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S4650
Cross-Functional Topics in SAP
S/4HANA Sales
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PARTICIPANT HANDBOOK
INSTRUCTOR-LED TRAINING
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Course Version: 26
Course Duration: 3 Day(s)
Material Number: 50165069
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American English is the standard used in this handbook.
The following typographic conventions are also used.
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[email protected]Contents
vii Course Overview
1 Unit 1: Organizational Structures
3 Lesson: Creating Organizational Elements
11 Lesson: Applying Shared Master Data and Cross-Division Sales
17 Unit 2: Copy Control
19 Lesson: Understanding the Concept of Copy Control
23 Lesson: Modifying Copy Control for Sales Documents
27 Lesson: Analyzing Copy Control for Delivery Documents
29 Lesson: Analyzing Copy Control for Billing Documents
35 Unit 3: Text Control
37 Lesson: Identifying Text Sources
39 Lesson: Configuring Text Control
51 Unit 4: Output Control
53 Lesson: Configuring SAP S/4HANA output management
59 Lesson: Using Output Determination with Condition Technique
67 Lesson: Understanding Basic Principles of Processing Printed
Output
81 Unit 5: Material Master Record Field Selection
83 Lesson: Describing the Concept of Field Selection for Material
Master Records
89 Lesson: Defining Field References for Material Master Records
99 Unit 6: Enhancements and Modifications
101 Lesson: Using Enhancement Technology
105 Lesson: Performing System Modifications Using Classic
Enhancement Technology
113 Lesson: Performing System Modifications Using the Enhancement
Framework
117 Lesson: Adding New Fields
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[email protected]Course Overview
TARGET AUDIENCE
This course is intended for the following audiences:
● Application Consultant
● Business Process Architect
● Business Process Owner/Team Lead/Power User
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[email protected] UNIT 1 Organizational Structures
Lesson 1
Creating Organizational Elements 3
Lesson 2
Applying Shared Master Data and Cross-Division Sales 11
UNIT OBJECTIVES
● Use organizational elements
● Apply shared master data and cross-division sales
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[email protected]Unit 1: Organizational Structures
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[email protected] Unit 1
Lesson 1
Creating Organizational Elements
LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Use organizational elements
Organizational Elements
Purpose of Organizational Units in Sales
Organizational units are components of the SAP S/4HANA organizational structure. In SAP
S/4HANA Sales, organizational units are used to map the real world structure in sales and
distribution in the system. Then, they serve as a framework for the execution of customizing,
business processes, and the maintenance of master data in the SAP S/4HANA Sales.
Some of these Organizational units are mandatory because S/4HANA needs them to
structure the business transactions, the business processes, the master data and the
customizing.
The organizational structure affects customizing, master data, documents, processes
(document flows), and reporting. For example, sales and distribution master data (such as
business partner (customer) master records and condition records) is structured according
to organizational units. In addition, transactional documents (such as sales orders, outbound
deliveries, and billing documents) are "owned" by specific organizational units. Because each
document is created for specific organizational units, master data and customizing valid for
these units is automatically read by the document.
Sales analysis may be performed for different levels of the organizational structure using SAP
S/4HANA Embedded Analytics, SAP Business Information Warehouse (BW), and SAP
Business Intelligence (BI) tools.
Examples of organizational units that are mandatory in Sales and Distribution (SD) are as
follows:
● Sales organization
● Distribution channel
● Division
● Sales area
● Plant
● Shipping Point
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[email protected]Unit 1: Organizational Structures
Sales Organization
The important features of a sales organization are as follows:
● A sales organization is responsible for the sale of goods and services.
● A sales organization is an autonomous unit operating on the market, meaning that it sells
certain materials to its own customers and decides on the conditions itself.
● A sales organization is responsible for negotiating sales conditions.
● A sales organization is the organizational unit in logistics that represents the company
structure according to its SD requirements.
● A sales organization is the business unit that is legally responsible for product liability and
rights of recourse.
● A sales organization has an address.
● A sales organization is the highest summing level, after the client, for sales and distribution
statistics with its own statistics currency.
● A sales organization is assigned to only one company code.
You need to perform each business transaction (sales order, delivery, or invoice) for a
particular sales organization.
You need to create at least one sales organization in your SAP S/4HANA system. In
Customizing, you can define control settings for the documents and functions for each sales
organization. You can define your own master data within a sales organization. The sales
organization can have its own customer and material master data, as well as its own
conditions and pricing.
You can use the sales organization as a selection criterion for listing all sales documents and
creating delivery and billing worklists. You can define how the output is printed for sales and
billing documents differently for each sales organization.
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[email protected] Lesson: Creating Organizational Elements
Distribution Channel
Figure 1: Distribution Channel
A distribution channel reflects the means by which your products or services reach your
customers. The figure, Distribution Channel, shows examples of distribution channels.
You can perform the following activities within a distribution channel:
● Assign a distribution channel to one or more sales organizations.
● Assign one or more plants to the sales organization and distribution channel.
● Define your own customer and material master data, as well as conditions within a
distribution channel.
● Create master data for a common distribution channel that can then be used for other
distribution channels. To create master data, you have to assign the common distribution
channel to the other distribution channels also.
● Use the distribution channel as a selection criterion for creating lists.
All the items in a sales and billing document belong to the same distribution channel. The
items in a delivery can belong to various distribution channels.
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[email protected]Unit 1: Organizational Structures
Division
Figure 2: Division
A division is used as an organizational unit to group materials and services, and can be
assigned to one or more sales organizations. Each material can only belong to one division.
The division is entered either on the Basic data 1 or the Sales: sales org. 1 view in the material
master record. If you change the division of a material, this can possibly cause problems in
Controlling if the division contains different business areas which refer to different sub-
accounts. Therefore, a change of the division is only permitted if no value-based stocks exist
both in the current and in the previous period. This check is implemented with a message
which can be customized.
In the sales document there is a division on header and item level. The division on header level
is decided by the sales area you create the sales document for. The system can propose this
division for all items of the document. If you want the division at an item level to be proposed
from the material master, you must activate Item Division in Customizing for the sales
document type. If you leave this field blank, the division in the sales document header applies
to all items. If the division of the sales document item is proposed from the material master
record, it can differ from the division on a header lever. With the parameter check division in
the sales document type, you decide then the division-specific or cross-division sales.
The following activities can be performed in a division:
● Define division-specific master data for customers and conditions.
● Use a common division to create shared customer master data and conditions that are
valid for several divisions.
● Determine that all the items in a sales document belong to the same division for each sales
document type. The items in a delivery or billing document can belong to different
divisions.
● Define different ways of printing the output based on the sales documents for each
division.
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[email protected] Lesson: Creating Organizational Elements
● Use the division as a selection criterion for listing sales documents and creating a delivery
worklist.
Division and Business Area Account Assignment
Figure 3: Division and Business Area Account Assignment
A business area is an organizational unit within accounting that represents a separate area of
operations or responsibilities in a business organization. In addition to the company code, the
business area is used as a further unit for the external reporting procedure of the company.
The area of responsibility of the business areas generally spans several company codes (lines
of business, divisions). For the display of a business area financial statement, all Controlling
objects (cost center, orders, sales orders, and so on) and logistics objects (material, fixed
assets) are assigned to the relevant business areas. Financial Accounting evaluations
(financial statements) are now additionally created for the different business areas. In
addition to the reporting aspect, the business area has controlling and selection functions in
accounts receivable and accounts payable accounting. It usually represents a discrete line of
business.
Caution:
In an implementation project, it is possible that the customer does not use a
divisional structure based on the SAP S/4HANA material-related division
concept. In this case it may be possible to use the business area as an
alternative. However, it must be remembered that business area is primarily a
financial entity, and care must be taken to ensure any use of it by SD does not
conflict with its use in financial reporting.
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Note:
The difference between business area and profit center is described in the note
321190 - Difference between business area and profit center.
Each material master record can be assigned to one division only. The division in the sales
document is used to determine the business area using one of three predefined rules (see the
figure, Division and Business Area Account Assignment).
Sales Area
Figure 4: Sales Area
A sales area is a combination of a particular sales organization, distribution channel, and
division.
A sales area is used for pricing procedure assignment and evaluations.
To create sales areas, you must first assign the distribution channel(s) and division(s) to the
sales organization. The system will then propose these distribution channels and divisions
when you build sales areas for that sales organization.
Within customer master data, you can view the data specific to the sales area. Each sales and
billing document is created for a sales area.
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[email protected] Lesson: Creating Organizational Elements
Optional Organizational Elements in SD
Figure 5: Optional Organizational Elements in SD
The following organizational units are optional in SD:
Sales office:
● A sales office is an organizational unit responsible for SD in a geographical area.
● A sales office establishes contacts between the company and the regional market.
● A sales office can be assigned to one or more sales areas.
● A sales office can be subdivided into several sales groups.
Sales group:
● A sales group is an organizational unit that carries out sales and is responsible for the
sales process internally.
● A sales group can be assigned to one or more sales offices.
● A sales group consists of a certain number of salespersons.
Salespersons:
● A sales person is assigned to a sales office and group in the sales employee master
record.
LESSON SUMMARY
You should now be able to:
● Use organizational elements
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[email protected] Unit 1
Lesson 2
Applying Shared Master Data and Cross-
Division Sales
LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Apply shared master data and cross-division sales
Shared Master Data and Cross-Division Sales
Figure 6: Shared Master Data Concept
Before you create the master data, complete the definition of the organizational structures.
Shared master data minimizes the effort required to create and maintain master data. You
can specify which sales areas can use the shared master data in Customizing.
At the sales organization and distribution channel level, you can define which distribution
channel is used to access condition records and which distribution channel is used to access
customer and material master data. This setting is also relevant for maintaining of the
customer-material info record.
At the sales organization and division level, you can define the division used to access
condition records and customer master data.
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Shared Master Data Example
Figure 7: Shared Master Data Example
The figure, Shared Master Data Example, shows settings made to define common distribution
channels and division in Customizing. In the example, settings have been made in
Customizing in a way that the sales area data (1000, 10, 01) for the customer master and the
sales area data (1000, 10) for the material master can also be used as shared master data for
the following sales areas:
● 1000 10 01
● 1000 10 02
● 1000 12 01
● 1000 12 02
In this example, the condition records are not shared, enabling each sales area to follow its
own independent pricing strategy.
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