Structure of Sales Organization?

Structure of Sales Organization?
What is Tolerance Group?
What is the format of Business Blue Print?
When do we require the functional Specifications?

Hi Farhan,
The Structure of Sales Org, differs from client to client. Its purely client specific.
But normally the structure containes, Sales Org, Distribution Channel, Division, Sales Group and Sales Office.
Tolerance groups:
Tolerance groups represent amounts or percentages by which receivables may be underpaid or overpaid.
Amounts and percentage values for tolerances relating to underpayments and overpayments of receivables are defined in a tolerance group.
Business Blue Print;
Business Blue print is understanding the clinets business completley. While we are implementing SAP to any client, first we have to understand their business completely so that we can map accordingly in SAP system. So, after understanding their business, we will prepare a document called as Busines Blue print. While is nothing but AS Is study.
Functional Specification:
To speak at macro level that is at projet manager or at senior levels. The Functional Spec (Specification) which is a comprehensive document is created after the (SRS) Software Requirements Document. It provides more details on selected items originally described in the Software Requirements Template. Elsewhre organizations combine these two documents into a single document.
The Functional Specification describes the features of the desired functinality.. It describes the product's features as seen by the stake holders,and contains the technical information and the data needed for the design and developement.
The Functional Specification defines what the functionality will be of a particulat area that is to be precise a transaction in SAP terminology.
The Functional Specification document to create a detailed design document that explains in detail how the software will be designed and developed.
The functional specification translates the Software Requirements template into a technical description which
a) Ensures that the product feature requirements are correctly understood before moving into the next step, that is detchnical developement process.
b) Clearly and unambiguously provides all the information necessary for the technical consultants to develop the objects.
At the consultant level the functional spects are preapred by functinal consultants on any functionality for the purpose of getting the same functinality designed by the technical pepole as most of the times the functionalities according to the requirements of the clients are not available on ready made basis.
Let me throw some light on documentation which is prepared before and in a project:
1) Templates
2) Heat Analysis -
3) Fit Gap or Gap Analysis
4) Business Process Design
5) Business Process Model
6) Business Change & Impact
7) Configuration Design, which is just 5 % of Total SAP- have different names -
8) Future Impact & Change Assessement
9) Functional Design (Module Wise)
10) Risk Assessement
11) Process Metrics and Many More-- Which has impact on Business and its work flow
Hope this is helpful.
REWARD IF HELPFUL.
Regards,
Praveen

Similar Messages

Sales organization structure changes in COPA

Hi All,
My client like to change Sales organization structure like Distribution channel,division,sales office,sales group etc. and profit centers in sales orders.
from 01/01/2011 we like to post all open sales order's settlments to new sales organization,distribution channel,division,sales office,sales group and profit centers in COPA.
What is the best way to achieve this?
Any help is appreciated.....
Thanks,
Anusha

Hi,
I think COPA realignment should work for you.
If you can establish the exact relation ship between old Sales org structure to new Sales org structure, you can design your realignment in such a way that the new sales data will reflect the new structure.
For this,
1.You need to select the sales documents for which you want to change the sales org.
2. If you want to derive them again, you can do so
3. If you want the sales org structure elements to be replaced by new ones, you can do so.
Following a realignment, only the new assignment is known in the information system and in planning. The characteristic values valid at the time the original posting was made can only be analyzed in line item reports. Because the existing profitability segments are changed to adhere to the new assignment, all objects assigned to those profitability segments - such as sales orders or projects - and all existing SAP documents - such as billing documents or FI documents - reflect the new assignment as well.
For more details, check the following link. [http://help.sap.com/saphelp_erp60_sp/helpdata/en/7a/4c48c64a0111d1894c0000e829fbbd/frameset.htm]
Njloy
Siva

Sales Organization Structure for Distribution Industry

Hi Experts,
Need some inputs wrt Distribution Industry
1. In Distributor set up. how should we set up the different manufactures which supply the products for distribution.
2. How should we link the manufactures to Products they supply.
3. How should we link the sales representatives to specific manufactures.
4. Would it be a wise decision to incorporate manufactures as a division in the organization structure. Or should we map the manufactures as vendors and maintain the Vendor Info records.
It would be really great if any one can share their experiences wrt to sales organization structure in the Distribution industry especially Pharma Distribution.
Regards,
KK

hi
this is to inform you that:
first of all i have a question to you. you are manufacturer of products that means are you paying excise duty for manufacturing products or only distributor of products.
1. In Distributor set up. how should we set up the different manufactures which supply the products for distribution.
1.a. You can consider if you are manufacturing and distrubuting products
If you are a manufacturer - tae material FERT if you are a distributor - tae HAWA asa material type.
2. How should we link the manufactures to Products they supply.
2.a. the organisation struccture lins each other & MMR also helps to lin
3. How should we link the sales representatives to specific manufactures.
3.a. it may be specific to divisions tae one sales group for each specific divisions.
4. Would it be a wise decision to incorporate manufactures as a division in the organization structure. Or should we map the manufactures as vendors and maintain the Vendor Info records.
4.a. manufacturer as a vendor and different products a divisions.
It would be really great if any one can share their experiences wrt to sales organization structure in the Distribution industry especially Pharma Distribution.
sales organizations : 2 - domestic & exports
distribution channels : 3 - retail - super stocists - C & F agents.
retail/wholesales/distributors/superdistributors/super distributors - all you can consider all into one distribution channel or tae as different distribution channels you have to analyse from reports perspective to have all these.
divisions - products = divisions lie cardiac - orthopedic to name a few.
sales office : you can have many as per your requriment.
sales group : basing on divisions = sales groups
company code = how many balance sheets you are submitting now to AAI that many company codes you have to have.
batch management with FIFO or LIFO strategy has to be mandatory in implementation.
balajia

Explain about sales organization and its functionalities

Explain about sales organization and its functionalities

Hi Suresh,

Definition: The sales organization is an organizational unit within logistics, that structures the company according to its sales requirements.
Use: A sales organization is responsible for the sale and distribution of goods and services.
It represents the selling unit as a legal entity. It is responsible for product guarantees and other rights to recourse, for example. Regional subdividing of the market can also be carried out with the help of sales organizations. Each business transaction is processed within a sales organization.
The sales organization must be specified in all sales documents. It is therefore available for all basic functions of SD (such as pricing, availability, etc.).
Structure: A sales organization can be subdivided into several distribution chains which determine the responsibility for a distribution channel.
Several divisions can be assigned to a sales organization which is responsible for the materials or services provided.
A sales area determines which distribution channel can be used to sell the products from one division in a sales organization.
Integration: Each sales organization is assigned exactly one company code for which you enter all accounting details of the sales organization.
A distribution chain can be active for several plants and the plants can be assigned to different company codes. If the sales organization and plant are assigned to different company codes, an internal billing document is sent between the company codes before the sales transactions are entered for accounting purposes.
Thanks,
Vinay

SALES ORGANIZATION -COMPANY CODE

Hello,
Why sap says that the thumb rule that the sales organisation should be kept minimum per company code. What is the significance behind this statement. Why cant we have more than 1 sales org assigned to company code.

Hello,
Each sales organization is assigned one company code.
You can have more than one Sales organisation in one Company Code .
Each sales organization represents a "selling unit" in the legal sense. Its responsibilities include product liability and any claims to recourse that customers may make. It is also responsible for the sale and distribution of merchandise and negotiates sales price conditions. Sales organizations can be used to reflect regional subdivisions of the market, for example by states. A sales transaction is always processed entirely within one sales organization.
If there is one sales organization for the company code
The sales organization represents the company code Sales areas defined in the R/3 System are used to refine the structure of the external organization
Each sales area consists of the following R/3 organizational units (in any combination):
Sales Organizations
Division
Distribution channel
If there is more than one sales organization for the company code
Possible reasons for having more than one sales organization for each company code:
· Different legal responsibilities, for example product liability
· Unusual stipulations (for example legal), which make it necessary to distribute different product lines separately u2013 for example, products for medicine and veterinary medicine
· The desire to separate completely the sales activities of different enterprise areas
Separate distribution responsibilities, each with their own Marketing and Pricing policy u2013 for example, one for the domestic market and one for export
Overlapping customer and product master records or the desire to maintain customer and product master data in a specific, unusual way
· Overlapping responsibilities for order entry, or for sales and distribution processing (sales authorizations)
As generally said , our organisation structure in SAP should be simple to improve efficiency .
Hope it helps..
Thanks/Rajesh

Risk on wrong definition of sales organization, distribution channel and division

Hi,
our organization just started to implement SAP and SD module is one of the subject to complete.
We are in the defining phase of the above subject but I still can not understand the risk of being miss-defining the sales organization, distribution channel and division. Is it true will only impacting the pricing and reporting only? Are there going to be future impact on this?
Thank you before for your explanation.
Andy

Hi Andy,
Good to see the suggestions!
These are the rules I try to follow:
Do not over do it. Simple is better and facilitates change.
One sales organization for each company code unless significant differences exist between independent sales departments. Like one wants to use CRM and others won't. It's roughly equivalent to one by each top level sales director.
One distribution channel for each sales channel group that defines different prices or different shipping conditions for the same material. Like retail and wholesale have different pricing. Special rules can apply like mail delivery require different correspondence settings.
One division for each division of the company. If company has no clearly defined divisions (like Aeronautics and Footwear) there is no need (in sales) to split (it might in financials).
Using sales office and sales group for reporting is a lot better than the top level structures because it's easy to change them in master data, unlike sales org or distribution channel. And when departments get reorganized the system effort is significantly reduced if no change occurs at those three top levels.
So I normally use the sales office to the first or second level of reporting and sales group in some cases to represent individual sales persons or nothing at all in other cases.
regards,
Edgar

Mass Assignment of sales organization to products

Hello experts,
I'd like to ask if anyone knows an easy way to maintain, mass update all products or products of a category with tha sales data?????
A trans. or report or smth, to assign the sales area XXX to all the products of the category YYYY.
Thank you in advance
Michalis Tamiolakis

Hi,
here's the menu path in IMG: Enterprise Structure -> Definition -> Sales and Distribution -> Define... sales organization
But please note: this is definitely an optional task, it's only for statistical purposes. For reporting purposes you should still be able to get all your analyses based on the organizational assignments of the sites (site master) and also in the business documents (e.g. in purchase order header data) Anyhow, there's one restriction: if you do this, then the purchasing organization in question has to be assigned as standard purchasing organization to those sites, that have the sales organization assigned (further purchasing organizations could still be assigned then).
From a business process point of view the sales organization - purchasing organization assignment is of no relevance.
There might be one aspect related to Retail Pricing: if you forgot to assign a reference site for pricing (you should do this though! - Logistics General -> Retail Pricing -> Sales Price Calculation -> Assign Pricing Type/Reference Site to Organizational Level), the system could use that purchasing organization for supply source determination.

No sales organizations in the list

When create any sales document error message "Enter a sales organization" appears but no Sales Organization exists in the list. The org. structure is created according to C01_BB_ConfigGuide.
When editing a business partner in Sold-to-party role, no sales organizations exists in the list too.
Could anybody help us?

Thank you.
I checked the org data and it seems to be all right.
I have the following org tree:
1. Company BP for CRM ([ ] permitted for determination, Country=US)
1.1. Sales Org BP01 ([x] Permitted for determination, [x] Sales Organization, Country=US, Tupel=0101, Postal Code=00000-99999, Region=CA, Divison=01, DistrChannel =01)
1.2. Sales Org BP02 ([x] Permitted for determination, [x] Sales Organization, Country=DE, Tupel=1101)
The business partner I use in sales transaction has attrbutes: Country=US, Region=CA, Postal Code: 95630
The determination rule chooses Sales Org 1.1 as organizational unit but nothing as sales org, distrib channel and division (these fields are empty).
The log in Organization tab is:
[ok] |Organizational data determination Sales
[ok] |Transaction type: TA
[ok] |Org. data profile: 000000000005
[ok] |Org. data model det. role: AC10000166
[ok] |Container:
[ok] |Attribute: COUNTRY, Evaluation: US
[ok] |Attribute: DIVISION, Evaluation:
[ok] |Attribute: D_CHANNEL, Evaluation:
[ok] |Attribute: REGION, Evaluation: CA
[ok] |Attribute: SA_GROUP, Evaluation:
[ok] |Attribute: SA_OFFICE, Evaluation:
[ok] |Attribute: SA_ORG, Evaluation:
[ok] |Following organizational units were found:
[ok] |O 50000041 SO_BP
Why did it determine empty SA_ORG, D_CHANNEL and DIVISION attrs?
Best Regards,
Sergei
Message was edited by: SERGEI KUZMIN

Scenario regarding Sales Organization, distribution channel

Dear Experts,
I am doing
1. Simple Domestic sales from manufacturing plant
2. Depot Sales: In which, Stock transfer between two plants i.e. from Manufacturing Plant to Depot and sales from depot
3. Exports: Sales to other country.
Now, my confusion is, whether i can use a single sales organization and three distribution channel for all these three scenarios or do i have to create three different sales organizations along with three distribution channels and do the processes?
My anather question is, if i want to do depot sales, then it is possible to have one manufacturing plant and two storage locations at different places. i.e. issuing storage locatin and receiving storage location.
Is it possible to sell goods from receiving storage location to end customer?
What will be simple organizational structure i can make to acheive these things?
I would be very helpful if you can give me your expert inputs on the scenario. I am trying to make the simple organization structure with less complications for my client.
Thank you
Amit

Hi
As suggested the best choice will be to go ahead with one sales organization for all these scenario. Since in domestic sale / export sale the only difference will be the Pricing configuration and that can be easily mapped using the either a distribution channel / or a customer pricing procedure.
Now when it comes to handling the sales scenario - there is a option to go ahead with two or even three distribution channel.
1. Domestic Sale (Can handle Both Depot sale and Manufacturing same- seperate dist.channel will help to pick right pricing procedure
2. Export Sale - This distribution channel will help you to pickup export pricing procedure (Also if not then you can have customer pricing procedure to pick the export pricing )
3. Stock Transfer (Can be done through domestic sale also)- I hope a seperate pricing procedure will be created for STO. So from the reporting purpose a seperate dist.channel can help you to have more clarity to the user - Again will help you to pick a different pricing procedure (A seperate Cust.pr.Pro can also be used to pick a different pricing procedure)
4. If you are using DEPOT sale with Excisable mean you need to maintain RG23D register. Also you need to generate Excise Invoice, challan . If you use transfer process of storage location to storage locationthen there are concerns as how you will generate challan and Invoice. OR if it is a DEPOT to DEPOT Transfer then also you need supporting document. please do check as whether you need the required output or not.
So Depot need to be maintained a PLANT in SAP with a check box as saying Excisable and relevant for RG23D. and a Normal Sales process will follow. Reporting can be done of PLANT as a primary key.
Distribution channel will be a simpler way of Differentiation - and for reporting purpose.
Thanks
RB
Edited by: RBhardwaj on Feb 16, 2012 6:54 PM

CRM: PFCG Roles restricted based on Sales Organization

Hi,
I have a requirement in SAP CRM 7.0 to create roles restricted based on Sales Organization(locations). We have two Sales Organization XXX and YYY, for which users need to be restricted. I have used the following objects for this regard.
CRM_ORD_OP, CRM_ORD_LP, CRM_ORD_PR, CRM_ORD_OE, CRM_BP_SA
Every user has assigned a sales role in which the above objects are deactivated and separate roles with values to the objects, with respective Sales Org values for the objects CRM_ORD_OE, CRM_BP_SA been provided. I have assigned these roles to respective users (User A with XXX, User B with YYY) based on their sales org locations. These users are positioned in the Organizational Model (PPOMA_CRM) under their respective Sales groups as per the requirement for the object CRM_ORD_LP, and authorization to this object is restricted to A for CHECK_LEV (Your Own Sales Organization). We use * for the objects CRM_ORD_OP and CRM_ORD_PR, as we do not control these.
After restricting all these, we do not find that the result not appearing as we expect, that is, restricting the sales organization data. We need all accounts, all activities, all opportunities, all leads, all campaigns etc. should be restricted by Sales Org, but when we search for accounts, activities, opportunities, leads, campaigns, we get result list with all data without any restrictions. I even checked the following forum, http://forums.sdn.sap.com/thread.jspa?threadID=1579211, which talks about the same kind of issue, but as I have already using the same objects for the restriction, it didnt help me much. I tried deactivating object CRM_BP_SA as it is not discussed on the forum, also tried CHECK_LEV=A,B,C,D,E for object CRM_ORD_LP, but all results the same.
Additional Info: When tried to create a project, with user A who is authorized for XXX, normally it would pick up the Sales Area Data for the project from the user (meaning User A from the XXX Sales Org.), but I get an error message: Enter a sales org, enter a dist. channel and enter an org unit etc. Even when I search for leads, it displays a list of data, when I click on any, it issues the error message: Enter a sales org, enter a dist. channel and enter an org unit (Sales) etc
Is that we miss any object restriction that is not restricting these objects properly or is it any customization missing? Please advice.
Thanks in advance.
Regards,
Shahul Hameed M
BASIS Consultant

Hi Shahul,
I have a similar requirement as of yours. I have maintained auth values, in role as below:
CRM_ORD_LP
03       ACTVT
A        CHECK_LEV
*         PR_TYPE
CRM_ORD_OE
03       ACTVT
11       DIS_CHANNE   ( the user is assigned to this dstrbtion channel in org structure)
          SALES_GROU
          SALES_OFFI
SO1   SALES_ORG
          SERVICE_OR   ( the user is assigned to this sales org in org structure)
And, when I try to display the LEADs in CRM UI ...I still get the display of LEADs belonging to all sales orgs.
And my trace record for CRM_ORD_LP is....
CHECK_LEV    ' blank '
PR_TYPE          LEAD
ACTVT               03
that means, it is not considering the auth value ' A ' for auth field CHECK_LEV
Could you please let me know ...how you have achieved this restriction . Is there anything , i m missing here?
Thank You

Sales Organization????

Dear all,
Because of some technical problem i am not able to download R3 Sales Structure to CRM.
Can anybody tell me how can i create Sales Organization manually in the CRM??
Thanks,
Jayesh

Hi Jayesh,
Maintain Organisational Model Transaction : PPOMA_CRM
Refer the following links:
http://help.sap.com/saphelp_crm50/helpdata/en/82/25733bb3f4792ee10000000a114084/frameset.htm
Organizational Management in SAP CRM Enterprise
http://help.sap.com/saphelp_crm40sr1/helpdata/en/6d/5c1738453fde16e10000009b38f8cf/frameset.htm
Maintaining the Organizational Model in CRM ---> Creating Objects
http://help.sap.com/saphelp_crm40sr1/helpdata/en/6d/5c1738453fde16e10000009b38f8cf/frameset.htm
Reward points if it helps.
Message was edited by: Amit Mishra

Assignment of sales organization to purchasing organization

Hi experts,
I saw one diagram that shows a sales organization can be assigned to purchasing organization. Can you please tell me how to assign this? Here's the statement from a book.
In SAP Retail, a sales organization can be assigned to a purchasing organization. This
means that the hierarchy creation that is displayed in the figure may be enforced. For
statistical purposes, this may be of interest. In some cases, both terms are identical.
Thanks for the help
Edited by: Dwi Soetedjo on Mar 8, 2010 10:00 AM

Hi,
here's the menu path in IMG: Enterprise Structure -> Definition -> Sales and Distribution -> Define... sales organization
But please note: this is definitely an optional task, it's only for statistical purposes. For reporting purposes you should still be able to get all your analyses based on the organizational assignments of the sites (site master) and also in the business documents (e.g. in purchase order header data) Anyhow, there's one restriction: if you do this, then the purchasing organization in question has to be assigned as standard purchasing organization to those sites, that have the sales organization assigned (further purchasing organizations could still be assigned then).
From a business process point of view the sales organization - purchasing organization assignment is of no relevance.
There might be one aspect related to Retail Pricing: if you forgot to assign a reference site for pricing (you should do this though! - Logistics General -> Retail Pricing -> Sales Price Calculation -> Assign Pricing Type/Reference Site to Organizational Level), the system could use that purchasing organization for supply source determination.

About configuring sales organization and sales office

how can i create sales organization and sales office in SAP ??

Hi
where to create new sales orgs and sales office is well explained by the other friend
After creating the new sales org there are a lot of assignments to be done in img-enterprise structure assignment-sales and distribution
1.   assign sales org to company code
2.   Assign sales org to distribution channel
3.   Assign sales org to division
4.   Assign sales org distribution channel to plant
5.   Set up sales area
6.   Assign sales office to sales area
Like that a lot of enterprise structure assignments needs to be completed
Plus
T code VOR1 define common distribution channels
T code VOR2 define common divisions
T code OVAO combine sales organizations
T code OVAM combine distribution channel
T code OVAN combine divisions
T code OVAZ Assign sales order types to sales areas
(Right now i dont have SAP access so that i am not able to tell you every thing
But these are must assignments which needs to be done if you have to use your new sales org
All the best
Regards
Raja

Two sales organizations

Hi,
Gurus
I had in ppoma_crm two sales organizations, I deleted one of them but still appears on the bp record.
How I can do to delete the assigment of sales organization in the bp transaction.
when i create a support message sales organization deleted still appears in determination of organizational structure.
Anybody has an idea what i must to do?
Thanks
Lidisaid

Solved

Sales organization in BP

Hi Experts
I have created new organization model in which i have also created Sales organization but when iam creating BP this sales organization is not displaying in Sales area data
Could you please kindly suggest me what are the settings need to be done
regards
Vinay

Hi Vinay,
You will have to maintain the combination of div and distribution channel, maintain the attributes in the org structure for the sales organization.
When you create the BP sold- to party sales area will be enabled. If not then
1. Maintain the table T77OMATTR for 'sales scenario'.
2. Run the report HRBCI_ATTRIBUTES_BUFFER_UPDATE in se38.
Reward points if helpful.
Shridhar

Structure of Sales Organization?

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