Process Understanding Questionnaires in Sales and Distribution

Process Understanding Questionnaires in
Sales and Distribution
This questionnaire is a tool that you can use to collect information about
Page 1 of 7
your business that will be useful for tailoring the R/3 System to your
business needs. You will need Microsoft Word for Windows to work with
this document. Enter your answers in the fields after the questions, using
the tab key to move from field to field. You may save and later change
your answers in this questionnaire just as you would with any other Word
document.
1. Enterprise Structure
1. To what markets (distribution channels) do you sell? (Retail, Wholesale,
etc).
2. Do you have more than one sales person responsible per customer?
3. What warehouses, production sites (Plants) do you have?
4. What are the storage locations at each Plant?
2. Master Data
2.1 Logistics Business Partners
1. What kinds of business partners do you have?
2. Do customers have multiple ship-tos and payers? If yes, how do you
choose?
2.2 SD Business Partners
1. Define the following optional Sales information breakdowns that may be
used for reporting.
2. Do you record contact-person information for your customers?
3. Do you record sales employee information in your customer table?
2.3 SD Materials
1. Today, what information does your material master feed to the sales
order process?
2. Do you use Bills of Materials? If yes, do you price at the header or
component level?
3. Do you have Configure-to-Order materials?
4. Do you sell any of your material in batches?
Page 2 of 7
3. Basics Functions
3.1 Pricing Condition Processing
1. What Master Data combinations do you base your pricing on?
2. Do you have multiple prices and discounts for a customer, and require
the system to search the combination of all-eligible prices and discounts
and give the customer the best or lowest price?
3. Do you require the system to accumulate the amounts for certain
conditions (like discounts) and de-activate the discount once a specified
maximum value has been reached? (Tracking Cumulative values)
4. Do your prices include Sales Tax?
5. Do you offer discounts to your customers? If so, what are they based
on?
6. What date is pricing based on?
7. Do your customers have large, complex buying structures that you wish
to price and discount according to? For example, a large retail company
might send out purchase orders from different buying offices, so that you
could set up a customer-hierarchy and offer discounts and prices based
on the level to which the buying party belongs.
8. What is your method of taxation?
3.2 Account Assignment
1. How do you determine which General Ledger account should be posted
for Revenue?
2. Do you also post to Business Areas (product groups) for internal
reporting? If yes, how?
3. Please list the revenue accounts:
A) What accounts do you use to post sales deductions (discounts)?
B) What Account do you use to Post Freight?
C) What accounts do you use to post tax?
D) What account do you use to post rebates?
4. Do you require the interface link from SD to COPA?
3.3 Availability Check
1. Do you perform an availability check against on the basis of Available
to Promise quantities? If Yes, for what types of Materials?
2. For your different types of materials, decide what to include in your
availability check:
Stocks to include:
Page 3 of 7
3. What Inward and Outward Movements should be included?

3.4 Output
1. What master data fields do you use to determine what output to send?
2. What type of output do you send?
3.5 Material Determination

1. f a product is packaged differently for a special event (e.g.,
Thanksgiving), do you want the system to automatically substitute the
special packaging when the product is ordered?
2. Do you want the substituted product to be listed as a sub-item to the
originally ordered product or should the substituted product completely
replace the original product?
3.6 Credit Processing
1. Describe how your credit will be monitored?
2. During which stages of the sales cycle will you perform a credit check?
3. Do you want the credit check performed during entrance of each line
item or only when the document is saved?
4. What is your policy when a customer fails credit? Do you block the
order? Delivery?
3.7 Serial Numbers
1. Do you have serial numbers for your materials (e.g., model number)?
2. When do you want the system to assign serial numbers?
3. Do you want the system to assign serial numbers automatically or
manually?
4. Sales
4.1 Inquiry / Quotation Processes
1. What kind of information is collected for Inquiries & Quotes?
4.2 Sales Order Processing
1. How do you receive orders?
2. How do you determine/select a customer at sales order entry?
3. For sales documents, what information do you consider required and
would like to appear on an in-completion log if missing?
Page 4 of 7
4.3 Free of Charge Orders

1. On certain types of orders, do you not charge for material?
2. Do these orders require separate order types (for example, samples
and donations)?
4.4 Rush Orders
1. Are there occasions when the delivery should be created as the order is
created?
2. Should an availability check take place?
3. Will you price differently for rush orders?
4.5 Cash Orders

1. Do customers place and pick up orders at your location and require
immediate receipt of a printed invoice?
2. Will you price differently for cash orders?
4.6 Credit Card Orders
1. Do you accept credit cards as payment verification when a customer
places an order or receives a delivery?
4.7 Returnable packaging & Returns
1.Do you accept returns without return goods authorization?
2.What return documents are provided to customers?
3.Do you track packing material at the customer location? (e.g., Skids,
containers, etc.)
4.Do customers notify you when they intend to return the packing material?
4.8 Stock Transfer Processing

1.What type of stock is inventoried?
2.Should stock transfers be generated automatically?
3.Are multiple transfer order types used? What type of transfer is taking
place?
4.How will picking and goods issue be posted?
5.Is this a transfer from one storage location to another or from plant to
plant?
6.How will the transfer appear in the stock balance?
4.9 Make to Order Production
1.In the production planning process, what is the strategy for consuming
Page 5 of 7
inventory?
2.How does the product look and act in the sales order process?
3.Are the bills of material simple in structure (having one level) or are they
complex (having multiple levels)?
5.Delivery Processing
1.If you have multiple plants, how do you determine what plant a product
is delivered from?
2.Do your customers allow the combination of multiple orders into single
deliveries?
3.Do you check the availability of product during delivery time?
4.What picking process activities do you perform?
5.What shipping documents are generated?
6.When you schedule a delivery, is it specified per ?
7.For the delivery document, what information do you consider required
and would like to appear on an in-completion log if missing?
8.How do you determine your Pick/Pack time?
9.What types of text do you require on your Delivery Documents?
10.How and at what point in time do you reduce inventory when a
customer delivery has been made?
6. Billing / Invoicing
1.Do you centralize or decentralize invoice processing? Please explain:
2.Do you split invoices?
For example, if a single invoice is for multiple product divisions, will
multiple invoices be generated by separating on the divisions?
3.How are the billing documents generated, by delivery document, soldto, or some other variable?
4.How do you recognize price changes that occur between the Sales Order
and Billing time frame?
5.For the billing document, what information do you consider required and
would like to appear on an in-completion log if missing?
6.What information fields are required on your lists of deliveries due for
billing (Billing Due List)?
Page 6 of 7
7. Credit/Debit Memo
1.What types of adjustments are made?
2.How are output documents generated?
3.Do your debit and credit memos need to go through an approval
process?
8. Reporting
1.What are the critical reports generated in each of the following areas:
a) Sales order Processing
b) Pricing
c) Billing
d) Shipping
2.What on-line (screen) reports are used for daily work (daily reporting)?
Page 7 of 7

Process Understanding Questionnaires in Sales and Distribution

Uploaded by

Copyright:

Available Formats

Process Understanding Questionnaires in Sales and Distribution

Uploaded by

Document Information

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Process Understanding Questionnaires in Sales and Distribution

Uploaded by

Copyright:

Available Formats

Process Understanding Questionnaires in

Sales and Distribution

3. What Inward and Outward Movements should be included?

3.5 Material Determination

4.3 Free of Charge Orders

4.5 Cash Orders

4.8 Stock Transfer Processing

You might also like