisions rather than more.
For Fitter Snacker, we have defined only one division. We can assign that division to the sales
organization by following the menu path:
Enterprise Structure Assignment Sales and Distribution Assign division to
sales organization (click clock icon )
which will bring up the following screen:
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Module 12: Setup for Sales
Click on the New Entries icon
Click on the New Entries icon (
), which will bring up the following screen:
Enter ##FS for sales organization
and SB for division
Enter ##FS for sales organization and SB for division, then click on save icon ( ) to save your
assignment, then click on the back icon ( ) to return to the SAP Reference IMG.
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Module 12: Setup for Sales
12.5 Set up Sales Area
A Sales Area is a valid combination of Sales organization, Distribution Channel and Division.
Customer Master Data and Sales Documents are linked to sales areas. Sales areas are crucial for
Pricing in the SAP R/3 system.
To set up the sales area, follow them menu path:
Enterprise Structure Assignment Sales and Distribution Set up sales area
(click clock icon )
which will bring up the following screen:
Click on the New Entries icon
Click on the New Entries icon (
), which will bring up the following screen:
Enter ##FS DI SB and ##FS WH SB,
then click on the save icon
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Module 12: Setup for Sales
Enter ##FS DI SB and ##FS WH SB, then click on the save icon ( ) to save your sales areas,
then click on the back icon ( ) to return to the SAP Reference IMG.
12.6 Create Sales Office
A sales office is an organizational unit that reflects the geographical aspects of a sales
organization. A sales office establishes contact between the firm and the regional market. Some
of the characteristics of a sales office are:
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





You assign a sales office to one or more sales areas.
A sales office can be divided into several vendor groups.
You can assign colleagues to a sales office.
A sales office has an address.
All items in a sales document belong to a sales office.
The items in a delivery or an invoice can belong to different sales offices.
The sales office acts as a selection criterion for lists of sales documents.
For each sales office, you can determine the printer for output based on the sales
documents in different ways.
To create a sales office in SAP, follow the menu path:
Enterprise Structure Definition Sales and Distribution Maintain sales office
(click clock icon )
which will bring up the following screen:
Click on the New entries icon
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Module 12: Setup for Sales
Click on the new entries icon (
), which will produce the following screen:
Enter the following information:
Sales office
##N
##S
Description
Northern Sales
Southern Sales
Then click on the Address icon
Enter the information shown above, then click on the address icon (
following screen:
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). This will produce the
Module 12: Setup for Sales
Confirm that you are entering
information for the ##N office, then
enter the Title, Name and Address
information as shown.
Then click on the more fields icon
Enter the information shown above, then click on the more fields icon (
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) in the address panel:
Module 12: Setup for Sales
Enter Jurisdict. Code MI0000000,
Then click on the enter icon
Enter MI0000000 for Jurisdict. Code, then click the enter icon (
pop-up window:
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) and you will the following
Module 12: Setup for Sales
Click on enter
Click on the enter icon (
) to ignore the warning, and you will get the following screen, which
will let you enter the address for the Southern sales office, which is at the same location as the
Fitter Snacker plant:
Confirm that you are entering
information for the ##S office, then
enter the Title, Name and Address
information as shown.
Then click on the more fields icon
Enter the information shown above, then click on the more fields icon (
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) in the address panel:
Module 12: Setup for Sales
Enter Jurisdict. Code MI0000000,
Then click on the enter icon
Enter MI0000000 for Jurisdict. Code, then click the enter icon (
pop-up again:
) and you will the warning
Click on enter
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Module 12: Setup for Sales
Click on the enter icon (
Click on save icon (
Reference IMG.
) to get the following screen:
) to save the sales offices, then the exit icon (
) to return to the SAP
12.7 Assign Sales Office to Sales Area
Now that the sales offices have been created, they need to be assigned to the Sales Areas. To do
this, follow the menu path:
Enterprise Structure Assignment Sales and Distribution Assign sales office to
sales area (click clock icon )
which will bring up the following screen:
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Module 12: Setup for Sales
Click on the New Entries icon
Click on the New Entries icon (
), which will bring up the following screen:
Enter:
##FS DI SB ##N
##FS DI SB ##S
##FS WH SB ##N
## FS WH SB ##S
then click on the save icon
Enter all four combinations of the sales area and sales office, then click on the save icon (
then click on the back icon ( ) to return the SAP Reference IMG.
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),
Module 12: Setup for Sales
12.8 Assign Sales Groups to Sales Offices
Sales groups have already been defined in the SAP R/3 system. Sales groups can be used for
reporting purposes—you can break down sales reports for a sales office by the sales group. We
will break each sales office down into an Eastern and Western sales group.
To assign the sales offices to the sales groups that have already been defined, follow the menu
path:
Enterprise Structure Assignment Sales and Distribution Assign sales group to
sales office (click clock icon )
which will bring up the following screen:
Click on the New Entries icon
Click on the New Entries icon (
), which will bring up the following screen:
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Module 12: Setup for Sales
Make the following four entries:
##N NE
##N NW
##S SE
##S SW
Then click on the save icon
Make the four entries shown above, then click on save icon (
to return the SAP Reference IMG.
), then click on the back icon (
)
12.9 Create Shipping Point
The shipping point is a physical location inside the plant, from which our goods will be shipped.
Based on different loading and/or shipping requirements, we can create one or more shipping
points.
To create a shipping point, follow the menu path:
Enterprise Structure Definition Logistics Execution Define, copy, delete,
check shipping point (click clock icon )
which will bring up the following screen:
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Module 12: Setup for Sales
Double-click on Define shipping point
Double-click on Define shipping point and the following screen will appear:
Click on New Entries
Click on the new entries icon (
), which will produce the following screen:
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Module 12: Setup for Sales
Enter ##SP for Shipping point
Enter ## Truck Loading Dock for description
Enter US for Factory calendar
Then click on the address icon
Enter the data shown above, then click on the Address icon (
appear:
) and the following screen will
Select Company
Enter ## Fitter Snacker Loading Dock for name
Enter ## for search term
Enter the same address as for the plant
Then click on the more fields icon
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Module 12: Setup for Sales
Enter the information shown above, then click on the more fields icon (
the following screen:
), which will produce
Enter Jurisdict. Code MI0000000,
then click on the enter icon
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Module 12: Setup for Sales
Enter MI0000000 for Jurisdict. Code, then click the enter icon ( ) and then click on the save
icon ( ). This will bring up the address screen again. Click on the enter icon ( ) again and the
data will be saved. Click on the back icon ( ) to return the SAP Reference IMG.
12.10 Assign Plant to Sales Organization and Distribution Channel
To enable the MM and SD modules to work together, you must assign the plant to all
combinations of sales organization and distribution channel. To do this, follow the menu path:
Enterprise Structure Assignment Sales and Distribution Assign sales
organization – distribution channel – plant (click clock icon )
which will bring up the following screen:
Click on the New Entries icon
Click on the New Entries icon (
), which will bring up the following screen:
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Module 12: Setup for Sales
Enter ##FS DI ##PT and ##FS WH
##PT, then click on the save icon
Enter ##FS DI ##PT and ##FS WH ##PT, then click on the save icon (
back icon ( ) to return the SAP Reference IMG.
), then click on the
12.11 Assign Shipping Point to Plant
Finally, we need to assign the shipping point to our plant. To do this, follow the menu path:
Enterprise structure Assignment Logistics Execution Assign shipping point to plant
which will produce the following screen:
Click on your plant, then click on the Assign icon
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Module 12: Setup for Sales
Click on your plant, then click on the Assign icon (
pop-up window:
), which will produce the following
Select ##SP, then click on the enter icon
Select your shipping point (##SP), then click on the enter icon (
following screen:
Use the scroll controls to
move up and confirm your
assignment
Use the scroll controls to move up and confirm your assignment:
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) and you will get the
Module 12: Setup for Sales
Shipping point ##SP assigned to plant ##PT
Click on the save icon ( ) to save the assignment, then click on the back icon (
SAP Easy Access screen.
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) to return the