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S46050
Customizing Fundamentals in SAP
S/4HANA Sales

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PARTICIPANT HANDBOOK
INSTRUCTOR-LED TRAINING
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Course Version: 26
Course Duration: 3 Days
Material Number: 50167133

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American English is the standard used in this handbook.

The following typographic conventions are also used.

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Contents

vii Course Overview

1 Unit 1: Getting Started with SAP S/4HANA Sales Configuration

3 Lesson: Getting Started as Application Consultant

7 Lesson: Executing the Sales and Distribution Process
9 Lesson: Setting Up the Enterprise Structure in Sales and
Distribution

23 Unit 2: Configuring Business Partner and Customer Master Data in SAP

S/4HANA Sales

25 Lesson: Identifying the Source of Data in a Sales Document

27 Lesson: Customizing Customer Master Data and the SAP Business
Partner
33 Lesson: Setting Up the Customer-Vendor-Integration

39 Unit 3: Configuring Sales Document Types in SAP S/4HANA Sales

41 Lesson: Configuring a Sales Document Type

47 Unit 4: Configuring Item Categories in SAP S/4HANA Sales

49 Lesson: Configuring an Item Category

55 Lesson: Assigning an Item Category
57 Lesson: Configuring a Bill of Material

63 Unit 5: Configuring Schedule Line Categories in SAP S/4HANA Sales

65 Lesson: Configuring Schedule Line Categories

69 Lesson: Assigning Schedule Line Categories

73 Unit 6: Configuring Special Functions in SAP S/4HANA Sales

75 Lesson: Configuring Business Data

77 Lesson: Setting Up Blocks in a Sales Document
79 Lesson: Configuring Reasons for Rejections

85 Unit 7: Configuring the Copying Control for Sales Documents in SAP S/

4HANA Sales

87 Lesson: Analyzing the Copying Control for Sales Documents

93 Lesson: Configuring Copying Control for Sales Documents

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105 Unit 8: Setting Up the Partner Functions and Partner Function

Determination in SAP S/4HANA Sales

107 Lesson: Applying the Partner Function Concept

111 Lesson: Configuring Partner Functions and a Partner Determination
Procedure
117 Lesson: Applying Multi-address Handling in Sales Documents

123 Unit 9: Appendix - only relevant for instructor-led training

125 Lesson: Optional topic: Configuring the Log of Incomplete Items

129 Lesson: Optional Sales Workshop

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Course Overview

TARGET AUDIENCE
This course is intended for the following audiences:
● Application Consultant
● Business Process Owner/Team Lead/Power User

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UNIT 1 Getting Started with SAP S/

4HANA Sales Configuration

Lesson 1
Getting Started as Application Consultant 3

Lesson 2
Executing the Sales and Distribution Process 7

Lesson 3
Setting Up the Enterprise Structure in Sales and Distribution 9

UNIT OBJECTIVES

● Work with different SAP S/4HANA user interfaces

● Apply the sales process in SAP S/4HANA Sales
● Set up a new sales area in SAP S/4HANA Sales

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Unit 1: Getting Started with SAP S/4HANA Sales Configuration

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Unit 1
Lesson 1
Getting Started as Application Consultant

LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Work with different SAP S/4HANA user interfaces

The different user interfaces for different purposes

With the SAP S/4HANA family, SAP is providing a business applications – best-of-breed
enterprise software for big data, designed to help you run simple in the digital economy.
The SAP S/4HANA family is fully built on the in-memory platform SAP HANA. Using the
advanced potential of SAP HANA, these products are designed for your digital business and
provide instant insight into what is going on in your business by using a single source of truth,
real-time processes as well as dynamic planning and analysis. With the SAP Fiori user
experience and a less complex data model, they are designed to run simple, and in parallel
reduce the data footprint of your company.
SAP offers different user interfaces for different purposes.

Figure 1: User Interface for Business Users in SAP S/4HANA Sales

With SAP S/4HANA, all new functions, features, and innovations are accessible in the SAP
Fiori Launchpad. Using the launchpad, you can call up all apps for which you have been
granted access. Alternatively, by using SAP GUI and the SAP Easy Access menu or
transaction codes, you have access to the classic SAP GUI functionality.

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Unit 1: Getting Started with SAP S/4HANA Sales Configuration

SAP Fiori launchpad is a shell that hosts apps built with different UI technologies, and
provides these apps with services such as navigation, personalization, embedded support,
and application configuration. It is recommended that a business user uses the SAP Fiori
launchpad for their daily tasks.
The use of the SAP Fiori Launchpad is recommended for a business user in SAP S/4HANA
Sales.
For a business user, the SAP GUI and its SAP menu are also available. You can use the SAP
GUI to access application and its transactions. The system displays SAP GUI transactions in
SAP GUI mode.

Figure 2: User Interfaces for Administrators, Application Consultants and SAP project team members

As a member of the SAP project team, application consultant, and administrator, you are
responsible for setting up and maintaining an SAP system. These activities are supported in
the SAP GUI and in special Fiori roles and apps.
As an application consultant in a project, your main task is most likely customizing an SAP
system. Customizing as an SAP term means adapting the standard functions and settings to
your customer's business needs. You adjust the various "switches" and entries in the SAP
Customizing Implementation Guide (IMG). It is parametrization rather than programming.
The SAP Customizing Implementation Guide (IMG) is the configuration environment of SAP.
In SAP, it is simply referred to as IMG or Customizing.
The IMG structure contains the documentation and activities to customize the SAP software.
You use the SAP Customizing settings to adapt the company-independent and industry-
specific functions to the specific business requirements of your company.
Customizing supports you in the following situations:
● Implementing the SAP System
● Enhancing the SAP System
● Release and system upgrades

Customizing controls the behavior of SAP applications. You only work with many SAP
applications when you have made the necessary settings in Customizing such as the setting
of the currencies and sales groups that are used in your company.

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Lesson: Getting Started as Application Consultant

Later in this course, you will learn how to work in SAP Customizing.

LESSON SUMMARY
You should now be able to:
● Work with different SAP S/4HANA user interfaces

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Unit 1: Getting Started with SAP S/4HANA Sales Configuration

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Unit 1
Lesson 2
Executing the Sales and Distribution Process

LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Apply the sales process in SAP S/4HANA Sales

The Sales Process

Figure 3: The Sales Process

Every sales activity that you undertake in the SAP system is recorded with a sales document.
You can represent different business processes in Sales, Shipping, and Billing with
specifically-designed document types:
● Sales document types (for example, inquiries, quotations, standard orders)
● Delivery types (for example, outbound delivery, returns delivery)
● Billing document types (for example, invoices, credit memos, debit memos)

Each document is identified with a unique document number. Matchcodes help you search for
documents.
Each document is assigned an overall status, which reflects its processing status. The overall
status depends on the different status values in the document. These different values reflect
the processing statuses for the different steps of the sales activity.

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Unit 1: Getting Started with SAP S/4HANA Sales Configuration

Sales Document Structure

Figure 4: Sales Document Structure

Each business process in the SAP system is represented as a document. For example, a sales
document such as standard order (OR) is created during sales order processing.
The sales document consists of a document header and as many items as required. Each item
can in turn contain as many schedule lines as needed.
The document header contains general data and default values that are valid for the whole
document.
The document items contain data about the goods and services ordered by the customer.
This includes material numbers, descriptions, prices, and terms of delivery and payment.
Data for shipping and procurement is located in schedule lines. Because the delivery deadline
and order quantity are found in schedule lines, each line item with delivery requirements must
contain at least one schedule line.

LESSON SUMMARY
You should now be able to:
● Apply the sales process in SAP S/4HANA Sales

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Unit 1
Lesson 3
Setting Up the Enterprise Structure in Sales
and Distribution

LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Set up a new sales area in SAP S/4HANA Sales

Enterprise Structures in Sales and Distribution

Objectives of organizational structures in the SAP system:
● Achieve flexibility in representing complex corporate structures
● Adapt to changes in the corporate structure
● Distinguish between views in logistics (sales and distribution, purchasing, and so on), cost
accounting, and financial accounting
● Process data across company codes

Integration of Sales and Financial Accounting

Figure 5: Integration of Sales and Financial Accounting

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Unit 1: Getting Started with SAP S/4HANA Sales Configuration

All organizational units within a client are subject to one business control. Therefore, a client
can be considered as a synonym for the group.
A client is a self-contained technical unit. General data and tables that are used for several
organizational structures are stored at this level.
You can use the company code to represent a group from a financial accounting perspective.
You can create several company codes for each client so as to be able to carry out financial
accounting for several independent companies simultaneously. However, at least one
company code must be created.
Each company code represents an independent accounting unit. Several company codes can
use the same chart of accounts.

Organizational Structures in Sales

Figure 6: Organizational Structures in Sales

A variety of organizational units are available for modeling sales business transactions. In the
sales area, the following organizational units can be defined and used for mapping and
building up the sales structures:
● Sales organization
● Distribution channel
● Division
● Sales area
● Sales office
● Sales group

The sales area with the combination of sales organization/distribution channel and division
represents the market or external view of the company in the enterprise structure. The sales

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Lesson: Setting Up the Enterprise Structure in Sales and Distribution

office and sales group represent the internal view within the company. In the enterprise
structure of SAP, you must set up at least one sales area. The set up of the "internal"
organizations, such as sales group and sales office is optional.
Other organizational units in sales, such as the shipping point and the transportation planning
point, are covered in other SAP courses.

Sales Organization

Figure 7: Sales Organization

A sales organization represents the organizational structures in sales and distribution. Each
sales organization represents a selling unit. It is, for example, responsible for product liability
and other customer rights of recourse. You can use sales organizations to subdivide markets
into regions. Each business transaction is processed within a sales organization.
A sales organization is assigned to exactly one company code.
A sales organization is assigned to one or more plants.
Each sales organization has its own master data, for example, its own customer and material
master data as well as condition records.

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Unit 1: Getting Started with SAP S/4HANA Sales Configuration

Distribution Channel and Distribution Chain

Figure 8: Distribution Channel and Distribution Chain

You can use different distribution channels in sales and distribution to provide the market
with the best possible service. Distribution channels provide a general structure for
distributing goods. Wholesale trade, sales to industrial customers, or direct sales from a plant
are typical examples of distribution channels.
Distribution channels can be set up according to your company's market strategy or internal
organization.
Customers can be served through one or more distribution channels within a sales
organization.
In addition, you can vary the master data relevant to sales – such as customer master data,
sales master data, prices, and surcharges/discounts – for each sales organization and
distribution channel.
A distribution chain consists of a sales organization and a distribution channel. It is a way of
classifying how the sales structure is organized and a method for distributing the product.

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