SD Process Chain (SD流程链)
This note covers the complete sales and distribution process chain from presales to payment collection.
Standard Sales Cycle (标准销售周期)
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| Presales → Sales Order → Shipping → Billing → Payment
|
Document Flow Overview (文档流程概览)
Complete Process Chain
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| ┌──────────┐ ┌──────────┐ ┌──────────┐ ┌──────────┐ ┌──────────┐
│ Inquiry │───▶│ Quotation│───▶│ Sales │───▶│ Delivery │───▶│ Billing │
│ (询价) │ │ (报价) │ │ Order │ │ (交货) │ │ (开票) │
└──────────┘ └──────────┘ └──────────┘ └──────────┘ └──────────┘
▲ │ │
└────────────── Optional ────────┘ │
▼
┌──────────┐
│Payment FI │
│ (收款) │
└──────────┘
|
Presales Phase (售前阶段)
Inquiry (询价)
| Attribute |
Description |
| Purpose |
Customer requests information about products/prices |
| T-Code |
- |
| Follow-on |
Can be converted to quotation |
| Impact |
No business impact, informational only |
Quotation (报价)
| Attribute |
Description |
| Purpose |
Seller offers products at specific prices/conditions |
| Validity |
Has validity period (valid to date) |
| T-Code |
- |
| Follow-on |
Can be converted to sales order when accepted |
| Impact |
No business impact, legal offer to customer |
- Quotations become invalid after the validity period
- System checks validity during order creation
- Expired quotations cannot be referenced
Sales Order Processing (销售订单处理)
Sales Order (销售订单)
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| Sales Order = Legal agreement between customer and seller
|
| Attribute |
Description |
| Purpose |
Confirms customer’s purchase request |
| T-Code |
VA01 (create), VA02 (change), VA03 (display) |
| Assignment |
Assigned to one sales area (immutable) |
| Functions |
- Price determination
- Availability check
- Credit check
- Scheduling
- Shipping point determination
- Route determination |
When a sales order is created, the system performs:
- Price Determination: Calculates prices based on condition records
- Availability Check: Checks if material is available (ATP)
- Credit Check: Checks customer credit limit
- Scheduling: Calculates delivery dates and scheduling dates
- Shipping Point Determination: Determines which shipping point will deliver
- Route Determination: Determines the shipping route
Sales Order Types
| Type |
Description |
Usage |
| OR |
Standard Order |
Standard sales order (from scratch) |
| TA |
Order with Shipping |
Similar to OR, different item categories |
| RE |
Returns |
Customer returns material |
| CR |
Credit Memo Request |
Financial credit without return |
| DR |
Debit Memo Request |
Additional charges to customer |
| RK |
Invoice Correction |
Correct billing errors |
Shipping Processing (装运处理)
Delivery Document (外向交货单)
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| Delivery = Instruction to ship goods to customer
|
| Attribute |
Description |
| Purpose |
Triggers physical goods movement |
| T-Code |
VL01N (create), VL02N (change), VL03N (display) |
| Reference |
Created from sales order (usually) |
| Assignment |
Assigned to one shipping point |
| Activities |
- Picking
- Packing (optional)
- Goods Issue
- Posting |
Sequence of delivery activities:
- Create Delivery: From sales order or manually
- Picking: Identify and collect materials from storage
- Packing (optional): Group items into shipping units
- Post Goods Issue: Reduces inventory, creates financial documents
- Shipping (optional): Create shipment document for transportation
Goods Issue (发货)
| Attribute |
Description |
| Purpose |
Reduces plant inventory, posts material to customer |
| Financial Impact |
- Reduces inventory (MM)
- Posts to FI (cost of goods sold)
- Triggers revenue recognition (in some cases) |
| Irreversibility |
Cannot be reversed (must create return) |
Goods Issue is the point where:
- Inventory is reduced
- Financial accounting is triggered
- Material ownership transfers to customer
Billing Processing (开票处理)
Billing Document (开票凭证)
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| Billing = Invoice sent to customer for payment
|
| Attribute |
Description |
| Purpose |
Request payment from customer, record revenue |
| T-Code |
VF01 (create), VF02 (change), VF03 (display) |
| Reference |
Created from delivery or sales order |
| Types |
Invoice, Credit Memo, Debit Memo, Cancelation |
| Integration |
- Posts to FI (accounts receivable)
- Updates sales statistics |
Billing Types
| Type |
Description |
Reference Document |
| F2 |
Invoice |
Delivery (usually) |
| G2 |
Credit Memo |
Credit memo request |
| L2 |
Debit Memo |
Debit memo request |
| S1 |
Cancelation |
Proforma invoice |
Financial Integration (财务集成)
FI Posting (财务会计过账)
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| Delivery + Billing → FI Documents
|
| Event |
FI Impact |
| Goods Issue |
- Inventory account (credit)
- COGS account (debit)
- Cost center posting |
| Billing |
- Customer account (debit)
- Revenue account (credit)
- Tax account |
- Revenue is recognized at billing (not goods issue)
- Cost of Goods Sold is recognized at goods issue
- This timing difference creates gross margin in FI
Document Flow (文档流)
Flow Relationships
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| Inquiry ──────────────┐
│
Quotation ─────────────┤
▼
Sales Order ──────┐
│
Delivery ──────┐
│
Billing
|
- T-Code: VF03 → Environment → Document Flow
- Display: Shows all preceding and subsequent documents
- Status: Shows processing status of each document
Flow Rules
| From |
To |
Required |
Notes |
| Inquiry |
Quotation |
No |
Optional step |
| Quotation |
Sales Order |
No |
Optional step |
| Sales Order |
Delivery |
Yes |
Required for standard sales |
| Delivery |
Billing |
Yes |
Required for revenue |
| Billing |
Payment |
Yes |
Required for complete cycle |
Module Integration (模块集成)
SD to MM (Materials Management)
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| Sales Order → Availability Check (MM Inventory)
Delivery → Goods Issue (MM Inventory)
|
| Integration Point |
Description |
| Material Master |
Shared between SD and MM |
| Plant/Storage Location |
MM manages inventory, SD sells |
| Availability Check |
SD checks MM inventory levels |
| Goods Issue |
MM posts inventory reduction |
SD to PP (Production Planning)
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| Sales Order → Requirements (PP Planning)
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| Integration Point |
Description |
| Make-to-Order |
Sales order triggers production |
| Requirements |
SD creates planned independent requirements |
| Assembly Processing |
Direct link between sales and production |
SD to FI (Financial Accounting)
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| Delivery → COGS (FI)
Billing → Revenue & AR (FI)
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| Integration Point |
Description |
| Customer Master |
Shared between SD and FI |
| Account Determination |
Automatic posting to GL accounts |
| Reconciliation |
SD-FI reconciliation accounts |
Process Variants (流程变体)
Standard Order (OR)
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| Sales Order → Delivery → Billing
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Cash Sale
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| Sales Order → Immediate Delivery → Immediate Billing
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Rush Order
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| Sales Order → Immediate Delivery → Later Billing
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Returns (RE)
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| Return Order → Return Delivery → Credit Memo
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Credit Memo Request (CR)
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| CR Request → Credit Memo (No goods movement)
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Summary Diagram
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| ┌────────────────────────────────────────────────────────────────────┐
│ SALES CYCLE │
├────────────────────────────────────────────────────────────────────┤
│ │
│ Presales Sales Shipping Billing │
│ ┌──────┐ ┌──────┐ ┌──────┐ ┌──────┐ │
│ │Inquiry│──┐ │Order │──┐ │Delivry│──┐ │Invoice│ │
│ └──────┘ │ └──────┘ │ └──────┘ │ └──────┘ │
│ ▼ ▼ ▼ ▼ │
│ ┌──────┐ ┌──────┐ ┌──────┐ ┌──────┐│
│ │Quote │ │Price │ │Pick │ │Reve- ││
│ └──────┘ │Check │ │Pack │ │nue ││
│ └──────┘ │GI │ └──────┘│
│ └──────┘ │
│ │
└────────────────────────────────────────────────────────────────────┘
Integration:
SD → MM: Availability Check, Goods Issue
SD → PP: Requirements (Make-to-Order)
SD → FI: Revenue, AR, COGS
|
- [[02-Process-Overview/Sales-Processing]] → Sales processing details
- [[02-Process-Overview/Shipping-Processing]] → Shipping processing details
- [[02-Process-Overview/Billing-Processing]] → Billing processing details
- [[04-Data-Determination/Sales-Document-Types]] → Document types
- [[05-Availability-Check/ATP-Basics]] → Availability checking
- [[02-Process-Overview/Practice-02-SD-Process]]