6    Sales Order Management

This chapter highlights the business processes enabled by SAP S/4HANA’s Sales and Distribution functionality and provides an overview of the order lifecycle and the various supporting processes.

In this chapter, we first provide an overview of customer master data records in SAP S/4HANA. Next, we’ll provide an overview of sales contract management and sales order processing, along with how these processes interact with delivery, shipping, and warehouse processing. We discuss the billing and invoicing processes, along with key integration points to credit management and revenue recognition. You’ll learn about important functionality that integrates with core sales and distribution processes, such as rebates processes, complaints processes, and foreign trade processes. The chapter will wrap up by discussing SAP Hybris, data model simplification, and reporting sales order management.

6.1    Sales Order Management Basics

SAP S/4HANA supports many key sales order processes. SAP Fiori apps provide access to real-time analytics around core order processing key performance indicators (KPIs), such as quote conversion, sales margins, and contract tracking. SAP Fiori functionality allows customer service representatives to focus on resolving issues in orders to enhance the customer service experience.