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吴让宇(Mark)

吴让宇(Mark)

SAP顾问 | 咨询专家 | IT与AI技术探索者

吴让宇(Mark)的个人技术博客，专注于SAP系统实施、行业方案咨询、IT技术与AI技术的研究与分享。

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Quick Reference (快速参考)

💡Usage
This page provides quick reference for all key SD concepts. Each heading links to the detailed concept note.

Organizational Structure (组织结构)

SD Organizational Units

Org Unit Description Key Points → Concept Note
Company Code 法律实体和独立会计单位 唯一分配给 FI，一个公司代码可有多个销售组织 [[01-Enterprise-Structure/Org-Units-Overview]]
Sales Organization 销售机构，负责产品销售和客户追索权 唯一分配给一个公司代码；销售统计的最高汇总级别 [[01-Enterprise-Structure/Org-Units-Overview]]
Distribution Channel 货物和服务分销的方式 例如：批发、零售、直销 [[01-Enterprise-Structure/Org-Units-Overview]]
Division 产品组，对物料和服务分组 一个销售组织可有多个产品组 [[01-Enterprise-Structure/Org-Units-Overview]]
Sales Area 销售组织 + 分销渠道 + 产品组 每个SD凭证唯一分配到一个销售区域 [[01-Enterprise-Structure/Sales-Area-Structure]]
Plant 生产机构或分销中心 可分配给多个销售组织/分销渠道组合 [[01-Enterprise-Structure/Shipping-Structure]]
Shipping Point 装运活动的最高级别组织单位 分配给工厂，处理外向交货 [[01-Enterprise-Structure/Shipping-Structure]]

Key Relationships

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Company Code (1) ←── (N) Sales Organization
Sales Organization (1) ←── (N) Distribution Channel
Sales Organization (1) ←── (N) Division
Sales Area = Sales Organization + Distribution Channel + Division
Plant (1) ←── (N) Shipping Point

→ See [[01-Enterprise-Structure/Org-Units-Overview]] for details

Master Data (主数据)

Customer Master Data

View Description T-Code
Basic Data 通用数据（地址、通信等） XD01/XD02
Company Code FI相关数据（统驭科目等） XD01/XD02
Sales Area SD特定数据（定价、装运等） XD01/XD02
📌Account Group
Controls: Number assignment (internal/external), One-time account, Field status

→ [[03-Master-Data/Customer-Master]]

Material Master Data

View Description Department
Basic Data 通用数据（重量、尺寸等） 所有部门
Sales SD相关数据（销售单位、定价等） SD
Shipping 装运数据（装运组、装载重量等） SD/MM

→ [[03-Master-Data/Material-Master]]

Condition Records (Pricing)

Condition Type Description Example
PR00 Price 标准价格
K007 Discount 客户折扣
RA00 Surcharge 附加费

→ [[03-Master-Data/Condition-Records]]

Sales Document Processing (销售凭证处理)

Standard Sales Cycle

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Inquiry → Quotation → Sales Order → Delivery → Billing
Document Type T-Code Description
Inquiry - 询价
Quotation - 报价
Sales Order VA01 销售订单
Delivery VL01N 外向交货
Billing VF01 开票凭证

→ [[02-Process-Overview/SD-Process-Chain]]

Sales Document Types

Type Description Usage
OR Standard Order 标准销售订单
TA Order with Shipping 带装运的订单
RE Returns 退货订单

→ [[04-Data-Determination/Sales-Document-Types]]

Shipping Processing (装运处理)

Shipping Point Determination

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Plant + Shipping Conditions + Loading Group → Shipping Point
Factor Source
Plant Master data / Manual entry
Shipping Conditions Customer master
Loading Group Material master

→ [[04-Data-Determination/Plant-Shipping-Route]]

Route Determination

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Departure Zone (from Shipping Point) + Transportation Zone (from Customer)
+ Shipping Conditions + Transportation Group + Weight Group → Route

→ [[04-Data-Determination/Plant-Shipping-Route]]

Availability Check (可用性检查)

ATP Logic (Available to Promise)

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Available Quantity = Warehouse Stock + Planned Issues - Planned Receipts
Check Rule Description
Checking Group Material-specific check settings
Checking Rule Transaction-specific check settings

→ [[05-Availability-Check/ATP-Basics]]

Complaint Processing (投诉处理)

Complaint Type Document Type Process
Credit Memo CR 创建贷项凭证请求 → 批准 → 创建贷项凭证
Returns RE 创建退货订单 → 交货 → 货物返回 → 贷项凭证
Invoice Correction RK 发票校正请求（含贷项和借项）

→ [[07-Complaints/Credit-Memo]]

Key T-Codes (常用事务代码)

T-Code Function
VA01 Create Sales Order
VA02 Change Sales Order
VA03 Display Sales Order
VL01N Create Delivery
VF01 Create Billing
XD01 Create Customer
XD02 Change Customer
XD03 Display Customer
MM01 Create Material
MM02 Change Material

IMG Paths (关键配置路径)

ℹ️IMG = Implementation Guide (实施指南)
Transaction: SPRO
Function IMG Path
Define Sales Organization IMG → SD → Basic Functions → Define Sales Organization
Assign Sales Org to Company Code IMG → SD → Basic Functions → Assign Sales Org to Company Code
Define Distribution Channels IMG → SD → Basic Functions → Define Distribution Channels
Define Divisions IMG → SD → Basic Functions → Define Divisions
Assign Plant to Sales Org IMG → SD → Basic Functions → Assign Plant

→ [[11-IMG-Overview/IMG-Functions]]

SD-MM Integration (SD与MM集成)

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Sales Order → ATP Check → MM Goods Issue → Delivery → Billing → FI Accounting
Integration Point Description
Material Master Shared between SD and MM
Plant MM stores inventory, SD sells from plant
Goods Issue MM posts goods issue, SD delivers
Condition Technique Used in both SD and MM

→ [[02-Process-Overview/SD-Process-Chain]]

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Tag Index (标签索引)

ℹ️Tag Hierarchy Rules
  • Format: English, lowercase, kebab-case
  • Hierarchy: #domain → #domain-subdomain → #concept → #note-type
  • Detail tags co-attach parent domain tag

Registered Tags

Domain Tags (Primary)

Tag Description Notes
#sap SAP ERP system All SAP-related content
#sd Sales and Distribution module SD-specific content
#mm Materials Management Cross-module integration
#fi Financial Accounting Cross-module integration
#pp Production Planning Cross-module integration
#crm SAP CRM integration CRM-related topics
#bw Business Information Warehouse BW integration topics

SD Subdomain Tags

Tag Parent Description
#sd-org #sd Organizational structure
#sd-master-data #sd Master data management
#sd-sales #sd Sales processing
#sd-shipping #sd Shipping and delivery
#sd-billing #sd Billing and invoicing
#sd-pricing #sd Pricing and conditions
#sd-availability #sd Availability checking
#sd-complaints #sd Complaint processing
#sd-reporting #sd Reporting and analysis

Concept Tags

Tag Parent Description
#sales-org #sd-org Sales organization
#dist-channel #sd-org Distribution channel
#division #sd-org Product group/division
#sales-area #sd-org Sales area combination
#plant #sd-org Plant/Factory
#shipping-point #sd-org Shipping point
#customer-master #sd-master-data Customer master data
#material-master #sd-master-data Material master data
#condition-record #sd-pricing Condition records
#sales-order #sd-sales Sales orders
#delivery #sd-shipping Delivery documents
#billing-doc #sd-billing Billing documents
#atp #sd-availability Available to Promise
#credit-memo #sd-complaints Credit memo requests
#returns #sd-complaints Returns processing
#sis #sd-reporting Sales Information System

Note Type Tags

Tag Usage
#concept Concept explanation notes
#process Business process flows
#practice Practice exercises
#reference Quick reference materials
#exam-trap Common exam pitfalls

Tag Combinations

Concept notes use: #sap #sd #<subdomain> #<concept> #concept
Practice notes use: #sap #sd #<subdomain> #<concept> #practice

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Practice 01: Organizational Structure (练习1: 组织结构)

ℹ️Exercise Objectives
  • Explain SD organizational units and their relationships
  • Describe IDES company’s SD structure

Questions

Q1: SD Organizational Units (SD组织单位)

Question 1.1: 系统中的组织单位代表企业组织的结构。哪些组织单位代表销售和分销？

📌Hint
Think about the organizational units that are specific to the SD module.
📌Answer (查看答案)
Answer: 销售区域 (Sales Area)、销售组织 (Sales Organization)、分销渠道 (Distribution Channel)、产品组 (Division)、装运点 (Shipping Point)

Note: Sales organization + distribution channel + division = sales area

Question 1.2: 在系统中可以使用哪个组织单位来代表销售机构或销售子公司？

📌Hint
This unit negotiates and sells products/services to customers.
📌Answer (查看答案)
Answer: 销售组织 (Sales Organization)

Question 1.3: 在系统中可以使用哪个组织单位来代表将货物送达客户的方式（例如，工厂销售、批发贸易或零售贸易）？

📌Hint
This represents different distribution methods.
📌Answer (查看答案)
Answer: 分销渠道 (Distribution Channel)

Question 1.4: 在系统中可以使用哪个组织单位来代表不同的产品线并对物料（例如，车辆、附件或备件）进行分组？

📌Hint
This is used to group products for pricing and statistics.
📌Answer (查看答案)
Answer: 产品组 (Division/Product Group)

Question 1.5: 在系统中可以使用哪个组织单位来组织和处理向不同地点的外向交货（如装载引道或铁路货场）？

📌Hint
This is the highest organizational unit for shipping activities.
📌Answer (查看答案)
Answer: 装运点 (Shipping Point)

Q2: Cross-Module Organizational Units (跨模块组织单位)

Question 2.1: 一个公司集团可以分为多个公司或子公司。在财务会计中可以使用哪个组织单位来代表系统中的法律实体和独立会计单位？

📌Hint
This is the minimal organizational unit for external accounting.
📌Answer (查看答案)
Answer: 公司代码 (Company Code)

Question 2.2: 在公司中，您可以在不同地点生产和存储物料。在系统中可以使用哪个组织单位来代表生产机构或分销中心？

📌Hint
This unit is used in MM, PP, and SD modules.
📌Answer (查看答案)
Answer: 工厂 (Plant)

Question 2.3: 在工厂内，物料存储可以根据不同的地点或空间来划分。在系统中可以使用哪个组织单位来代表此类地点或空间？

📌Hint
This is a subdivision of a plant.
📌Answer (查看答案)
Answer: 存储地点 (Storage Location)

Q3: Organizational Unit Assignments (组织单位分配)

Question 3.1: 销售区域可以由哪些组织单位组成？

📌Hint
Sales Area = ?
📌Answer (查看答案)
Answer: 销售组织 (Sales Organization) + 分销渠道 (Distribution Channel) + 产品组 (Division)

Question 3.2: 是否可以将多个分销渠道分配给一个销售组织？

📌Hint
Think about the cardinality between sales org and distribution channel.
📌Answer (查看答案)
Answer: 是 (Yes) - You can assign multiple distribution channels to one sales organization.

Question 3.3: 是否可以将一个分销渠道分配给多个销售组织？

📌Hint
Is this a one-to-many or many-to-many relationship?
📌Answer (查看答案)
Answer: 是 (Yes) - You can assign one distribution channel to multiple sales organizations.

Question 3.4: 要将销售组织分配到哪个组织单位，以代表销售和分销流程到财务会计的连接？

📌Hint
This unit represents the legal entity.
📌Answer (查看答案)
Answer: 公司代码 (Company Code)

Question 3.5: 是否可以将一个销售组织分配给多个公司代码？

⚠️Trap Alert
This is a common exam question!
📌Answer (查看答案)
Answer: 否 (No) - A sales organization can be assigned to ONLY ONE company code. However, multiple sales organizations can be assigned to one company code.

Question 3.6: 在销售组织中，是否可以销售多个交货工厂的物料？

📌Hint
Think about the relationship between sales org and plant.
📌Answer (查看答案)
Answer: 是 (Yes) - A sales organization can sell from multiple plants.

Question 3.7: 要将装运点分配给哪一个组织单位？

📌Hint
Shipping points are NOT assigned directly to sales organizations.
📌Answer (查看答案)
Answer: 工厂 (Plant) - Shipping points are assigned to plants.

Question 3.8: 是否可以将一个装运点分配给多个工厂？

📌Hint
This is possible if the factories are close to each other.
📌Answer (查看答案)
Answer: 是 (Yes) - One shipping point can be assigned to multiple plants, but this is recommended only when the plants are geographically close.

Q4: IDES Company Structure (IDES公司结构)

Question 4.1: IDES Holding AG 公司的子公司是根据国家特定的情况和法律进行组织的。在德国，IDES AG 是一个子公司，而在美国，IDES US INC 是一个子公司。在系统中，哪一组织单位和编号用来代表这些子公司？

📌Hint
These are legal entities for financial accounting.
📌Answer (查看答案)
Answer:
  • IDES AG → Company Code 1000
  • IDES US INC → Company Code 3000

Question 4.2: 有两个销售机构来组织 IDES AG 在德国的销售和分销流程（对于本培训课程）。哪一组织单位和编号用来在系统中代表这两个销售机构？

📌Hint
Sales organizations represent sales agencies.
📌Answer (查看答案)
Answer:
  • Sales Organization 1000 (Frankfurt/法兰克福)
  • Sales Organization 1020 (Berlin/柏林)

Question 4.3: 销售组织 1000 使用哪些分销渠道（对于本培训课程）？

📌Hint
Think about different distribution methods for IDES.
📌Answer (查看答案)
Answer:
  • 12: Resale (转售)
  • 14: Service (服务)

Question 4.4: 销售组织 1000 设立了哪些销售区域（对于本培训课程）？

📌Hint
Sales Area = Sales Org + Distribution Channel + Division
📌Answer (查看答案)
Answer:
  • Sales Org 1000 + Dist Channel 12 + Division 00
  • Sales Org 1000 + Dist Channel 12 + Division 02
  • Sales Org 1000 + Dist Channel 14 + Division 08

Question 4.5: 哪些工厂将分配给公司代码 1000 IDES AG（对于本培训课程）？

📌Hint
Plants belong to company codes.
📌Answer (查看答案)
Answer:
  • Plant 1000 (Hamburg/汉堡)
  • Plant 1100 (Berlin/柏林)
  • Plant 1300 (Frankfurt/法兰克福)
  • Plant 1400 (Stuttgart/斯图加特)

Question 4.6: 哪一装运点将处理工厂 1000（汉堡）的外向交货（对于本培训课程）？

📌Hint
Shipping points are assigned to plants.
📌Answer (查看答案)
Answer: Shipping Point 1000 (Hamburg/汉堡)

Summary (总结)

📌Key Takeaways
  • Sales Area = Sales Organization + Distribution Channel + Division
  • Company Code (1) ← (N) Sales Organization: One-to-many relationship
  • Shipping Point is assigned to Plant, not directly to Sales Organization
  • Sales Area cannot be changed after document creation
  • Keep organizational structure simple - don’t create complexity just for reporting
  • [[01-Enterprise-Structure/01-Org-Units-Overview]] → Organizational units overview
  • [[01-Enterprise-Structure/Sales-Area-Structure]] → Sales area structure
  • [[01-Enterprise-Structure/Shipping-Structure]] → Shipping structure
  • [[01-Enterprise-Structure/IDES-Company-Structure]] → IDES company example

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Customer Master Data (客户主数据)

ℹ️Scope
This note covers customer master data structure, maintenance, and usage in SD processes.

What is Customer Master Data?

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Customer Master = Central record of all customer information

Customer master data contains all information required for business transactions with a customer. It is shared across multiple modules (SD, FI, etc.).

Master Data Structure (主数据结构)

Three-Part Structure

Customer master is organized into three views, each maintained by different departments:

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┌─────────────────────────────────────────────────────────┐
│                  CUSTOMER MASTER                        │
├──────────────┬──────────────────┬───────────────────────┤
│ Basic Data   │ Company Code     │ Sales Area Data       │
│ (基本数据)    │ Data (公司代码)  │ (销售区域数据)         │
├──────────────┼──────────────────┼───────────────────────┤
│ - Address    │ - Reconciliation │ - Sales data          │
│ - Name       │   account        │ - Shipping data       │
│ - Language   │ - Payment terms  │ - Billing data        │
│ - Telephone  │ - Payment methods│ - Partner functions   │
│ - E-mail     │ - Interest calc  │ - Pricing data        │
│              │ - Dunning        │ - Output determination│
│              │ - Insurance      │                       │
├──────────────┴──────────────────┴───────────────────────┤
│   One-time customer data (if applicable)                │
└─────────────────────────────────────────────────────────┘

Basic Data View (基本数据视图)

Attribute Description Maintenance
Address Street, city, postal code, country Central
Name Customer name (1, 2, 3, 4) Central
Communication Telephone, fax, e-mail, internet Central
Language Customer correspondence language Central
Currency Customer currency for pricing Central
Industry Industry classification Central
💡Central Maintenance
Basic data is maintained once and is valid for all company codes and sales areas.

Company Code Data View (公司代码数据视图)

Attribute Description Purpose
Reconciliation Account FI account for customer postings FI integration
Payment Terms Terms for payment (e.g., net 30 days) Dunning, interest calc
Payment Methods Allowed payment methods (check, transfer, etc.) Payment processing
Interest Calculation Interest indicator for arrears Interest calculation
Dunning Area Dunning procedure for customer Dunning process
Insurance Insurance indicator (Germany) statutory reporting
Head Office Link to head office account Intercompany billing
📌FI Relevance
Company code data is mandatory for FI postings. Without this, you cannot bill the customer.

Sales Area Data View (销售区域数据视图)

Sales Data (销售数据)

Field Description
Sales Office Sales office responsible
Sales Group Sales group within sales office
Customer Pricing Procedure Pricing procedure for this customer
Customer Group Customer group for statistics/pricing
Price Group Price group for material pricing
Currency Sales currency for this customer

Shipping Data (装运数据)

Field Description
Shipping Conditions Determines shipping point
Loading Group Determines shipping point (with plant)
Delivering Plant Default delivering plant
Partial Delivery Allowed/not allowed
Complete Delivery Required/not required
Max. Partial Deliveries Maximum number of partial deliveries
Transportation Zone Determines route

Billing Data (开票数据)

Field Description
Pricing Procedure Pricing procedure for billing
Incoterms International delivery terms
Tax Classification Tax category (e.g., domestic, EU, export)
Account Assignment Account assignment group for FI

Partner Functions (合作伙伴功能)

Partner Description Mandatory
Sold-to Party Customer who orders Yes (always)
Ship-to Party Customer who receives Yes (default = sold-to)
Bill-to Party Customer who is billed Yes (default = sold-to)
Payer Customer who pays Yes (default = sold-to)
💥Different Partners
  • Sold-to: Chain headquarters (places orders)
  • Ship-to: Individual store locations (receive goods)
  • Bill-to: Chain headquarters (receives invoice)
  • Payer: Corporate treasury (makes payment)

Account Groups (账户组)

What is Account Group?

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Account Group = Controls customer master data properties

Account Group Functions

Function Description
Number Assignment Internal (automatic) or External (manual)
One-Time Account Whether this is a one-time customer
Field Status Which fields are mandatory/optional/suppressed

Standard Account Groups

Account Group Description Number Range
0001 Sold-to parties Internal/External
0002 Ship-to parties Internal/External
0003 Payers Internal/External
0004 Bill-to parties Internal/External
ZAGR One-time customers Internal/External
⚠️Critical Rule
You cannot change the account group after customer master is created. Choose carefully!

Number Assignment (编号分配)

Internal Number Assignment (内部编号)

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System automatically assigns the next available number
Attribute Description
Control By account group
User Action No input required
Gap-free Numbers are gap-free
Advantage Fast, error-free
Disadvantage Numbers have no meaning

External Number Assignment (外部编号)

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User must enter a unique customer number
Attribute Description
Control By account group
User Action Must enter unique number
Gap-free Numbers can have gaps
Advantage Numbers can have meaning (e.g., customer code)
Disadvantage Manual entry, possible duplicates

One-Time Customers (一次性客户)

What is One-Time Customer?

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One-Time Customer = Single master record for multiple customers

Usage Scenario

When to Use Description
Occasional Customers Customers you rarely do business with
No Master Data You don’t want to maintain full master records
Walk-in Sales Cash sales, counter sales

How It Works

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One-Time Customer (Master)
    ↓
Customer Data at Document Level
    ├─ Customer 1 (specific name, address)
    ├─ Customer 2 (specific name, address)
    └─ Customer 3 (specific name, address)
📌One-Time Customer Data
  • Master Record: Minimal data (account group flags)
  • Document Data: Full customer data entered in each sales document
  • Statistics: Aggregated under one-time customer

Master Data Maintenance (主数据维护)

Transactions

Transaction Description
XD01 Create customer
XD02 Change customer
XD03 Display customer
XD04 Change customer (company code)
XD05 Change customer (sales)
XD06 Change customer (shipping)
XD07 Change customer (billing)
VD01 Create customer (sales)
VD02 Change customer (sales)
VD03 Display customer (sales)
FD01 Create customer (FI)

Maintenance Levels

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┌─────────────────────────────────────────────────────────┐
│                   MAINTENANCE                           │
├──────────────────────┬──────────────────────────────────┤
│ Specific             │ Combined                         │
│ ┌────────────────┐  │ ┌──────────────────────────────┐ │
│ │ XD01 - All     │  │ │ XD01 - Basic Data            │ │
│ │ XD02 - All     │  │ │ VD01 - Sales Area Data       │ │
│ │ XD03 - All     │  │ │ FD01 - Company Code Data     │ │
│ └────────────────┘  │ └──────────────────────────────┘ │
└──────────────────────┴──────────────────────────────────┘

Customer Master in Sales Process (销售流程中的客户主数据)

Usage Points

Process Step Customer Data Used
Sales Order - Pricing procedure
- Payment terms
- Shipping conditions
- Partner functions
Delivery - Shipping conditions
- Transportation zone
- Delivering plant
Billing - Incoterms
- Tax classification
- Account assignment
FI Posting - Reconciliation account
- Payment terms
- Payment methods

Blocked Customers (被冻结的客户)

Blocking Reasons

Block Description Effect
Delivery Block Customer blocked for delivery Cannot create delivery
Billing Block Customer blocked for billing Cannot create billing document
Post All Customer blocked for all transactions No SD processing
⚠️Credit Management
  • Automatic blocking when credit limit exceeded
  • Manual blocking for payment issues
    | - Requires credit department release

Summary Diagram

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┌─────────────────────────────────────────────────────────┐
│              CUSTOMER MASTER RECORD                     │
├─────────────────────────────────────────────────────────┤
│                                                           │
│  BASIC DATA (All modules)                                │
│  ┌─────────────────────────────────────────────────┐    │
│  │ - Customer Number (Internal/External)           │    │
│  │ - Account Group                                 │    │
│  │ - Name, Address, Communication                  │    │
│  │ - Language, Currency                            │    │
│  └─────────────────────────────────────────────────┘    │
│                                                           │
│  COMPANY CODE DATA (FI)                                  │
│  ┌─────────────────────────────────────────────────┐    │
│  │ - Reconciliation Account                         │    │
│  │ - Payment Terms, Methods                         │    │
│  │ - Interest, Dunning                              │    │
│  └─────────────────────────────────────────────────┘    │
│                                                           │
│  SALES AREA DATA (SD)                                   │
│  ┌─────────────────────────────────────────────────┐    │
│  │ - Sales, Shipping, Billing Data                 │    │
│  │ - Partner Functions                             │    │
│  │ - Pricing Data                                  │    │
│  │ - Output Determination                          │    │
│  └─────────────────────────────────────────────────┘    │
│                                                           │
└─────────────────────────────────────────────────────────┘

Account Group determines:
  - Number assignment (Internal/External)
  - Field status (Mandatory/Optional)
  - One-time customer status
  • [[03-Master-Data/Material-Master]] → Material master data
  • [[03-Master-Data/Customer-Material-Info]] → Customer-material info record
  • [[03-Master-Data/Condition-Records]] → Condition records
  • [[03-Master-Data/Practice-03-05-Master-Data]] → Practice exercises
  • [[03-Master-Data/Practice-03-05-Master-Data]]

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Sales Information System (销售信息系统)

ℹ️Scope
This note covers the Sales Information System (SIS) for SD reporting and analysis.

What is SIS?

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SIS = Sales Information System = SD reporting and analysis tool

SIS is a component of the Logistics Information System (LIS) that provides comprehensive reporting and analysis capabilities for Sales and Distribution data.

SIS Architecture (SIS架构)

Data Flow

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┌─────────────────────────────────────────────────────────┐
│                  SIS DATA FLOW                          │
├─────────────────────────────────────────────────────────┤
│                                                           │
│  SD Documents                                              │
│  ┌──────┐ ┌──────┐ ┌──────┐ ┌──────┐                    │
│  │Order │ │Deliv │ │Bill  │ │Retrn │                    │
│  └───┬──┘ └───┬──┘ └───┬──┘ └───┬──┘                    │
│      │        │        │        │                        │
│      └────────┴────────┴────────┘                        │
│                      │                                   │
│                      ▼                                   │
│              Update Groups                               │
│              ┌──────────┐                                │
│              │ Update    │                                │
│              │ Rules     │                                │
│              └─────┬────┘                                │
│                    │                                     │
│                    ▼                                     │
│              Info Structures                             │
│              ┌──────────┐                                │
│              │ LIS      │                                │
│              │ Tables    │                                │
│              └─────┬────┘                                │
│                    │                                     │
│                    ▼                                     │
│              SIS Reports                                 │
│              ┌──────────┐                                │
│              │ Standard │                                │
│              │ Reports  │                                │
│              └──────────┘                                │
│                                                           │
└─────────────────────────────────────────────────────────┘

Key Components (关键组件)

1. Update Groups (更新组)

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Update Group = Controls which data is updated to LIS
Update Group Description Usage
01 Order update Updates LIS from sales orders
02 Delivery update Updates LIS from deliveries
03 Billing update Updates LIS from billing documents
09 Return update Updates LIS from returns
💡Update Control
  • Update groups are assigned in customizing
  • Controls which fields are updated to LIS
  • Can be at header or item level

2. Info Structures (信息结构)

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Info Structure = LIS table structure for storing SD data
Info Structure Description Key Fields
S001 Order data Customer, Material, Sales Org, Quantity, Value
S002 Delivery data Customer, Material, Plant, Shipping Point, Quantity
S003 Billing data Customer, Material, Sales Org, Billing Value
S012 Customer data Customer hierarchy data

3. Standard Analysis (标准分析)

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Standard Analysis = Predefined reports in SIS
Analysis Type Description
Customer Analysis Sales by customer, customer hierarchy
Material Analysis Sales by material, product group
Sales Org Analysis Sales by sales organization, sales area
Time Analysis Sales by period (day, week, month, year)

SIS Reports (SIS报表)

Report Types

Report Type T-Code Description
MC+1 MC01 to MC99 Standard SIS reports
MCSI - Interactive Sales Analysis
MB51 - Material movements (MM but relevant)

Common SIS Reports

Report Analysis Usage
MC.1 Sales by customer Customer performance analysis
MC.2 Sales by material Product performance analysis
MC.3 Sales by sales office Sales office performance
MC.4 Customer hierarchy Hierarchical sales analysis
MC.5 Material group Product group analysis

SIS Navigation (SIS导航)

Standard Analysis Navigation

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┌─────────────────────────────────────────────────────────┐
│              STANDARD ANALYSIS NAVIGATION                │
├─────────────────────────────────────────────────────────┤
│                                                           │
│  1. Selection Screen                                      │
│     ┌────────────────────────────────────┐               │
│     │ - Sales Organization                │               │
│     │ - Customer (or range)               │               │
│     │ - Material (or range)               │               │
│     │ - Date range                        │               │
│     └────────────────────────────────────┘               │
│                    │                                     │
│                    ▼                                     │
│  2. Drill-down Levels                                     │
│     ┌────────────────────────────────────┐               │
│     │ Level 1: Sales Org                 │               │
│     │   ├─ Level 2: Customer            │               │
│     │   │   └─ Level 3: Material        │               │
│     │   └─ Level 2: Material            │               │
│     │       └─ Level 3: Customer        │               │
│     └────────────────────────────────────┘               │
│                    │                                     │
│                    ▼                                     │
│  3. Display Options                                      │
│     ┌────────────────────────────────────┐               │
│     │ - Table view                       │               │
> │     │ - Graphic view                    │               │
│     │ - Pivot view                       │               │
│     └────────────────────────────────────┘               │
│                                                           │
└─────────────────────────────────────────────────────────┘

SIS Features (SIS功能)

1. Drill-Down Reporting (下钻报表)

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Drill-Down = Navigate from summary to detail
Level Example
Summary Total sales for company
Sales Org Sales by sales organization
Customer Sales by customer within sales org
Material Sales by material within customer

2. Interactive Analysis (交互分析)

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Interactive = User can change analysis parameters dynamically
Feature Description
Variable Selection Change selection criteria
Sort Sort by any column
Filter Filter by specific values
Export Export to Excel, etc.

3. Period Comparison (期间比较)

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Period Comparison = Compare sales across different periods
Comparison Type Example
Year-over-Year Current year vs previous year
Month-over-Month Current month vs previous month
Quarters Compare different quarters

SIS vs Business Warehouse (SIS vs BW)

Aspect SIS BW
Data Source Live SD documents Data Warehouse
Data Volume Limited Very Large
Update Real-time Batch updates
Complexity Simple reports Complex analysis
Cost Included in SD Separate license
Usage Operational reporting Strategic analysis
💡When to Use Which
  • Use SIS for: Day-to-day operational reporting, quick sales analysis
  • Use BW for: Strategic analysis, cross-module reporting, large data volumes

SIS Configuration (SIS配置)

Customizing Path

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IMG → Logistics Information System (LIS) → Sales Information System (SIS)

Key Settings

Setting Description
Update Rules Define which fields update to LIS
Info Structures Define LIS table structures
Field Catalog Available fields for analysis
Reports Define standard reports

SIS Data Analysis Examples (SIS数据分析示例)

Customer Analysis Example

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Question: Who are our top 10 customers by revenue?

Process:
1. Run MC.1 (Customer Sales Analysis)
2. Selection: Sales Org = 1000, Year = 2024
3. Sort by Net Value (descending)
4. Display top 10 customers

Result:
  Customer A: $1,200,000
  Customer B: $950,000
  Customer C: $800,000
  ...

Material Analysis Example

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Question: Which products have declining sales?

Process:
1. Run MC.2 (Material Sales Analysis)
2. Selection: Sales Org = 1000, Year = 2023-2024
3. Display by month
4. Identify materials with downward trend

Result:
  Material X: Jan $50K → Dec $30K (decline)
  Material Y: Jan $40K → Dec $45K (growth)

Summary Diagram

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┌─────────────────────────────────────────────────────────┐
│              SALES INFORMATION SYSTEM                   │
├─────────────────────────────────────────────────────────┤
│                                                           │
│  Input: SD Documents                                     │
│  ┌────────┐ ┌────────┐ ┌────────┐ ┌────────┐           │
│  │ Orders │ │Deliveries│ │Billing│ │Returns │           │
│  └───┬────┘ └───┬────┘ └───┬────┘ └───┬────┘           │
│      └─────────┴──────────┴─────────┘                   │
│                      │                                  │
│                      ▼                                  │
│  Processing: Update Groups & Rules                      │
│  ┌──────────────────────────────────────┐              │
│  │ - Update Groups (01, 02, 03)        │              │
│  │ - Update Rules                       │              │
│  │ - Info Structures (S001, S002, S003) │              │
│  └──────────────────────────────────────┘              │
│                      │                                  │
│                      ▼                                  │
│  Storage: LIS Tables                                     │
│  ┌──────────────────────────────────────┐              │
│  │ S001: Order Data                     │              │
│  │ S002: Delivery Data                  │              │
│  │ S003: Billing Data                   │              │
│  └──────────────────────────────────────┘              │
│                      │                                  │
│                      ▼                                  │
│  Output: Reports & Analysis                             │
│  ┌──────────────────────────────────────┐              │
│  │ - MC.1: Customer Sales              │              │
│  │ - MC.2: Material Sales              │              │
│  │ - MC.3: Sales Office Performance    │              │
│  │ - Drill-down, Interactive, Export    │              │
│  └──────────────────────────────────────┘              │
│                                                           │
└─────────────────────────────────────────────────────────┘
  • [[08-Analysis/Lists-Reports]] → Lists and reports
  • [[08-Analysis/Business-Warehouse]] → Business Information Warehouse
  • [[08-Analysis/Practice-13-15-Analysis]] → Practice exercises
  • [[08-Analysis/Practice-13-15-Analysis]]

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Organizational Units Overview (组织单位概览)

ℹ️Scope
This note covers all organizational units relevant to Sales and Distribution in SAP ERP.

What are Organizational Units?

Organizational units in SAP represent the structure of an enterprise. They are legal entities and/or organizational units within a company.

💡Key Principle
Organizational units form the hierarchy for master data maintenance, document processing, and reporting.

SD Organizational Units (SD组织单位)

1. Company Code (公司代码)

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Company Code = Minimal organizational unit for external accounting
Attribute Description
Purpose Legal entity and independent accounting unit
Module Financial Accounting (FI)
Relationship One company code can have multiple sales organizations
Key Function Balance sheet and P&L statement generation
📌Assignment Rule
  • A sales organization can be assigned to ONLY ONE company code
  • A company code can have MULTIPLE sales organizations
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Company Code (1) ←─────── (N) Sales Organization

2. Sales Organization (销售组织)

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Sales Organization = Negotiates and sells products/services
Attribute Description
Purpose Responsible for distribution of goods and services to customers
Module Sales and Distribution (SD)
Assignment Must be assigned to exactly one company code
Distribution Channels Can have multiple distribution channels
Divisions Can have multiple product groups
Statistics Highest summary level in sales statistics
💡Usage Examples
  • Geographic: Sales Org US, Sales Org Germany
  • Product-based: Sales Org Electronics, Sales Org Clothing
  • Industry: Sales Org Wholesale, Sales Org Retail

3. Distribution Channel (分销渠道)

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Distribution Channel = Method of distributing goods to customers
Attribute Description
Purpose Differentiates distribution methods
Examples Wholesale, Retail, Direct Sales, Internet
Assignment Can be assigned to multiple sales organizations
💥Common Distribution Channels
  • 12: Resale/Wholesale (转售)
  • 10: Direct Sales (直销)
  • 20: Retail (零售)
  • 30: Internet (互联网)

4. Division / Product Group (产品组)

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Division = Groups products and services
Attribute Description
Purpose Groups materials and services for pricing, statistics
Examples - Vehicles, Parts, Services
Assignment Can be assigned to multiple sales organizations
📌Naming Note
  • Division = 产品组 in Chinese
  • Often refers to product lines or material groups
  • Used for customer-specific agreements and statistics

5. Sales Area (销售区域)

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Sales Area = Sales Organization + Distribution Channel + Division
Attribute Description
Composition Sales Org + Dist Channel + Division
Uniqueness Each SD document is assigned to exactly ONE sales area
Immutability Sales area assignment cannot be changed after document creation
Master Data Controls access to customer, material, and pricing data
⚠️Critical Rule
You cannot change the sales area of a document once created. This is because:
  • Master data access is controlled by sales area
  • Pricing conditions are sales area-specific
  • Many business rules depend on sales area

Shipping Organizational Units (装运组织单位)

6. Plant (工厂)

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Plant = Production location or distribution center
Attribute Description
Purpose Production location, distribution center, or maintenance location
Modules MM, PP, SD (cross-module)
Inventory Maintains material stock
Assignment Assigned to exactly one company code
SD Assignment Can be assigned to multiple sales org/dist channel combinations
📌Multi-Module Usage
  • MM: Plant is a stock location
  • PP: Plant is a production facility
  • SD: Plant is a delivery location (distribution center)
💡Plant Assignment in SD
  • A plant can deliver for multiple sales organizations
  • A sales organization can sell from multiple plants
  • This is a many-to-many relationship

7. Shipping Point (装运点)

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Shipping Point = Highest organizational unit for shipping activities
Attribute Description
Purpose Organizes and processes outbound deliveries
Examples Loading dock, rail freight station, goods receiving point
Assignment Assigned to one or more plants
Processing Each outbound delivery is processed by exactly ONE shipping point
⚠️Assignment Rule
  • Shipping points are assigned to plants (not directly to sales organizations)
  • Multiple shipping points can be assigned to one plant
  • One shipping point can serve multiple plants (if geographically close)

8. Storage Location (存储地点)

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Storage Location = Subdivision of plant for inventory management
Attribute Description
Purpose Differentiates stock locations within a plant
Examples - Raw materials, Finished goods, Consignment stock
Module Materials Management (MM)

Organizational Relationships Summary

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┌─────────────────────────────────────────────────────────┐
│                    Company Code                        │
│  ┌────────────┐  ┌────────────┐  ┌────────────┐       │
│  │ Sales Org 1│  │ Sales Org 2│  │ Sales Org 3│       │
│  │  + DC 12   │  │  + DC 20   │  │  + DC 12   │       │
│  │  + Div 00  │  │  + Div 02  │  │  + Div 08  │       │
│  └─────┬──────┘  └─────┬──────┘  └─────┬──────┘       │
│        │              │              │                 │
│        └──────────────┼──────────────┘                 │
│                       ▼                                │
│  ┌────────────┐  ┌────────────┐  ┌────────────┐       │
│  │  Plant 1   │  │  Plant 2   │  │  Plant 3   │       │
│  │  + SP 10   │  │  + SP 20   │  │  + SP 30   │       │
│  └────────────┘  └────────────┘  └────────────┘       │
└─────────────────────────────────────────────────────────┘

Legend:
  DC = Distribution Channel (分销渠道)
  Div = Division (产品组)
  SP = Shipping Point (装运点)

Key Assignment Rules

From To Cardinality Rule
Company Code Sales Organization 1:N One company can have many sales orgs
Sales Organization Company Code N:1 Sales org belongs to exactly one company
Sales Organization Distribution Channel 1:N Sales org can have many distribution channels
Distribution Channel Sales Organization N:M Can be shared across sales orgs
Sales Organization Division 1:N Sales org can have many divisions
Division Sales Organization N:M Can be shared across sales orgs
Sales Org + DC + Division Sales Area - Defines the sales area
Plant Company Code N:1 Plant belongs to exactly one company
Plant Sales Organization N:M Many-to-many relationship
Shipping Point Plant N:M Can serve multiple plants

Best Practices

💡Keep It Simple
  • Simple organizational structures are better than complex ones
  • Complexity increases master data maintenance overhead
  • Use master data fields for reporting instead of creating many org units
  • Consider: Do you really need separate sales orgs or can divisions work?
⚠️Common Mistakes
  • ❌ Creating separate sales orgs just for reporting (use divisions instead)
  • ❌ Creating too many sales areas (difficult to maintain master data)
  • ✅ Use sales organizations for major business divisions
  • ✅ Use distribution channels for different sales approaches
  • ✅ Use divisions for product line differentiation
  • [[01-Enterprise-Structure/Sales-Area-Structure]] → Sales area details
  • [[01-Enterprise-Structure/Shipping-Structure]] → Shipping structure details
  • [[01-Enterprise-Structure/IDES-Company-Structure]] → IDES example
  • [[01-Enterprise-Structure/Practice-01-Org-Structure]] → Practice exercises
  • [[01-Enterprise-Structure/Practice-01-Org-Structure]]

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ATP Basics (可用性检查基础)

ℹ️Scope
This note covers the Available-to-Promise (ATP) logic and availability checking in SD.

What is Availability Check?

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Availability Check = Checking if requested material is available on requested date

Availability check answers: Can we deliver the customer’s order on time?

ATP Logic (ATP逻辑)

Basic Formula

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ATP Quantity = Warehouse Stock + Planned Receipts - Planned Issues

ATP Components

Component Description Examples
Warehouse Stock Physical stock in plant/storage location Unrestricted-use stock
Planned Receipts Incoming stock movements Purchase orders, Production orders, Inbound deliveries
Planned Issues Outgoing stock movements Sales orders, Deliveries, Requisitions

ATP Calculation Example

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Initial Situation:
  Warehouse Stock: 100 units
  Purchase Orders (incoming): 50 units
  Sales Orders (outgoing): 30 units

ATP Calculation:
  ATP = 100 + 50 - 30 = 120 units available

New Order: Customer requests 40 units
  Check: 40 ≤ 120? YES
  Result: Order can be confirmed

Updated ATP:
  ATP = 100 + 50 - (30 + 40) = 80 units

Checking Group vs Checking Rule (检查组 vs 检查规则)

Checking Group (检查组)

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Checking Group = Material-specific availability check settings
Attribute Description
Scope Material-specific (defined in material master)
Control How availability check is performed for this material
Examples - Daily check, Weekly check, Individual requirements
💡Checking Group Assignment
  • Checking group is assigned to material master (sales view)
  • Multiple materials can share same checking group
  • Controls inclusion of stock and receipts

Checking Rule (检查规则)

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Checking Rule = Transaction-specific availability check settings
Attribute Description
Scope Transaction-specific (defined in sales order type, delivery type)
Control How availability check is performed for this transaction
Examples - Sales order check, Delivery check, RP check
💡Checking Rule Assignment
  • Checking rule is assigned to sales order type, delivery type
  • Different rules for different business processes
  • Controls scope of check (what to include/exclude)

Combination Effect

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Checking Group (Material) + Checking Rule (Transaction) = Complete Check
Combination Result
Material A + Sales Order Check ATP check for order of Material A
Material A + Delivery Check ATP check for delivery of Material A
Material B + Sales Order Check ATP check for order of Material B

Availability Check Procedure (可用性检查流程)

Check Sequence

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┌─────────────────────────────────────────────────────────┐
│              AVAILABILITY CHECK SEQUENCE                │
├─────────────────────────────────────────────────────────┤
│ 1. Enter sales order item                                │
│    ↓                                                      │
│ 2. System reads checking group (from material master)    │
│    + checking rule (from order type)                     │
│    ↓                                                      │
│ 3. Calculate ATP quantity                                │
│    ├─ Include: Warehouse stock                          │
│    ├─ Include: Planned receipts (POs, PROs)             │
│    └─ Include: Planned issues (other orders)            │
│    ↓                                                      │
│ 4. Compare requested quantity vs. ATP quantity           │
│    ↓                                                      │
│ 5. If sufficient: Confirm full quantity                  │
│    If insufficient:                                       │
│    ├─ Partial delivery: Confirm available quantity      │
│    ├─ Backorder: Confirm later date                      │
│    └─ No confirmation: Reject order                     │
│    ↓                                                      │
│ 6. Update ATP quantity                                   │
│    ├─ Reduce ATP by confirmed quantity                  │
│    └─ Reserve stock for this order                      │
└─────────────────────────────────────────────────────────┘

Confirmation Categories (确认类别)

Confirmation Types

Type Code Description
Full Confirmation - Full quantity on requested date
Partial Confirmation - Partial quantity on requested date, remainder later
Backorder - Full quantity on later date
No Confirmation - Cannot confirm (customer decision)

Schedule Line Categories (计划行类别)

Category Description Usage
CP No availability check No ATP check performed
CN Not relevant Not relevant for ATP
CT Delivery selection Individual delivery selection
CS Goods issue No ATP check

Special Business Scenarios (特殊业务场景)

Make-to-Order (按订单生产)

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Make-to-Order = Product produced specifically for customer order
Attribute Description
Strategy Individual requirements (strategy 20)
ATP Scope Check only for this order (no shared stock)
Linkage Sales order linked to production order
Inventory No general stock, only order-specific stock

Make-to-Stock (按库存生产)

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Make-to-Stock = Product produced for general stock
Attribute Description
Strategy Planned independent requirements (strategy 10)
ATP Scope Check against general stock
Linkage Sales order not linked to production
Inventory General stock shared by all orders

Rush Orders (紧急订单)

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Rush Order = Immediate delivery required
Attribute Description
Procedure Check current stock, ignore future receipts
Logic ATP = Warehouse stock - Planned issues
Result Confirms only what’s currently available

ATP in Delivery (交货时的可用性检查)

Delivery ATP Check

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Delivery ATP = Final confirmation before goods issue
Difference from Order Check Description
Timing At delivery creation (not order entry)
Scope More accurate (other orders may have been created)
Result Can change order confirmation
Action May create picking, shipping documents

Stages

Stage Check Action
Order Entry Preliminary check Tentative confirmation
Delivery Creation Final check Definitive confirmation
Picking Physical check Verify physical availability
Goods Issue Stock posting Inventory reduction

Rescheduling (重新计划)

What is Rescheduling?

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Rescheduling = Moving delivery dates based on availability changes

Rescheduling Process

Step Description
1. ATP situation changes (new receipts, issues)
2. System runs rescheduling program
3. Proposes new dates based on ATP
4. User accepts/rejects proposals

Customizing Availability Check (定制可用性检查)

Key Settings

Setting Description Location
Define Checking Groups Material-specific check settings IMG → SD → Basic Functions → Availability Check
Define Checking Rules Transaction-specific check settings IMG → SD → Basic Functions → Availability Check
Define Scope of Check What to include in ATP calculation IMG → SD → Basic Functions → Availability Check
Define Procedure Confirmation logic IMG → SD → Basic Functions → Availability Check

Summary Diagram

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┌─────────────────────────────────────────────────────────┐
│                 ATP CALCULATION                         │
├─────────────────────────────────────────────────────────┤
│                                                           │
│  ATP = Warehouse Stock + Planned Receipts - Planned Issues
│                                                           │
│  ┌──────────────┐    ┌──────────────┐    ┌─────────────┐│
│  │  Warehouse   │    │   Planned     │    │   Planned   ││
│  │    Stock     │    │  Receipts     │    │   Issues    ││
│  ├──────────────┤    ├──────────────┤    ├─────────────┤│
│  │ - Unrestricted│    │ - POs        │    │ - Orders    ││
│  │ - Quality    │    │ - PROs       │    │ - Deliveries││
│  │ - Consignment│    │ - Inbound    │    │ - Requisitions│
│  └──────────────┘    └──────────────┘    └─────────────┘│
│         │                    │                    │        │
│         └────────────────────┴────────────────────┘        │
│                              │                             │
│                              ▼                             │
│                    ┌───────────────┐                      │
│                    │  ATP Quantity │                      │
│                    └───────────────┘                      │
│                              │                             │
│                              ▼                             │
│              ┌──────────────────────────────┐            │
│              │  Compare: Requested vs ATP   │            │
│              └──────────────────────────────┘            │
│                              │                             │
│                    ┌─────────┴─────────┐                  │
│                    ▼                   ▼                  │
│            ┌──────────────┐    ┌──────────────┐          │
│            │ Sufficient   │    │ Insufficient │          │
│            │ → Confirm    │    │ → Partial/   │          │
│            │   Full Qty   │    │   Backorder  │          │
│            └──────────────┘    └──────────────┘          │
│                                                           │
└─────────────────────────────────────────────────────────┘
  • [[05-Availability-Check/Business-Scenarios]] → Sample business scenarios
  • [[05-Availability-Check/Transportation]] → Transportation processing
  • [[05-Availability-Check/Practice-08-09-Availability]] → Practice exercises
  • [[06-Make-to-Order/Presales-Processing]] → Make-to-order processing
  • [[05-Availability-Check/Practice-08-09-Availability]]

发表于 更新于 分类于 ， ， 本文字数： 1.6k 阅读时长 ≈ 6 分钟

Practice 08-09: Availability Check & Transportation (练习8-9: 可用性检查与运输)

ℹ️Exercise Objectives
  • Understand ATP logic and availability check procedures
  • Understand transportation processing in SD

Part 1: Availability Check (可用性检查)

Q1: ATP Logic (ATP逻辑)

Question 1.1: 什么是ATP？ATP计算的公式是什么？

📌Hint
ATP = Available to Promise，考虑库存、收货和发货
📌Answer (查看答案)
Answer:
  • ATP = Available to Promise（可用量承诺）
  • 公式: ATP = 仓库库存 + 计划收货 - 计划发货
  • 用于确定是否能够按客户要求日期交货

Question 1.2: 以下哪些项目包含在ATP计算中？

项目 是否包含 说明
非限制使用库存
质量检验库存
在途库存
采购订单
生产订单
销售订单
交货单
📌Hint
考虑哪些是可用库存、收货和发货
📌Answer (查看答案)
Answer:
项目 是否包含 说明
非限制使用库存 ✅ 包含 可直接使用的库存
质量检验库存 ❌ 不包含 检验中，不可用
在途库存 ❌ 不包含 尚未到达
采购订单 ✅ 包含 计划收货
生产订单 ✅ 包含 计划收货
销售订单 ❌ 不包含 计划发货（减少ATP）
交货单 ❌ 不包含 计划发货（减少ATP）

Q2: Checking Group vs Checking Rule (检查组 vs 检查规则)

Question 2.1: 检查组(Checking Group)和检查规则(Checking Rule)有什么区别？

📌Hint
一个是物料特定的，一个是交易特定的
📌Answer (查看答案)
Answer:
  • 检查组: 物料特定的可用性检查设置，定义在物料主记录中
  • 检查规则: 交易特定的可用性检查设置，定义在销售订单类型、交货类型中
  • 两者结合决定如何执行可用性检查

Question 2.2: 检查组在哪个物料主记录视图中定义？

📌Hint
思考SD相关的物料视图
📌Answer (查看答案)
Answer: 在物料主记录的销售视图中定义

Question 2.3: 检查规则在哪里定义？

📌Hint
与销售单据类型相关
📌Answer (查看答案)
Answer: 在销售订单类型和交货类型的配置中定义

Q3: ATP Calculation (ATP计算)

Question 3.1: 计算ATP数量

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当前情况:
  仓库库存: 200 单位
  采购订单 (收货): 100 单位
  销售订单 (发货): 80 单位
  交货单 (发货): 50 单位

请计算ATP数量
📌Hint
ATP = 仓库库存 + 计划收货 - 计划发货
📌Answer (查看答案)
Answer:
ATP = 200 + 100 - 80 - 50 = 170 单位

Question 3.2: 如果新客户订单要求100单位，系统能否完全确认？

📌Hint
比较100和ATP数量
📌Answer (查看答案)
Answer:
能，因为 100 ≤ 170
确认后的新ATP = 170 - 100 = 70 单位

Question 3.3: 如果新客户订单要求200单位，系统会如何处理？

📌Hint
部分交货选项
📌Answer (查看答案)
Answer:
  • 如果允许部分交货: 确认170单位，剩余30单位后续交货
  • 如果要求完全交货: 无法确认，需要检查未来收货

Q4: Make-to-Order vs Make-to-Stock (按订单生产 vs 按库存生产)

Question 4.1: 按订单生产和按库存生产的ATP检查有什么区别？

📌Hint
考虑库存是否共享
📌Answer (查看答案)
Answer:
  • 按库存生产: ATP检查针对一般库存，所有订单共享库存
  • 按订单生产: ATP检查针对该订单的专项需求，不共享库存

Question 4.2: 以下情况应该使用哪种生产策略？

业务场景 生产策略
标准产品，大量库存
定制产品，客户特定
需要特殊配置的产品
📌Hint
思考产品是标准化还是定制化
📌Answer (查看答案)
Answer:
业务场景 生产策略
标准产品，大量库存 按库存生产
定制产品，客户特定 按订单生产
需要特殊配置的产品 按订单生产

Part 2: Transportation Processing (运输处理)

Q5: Transportation Planning (运输计划)

Question 5.1: 什么是运输单据(Shipment)？

📌Hint
多个交货单的组合
📌Answer (查看答案)
Answer:
运输单据是将多个交货单组合在一起进行运输的凭证，用于:
  • 优化运输资源利用
  • 计划运输路线
  • 跟踪运输状态

Question 5.2: 运输单据包含哪些关键信息？

📌Hint
考虑运输相关的基本要素
📌Answer (查看答案)
Answer:
  • 运输日期和时间
  • 运输路线
  • 承运商(运输公司)
  • 运输方式(卡车、铁路、空运等)
  • 包含的交货单列表

Question 5.3: 创建运输单据的事务代码是什么？

📌Hint
VT开头的事务代码
📌Answer (查看答案)
Answer: VT01N (创建运输单据)

Q6: Shipment Types (运输类型)

Question 6.1: 常见的运输类型有哪些？

📌Hint
思考不同的运输方式
📌Answer (查看答案)
Answer:
  • 标准运输: 普通货物运送
  • 紧急运输: 加急运送
  • 退货运输: 退货物品的运输
  • 集运: 多个小订单合并运输

Question 6.2: 运单(Shipment)和交货单(Delivery)的关系是什么？

📌Hint
一对多关系
📌Answer (查看答案)
Answer:
  • 一个运单可以包含多个交货单
  • 一个交货单只能分配给一个运单
  • 运单是交货单的集合，用于批量运输

Q7: Transportation Stages (运输阶段)

Question 7.1: 运单的典型处理流程是什么？

📌Hint
从计划到完成
📌Answer (查看答案)
Answer:
  1. 创建运单: 选择要包含的交货单
  2. 计划: 分配承运商、路线、运输方式
  3. 装运: 货物装车
  4. 运输: 在途中
  5. 到达: 目的地到达
  6. 确认: 完成运输确认

Question 7.2: 运输阶段(Stage)是什么？

📌Hint
运输路线的细分
📌Answer (查看答案)
Answer:
运输阶段是运单路线的细分，例如:
  • ** Leg 1**: 工厂 → 中转仓库
  • ** Leg 2**: 中转仓库 → 目的地

Summary (总结)

📌Key Takeaways
  • ATP公式: ATP = 仓库库存 + 计划收货 - 计划发货
  • 检查组: 物料主记录中定义，控制物料级别的ATP行为
  • 检查规则: 单据类型中定义，控制交易级别的ATP行为
  • 按订单生产: 库存不共享，专用于该订单
  • 按库存生产: 库存共享，所有订单竞争库存
  • 运单: 多个交货单的组合，用于批量运输
  • 运输阶段: 运输路线的细分，可以包含多个路段
  • [[05-Availability-Check/ATP-Basics]] → ATP basics
  • [[05-Availability-Check/Business-Scenarios]] → Business scenarios
  • [[05-Availability-Check/Transportation]] → Transportation processing
  • [[02-Process-Overview/Shipping-Processing]] → Shipping processing

发表于 更新于 分类于 ， ， 本文字数： 1k 阅读时长 ≈ 4 分钟

Complaint Processing (投诉处理)

ℹ️Scope
This note covers complaint processing in SD: credit memos, returns, and invoice corrections.

Complaint Types (投诉类型)

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Complaint = Customer complaint about product, service, or billing
Type Document Type Goods Movement Purpose
Credit Memo CR No goods movement Financial credit without return
Returns RE Goods returned Customer returns products
Invoice Correction RK No goods movement Correct billing errors

Credit Memo Request (贷项凭证请求)

What is Credit Memo?

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Credit Memo = Financial credit to customer without goods return

Usage Scenarios

Scenario Description
Price too high Customer was overcharged
Damaged goods Customer keeps damaged goods, receives credit
Discount missed Customer entitled to discount not given
Goodwill Credit to maintain customer relationship

Process Flow

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┌─────────────────────────────────────────────────────────┐
│              CREDIT MEMO PROCESS                        │
├─────────────────────────────────────────────────────────┤
│ 1. Create Credit Memo Request (CR)                       │
│    ├─ T-Code: -                                         │
│    ├─ Reference: Original sales order/delivery          │
│    └─ Enter: Reason, amount, items                      │
│    ↓                                                      │
│ 2. System performs checks                                │
│    ├─ Price determination                               │
│    ├─ Credit management check                           │
│    └─ Billing block (if applicable)                     │
│    ↓                                                      │
│ 3. Approve credit memo request                           │
│    └─ Remove billing block                              │
│    ↓                                                      │
│ 4. Create Credit Memo (billing document)                 │
│    ├─ T-Code: VF01                                      │
│    ├─ Type: G2 (Credit Memo)                            │
│    └─ Posts to FI                                       │
│    ↓                                                      │
│ 5. FI Posting                                            │
│    ├─ Debit: Revenue account (reduction)                │
│    ├─ Credit: Customer account (reduction)              │
│    └─ Customer receives credit                          │
└─────────────────────────────────────────────────────────┘

Credit Memo Request Fields

Field Description
Order Reason Reason for credit (e.g., price correction)
Reference Original billing document (if applicable)
Pricing Date Date for price determination
Billing Block Blocks automatic billing until approved

Returns Processing (退货处理)

What is Returns?

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Returns = Customer returns products, receives credit

Usage Scenarios

Scenario Description
Defective product Product doesn’t work as expected
Wrong product Customer received wrong items
No longer needed Customer wants to return unused items
Warranty claims Product failed under warranty

Process Flow

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┌─────────────────────────────────────────────────────────┐
│                 RETURNS PROCESS                         │
├─────────────────────────────────────────────────────────┤
│ 1. Create Returns Order (RE)                             │
│    ├─ T-Code: -                                         │
│    ├─ Reference: Original sales order                   │
│    ├─ Enter: Return reason, items, quantities           │
│    └─ Item category: REN (Returns)                      │
│    ↓                                                      │
│ 2. Create Return Delivery                                │
│    ├─ T-Code: VL01N                                     │
│    ├─ Shipping point determined                         │
│    └─ Picking not required (goods coming back)          │
│    ↓                                                      │
│ 3. Goods Receipt (Physical Returns)                      │
│    ├─ T-Code: VL02N                                     │
│    ├─ Post goods receipt                                │
│    ├─ Increases inventory (returns stock)               │
│    └─ Inspection may be required                        │
│    ↓                                                      │
│ 4. Create Credit Memo (Billing)                          │
│    ├─ T-Code: VF01                                      │
│    ├─ Type: G2 (Credit Memo) or RE (Returns)            │
│    └─ Posts to FI                                       │
│    ↓                                                      │
│ 5. FI Posting                                            │
│    ├─ Customer account credited                         │
│    ├─ Revenue reversed                                  │
│    └─ Returns stock accounted for                       │
└─────────────────────────────────────────────────────────┘

Returns-Specific Fields

Field Description
Return Reason Why customer is returning (e.g., defective)
Return Item Category REN (standard returns item)
Movement Type 651 (Returns receipt)
Stock Type Returns stock (needs inspection)

Returns Stock Processing

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Physical Return → Returns Stock → Inspection → Usable Stock
Stock Type Description
Returns Stock Initial receipt, blocked for use
Quality Inspection Under quality inspection
Unrestricted After inspection, can be used/sold
Scrapped Damaged beyond repair

Invoice Correction Request (发票校正请求)

What is Invoice Correction?

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Invoice Correction = Correct billing errors with debit and credit items

Usage Scenarios

Scenario Description
Wrong quantity Billed 10, should be 8
Wrong price Price per unit incorrect
Wrong material Wrong item on invoice
Combination errors Multiple billing errors

Process Flow

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┌─────────────────────────────────────────────────────────┐
│          INVOICE CORRECTION REQUEST PROCESS             │
├─────────────────────────────────────────────────────────┤
│ 1. Create Invoice Correction Request (RK)                │
│    ├─ T-Code: -                                         │
│    ├─ Reference: Original billing document              │
│    └─ System creates debit and credit items            │
│    ↓                                                      │
│ 2. Enter Correction Data                                 │
│    ├─ Original item (to be corrected)                   │
│    ├─ Correct quantity/price                            │
│    └─ System calculates difference                     │
│    ↓                                                      │
│ 3. System Line Items                                    │
│    ├─ Credit item: Original wrong quantity/price        │
│    ├─ Debit item: Correct quantity/price                │
│    └─ Net effect: Customer charged difference           │
│    ↓                                                      │
│ 4. Approve and Create Invoice                            │
│    ├─ Remove billing block                              │
│    ├─ T-Code: VF01                                      │
│    └─ Creates invoice with both debit and credit        │
│    ↓                                                      │
│ 5. FI Posting                                            │
│    ├─ Debit: Additional amount (if price increased)     │
│    ├─ Credit: Reduced amount (if price decreased)       │
│    └─ Net effect corrects original error               │
└─────────────────────────────────────────────────────────┘

Invoice Correction Example

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Original Invoice:
  Item 10: Material A, Quantity 10, Price $100 = $1000

Correction Needed:
  Customer only received 8 units

Invoice Correction Request:
  Credit Item: 10 units × $100 = $1000 (reverse original)
  Debit Item: 8 units × $100 = $800 (correct amount)
  Net Effect: Customer receives $200 credit

Result:
  Final billed amount: $800 (correct)

Invoice Correction vs Credit Memo

Aspect Invoice Correction Credit Memo
Reference Original invoice required No reference required
Line Items Both debit and credit Only credit
Usage Correct billing errors General credits
Transparency Shows original + correction Single credit amount

Document Types Comparison (单据类型比较)

Document Type Code Has Goods Movement Has Billing Typical Usage
Credit Memo Request CR No Yes Financial credit only
Returns Order RE Yes (receipt) Yes Physical returns
Invoice Correction RK No Yes Correct billing errors

Complaint Processing in Document Flow (文档流中的投诉处理)

Flow Examples

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Original Sale:
  Sales Order (OR) → Delivery → Billing (F2)

Complaint Scenarios:
  1. Credit Memo: Sales Order (CR) → Billing (G2)
  2. Returns: Sales Order (RE) → Return Delivery → Billing (G2)
  3. Invoice Correction: Sales Order (RK) → Billing (Corrected)

Document Flow for Returns

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┌─────────────────────────────────────────────────────────┐
│              DOCUMENT FLOW - RETURNS                    │
├─────────────────────────────────────────────────────────┤
│                                                           │
│  Original Sale:              Complaint:                  │
│  ┌───────────┐               ┌───────────┐              │
│  │Sales Order│───────────────│Returns    │              │
│  │   (OR)    │  Reference    │ Order (RE)│              │
│  └───────────┘               └─────┬─────┘              │
│       │                             │                   │
│       ▼                             ▼                   │
│  ┌───────────┐               ┌───────────┐              │
│  │Delivery   │               │Return     │              │
│  │           │───────────────│Delivery   │              │
│  └─────┬─────┘  Document    │           │              │
│        │      Flow           └─────┬─────┘              │
│        ▼                             │                   │
│  ┌───────────┐                       │                   │
│  │Billing    │                       ▼                   │
│  │   (F2)    │                ┌───────────┐             │
│  └───────────┘                │Credit     │             │
│                               │Memo (G2)  │             │
│                               └───────────┘             │
│                                                           │
└─────────────────────────────────────────────────────────┘

Complaint Processing Integration (投诉处理集成)

SD → MM Integration

Process MM Impact
Credit Memo No MM impact
Returns Goods receipt increases stock
Invoice Correction No MM impact

SD → FI Integration

Process FI Impact
Credit Memo Reverse revenue, credit customer
Returns Reverse revenue, credit customer
Invoice Correction Adjust revenue, adjust customer balance

Best Practices (最佳实践)

💡Choosing the Right Complaint Type
  • Use Credit Memo when no goods are involved (price corrections, goodwill)
  • Use Returns when physical goods are returned
  • Use Invoice Correction when original invoice has errors
⚠️Common Mistakes
  • ❌ Using credit memo when goods should be returned
  • ❌ Using returns for financial-only corrections
  • ✅ Match complaint type to business scenario
📌Approval Process
  • Most complaints require approval before billing
  • Billing block prevents automatic posting
  • Credit management checks apply to complaints
    | - Returns may require quality inspection

Summary Diagram

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┌─────────────────────────────────────────────────────────┐
│              COMPLAINT PROCESSING                       │
├─────────────────────────────────────────────────────────┤
│                                                           │
│  Customer Complaint                                       │
│         │                                                 │
│         ▼                                                 │
│  ┌─────────────────────────────────────┐                │
│  │   What type of complaint?           │                │
│  └─────────────────────────────────────┘                │
│         │                            │                    │
│    ┌────┴────┐                ┌──────┴──────┐            │
│    ▼         ▼                ▼             ▼            │
│ Financial  Physical          Billing       Other        │
│ Credit    Return           Error         Issues         │
│    │         │                │             │            │
│    ▼         ▼                ▼             ▼            │
│ Credit    Returns        Invoice        Contact        │
│ Memo      Order          Correction     Creditor       │
│ (CR)      (RE)            (RK)          Dept           │
│    │         │                │             │            │
│    │         ▼                ▼             │            │
│    │     Return          Corrected        │            │
│    │     Delivery        Invoice          │            │
│    │         │                │             │            │
│    │         ▼                ▼             │            │
│    └────► Credit ◄──────── Credit ◄───────┘            │
│            Memo            Memo                        │
│           (G2)             (G2)                         │
│                                                           │
└─────────────────────────────────────────────────────────┘
  • [[07-Complaints/Returns]] → Returns processing
  • [[07-Complaints/Invoice-Correction]] → Invoice correction details
  • [[02-Process-Overview/SD-Process-Chain]] → Standard sales process
  • [[07-Complaints/Practice-12-Complaints]] → Practice exercises
  • [[07-Complaints/Practice-12-Complaints]]

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SD Process Chain (SD流程链)

ℹ️Scope
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
💡Quotation Expiry
  • 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
📌Sales Order Functions
When a sales order is created, the system performs:
  1. Price Determination: Calculates prices based on condition records
  2. Availability Check: Checks if material is available (ATP)
  3. Credit Check: Checks customer credit limit
  4. Scheduling: Calculates delivery dates and scheduling dates
  5. Shipping Point Determination: Determines which shipping point will deliver
  6. 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
📌Delivery Processing Steps
Sequence of delivery activities:
  1. Create Delivery: From sales order or manually
  2. Picking: Identify and collect materials from storage
  3. Packing (optional): Group items into shipping units
  4. Post Goods Issue: Reduces inventory, creates financial documents
  5. 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)
⚠️Critical Point
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 Recognition
  • 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
💡Document Flow Display
  • 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)
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)
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

Cash Sale

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Sales Order → Immediate Delivery → Immediate Billing

Rush Order

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Sales Order → Immediate Delivery → Later Billing

Returns (RE)

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Return Order → Return Delivery → Credit Memo

Credit Memo Request (CR)

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CR Request → Credit Memo (No goods movement)

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]]
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