Pre-Sales Overview Slide 1 of 23

Pre-Sales Overview Slide 1 of 23

©2000 RWD Technologies, Inc. All rights reserved.


Learning Objectives

Upon completion of this course, you will be able to:
n Describe how the Pre-Sales process integrates with
the Sales Order Entry process
n Identify the primary user roles involved
n Describe inquiries
n Describe sales quotations
n Describe outline agreements
n Perform various daily and periodic Pre-Sales tasks
on SAP



Prerequisites

Prior to this course, you should have attended:
n SAP Orientation
n SAP Navigation
n Customer Master Data
n Pricing



Course Agenda

n SAP R/3 Sales and Distribution
n Pre-Sales Overview
n Inquiries
n Sales Quotations
n Outline Agreements
n Approximate course time:
l 1.5 days



Course Components

n Concepts
n Exercises
n Task support:
l RWD Info Pak™ work instructions
l Quick reference work instructions
l Business Process Procedures (BPPs)
l PTS On-Demand modules

n Glossary



Applicable SAP Modules

n SD
l SD-OE (Sales Order Entry) FI CO
SD Finance
Controlling
Sales and
Distribution

MM PM
PP Materials
Plant
Maintenance
Production Management
Planning
HR
QM
PS Quality
Human
Resources
Project Management
System

WF SM
IS Workflow
Service
Management
Industry
Solutions

R/3 Basic System Modules



Pre-Sales Process

n Before placing an order, a customer can solicit
information from multiple vendors:
l Inquiry
l Quotation
l Outline agreement

n A reference document is created from the Pre-Sales
information and activities
n Customer order data is stored in the reference document
to assist in the Sales Order Entry process

Group
Activity



Outputs from the Pre-Sales Process

n Inquiries (041100b)
n Sales Quotations (041200b)
n Outline Agreements (041300b)

Inquiries Sales Quotations Outline Agreements

041100b 041200b 041300b



Benefits of the Pre-Sales Process

n Benefit1
n Benefit2
n Benefit3



Terminology

Old Terms New Terms
n OldTerm1 n Inquiry
n OldTerm2 n Quotation
n OldTerm3 n Outline Agreement
n OldTerm4 n Scheduling Agreement

Glossary

defn01g



User Roles Involved in this Process

Old Roles New Roles
n OldRole1 n Customer Service
Representative (CSR)
n OldRole2 n Customer Service
Management



Document Flow

Pre-Sales Sales Order Delivery Picking Goods Invoice
Reference Note Request Issue
Document



Pre-Sales Process Flow
Customer Wants Customer Wants Firm
Customer Wants Firm
Information Only Price and Delivery
Price Commitment
Commitment

Create Outline
Do You Want Reference an Agreements
Yes Create Sales Yes
Create Inquiry to Reference an Inquiry or (Contracts and
Quotation Scheduling
Inquiry? Quote?
Agreements)

No No

End End
Outline
Inquiries Sales Quotations Agreements



Pre-Sales Data Relationships

Pricing Quotation
Master Data

Material Sales Order
Inquiry Contract
Master Data

Customer Scheduling
Master Data Agreement



Price Legally Binding?

n Pre-Sales pricing information may or may not be
legally binding.
l Inquiries are not legally binding
l Sales quotations and outline agreements are legally binding



Creating Inquiries

n When? Inquiry

l Customer wants estimated
price and delivery
information Quote

n Why?
Outline
Agreement
l Help customer decide to (Contract or
buy Sched.
Agreement)

Sales
Order



Creating Quotations

n When? Inquiry

l Customer or business unit
requests a firm price
n Why? Quote

l Help customer decide to
buy
l Increase data accuracy Outline
Agreement
(Contract or
l Decrease data entry at Sched.
order creation Agreement)
Sales
l Reserve inventory for a Order
customer



Creating Outline Agreements

n When? Inquiry

l Customer wants to secure
a price for a material into
the future
Quote
l Customer wants
commitment on delivery of
material on a pre-setup
schedule Outline
Agreement
n Why? (Contract or
Sched.
Agreement)
l Record terms of agreement Sales
Order
l Monitor customer activity
and commitment
l Increase data accuracy
l Establish long term
customer agreement


Types of Outline Agreements
n Outline agreements:
l The customer agrees to buy certain quantities of material, or
materials that add up to a certain dollar value, within a specified
period of time

n Scheduling agreements:
l The customer agrees to buy certain quantities of materials
according to a pre-setup schedule.
M For example, if a company manufactures candles and knows
it will need 500 lbs. of paraffin each month, it would set up a
scheduling agreement with the supplier of paraffin to deliver
500 lbs. of paraffin at the beginning of each month
l Scheduling agreements are often used to facilitate just-in-time
product delivery and help reduce customer inventory levels



Inputs and Outputs

Document Inputs Outputs/Effects

Inquiry • Material • Price and delivery terms
• Customer available to customer

Quotation • Material • Customer • Legally binding price quote
• Quantity • Price with price and delivery terms
• Time period available to the customer

Outline • Material • Customer • Contract set up that specifies
Agreement • Quantity • Price total quantity or value with
• Time period price and delivery terms

Scheduling • Material • Customer • Contract set up that specifies
Agreement • Quantity • Price total quantity and delivery
• Delivery dates dates with price and delivery
• Time period terms



Learning Objectives Review

n Describe how the Pre-Sales process integrates
with the Sales Order Entry process.
Ü A Pre-Sales reference document stores customer
order data to be used in the Sales Order Entry
process
n Identify the primary user roles involved with
Pre-Sales.
Ü Customer Service Representative (CSR) and
Customer Service Management
n Describe inquiries.
Ü Inquiries are used to document a customer’s
request for information


Learning Objectives Review (continued)

n Describe sales quotations.
Ü Sales quotations are used to provide a customer
with a one-time price discount
Ü The pricing in sales quotations is binding and inventory may be
committed

n Describe outline agreements.
Ü Outline agreements are used to provide customers
with discounted pricing over an extended time
period

Quiz



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Pre-Sales Overview Slide 1 of 23

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Pre-Sales Overview Slide 1 of 23