Beruflich Dokumente
Kultur Dokumente
1 SD ORG Structures
1.
How many Legal entities do you have (company codes)
Selling entities (Sales organisation)
Product line (divisions)
Medium of sales (distribution channel)
Number of Sales offices and responsible area of selling
Grouping of sales employees (sales groups)
How many manufacturing facilities do you have? (plants)
Number of dispatching locations (delivering plant/ storage location)
How many dispatching points in each plant shipping points
What is the combination of product line-selling entities and medium of sales
2 Masters
Customer master
1.
How do you group your customers account wise (DOMESTIC/EXPORT/WHOLESALES)
What types of business partners do you have (Ordering /shipping/payer/billing/sales personnel/
sales employee), If multiple partners are there then elaborate the scenario
How do you categorise the customers by industry, sales region, sales district, sales office?
Do you have special pricing for a group of customers? Customer group and price group
Do your customers agree for partial delivery? Do you have concept of delivery priority?
Pricing
How do you price your product (pricing components involved in pricing the product)
Pricing methodology for sales process (domestic / export /cash sales)
Do you maintain pricing records for the products? (customer / material specific/ price list/ scale
price)
What is your discount structure? (based on customer / material/ group/ condition exclusion)
What pricing information do you capture for statistical purposes? (I.e., it does not alter the price)
Material Master
Tax structure for material?
Do you have different UOM for selling and SKU?
How do you group your products?
3 Sales process
Pre-Sales activities
What type of pre-sales activities do you have? (Inquiry /Quotation)
Sales activities
What types of order processing do you have? (domestic/ export/ institutional/ cash / on-line)
Explain in detail order scenario
Whether order is created with ref to quotation/ inquiry?
How do you receive order (FAX/Mail/S Rep/Telephone)?
How do you determine customer at SO level?
Decide ship to party from Customer master or at order level?
Do you have multiple ship to party for single order?
What all information do you capture at SO level? Which are mandatory to complete the order?
Is availability check done? Explain the scope (Collective or individual), Do you block a sales
order if the availability check fails?
Do you record minimum delivery quantity. If so, what happens during a sales order if a violation
occurs?
Do you send letter of confirmation to customers, what media?
Do you want to save the incomplete SO?
Do you have company defined status codes?
What reason would an order or line item be rejected?
For sales documents, what information do you consider required and would like to appear on
an in-completion log if missing?
Product Proposals: If a customer routinely orders the same product or group of products, do
you have a process that helps you simplify your order entry? If so, how does that process
work? For example, do you record the product proposals by Customer, Customer group, or
another grouping?
Do you process backorders?
Backward and forward scheduling??
Do you have lead time concept.
If the order is blocked for credit limit, what is the % of deviation and grace period so that it
cannot be blocked again.
Do you have any sales order approval by higher authorities (status profile).
Do you want the credit check performed during entry of each line item or only when the
document is saved??
If you process Inter-Company orders, do you charge the inter-company based on a specified
amount or on a percentage of the item price?
Do you have the concept of sales commission? If yes how it works
Material Determination
If 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?
What are the different reasons you would substitute one product for another or one packaging for
another?
Do you want the originally ordered product or the substituted product information to be printed on the
output?
Do you want the product substitution to occur automatically or should Data Entry personnel be
offered a selection screen for substitutable products?
Do you want Data Entry personnel alerted when a product is automatically substituted?
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?
Material Listing and exclusion
Do you require that certain products or customers must be pre-specified on a Material
List before a customer can place an order for the material.
What Master Data fields will make up the key index for the Material Listing table?
Do you require that certain products or customers must be pre-specified on a Material
Exclusion table to block selling that material to the customer?
What Master Data fields will make up the key index for the Material Exclusion table?
Free Goods
Do you have the concept of free goods (inclusive and exclusive)
Sales promotions
Do you have any schemes like sales promotions
Bills of material
Do you have a products based on components (Laptop and charger/bag etc)
How do you explode the bill of material (Delivery and pricing at what level)l
Delivery Processing
SO list
Pending SOs
Sales Register
Price report
Delivery Monitor
This post may or may not be in detail or in depth but I hope this will help many consultants for startup of
understanding the Scoping and Requirement Collection's basic questions.
Regards
Parag Pandya.