S4SD1

SAP S/4HANA Sales - Functions

and Innovations

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.
PARTICIPANT HANDBOOK
INSTRUCTOR-LED TRAINING
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Course Version: 09
Course Duration: 1 Day(s)
Material Number: 50146940
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Contents

vii Course Overview

1 Unit 1: SAP S/4HANA Enterprise Management: Sales Innovations

Overview

3 Lesson: SAP S/4HANA Enterprise Management: Sales Innovations

Overview

13 Unit 2: Business Roles and Business Catalogs in Sales and Billing

14 Lesson: Overview of Sales Roles, Sales Catalogs, and SAP Fiori for
Sales
27 Exercise 1: Get Started with SAP S/4HANA Sales Fiori
31 Exercise 2: Create a Specific Sales Group for Sales User

39 Unit 3: Simplifications in SAP S/4HANA Sales

40 Lesson: Overview
43 Exercise 3: Identify Simplifications in SAP S/4HANA Sales
48 Lesson: Data Model Simplifications
51 Exercise 4: Check Data Model Simplifications
55 Lesson: Business Partner Approach
59 Exercise 5: Create a New Sales Business Partner

67 Unit 4: Best Practices in Sales Order and Contract Management

69 Lesson: Advanced Available-To-Promise

75 Exercise 6: Activate Advanced ATP and Check Changes in the
Availability Check Group Customizing
78 Lesson: Sale from Stock
83 Exercise 7: Execute the Sale from Stock Process
88 Lesson: Billing Document Output Management
91 Exercise 8: Check Business Rules for Output Determination
94 Lesson: Credit Management
99 Exercise 9: Analyze Credit Limit Utilization
102 Lesson: Revenue Accounting
107 Exercise 10: Display Revenue Accounting Settings
111 Lesson: Settlement Management: Rebate

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117 Unit 5: Performance Management and Analytics in SAP S/4HANA Sales

118 Lesson: Overview of Performance Management and Analytics in

Sales
123 Exercise 11: Use the My Sales Overview App to Access
Customer 360 and Analytics
127 Lesson: SAP Smart Business for Sales Order Fulfillment
137 Exercise 12: Add a New SAP Smart Business Evaluation to the
SAP Fiori Launchpad

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Course Overview

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

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viii © Copyright. All rights reserved.
 UNIT 1 SAP S/4HANA Enterprise
Management: Sales Innovations
Overview

Lesson 1
SAP S/4HANA Enterprise Management: Sales Innovations Overview 3

UNIT OBJECTIVES

● Explain the content of this course

● Outline the scope of changes in Sales and Billing

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Unit 1: SAP S/4HANA Enterprise Management: Sales Innovations Overview

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 Unit 1
Lesson 1
SAP S/4HANA Enterprise Management: Sales
Innovations Overview

LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Explain the content of this course
● Outline the scope of changes in Sales and Billing

Sales Innovations Overview

The Evolution of SAP S/4HANA: Focusing Delta in Sales

Figure 1: The Evolution of SAP S/4HANA: Focusing Delta in Sales

The changes in Sales and Billing must be considered in the overall context. The initial
coordinates of the changes are both SAP ERP ECC 6.0x Logistics and the previous versions
SAP S/4HANA Enterprise Management 1511 and 1610.
SAP S/4HANA Enterprise Management (Materials Management and Operations) in the
overall view is comprised of the functionality covered by SAP ERP ECC 6.0x Logistics. It
provides major simplifications in the areas of sales and distribution, capacity planning, and in
related areas affecting Sales and Billing.
The changes that affect the Sales and Billing solution can be divided into three categories in
terms of ECC: re-architecting the data model and functions, new user experience and design,
and unifying functionality in the core.

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Unit 1: SAP S/4HANA Enterprise Management: Sales Innovations Overview

The evolution of the Sales and Billing integration includes, in addition to the processes in the
SAP S/4HANA Enterprise Management Core, in-depth integration into the SAP Cloud
solution SAP Hybris.
Complementary Sales and Billing solutions (like Multi-Channel-Billing) can be used in
addition. They are mentioned in the course. The emphasis of this delta course remains on the
existing changes reflected in the core.
At the core of every SAP S/4HANA solution is the SAP HANA database. The changes in sales
and billing include the replacement of add-ons and the expanded integrated functional
bandwidth (such as EWM and PP/DS in 1610, and advanced ATP in 1709).
The following points summarize the primary changes in Sales and Billing:
● SAP S/4HANA 1511: Re-architecting the data model, new features
● SAP S/4HANA 1610: Broad base of roles and new SAP Fiori apps, streamlined processes
● SAP S/4HANA 1709: Expansion of the roles, in-depth analytics, and in-depth integration

Figure 2: SAP S/4HANA Enterprise Management

The figure, SAP S/4HANA Enterprise Management, provides an overview of the changes from
the perspective of the individual line of business.

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 Lesson: SAP S/4HANA Enterprise Management: Sales Innovations Overview

SAP S/4HANA Sales

Figure 3: SAP S/4HANA Sales

This course focuses on the optimized and enhanced order-to-cash process in Sales, and the
available SAP Fiori apps and analytical views in Sales for managing and controlling.
The new Sales user experience based on SAP Fiori is a cornerstone. In the next unit we get an
overview of business roles in SAP ERP, enhanced sales business roles in SAP S/4HANA
Enterprise Management, and existing and updated SAP Fiori apps.
Before we proceed to the following units, we need a preliminary overview of the simplification
scope in Sales and changes in the Sales data model.
Next we focus on new Sales functions (like advanced ATP), processes (like billing), and
analytics.
Analytics, as one of the major business values in Sales, provides the following new core
aspects based on SAP Fiori:
● Embedded analytics to enable smart business processes (like the sales order fulfillment
cockpit)
● Management support by providing relevant sales KPIs delivered out of the box, and with
additional flexibility to create dedicated KPIs
● Regarding sales objects optimized SAP Fiori apps, listing situation on given objects,
allowing fast and focused follow-up tasks

The building blocks of analytics are found in the last units.

Sales and Billing solutions address the following aspects of known business challenges:
● Increasing volume of sales documents
The internal sales team faces the pressure of a high volume of sales documents and
struggles with various problems in the documents.
● Need for business transparency

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Unit 1: SAP S/4HANA Enterprise Management: Sales Innovations Overview

The sales manager requires immediate insight into the sales data to make the right
decision.
● Collaboration with the sales front office
To best support multichannel customer experience, it is crucial for the internal sales team
to be seamlessly connected with the sales front office.
● Complexity of order-to-cash process
The digital business model brings new requirements to the overall order-to-cash process.

New Billing Function Supports a Digital Business Model

Figure 4: New Billing Function Supports a Digital Business Model

Today, more and more companies have extended their traditional business with digital
products. Besides the traditional delivery of physical goods and fulfillment of service
requests, companies allow their customer to consume the products first and pay later based
on actual usage, in a "pay-as-you-go" business model.
The SAP S/4HANA Sales billing capability enables an omnichannel approach, creating a
single invoice combining billable items from different channels (such as internal and external)
and billing categories (such as one-time billing, recurring billing, and usage-based billing).
● SAP S/4HANA receives, transforms, and persists the external billing data as an external
billing document request (EBDR).
● An EBDR can be billed standalone, or combined with other sales and distribution
documents (such as sales order, delivery, or debit memo request) to create a convergent
billing document.

SAP S/4HANA Sales deals with payment cards flexibly by integrating with the SAP Digital
Payment add-on.
The benefit and business value of this convergence are as follows:
● Reduces the number of invoices needed when processing billing due list items of different
categories
● Innovative omnichannel approach enables creation of single-solution invoices that
combine billable items from different channels and billing categories
● Omnichannel approach greatly reduces the administrative overhead traditionally
associated with the combined billing of solution-centric offerings, saving time and money

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 Lesson: SAP S/4HANA Enterprise Management: Sales Innovations Overview

Figure 5: Focus on the Person, Not the Function

In Sales and Billing, as in other areas, the big switch in the design approach with SAP Fiori
compared to traditional interface design is that the focus is now on the user, rather than the
function.
SAP Fiori apps are always role-based. There are many apps to choose from, and they are
organized in easy-to-use catalogs supplied with SAP S/4HANA. You need to assign the Sales
business roles to the users.
Each Sales and Billing SAP Fiori app is built around the user, rather than the function. As a
result, the screens are very simple and uncluttered. A key goal of any SAP Fiori app is to
ensure that a user can complete a task with as few clicks as possible.
SAP Fiori itself is a technology that offers a state-of-the-art web UI that is based on HTML5
and SAPUI5 and enables the user to personalize the screen. It technically enables everything
that we need to provide the right screens for end users. SAP Fiori design principles make it
possible to adjust a screen to any front-end device and to adopt it automatically to future
design principles, thus maintaining a state-of-the-art screen.
SAP Fiori enables developers to design and adopt the screen to the needs of the end user for
a particular role, putting the user into the center of the business process. With this principle
we ensure that the software is not targeting a neutral individual who enters all information into
one screen, but that the software is aware of the business context, the tasks, and the specific
situation the user is working in, and thus provides all the relevant information that the user
needs to perform their tasks.

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Unit 1: SAP S/4HANA Enterprise Management: Sales Innovations Overview

Figure 6: SAP Fiori Apps for Business Roles in Detail (1/2)

Figure 7: SAP Fiori Apps for Business Roles in Detail (2/2)

These figures show the number of available SAP Fiori apps in Sales and Billing at a glance. A
deeper insight follows in a later unit. The delta stickers reflect changes after 1610 FPS0.

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 Lesson: SAP S/4HANA Enterprise Management: Sales Innovations Overview

Simplification in the Sales Data Model

Figure 8: Simplification in the Sales Data Model

The entire data model (from SAP ERP) has been re-examined. It underwent extensive re-
architecting to eliminate redundancies in all areas and thereby ensure the process quality.
What does "simplification" imply from a technological perspective?
First of all, the new data model is simple:
● Only main tables remain, no redundancies
● Clear separation of master data from transactional data
● Reduced memory footprint

It operates around the principle of "One":

● Only one valuation method (Material Ledger) instead of two
● Flexible rebate management instead of cumbersome and expensive redundancies

In the Simplification unit, we will delve deeper into the data model changes in sales and billing.

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Unit 1: SAP S/4HANA Enterprise Management: Sales Innovations Overview

Performance Management and SAP S/4HANA Embedded Analytics

Figure 9: Performance Management and SAP S/4HANA Embedded Analytics

The available options for performance management and embedded analytics are visible and
significant business benefits in the area of Sales and Billing.
A key feature and business value of SAP S/4HANA is Embedded Analytics. Elements of
Analytics in Sales and Billings are described in the following units. Examples are provided of
how OLTP and OLAP are now combined to create modern applications that combine
transactions and analytics. This is called Embedded Analytics. There are many applications in
SAP S/4HANA that contain Embedded Analytics. A variety of options (such as simulation,
predictive information, and so on) are available in SAP S/4HANA.
End users in Sales and Billing, who analyze data and act according to their insights, can use
the following features:
● Multidimensional reports
● Smart Business KPIs
● Query Browser
● Analytical SAP Fiori apps
● Analytical apps based on Analysis Path Framework (APF)

Training courses are available on these topics. For more information, see http://
training.sap.com.

LESSON SUMMARY
You should now be able to:
● Explain the content of this course
● Outline the scope of changes in Sales and Billing

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 Unit 1

Learning Assessment

1. What are the main changes regarding Sales and Billing?

Choose the correct answers.

X A Re-architected data model

X B New features

X C In-depth analytics

X D In-depth integration

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 Unit 1

Learning Assessment - Answers

1. What are the main changes regarding Sales and Billing?

Choose the correct answers.

X A Re-architected data model

X B New features

X C In-depth analytics

X D In-depth integration

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 UNIT 2 Business Roles and Business
Catalogs in Sales and Billing

Lesson 1
Overview of Sales Roles, Sales Catalogs, and SAP Fiori for Sales 14
Exercise 1: Get Started with SAP S/4HANA Sales Fiori 27
Exercise 2: Create a Specific Sales Group for Sales User 31

UNIT OBJECTIVES

● Explain SAP Fiori coverage of sales and billing applications

● Use business roles in sales and billing
● Use business catalogs assigned to business roles in sales and billing

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 Unit 2
Lesson 1
Overview of Sales Roles, Sales Catalogs, and
SAP Fiori for Sales

LESSON OVERVIEW

Note:
This lesson does not cover details of sales and billing functionality.

LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Explain SAP Fiori coverage of sales and billing applications
● Use business roles in sales and billing
● Use business catalogs assigned to business roles in sales and billing

Sales Roles, Sales Catalogs, and SAP Fiori for Sales

The workbench in sales and billing is based on the assigned roles. It is embedded in the
structural framework of SAP Fiori. It is available to users from the SAP Fiori launchpad. The
structural approach is outlined in the figure, SAP Fiori: Sales User Experience in SAP S/
4HANA, using essential elements of Sales. All available SAP Fiori apps are grouped in roles
and catalogs in Sales. These are then presented in an overview and on the basis of individual
examples. Catalogs and roles can be regrouped and summarized to suit individual customer
requirements. More information is available in more detailed technical courses. All sales
processes are supported throughout the environment.

Figure 10: SAP Fiori: Sales User Experience in SAP S/4HANA

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 Lesson: Overview of Sales Roles, Sales Catalogs, and SAP Fiori for Sales

The SAP Fiori launchpad is the single entry point to access all apps. In the Sales domain,
specific SAP Fiori overviews provide users with a quick overview of what needs their attention
with overview pages, list reports, and work lists. Those are enriched with a Trigger for quick
actions or drill down options to determine which sales actions must be performed next.
For intuitive navigation and individualization you can utilize enterprise search and the Me
Area.
Key and differentiating use cases are the basis of the new SAP Fiori Sales apps.
"Classical" Sales transactions are provided in parallel, which have the SAP Fiori visual theme,
as shown in the figure, SAP Fiori Theme for "Classical" Sales Transactions.

Figure 11: SAP Fiori Theme for "Classical" Sales Transactions

● Existing SAP users get productive quickly in SAP S/4HANA with SAP Fiori-themed web-
enabled classical transactions. Expert users waste no time in transitioning to SAP S/
4HANA.
● Existing SAP customers get a non-disruptive upgrade to SAP S/4HANA without having to
necessarily change the way they do business.
● The SAP Fiori theme for classical UIs also provides a solution to most of our customers’
custom screens (~60%).
● Customers can easily apply SAP Screen Personas should they need further simplification
on top of SAP Fiori-themed web-enabled classical UIs.

In terms of the Sales UI in SAP Fiori, the overriding principles apply. These are described
briefly here:
The Sales NEW part of the SAP UX strategy consists of many different kinds of applications
using different technologies. SAP Fiori apps are part of NEW and RENEW. They provide
efficient access to business information in Sales, in order to increase user productivity by
reducing complexity.
The Sales RENEW part of the SAP UX strategy consists mainly of SAP Fiori apps. Classical
ABAP transactions are taken and decomposed into several small apps connected by
navigation paths. This offers a new way to consume data from ABAP systems and to interact
with these systems. This is more flexible in terms of a task-oriented view.
The long-term goal of the SAP UX strategy is to offer all business and all analytic applications
on SAP HANA with SAP Fiori as the unified UI. However, it will take some time to realize this
for the thousands of different transactions and applications.

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Unit 2: Business Roles and Business Catalogs in Sales and Billing

Figure 12: Example Types of Access in Sales

All SAP Fiori Sales apps utilize SAPUI5. The three types of Sales apps shown in the sequences
in the figure, Example Types of Access in Sales, differ in their usage of additional technologies,
as follows:
● Sales transactional apps use ABAP to provide the classic approach for functions of a
business system. They are available for SAP S/4HANA and SAP Business Suite on any DB.
● Sales analytical apps use the analytical capabilities of SAP HANA to provide insights into
business data. They are available for SAP S/4HANA and SAP Business Suite on HANA.
● Sales object and fact sheets use the Enterprise Search capabilities of SAP HANA to
provide search results. They are available for SAP S/4HANA and SAP Business Suite on
HANA.

The different types of access must be taken into account during the development of a new UI.
For multi-step transactional functions, such as the creation of a new sales order (transaction
VA01 in SAP ERP), a lot of different functions have to be provided to the user. It is very
challenging to combine this demand with the aspect of simplicity.
SAP Fiori Sales utilization in 1511, 1610, and 1709 focuses on the Me Area and Workspace. The
Me Area provides fast access to sales action history. The notification area, used in the overall
SAP Fiori concept, is currently not used in Sales.

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 Lesson: Overview of Sales Roles, Sales Catalogs, and SAP Fiori for Sales

Figure 13: Available Roles in 1709: Business Roles - Overview

Business Roles Delivered by SAP

The roles highlighted roles in the figure, Available Roles in 1709: Business Roles - Overview, are
newly available in SAP S/4HANA Sales 1709 on premise. They supplement the roles delivered
in SAP S/4HANA Sales 1610 on premise.
SAP has created tailored Sales user roles within the SAP Best Practices for SAP S/4HANA.
These roles include the relevant apps needed to fulfil the role's main tasks; for example,
maintain master data, and create documents within a particular process. Roles for the SAP
Fiori launchpad can of course also be set up according to customer-specific requirements.
When a user logs on to the SAP Fiori launchpad, the range of available applications depends
on the roles that have been assigned to the user. SAP provides a broad selection of standard
roles that are preconfigured for specific tasks, such as maintaining master data (for example,
SAP_BR_BUPA_MASTER_SPECIALIST) or executing specific processes (for example,
SAP_BR_INTERNAL_SALES_REP).
Therefore delivered business roles are templates. You can define your own business roles in
the following ways:
● By copying business roles, adding new business catalogs, and deleting existing business
catalogs
● By creating new business roles and assigning business catalogs

The definition of those business roles is as follows:

● Internal Sales Representative (SAP_BR_INTERNAL_SALES_REP): Manages sales
documents, for example, captures changes or cancels sales orders, prepares quotations,
and manages contracts. Monitors, troubleshoots, and collaborates on critical open issues
from the sales order fulfillment process.
● Billing Clerk (SAP_BR_BILLING_CLERK): Processes invoices in time, monitors and
manages the invoice process, works on a prioritized worklist (for example, sorted by

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Unit 2: Business Roles and Business Catalogs in Sales and Billing

invoice date and value of invoice requests), creates, releases, and sends invoice
documents.
● Sales Manager (SAP_BR_SALES_MANAGER): Monitors and optimizes sales processes
and sales planning, and coordinates sales forces.
● Order to Cash Process Manager (SAP_BR_SALES_PROCESS_MANAGER): Monitors the
efficient and effective operation of the order-to-cash process in a company.
● Pricing Specialist (SAP_BR_PRICING_SPECIALIST): Keeps prices current, makes them
available on time. Sets up price lists, maintains prices, carries out mass changes of prices,
issues price lists, changes prices, cross-checks prices and discounts for customers.
● Master Data Specialist - Product Data (SAP_BR_PRODMASTER_SPECIALIST): Maintains
product master data.
● Master Data Specialist - Business Partner Data (SAP_BR_BUPA_MASTER_SPECIALIST):
Maintains business partner master data.
● Credit Controller (SAP_BR_CREDIT_CONTROLLER): Establishes, monitors, and edits
credit limits based on the credit policy of the company. Ensures that credit-worthiness of
customers is constantly scrutinized and verified. Cooperates closely with the Sales and
Distribution department and the accountants receivables accountant.
● Shipping Specialist (SAP_BR_SHIPPING_SPECIALIST): Processes outbound deliveries.
● Order Fulfillment Specialist (SAP_BR_ORDER_FULFILLMNT_SPCLST): Assures the
highest percentage of order fulfillment for all customers and pro-actively monitors stock-
critical issues to avoid manual intervention.

Figure 14: SAP Fiori Apps for Business Roles in Detail (1/2)

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 Lesson: Overview of Sales Roles, Sales Catalogs, and SAP Fiori for Sales

Figure 15: SAP Fiori Apps for Business Roles in Detail (2/2)

These figures show a condensed overview of all new and updated SAP Fiori apps, showing the
ongoing evolution in SAP Fiori for Sales.
The most current list is available in the SAP Fiori Apps Library at https://
fioriappslibrary.hana.ondemand.com).
For example, you can navigate to Sales apps by choosing Fiori apps for SAP S/4HANA → by
Line of Business → Sales. The list of all available SAP Fiori apps for Sales is then displayed. By
entering a term in the search field, you can easily find your relevant SAP Fiori app.
The mapping to the available catalogs for the current status is listed below for existing roles.
Please keep in mind that this is a recent excerpt that may adapt as sales evolve.

Internal Sales Representative

● Sales Order Processing (Business Catalog ID: SAP_SD_BC_SO_PROC_OP)
You can search for sales orders according to selection criteria, and create, change, and
display sales orders. You can search sales orders with issues, like sales orders with billing
block, delivery block, credit block, or incomplete sales orders, and you can resolve these
issues. You can search for customer returns and sales orders without charge according to
selection criteria, and create, change, and display these sales documents.
● Sales Quotation Processing (Business Catalog ID: SAP_SD_BC_QUOT_PROC_OP)
You can search for sales quotations according to selection criteria, and create, change,
and display sales quotations. You can view conversion rates of sales quotations to sales
orders. You can list incomplete sales quotations.
● Sales Contract Processing (Business Catalog ID: SAP_SD_BC_CONTR_PROC_OP)
You can search for sales contracts according to selection criteria, and create, change, and
display sales contracts. You can view the fulfillment rates of sales contracts. You can list
incomplete sales contracts.
● Debit Memo Request Processing (Business Catalog ID: SAP_SD_BC_DMR_PROC)
You can search for debit memo requests, and create, change, and display debit memo
requests.

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Unit 2: Business Roles and Business Catalogs in Sales and Billing

● Credit Memo Request Processing (Business Catalog ID: SAP_SD_BC_CMR_PROC)

You can search for credit memo requests, and create, change, and display credit memo
requests.
● Inquiry Processing (Business Catalog ID: SAP_SD_BC_INQ_PROC)
You can search for inquiries according to selection criteria, and create, change, and display
inquiries. You can list incomplete inquiries.
● Customer Return Processing (Business Catalog ID: SAP_SD_BC_CR_PROC)
You can track the customer return process, and you can decide how much credit the
customer receives for returned goods.
● Sales Document Lists (Business Catalog ID: SAP_SD_BC_SLS_LIST_OP)
You can search for different sales documents (such as inquiries and quotations) according
to specific search criteria.
● Master Data (Business Catalog ID: SAP_SD_BC_MD_MANAGE)
You can create, change, and display different sales master data (such as product
proposals, customer material info records, and material substitution rules).
● Sales Output (Business Catalog ID: SAP_SD_BC_OUTPUT)
You can create, change, and display output condition records, used for determining output
medium and output form for sales documents.
● ATP – Product Allocation (Business Catalog Group ID: SAP_SCM_BCG_ATP_PAL)
You can configure product allocations, manage planning data for product allocations, and
assign products to product allocations.
● Enterprise Search
You can search quickly and easily for business documents and display the following fact
sheets:
- Sales Order
- Sales Quotation
- Sales Contract
- Customer Return
- Manufacturing Order

You can search quickly and easily for customer master data and display the Customer –
360° View.

Billing Clerk
● Billing Document (Business Catalog ID: SAP_SD_BC_BIL_DOC)
You can search for billing documents according to selection criteria, and create, change,
cancel, and display billing documents.
● Billing Scheduling (Business Catalog ID: SAP_SD_BC_BIL_SCHEDULE)
You can schedule background jobs for creating billing documents, for printing or emailing
billing documents, and for releasing billing documents to financial accounting.

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 Lesson: Overview of Sales Roles, Sales Catalogs, and SAP Fiori for Sales

● Invoice List (Business Catalog ID: SAP_SD_BC_BIL_INV_LIST)

You can search for invoice lists according to selection criteria, and create, change, cancel,
and display invoice lists.
● Retroactive Billing (Business Catalog ID: SAP_SD_BC_BIL_DOC_RETRO)
You can create billing documents to re-bill debit or credit memos for previous periods that
have been re-evaluated on the basis of changes to surcharges, using rates that may be
different to the originally-billed rates and surcharges.
● Sales Settlement Maintenance (Business Catalog ID: SAP_SD_BC_SETTLE_CLERK)
You can settle contractual rebate agreements in sale processes, and keep track of
settlement documents. You can search for settlement documents according to selection
criteria, and create, change, cancel, and display settlement documents.
● Globalization
Business Role Billing Clerk includes additional business catalogs for globalization reasons:
- Logistic Execution - Nota Fiscal ID: SAP_LE_BC_NF_BR
- Logistics Brazil - Nota Fiscal ID: SAP_LO_BC_LOC_BR
- Globalization - Excise Invoice India ID: SAP_LO_BC_EXC_INV_IN
- Official Document Numbering – Pre-numbering Philippines ID:
SAP_SD_BC_ODN_PRENUM_PH
● Enterprise Search
You can search quickly and easily for business documents and display the following fact
sheets:
- Billing documents

Sales Manager
● Analytics (Business Catalog ID: SAP_SD_BC_SALES_ANLYTS_OP)
You can analyze key performance indicators, such as sales volume or incoming sales
orders, and can display contract fulfillment rates and quotation conversion rates.
● Sales Document Lists (Business Catalog ID: SAP_SD_BC_SLS_LIST_OP)
You can search for different sales documents (such as inquiries, and quotations)
according to specific search criteria.
● Sales Settlement Management (Business Catalog ID: SAP_SD_BC_SETTLE_MANAGER)
You can manage contractual rebate agreements in sales processes.

Order to Cash Process Manager

● Order-to-Cash Performance Monitoring (Business Catalog ID:
SAP_SD_BC_SALES_PROC_PERF)
You can view different process performance KPIs of the Order-to-Cash process. You can
analyze fulfillment issues of sales orders.

Pricing Specialist
● Master Data - Prices (Business Catalog ID: SAP_SD_BC_PRICE_MANAGE)
You can create, maintain, and display prices, price conditions, and free goods agreements.

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Unit 2: Business Roles and Business Catalogs in Sales and Billing

Master Data Specialist – Product Data

(Sales relevant Applications and Transactions only)
● Master Data - Product (Business Catalog ID: SAP_CMD_BC_PR_MAINT)
You can search for material master according to specific search criteria, and you can
create, change, and display material master. You can process mass maintenance for
material master. The Manage Product Master app allows you additionally to search for
materials according to selection criteria.

Master Data Specialist – Business Partner Data

(Sales-relevant applications and transactions only)
● Central Master Data – Business Partner (Business Catalog Group ID: SAP_CMD_BCG_BP)
You can create, maintain, and display central business partner master data.
● Master Data – Customer Master (Business Catalog ID:
SAP_CMD_BC_CUSTOMER_MAINT)
You can create, maintain, and display customer master data. You can process critical
customers (confirm customer list). You can process customer master mass maintenance.
You can maintain account groups for customers.

Credit Controller
● Daily Business (Business Catalog Group ID: SAP_SFIN_BCG_CR_DAILY)
You can manage credit cases, display credit limit utilization of customers, and execute and
track credit decisions for sales documents.
● Reporting (Business Catalog Group ID: SAP_SFIN_BCG_CR_REPORTING)
You can monitor credit data, credit limit utilization, and exposure of business partners. You
can display payment behavior of customers.
● Master Data (Business Catalog Group ID: SAP_SFIN_BCG_CR_MASTER_DATA)
You can manage credit master data.

Shipping Specialist
● Logistics Execution - Outbound Delivery Processing (Business Catalog ID:
SAP_LE_BC_OD_PROC)
You can process outbound deliveries as follows:
- Search for due sales orders and items
- Schedule outbound delivery creation
- Create, change, display and search for outbound deliveries
- Split outbound deliveries
- Manage proof of deliveries
- Schedule goods issue for outbound deliveries
- Post and cancel goods issue
● Logistics Execution - Outbound Deliveries (Business Catalog ID:
SAP_LE_BC_OBDLV_PROC)

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 Lesson: Overview of Sales Roles, Sales Catalogs, and SAP Fiori for Sales

You can process outbound deliveries as follows:

- Search for due sales orders and items
- Schedule outbound delivery creation
- Create, change, display and search for outbound deliveries
- Schedule goods issue for outbound deliveries
- Post and cancel goods issue

Order Fulfillment Specialist

● ATP – Requirement Processing (Business Catalog ID: SAP_CMD_BCG_BP)
You can release material quantities for delivery. You can assign available material
quantities to sales order items which are overdue, and afterwards confirm sales order
items.

Figure 16: Example: Internal Sales Representative

As described above, you can search for sales orders according to selection criteria, and
create, change, and display sales orders. You can search sales orders with issues, like sales
orders with billing block, delivery block, credit block, or incomplete sales orders, and you can
resolve these issues.
You can search for customer returns, and sales orders without charge according to selection
criteria, and create, change, and display these sales documents.
The same applies to other roles and catalogs.
The following figure provides a legend for the previous figure.

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Unit 2: Business Roles and Business Catalogs in Sales and Billing

Figure 17: Legend

Figure 18: Examples of Available Worklists and Reports in Sales - Role: Internal Sales Representative

Sales Object Pages are a summary screen for a single item - a single order, single customer,
single invoice, and so on. They are also used as the default way to display a single row of a list
report, and can be called from Fiori search or provided as the target of a hyperlink or button
from other apps.
The following object pages are available for Order and Contract Management:
● Business Partner
● Sales Quotation
● Sales Order
● Sales Contract
● Customer Return
● Credit Memo Request
● Debit Memo Request
● Billing Document
● Customer - 360° View

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 Lesson: Overview of Sales Roles, Sales Catalogs, and SAP Fiori for Sales

● Sales Inquiry

For an easier overview, a list of the newly delivered SAP S/4HANA 1709 On Premise Fiori
apps, which are available for operational use, is as follows:
● Manage Sales Orders
● Manage Sales Quotations
● Manage Sales Contracts
● Manage Debit Memo Requests
● Manage Credit Memo Requests
● Manage Billing Documents
● Incomplete Sales Orders
● Delivery Blocked Orders
● Billing Blocked Orders
● Unconfirmed Sales Orders
● Credit Blocked Sales Orders
● Manage Customer Returns
● Manage Sales Inquiries

Figure 19: Example: Internal Sales Representative - Enterprise Search

The SAP Fiori launchpad offers an enterprise search function that searches across all apps
and business objects, such as materials and customers. In addition to the dedicated SAP Fiori
apps available for sales and billing, after 1511, the global search in SAP Fiori for Sales objects
for all relevant Sales objects was made possible.
The global search (in the example above for billing) thus allows the employee in Sales to either
search for a term using all Sales objects or search exactly within an object area by selecting
the search scope.

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Unit 2: Business Roles and Business Catalogs in Sales and Billing

You can search quickly and easily for business documents and display the following fact
sheets:
● Sales Order
● Sales Quotation
● Sales Contract
● Customer Return
● Manufacturing Order

You can also search quickly and easily for the customer master data and display the
Customer - 360° View.

Figure 20: Launchpad Personalization

End users can personalize their own variant of the SAP Fiori launchpad. Besides general
settings such as language, they can also rearrange groups and tiles, create new groups, and
add or delete tiles in an existing group.
Tiles are organized in catalogs in the system. These catalogs hold all the technical information
needed to start an application. To show a tile in the SAP Fiori launchpad, it must be embedded
in a group. Groups can be created centrally in the system and then added to the launchpad, or
the user can create their own group and add tiles from catalogs.

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 Unit 2
Exercise 1
Get Started with SAP S/4HANA Sales Fiori

SAP S/4HANA uses a role-based concept. SAP provides pre-configured roles that can be
used for daily work.
In this exercise, you log on and learn about the role-based concept.
Access the System Without an Assigned Role
In the standard configuration, a role is not initially assigned to a user.

1. Log on to the front end system T4N and start the SAP Fiori launchpad. For the log on, use
the username S4SD1–## and the password Welcome1.
## is a placeholder for the group number that you’ve received from your trainer.

Are tiles visible on the SAP Fiori launchpad?

Assign a Role to Your User and Execute Again

There are several roles available initially in the SAP S/4HANA environment. In addition, it is
possible to create new roles and use them on the SAP Fiori launchpad.

1. Check if the role ZTRAINING_S4600 is assigned to your user. If not, assign it.

Are tiles visible now?

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 Unit 2
Solution 1
Get Started with SAP S/4HANA Sales Fiori

SAP S/4HANA uses a role-based concept. SAP provides pre-configured roles that can be
used for daily work.
In this exercise, you log on and learn about the role-based concept.
Access the System Without an Assigned Role
In the standard configuration, a role is not initially assigned to a user.

1. Log on to the front end system T4N and start the SAP Fiori launchpad. For the log on, use
the username S4SD1–## and the password Welcome1.
## is a placeholder for the group number that you’ve received from your trainer.

Are tiles visible on the SAP Fiori launchpad?

No, the relevant roles are not yet assigned.

a) Log on to the training system landscape.

b) Call SAP logon from the Start menu.

c) Log on to T4N using the above username and password.

d) In the user-specific menu, open the SAP Fiori launchpad by double-clicking SAP Fiori
Launchpad.

e) To open the launchpad, enter the user credentials again.

The launchpad is empty; no tiles are available.

Hint:
T4N is the front-end system, which is connected to T41 (the back-end
system).

Assign a Role to Your User and Execute Again

There are several roles available initially in the SAP S/4HANA environment. In addition, it is
possible to create new roles and use them on the SAP Fiori launchpad.

1. Check if the role ZTRAINING_S4600 is assigned to your user. If not, assign it.
a) In T4N, execute the transaction SU01.

b) In the User field, enter your user and choose Change.

c) Choose the Roles tab.

d) On the Roles tab, in the first empty row, enter the role ZTRAINING_S4600 .

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 Lesson: Overview of Sales Roles, Sales Catalogs, and SAP Fiori for Sales

e) Choose Save.

f) Restart the SAP Fiori launchpad.

Are tiles visible now?

Yes, the tiles are visible now.

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Unit 2: Business Roles and Business Catalogs in Sales and Billing

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 Unit 2
Exercise 2
Create a Specific Sales Group for Sales User

SAP S/4HANA provides several pre-configured roles, for example:

● Internal Sales Representative: SAP_BR_INTERNAL_SALES_REP
● Sales Manager: SAP_BR_SALES MANAGER

These standard roles can contain many apps, so there is a chance that the user will be
confused and get lost. Therefore, it makes sense to personalize the SAP Fiori launchpad by
creating groups. The needed apps can then be assigned to these groups.
In this exercise, you create two new groups and assign apps to them.
Create New Group

1. On the SAP Fiori launchpad, create the following new group:

● Order Fulfillment ##

Assign Apps to Group

1. Assign the following apps to the new group:

● Create Sales Order

● Create Outbound Deliveries

● Pick Outbound Delivery

● Create Billing Documents (VF04)

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 Unit 2
Solution 2
Create a Specific Sales Group for Sales User

SAP S/4HANA provides several pre-configured roles, for example:

● Internal Sales Representative: SAP_BR_INTERNAL_SALES_REP
● Sales Manager: SAP_BR_SALES MANAGER

These standard roles can contain many apps, so there is a chance that the user will be
confused and get lost. Therefore, it makes sense to personalize the SAP Fiori launchpad by
creating groups. The needed apps can then be assigned to these groups.
In this exercise, you create two new groups and assign apps to them.
Create New Group

1. On the SAP Fiori launchpad, create the following new group:

● Order Fulfillment ##

a) If it is not already open, open the launchpad.

b) To personalize the launchpad, choose on the top left of your screen and then

choose Edit Home Page.

c) To create a new group, choose Add Group.

You are provided with a new area which you can use for your first group.

d) Choose Enter group name and rename the group as Order Fulfillment ##.

Assign Apps to Group

1. Assign the following apps to the new group:

● Create Sales Order

● Create Outbound Deliveries

● Pick Outbound Delivery

● Create Billing Documents (VF04)

a) To include the first app, choose in your Order Fulfillment group.

b) Find the Create Sales Order app by searching for the term create in the search field
and choosing the Create Sales Order app from the list.

c) Include this app in your group by choosing on the bottom of the tile.

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 Lesson: Overview of Sales Roles, Sales Catalogs, and SAP Fiori for Sales

d) In the dialog box, mark the OrderFulfillment ## group.

e) Repeat these steps for the other apps.

You could also use pick as a search term.

f) Choose to navigate back.

g) Choose Done at the bottom right of your screen to save your changes.

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Unit 2: Business Roles and Business Catalogs in Sales and Billing

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 Lesson: Overview of Sales Roles, Sales Catalogs, and SAP Fiori for Sales

LESSON SUMMARY
You should now be able to:
● Explain SAP Fiori coverage of sales and billing applications
● Use business roles in sales and billing
● Use business catalogs assigned to business roles in sales and billing

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Unit 2: Business Roles and Business Catalogs in Sales and Billing

36 © Copyright. All rights reserved.

 Unit 2

Learning Assessment

1. Which features come with SAP Fiori in Sales?

Choose the correct answers.

X A SAP S/4HANA 1709 enables global search of Sales apps and Sales business
objects.

X B An easy Customer 360° View is provided.

X C A central Sales Overview app gives the entrance to a brief selection.

X D You can select dedicated roles in Sales and Billing to provide smooth processing of
Sales and Billing tasks.

2. What kind of SAP Fiori apps are provided in Sales and Billing?
Choose the correct answers.

X A Visually harmonized web GUI transactions

X B Native SAP Fiori apps

X C Gaming apps

3. Which of the following characteristics apply to the SAP Fiori launchpad?

Choose the correct answers.

X A It requires Google Chrome as a browser.

X B It can be used side-by-side with other UIs.

X C It can be personalized.

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 Unit 2

Learning Assessment - Answers

1. Which features come with SAP Fiori in Sales?

Choose the correct answers.

X A SAP S/4HANA 1709 enables global search of Sales apps and Sales business
objects.

X B An easy Customer 360° View is provided.

X C A central Sales Overview app gives the entrance to a brief selection.

X D You can select dedicated roles in Sales and Billing to provide smooth processing of
Sales and Billing tasks.

2. What kind of SAP Fiori apps are provided in Sales and Billing?
Choose the correct answers.

X A Visually harmonized web GUI transactions

X B Native SAP Fiori apps

X C Gaming apps

3. Which of the following characteristics apply to the SAP Fiori launchpad?

Choose the correct answers.

X A It requires Google Chrome as a browser.

X B It can be used side-by-side with other UIs.

X C It can be personalized.

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 UNIT 3 Simplifications in SAP S/
4HANA Sales

Lesson 1
Overview 40
Exercise 3: Identify Simplifications in SAP S/4HANA Sales 43

Lesson 2
Data Model Simplifications 48
Exercise 4: Check Data Model Simplifications 51

Lesson 3
Business Partner Approach 55
Exercise 5: Create a New Sales Business Partner 59

UNIT OBJECTIVES

● Understand the basics of the SAP S/4HANA simplifications

● Access and check the SAP S/4HANA simplifications list in the area of Sales
● Describe the data model simplifications
● Describe the business partner approach

© Copyright. All rights reserved. 39

 Unit 3
Lesson 1
Overview

LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Understand the basics of the SAP S/4HANA simplifications
● Access and check the SAP S/4HANA simplifications list in the area of Sales

Basics of SAP S/4HANA Simplifications for Sales

Scenario
As your enterprise plans to implement SAP S/4HANA, you want to understand the role of the
simplification list for SAP S/4HANA Enterprise Management in the area of Sales.

Figure 21: SAP S/4HANA Simplification List - Sorting of Items by Application Area

This simplification list focuses on the items that must be considered by customers in an
implementation or system conversion project from SAP ERP 6.0 to SAP S/4HANA.
This list describes in detail at a functional level, what happens in SAP S/4HANA to individual
transactions and solution capabilities. If some transactions or capabilities are dropped, this
does not mean that we are decommissioning functionality. It means that we have merged this
functionality with other elements or reflected it in a new solution or architecture.

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 Lesson: Overview

Figure 22: The Simplification List

The simplification list is a collection of single simplification items. A simplification Item in sales
can have a business impact and a technical impact. With every new release of SAP S/4HANA,
the simplification list is updated with release-relevant information.
Review the simplification list to identify the areas for which you have to take actions and to
create an overall conversion project plan.
In the simplification list, a simplification item can contain the following different categories of
detailed information:
● The description
● The recommendation
● The edition release
● The customer effort
● The service offering
● The corresponding notes
● Further items, such as change of existing functionality, consolidation of existing
functionality, not strategic, and plans for next release

Figure 23: SAP S/4HANA Sales Solution Simplification: The Principle of One

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Unit 3: Simplifications in SAP S/4HANA Sales

One goal of simplifications in SAP S/4HANA Sales is to provide only one application for a
certain area, instead of multiple applications. In accordance with this goal, the following
simplifications have been realized:
● Foreign Trade
Currently there are two software solutions for international trade transactions: SAP ERP
SD Foreign Trade (SD-FT) and SAP Global Trade Service (GTS). SAP GTS is an external
service that can be installed on an additional instance. The classical Foreign Trade
functionality is not available in SAP S/4HANA; SAP GTS should be used instead.
● Credit Management
FI-AR-CR Credit Management is not available in SAP S/4HANA. The functional equivalent
in SAP S/4HANA is SAP Credit Management (FIN-FSCM-CR).
● Rebate Processing
In SAP S/4HANA, Settlement Management replaces SD Rebate Processing, which means
that existing rebate agreements can only be processed up until the end of the validity date
of the agreement and must then be closed by a final settlement. New agreements can only
be created based on condition contracts, which are part of Settlement Management.
● Revenue Recognition
SD Revenue Recognition is not available in SAP S/4HANA. The newly available SAP
Revenue Accounting and Reporting functionality should be used instead. This functionality
supports the new revenue accounting standard as outlined in the International Financial
Reporting Standards (IFRS15) and adapted by local Generally Accepted Accounting
Principles (GAAPs). Migration to the new solution is required to comply with IFRS15 even if
an upgrade to SAP S/4HANA is not done.
● Sales Activities
Computer-Aided Selling (SD-CAS) is not available in SAP S/4HANA. We recommend that
customers use SAP CRM on premise (side-by-side with SAP S/4HANA) or SAP Hybris
Cloud for Customer.

Among others, the following simplifications are covered in the corresponding lessons in this
unit:
● Data Model Changes
● Business Partner
● Billing Document Output Management, as an example regarding the Business Rule
Framework Plus (BRFplus) usage in Sales

The first two of these simplifications are in scope for every Sales conversion project.
The Output Management implemented in SAP ERP via output determination (based on the
NAST table) is used widely in many logistics areas. Output Management in Sales based on
BRFplus can be used as an alternative simplification in Sales and other areas likewise.

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 Unit 3
Exercise 3
Identify Simplifications in SAP S/4HANA Sales

Check the simplification list to find out the differences to previous SAP ERP releases in Sales.

Note:
This course uses the characters ## as a placeholder for your group number.
Whenever you see ## in an exercise step, replace it with your group number.

1. Open the SAP Help Portal page at https://help.sap.com, enter SAP S/4HANA, and search
for the simplification list for SAP S/4HANA 1610. Check what has been changed on the
following topics:

● Business Partner Approach

● Data Model Changes in SD Pricing

2. Log on to the SAP S/4HANA Enterprise Management backend system T41 (logon data
has been provided).

3. Check transaction VD03 - Sales and Distribution Customer Display for customer T-C##,
sales organization 1010, distribution channel 10, and division 00.

What happens?

4. When an SAP Business Suite customer wants to move to SAP S/4HANA, what must be in
place?

View Obsolete Transactions in the Area of Foreign Trade

You have learned that the functions of the classic foreign trade in SD are not available in SAP
S/4HANA.

1. Provide examples of transaction codes that are no longer available.

Check the SD Document Category Field Length

1. Review in the simplification guide the business view of the item SD Simplified Data Model,
regarding the document category. Have changes been made to the SD document
category?

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 Unit 3
Solution 3
Identify Simplifications in SAP S/4HANA Sales

Check the simplification list to find out the differences to previous SAP ERP releases in Sales.

Note:
This course uses the characters ## as a placeholder for your group number.
Whenever you see ## in an exercise step, replace it with your group number.

1. Open the SAP Help Portal page at https://help.sap.com, enter SAP S/4HANA, and search
for the simplification list for SAP S/4HANA 1610. Check what has been changed on the
following topics:

● Business Partner Approach

● Data Model Changes in SD Pricing

a) Open the SAP Help Portal page at https://help.sap.com and enter SAP S/4HANA.

b) Choose SAP S/4HANA.

c) Scroll down to view the simplification list for SAP S/4HANA 1709.

d) Open the simplification list and choose I Agree.

e) Get an overview of the requested information by searching for the following terms in
the document:

● Business Partner Approach

● Data Model Changes in SD Pricing

2. Log on to the SAP S/4HANA Enterprise Management backend system T41 (logon data
has been provided).

3. Check transaction VD03 - Sales and Distribution Customer Display for customer T-C##,
sales organization 1010, distribution channel 10, and division 00.

What happens?

You are redirected to transaction BP, as transaction VD03 is obsolete.

a) Choose SAP Menu → Logistics → Sales and Distribution → Master

Data → Customer → Display → VD03 — Sales and Distribution.

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 Lesson: Overview

b) Enter customer T-C##, sales organization 1010, distribution channel 10, and division
00. Press Return.
The message displayed at the bottom of the screen informs you that you are
redirected to transaction BP, as transaction VD03 is obsolete.

4. When an SAP Business Suite customer wants to move to SAP S/4HANA, what must be in
place?

The SAP Business Suite customer must have Customer/Vendor Integration (CVI) in
place.

View Obsolete Transactions in the Area of Foreign Trade

You have learned that the functions of the classic foreign trade in SD are not available in SAP
S/4HANA.

1. Provide examples of transaction codes that are no longer available.

a) Check the simplification list to find the details about the changes in the area of foreign
trade.
The obsolete transaction codes are listed in the simplification list.

Check the SD Document Category Field Length

1. Review in the simplification guide the business view of the item SD Simplified Data Model,
regarding the document category. Have changes been made to the SD document
category?
a) Check the simplification list to find the details about the changes regarding the SD
Simplified Data Model.
In the business view you will find the explanation that functional scope enhancements
are possible, based on the field length extensions of the SD document category.

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Unit 3: Simplifications in SAP S/4HANA Sales

46 © Copyright. All rights reserved.

 Lesson: Overview

LESSON SUMMARY
You should now be able to:
● Understand the basics of the SAP S/4HANA simplifications
● Access and check the SAP S/4HANA simplifications list in the area of Sales

© Copyright. All rights reserved. 47

 Unit 3
Lesson 2
Data Model Simplifications

LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Describe the data model simplifications

Data Model Simplifications

Figure 24: Sales Data Model Simplifications

The main simplifications of the data model in SAP S/4HANA Sales are as follows:
● Elimination of the VBUK and VBUP status tables
Status fields have been moved to the corresponding header and item tables: VBAK and
VBAP for sales documents, LIKP and LIPS for deliveries, and VBRK for billing documents.
● Simplification of the document flow table VBFA
New user interface for the process overview combining document flow and status
information; first used in the Sales Order Fulfillment Monitor app
● Field length extension of SD document category
The VBTYP (Char1) data element has been replaced by the VBTYPL (Char4) data element.
● Elimination of redundancies
- Document index tables VAKPA, VAPMA, VLKPA, VLPMA, VRKPA, VRPMA

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 Lesson: Data Model Simplifications

- Rebate index table VBOX; see the SD Rebate Optimization simplification item

The key benefits of these simplifications are a reduced memory footprint, increased
performance of SAP HANA queries, and functional scope enhancements through extended
field lengths.

Figure 25: Elimination of Status Tables - Example: VBUK

In SAP ERP, the status values of a transactional document are not stored in the document
tables themselves but in the tables VBUK (for header data) and VBUP (for item data). To get
information about process documents, you need additional selects on the tables VBUK and
VBUP. A select is a programming statement used to get data that is obtained from a table. In
SAP ERP, the table structure is not optimized, so multiple selects are needed to get all of the
relevant data. SAP S/4HANA avoids this due to its simplified table structure. Transforming
this process to SAP S/4HANA would lead to additional join statements.
SAP S/4HANA has the following simplification/optimization features:
● Denormalization of the data model moves the status values of a transactional document to
the document table.
● For sales orders, VBUK information is moved to VBAK.
● For deliveries, VBUK information is moved to LIKP.
● For billing documents, VBUK information is moved to VBRK.

This simplification leads to a leaner database table model, easier program code, and more
robust programs. This allows direct access from the business object tables to the status
information without additional selects or joins.

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Unit 3: Simplifications in SAP S/4HANA Sales

Figure 26: Change of Pricing Result Persistency: KONV > PRCD_ELEMENTS

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 Unit 3
Exercise 4
Check Data Model Simplifications

Check the Properties of Tables in the Back-End

1. Log on to the back-end system T41 with user S4SD1–## and password Welcome1. Start
transaction SE11 and display the database table VBAK.

What kind of fields have been added to this table within SAP S/4HANA? Write down some
examples.

2. Now start the transaction SE16 and look at the entries of the database table KONV.

How many entries are displayed?

3. In which table can the corresponding entries (pricing results) be found instead in SAP S/
4HANA?

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 Unit 3
Solution 4
Check Data Model Simplifications

Check the Properties of Tables in the Back-End

1. Log on to the back-end system T41 with user S4SD1–## and password Welcome1. Start
transaction SE11 and display the database table VBAK.

What kind of fields have been added to this table within SAP S/4HANA? Write down some
examples.

a) Log on to the T41 back-end system with your user credentials.

b) Start transaction SE11.

c) In the Database table field, enter VBAK and choose Display.

d) Choose and, in the Find field, enter the field name of one of the status fields (for
example, ABSTK or LFSTK).

e) To start the search, press Enter.

The field is displayed as part of the VBAK table. Many status fields have been added to
this table within SAP S/4HANA to simplify the data model.

2. Now start the transaction SE16 and look at the entries of the database table KONV.

How many entries are displayed?

No table entries are displayed.

a) Start transaction SE16.

b) In the field Table Name, enter KONV and choose Enter.

c) On the selection screen, choose Execute.

At the bottom of the screen, you see the message that no table entries have been
found.

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 Lesson: Data Model Simplifications

3. In which table can the corresponding entries (pricing results) be found instead in SAP S/
4HANA?

The pricing results are stored in the PRCD_ELEMENTS database table.

a) Use the SE16 transaction again to check the table entries.

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Unit 3: Simplifications in SAP S/4HANA Sales

LESSON SUMMARY
You should now be able to:
● Describe the data model simplifications

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 Unit 3
Lesson 3
Business Partner Approach

LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Describe the business partner approach

Business Partner Approach

Figure 27: Customers and Vendors are Represented as Business Partners

In SAP ERP, customer master data and vendor master data must be maintained separately.
This means that if a certain business partner acts as a customer in some processes and as a
vendor in other processes, master data for this business partner has to be maintained twice.
The (mandatory) target approach in SAP S/4HANA is the Business Partner (BP) approach.
By using this approach, it is possible to centrally manage master data for customers and
vendors.

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Unit 3: Simplifications in SAP S/4HANA Sales

Figure 28: Simplification List

In SAP S/4HANA, business partner master data can be maintained with the transaction BP or
by using a corresponding app from the SAP Fiori launchpad. There is no specific UI for
customer/vendor as there is in SAP ERP. Transactions such as XD01, XD02, XD03 or VD01,
VD02, VD03 / XK01, XK02, XK03 or MK01, MK02, MK03 are not available. Calls to these
transactions are redirected to the BP transaction.

Figure 29: The Business Partner Approach in SAP S/4HANA

When a business partner is created, the Business Partner Category must be selected.
Business partners can be categorized as a person, group, or organization. A group represents
a shared living arrangement, a married couple, or an executive board. An organization
represents units such as a company, a department of a company, or an association.
The business partner category determines which fields are available for data entry.
The link between a business partner and other components is achieved by a role concept. A
business partner role corresponds to a business context in which a business partner can
appear. Possible roles are, for example, customer (relevant for sales processes), FI customer,

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 Lesson: Business Partner Approach

or vendor. This ensures that the relevant master data for the various processes can be
recorded correspondingly and that the business partner can be used for the relevant
functions (such as sold-to party).
From a technical perspective, the Customizing object that is used to control customers and
vendors in SAP ERP (the account group) still exists in SAP S/4HANA and is still needed for
specific tasks, such as controlling partner functions for sales documents. This is why the
connection of the business partner and customer/vendor objects has to be set up in the
Customer/Vendor Integration (CVI).

Figure 30: Customer/Vendor Integration: Context and Motivation

The CVI component ensures that the customer and vendor master data tables are updated
automatically after a business partner is created or changed.
As a prerequisite of an SAP ERP-to-SAP S/4HANA conversion project, all customers and
vendors in the system have to be converted to business partners. It is recommended, but not
mandatory, that the business partner ID and the customer/vendor ID are the same.
IDocs or BAPIs for customer/vendor creation that do not call the CVI function
CVI_EI_INBOUND_MAIN cannot be used any more.

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Unit 3: Simplifications in SAP S/4HANA Sales

Figure 31: Customer/Vendor Integration Conversion Steps

To execute the conversion from customers/vendors to business partners, multiple steps are
necessary.
First a number of pre-checks have to be implemented. Then the business function
CA_BP_SOA has to be activated. Then the CVI Customizing has to be checked and any
necessary changes have to be triggered. Number assignments according to the conversion
guide have to be defined.
The synchronization cockpit is then used to synchronize the data (data load).
The conversion step is part of the system conversion from the SAP ERP system to SAP S/
4HANA on premise. No additional CVI action is required.
Finally the post processing direction of business partner to customer/vendor has to be
activated.

Figure 32: Impact on Surrounding Systems

There is no impact on custom code. The custom code call to previous transactions does not
need to be adapted, as there is an automatic redirection.
Any interface for creating or updating customer or vendor master data has to call the CVI
function CVI_EI_INBOUND_MAIN.

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 Unit 3
Exercise 5
Create a New Sales Business Partner

Create a new business partner master record for a new customer.

Note:
This course uses the characters ## as a placeholder for your group number.
Whenever you see ## in an exercise step, replace it with your group number.

1. Start the Customer Master app from the Master Data group in the SAP Fiori launchpad.

2. Create the new business partner as organization and maintain the data using the
information in the following tables:

Table 1: Organization
Field Value

Business Partner T-CUS##

Grouping External alpha-numeric numbering

BP Category FLCU00 Business Partner FI Cus-

tomer

Title Company

Name 1 Bikes & More ##

Table 2: Standard Address

Field Value

Street Prinzering

House Number ##

City Stuttgart

Postal Code 70173

Country DE (Germany)

Region BW (Baden-Wurttemberg)

Language DE German

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Unit 3: Simplifications in SAP S/4HANA Sales

Table 3: Organizational Data

Field Value

Company Code 1010

Distribution Ch. 10

Division 00

Currency EUR

Company Code 1010

Reconciliation Acc. 12100000 Trade receivables domes-

tic

Table 4: Sales Area Data

Field Value

Currency EUR

Incoterms EXW (Ex Works)

Incoterms Loc. 1 Plant 1

Payment Terms 0001 (Pay immediately w/o deduc-

tion)

Delivering Plant 1010

Shipping Conditions Standard

Account Assignment Group Domestic Revenues

Price Group Regular Buyer

Customer Pricing Procedure S (Sales Standard)

Tax Classification 1 (Liable for Taxes)

3. Check that the mandatory partner functions have been filled automatically. Note the
values in the following table:
Partner Function Number

Sold-To Party

Bill-To Party

Payer

Ship-to Party

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 Unit 3
Solution 5
Create a New Sales Business Partner

Create a new business partner master record for a new customer.

Note:
This course uses the characters ## as a placeholder for your group number.
Whenever you see ## in an exercise step, replace it with your group number.

1. Start the Customer Master app from the Master Data group in the SAP Fiori launchpad.
a) Choose the corresponding tile in your Master Data group on the SAP Fiori launchpad to
start the app.

2. Create the new business partner as organization and maintain the data using the
information in the following tables:

Table 1: Organization
Field Value

Business Partner T-CUS##

Grouping External alpha-numeric numbering

BP Category FLCU00 Business Partner FI Cus-

tomer

Title Company

Name 1 Bikes & More ##

Table 2: Standard Address

Field Value

Street Prinzering

House Number ##

City Stuttgart

Postal Code 70173

Country DE (Germany)

Region BW (Baden-Wurttemberg)

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Unit 3: Simplifications in SAP S/4HANA Sales

Field Value

Language DE German

Table 3: Organizational Data

Field Value

Company Code 1010

Distribution Ch. 10

Division 00

Currency EUR

Company Code 1010

Reconciliation Acc. 12100000 Trade receivables domes-

tic

Table 4: Sales Area Data

Field Value

Currency EUR

Incoterms EXW (Ex Works)

Incoterms Loc. 1 Plant 1

Payment Terms 0001 (Pay immediately w/o deduc-

tion)

Delivering Plant 1010

Shipping Conditions Standard

Account Assignment Group Domestic Revenues

Price Group Regular Buyer

Customer Pricing Procedure S (Sales Standard)

Tax Classification 1 (Liable for Taxes)

a) Choose Create Organization.

b) Enter the data from tables 1, 2, and 3 above and choose OK.

c) Choose Roles.

d) Choose + to add a new role.

e) In the BP Role field, enter FLCU01 Business Partner Customer.

f) Choose Apply.

g) At the top of the screen, choose Sales Areas and choose > on the right-hand side.

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 Lesson: Business Partner Approach

h) In Sales Area Details, Pricing Statistics, and Taxes, enter the data from table 4 above.

i) In Taxes, enter the values for Tax Class

j) Choose Apply.

k) Save your entries.

3. Check that the mandatory partner functions have been filled automatically. Note the
values in the following table:
Partner Function Number

Sold-To Party

Bill-To Party

Payer

Ship-to Party

a) On the details of your Sales Area, of your new business partner (T-CUS##), check the
values for the partner functions and note them in the table.

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Unit 3: Simplifications in SAP S/4HANA Sales

LESSON SUMMARY
You should now be able to:
● Describe the business partner approach

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 Unit 3

Learning Assessment

1. What does the simplification list contain?

Choose the correct answers.

X A Impact of a simplification

X B Services related to a simplification

X C Notes

X D References to education material

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 Unit 3

Learning Assessment - Answers

1. What does the simplification list contain?

Choose the correct answers.

X A Impact of a simplification

X B Services related to a simplification

X C Notes

X D References to education material

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 UNIT 4 Best Practices in Sales Order
and Contract Management

Lesson 1
Advanced Available-To-Promise 69
Exercise 6: Activate Advanced ATP and Check Changes in the Availability Check Group 75
Customizing

Lesson 2
Sale from Stock 78
Exercise 7: Execute the Sale from Stock Process 83

Lesson 3
Billing Document Output Management 88
Exercise 8: Check Business Rules for Output Determination 91

Lesson 4
Credit Management 94
Exercise 9: Analyze Credit Limit Utilization 99

Lesson 5
Revenue Accounting 102
Exercise 10: Display Revenue Accounting Settings 107

Lesson 6
Settlement Management: Rebate 111

UNIT OBJECTIVES

● Use the advanced ATP features of SAP S/4HANA Sales

● Execute a Sale from Stock process
● Describe the new output management for billing documents
● Explain credit management in SAP S/4HANA Sales
● Explain the revenue accounting functions in SAP S/4HANA Sales

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Unit 4: Best Practices in Sales Order and Contract Management

● Explain rebate functionality

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 Unit 4
Lesson 1
Advanced Available-To-Promise

LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Use the advanced ATP features of SAP S/4HANA Sales

Advanced ATP

Figure 33: Available-to-Promise (ATP): Optimized by SAP HANA

Advanced ATP Overview

Figure 34: Advanced ATP Overview

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Unit 4: Best Practices in Sales Order and Contract Management

The advanced ATP as part of the next-generation business suite, SAP S/4HANA, addresses
these challenges.
The major goals pursued with the implementation of advanced ATP are improved time to
delivery, reduced number of missed business opportunities, and the enhanced revenue and
profitability.
The new advanced ATP in SAP S/4HANA 1610 runs entirely on the in-memory platform SAP
HANA which has been optimized to improve the overall performance. The internal logic for
reading the planning elements from the database to the internal table has been fully
redesigned to run in-memory planning. In the same way, SAP S/4HANA 1610 uses the
innovations and the new inventory data model available with SAP S/4HANA, on premise
edition 1511.
With SAP S/4HANA 1610, we introduce the advanced ATP integrated into the SAP S/4HANA
core. The goal here is clearly not to integrate ATP into SAP S/4HANA, but to develop a more
efficient ATP system, supporting a dynamic digital world in which more complex mechanisms
are necessary for varied production, variable demand, and multiple stock localizations.

Product Availability Check

● Time-phased check of availability of desired product for the required quantity at the
requested location
● Mass-enabled check
● Check against all kind of supply elements
● Checks for SO and STO
● Support for special stocks and batches

For documents containing large volumes of data (for example, sales orders containing many
items, production orders consisting of multiple components), you can use the advanced
product availability check that is optimized for mass processing.
You cannot use the advanced product availability check for the following scenarios and
functions:
● You cannot combine the advanced product availability check with the check against
planning. If you activate the advanced product availability check and then check availability
for an item when another check type is active, your system does not check the item and
creates an error message.
● You cannot use the advanced product availability check if checks are run on a dedicated
ATP server. If you activate the advanced product availability check, the system does not
check the item and creates an error message.

If you check availability when using catch weight management or active ingredient
management, the system ignores the inventory correction factor and does not display a
message.

Product Allocations

● Simple and flexible setup

● Time-dependent assignment to product/plant
● MS Excel download and upload

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 Lesson: Advanced Available-To-Promise

● Provision of importing/exporting allocation quantities

● Support for online ATP check and backorder processing

Being able to deliver the required quantity of a material to the customer at the requested time
demands precise planning and control mechanisms. Unpredictable problems, such as
breakdowns in production or increased demand, can lead to critical situations in order
processing and must be avoided wherever possible. In advanced ATP in SAP S/4HANA,
product allocations enable you to avoid critical situations in demand and procurement by
allocating materials in short supply to, for example, specific regions and customers for a
specific time period. This can help avoid the situation whereby, for example, the entire
available quantity of a material in short supply is allocated to a single customer and makes it
impossible for you to confirm subsequent sales orders for the same material from other
customers.

Figure 35: Simplified Setup: Only Three Tiles

Figure 36: Maintain PAL Quantities

Backorder Processing

● Based on multiple confirmation strategies

● Filter and sorter for each segment
● SAP Fiori-based setup and result monitor
● Supply assignment (ARun)

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Unit 4: Best Practices in Sales Order and Contract Management

● Significantly faster than traditional rescheduling

Backorder processing can be used to check material availability when the demand or supply
situation in your order fulfillment process has changed and you want to check if previously
calculated confirmations for sales orders or stock transport orders are still realistic. For
example:
● A sales order is canceled, thereby freeing up stock quantities.
● An important customer increases the requested quantity for a material and would
therefore like to consume stock which is currently confirmed for other sales orders.
● A production order providing planned supply is running late.

Not reacting to the changed availability situation can result in confirmed quantities exceeding
available quantities. This can result in availability checks for over-confirmed materials failing,
leaving you unable to release materials for delivery creation.

Figure 37: The Five Confirmation Strategies in Detail

"Winner -Gainer - Loser" Concept

A rush order is a last-minute customer order after the production plan of a company has been
concluded.
For these rush orders, an appropriate and reasonable response is important, as a poor
response could put strain on customer relationship and services. A positive response could
help the company to build and retain its market share in today's highly competitive markets.
The prioritized fulfillment sequence of rush customer demands can be achieved with the new
advanced ATP based on the fulfillment ability and the prioritized new confirmation concept.
With the new concept of confirmation we introduce in SAP S/4HANA 1610 the new "Winner -
Gainer - Loser" concept with five confirmation strategies based on a multi-step filter and
prioritized confirmation strategy (Advanced Back Order Processing (BOP)). There are five
different predefined confirmation strategies: Win, Gain, Redistribute, Fill, and Lose.

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 Lesson: Advanced Available-To-Promise

Figure 38: SAP Fiori Launchpad for Backorder Processing

Release for Delivery

● SAP Fiori-based interactive changes to sales order confirmation before releasing the
orders to delivery
● You can use the Release for Delivery app to prioritize due sales orders containing materials
with limited availability. The app allows users to view the material availability situation of
materials for which they are responsible (as defined in the Configure Order Fulfillment
Responsibilities app) as well as assess the potential financial impact of being unable to
fulfill sales orders.
● Direct navigation to sales order

This, in combination with other factors, helps users decide how to distribute material
quantities between sales orders, before releasing the sales orders for subsequent logistics
processes (for example, picking or packing). This manual processing step prevents expensive
cancellation and rollback activities that may occur if last-minute, high-priority sales orders
come in, causing conflicts for materials for which quantities are limited.

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Unit 4: Best Practices in Sales Order and Contract Management

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 Unit 4
Exercise 6
Activate Advanced ATP and Check Changes in
the Availability Check Group Customizing

1. Check if the advanced ATP functionality has already been activated in Customizing for
Enterprise Services.

2. Check if the Availability Check Control Y2 has been activated for advanced ATP in
Customizing for the availability check group.

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 Unit 4
Solution 6
Activate Advanced ATP and Check Changes in
the Availability Check Group Customizing

1. Check if the advanced ATP functionality has already been activated in Customizing for
Enterprise Services.
a) Log on to the T41 system.

b) Run transaction SPRO.

c) Navigate to Cross-Application Components → Enterprise Services → General Settings

for Enterprise Services → Enterprise Services and Business Functions → Activate
Business Functions.

d) Open the folder S/4H_ALWAYS_ON_FUNCTIONS and scroll to the bottom.

There is an entry called S4H_AATP.

2. Check if the Availability Check Control Y2 has been activated for advanced ATP in
Customizing for the availability check group.
a) In transaction SPRO, navigate to Sales and Distribution → Basic
Functions → Availability Check and Transfer of Requirements → Availability Check
Availability Check with ATP Logic or Against Planning → Define Availability Check
Group.

b) Search for the entry in the column Av (Availability Check Control) Y2. Scroll to the far
right.
In the Advanced ATP column, there is an entry with the status Active.

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 Lesson: Advanced Available-To-Promise

LESSON SUMMARY
You should now be able to:
● Use the advanced ATP features of SAP S/4HANA Sales

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 Unit 4
Lesson 2
Sale from Stock

LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Execute a Sale from Stock process

Sale from Stock Process

Figure 39: Order Fulfillment Process: Classical Approach

If a customer orders goods or services, a sales order is created to represent this process step.
The sales order contains all the information needed to process the customer's request
throughout the whole process cycle. The system automatically copies data from master
records and control tables that have been previously prepared.
Outbound deliveries are normally created with reference to one or more sales orders. In this
way, the relevant information, such as materials and quantities, can be copied from the sales
order to the delivery.
The delivery document controls, supports, and monitors numerous process steps, such as
picking, packing, transport planning and monitoring, and posting the goods issue.
After the distribution process has been completed, the billing document can be created. This
can be done with reference to one or more outbound deliveries when selling physical
products, or with reference to sales orders when selling services. In both cases, the relevant
information is copied from the preceding documents into the billing document.

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 Lesson: Sale from Stock

Figure 40: Best Practices for SAP S/4HANA

The SAP Best Practices for SAP S/4HANA are tailored specifically to accelerate and simplify
the adoption of SAP S/4HANA for faster time to value, by providing preconfigured content for
core business processes with a role-specific, responsive, and simple user experience.
The guided configuration allows for simpler configuration, automated testing, and lifecycle
management to support the agile adoption of continuous innovation even after go-live.
Analytical content such as operational reporting is now included, as well as SAP Fiori content,
providing the infrastructure for the deployment, testing, and extension of SAP S/4HANA user
interface components. SAP Best Practices for Migration complements the foundation and
offers customers a non-disruptive, simplified transition to SAP S/4HANA.

Figure 41: Best Practice Scenario Sales Order Processing: Sale from Stock

The process starts with the creation of a customer and a standard sales order. Depending on
the customer and the material, various events take place during order entry, such as
customer or material pricing. The required storage location is checked to see if enough
material exists. Once this is done, the picking slips are generated to stage the product for
shipment to the customer. After the completion of picking, the shipping specialist relieves the
inventory. This relief of inventory is the actual recording of the physical quantity that is being
shipped to the customer. This results in the recording of the cost of goods sold in financial

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Unit 4: Best Practices in Sales Order and Contract Management

accounting. Once the inventory has been relieved, the delivery can be invoiced and the
revenue, together with the cost of goods sold, is recorded in accounting.

Figure 42: SAP Fiori Theme for Classical Transactions

For some important functions during the order fulfillment process, classical transactions are
still the method of choice. However, SAP has ensured that these classical transactions look
very similar to the new SAP Fiori apps by applying a SAP Fiori theme. Therefore existing SAP
users can become productive on SAP S/4HANA quickly and waste no time adapting to the
new environment. This is why a non-disruptive upgrade to SAP S/4HANA is possible without
having to change the way the users carry out their daily business.

Figure 43: New Apps to Execute Sales Functions

SAP has created many new apps based on SAP Fiori to provide more advanced functions to
the users. One example is the Manage Sales Orders app. Sales orders can be listed and
filtered by many criteria and certain actions can be directly executed from the list, such as the
removal of billing blocks or the creation of new sales orders. Furthermore, several object
pages and the process flow can be accessed from here. Users can define their own filter
variants, which allow them to quickly change the results list based on personalized settings.

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 Lesson: Sale from Stock

In the following list you can find more examples of new SAP Fiori apps, sorted by the
corresponding business roles:
● Internal Sales Representative: Manage Sales Quotations, Manage Sales Contracts, Sales
Order Fulfillment Monitor, and so on
● Billing Clerk: Manage Billing Documents, Create Billing Documents, and so on
● Order-to-Cash Process Manager: Order-to-Cash Performance Monitor
● Sales Manager: Incoming Sales Orders, Sales Volume, and so on

Figure 44: New Fact Sheets (Object Pages)

SAP also provides many object pages. Object pages display contextual information about the
respective object (such as sales order or customer). From the object page, you can navigate
to its related business objects and to related transactional apps.
Object pages do not have tiles delivered by SAP. Instead they can be accessed via other apps
(for example, the Customer — 360° View object page can be accessed from the Manage Sales
Orders app).
The following object pages are available in SAP S/4HANA:
● Business Partner
● Sales Quotation
● Sales Order
● Sales Contract
● Customer Return
● Credit Memo Request
● Debit Memo Request
● Billing Document

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Unit 4: Best Practices in Sales Order and Contract Management

● Customer – 360° View

Figure 45: Process Flow

The process flow displays a chain of connected processes and documents. Depending on the
process, the following related objects/documents can be part of the process flow of the sales
order:
● Quotation
● Contract
● Purchase order
● Production order
● Delivery
● Billing document
● Customer return

The process flow also shows planned nodes, for example a planned delivery, and allows cross-
application navigation. The details of a node contain the type of the object, a status (issue,
process status, or business object status), a date (next relevant process step), and an
additional status.

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 Unit 4
Exercise 7
Execute the Sale from Stock Process

Sell and deliver a material to your new customer.

In this exercise, when the values include ##, you should replace ## with the number your
instructor assigned you.

1. Create a sales order using the following data:

Field Value

Order Type OR

Sales Organization 1010

Distribution Channel 10

Division 00

Sold-To Party T-CUS##

Cust. Reference 4455##

Material TG11

Quantity 2

2. Save the sales order.

Write down the order number.

3. Create an outbound delivery with reference to the sales order for the shipping point 1010
and your ship-to party T-CUS##.

Write down the document number of the delivery.

4. Pick the material for the outbound delivery and post the goods issue.

5. Create a billing document with reference to the outbound delivery. Use your sold-to party
as selection criterion.

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Unit 4: Best Practices in Sales Order and Contract Management

Write down the document number of the billing document.

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 Unit 4
Solution 7
Execute the Sale from Stock Process

Sell and deliver a material to your new customer.

In this exercise, when the values include ##, you should replace ## with the number your
instructor assigned you.

1. Create a sales order using the following data:

Field Value

Order Type OR

Sales Organization 1010

Distribution Channel 10

Division 00

Sold-To Party T-CUS##

Cust. Reference 4455##

Material TG11

Quantity 2

a) Start the Create Sales Order app on the SAP Fiori launchpad.

b) On the initial screen of the app, enter the order type and the relevant organizational
data provided in the table.

c) Choose Enter to continue.

d) On the Create Standard Order: Overview screen, enter the values provided in the table
for Sold-To Party, Cust. Reference, Material, and ordered Quantity.
If a warning message about the minimum quantity of free goods appears, choose
Enter.

2. Save the sales order.

Write down the order number.

a) Choose Save to save the sales order.

The order number is displayed on the bottom of the screen.

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Unit 4: Best Practices in Sales Order and Contract Management

3. Create an outbound delivery with reference to the sales order for the shipping point 1010
and your ship-to party T-CUS##.

Write down the document number of the delivery.

a) Start the Create Outbound Deliveries app on the SAP Fiori launchpad.

b) If the sales order that you’ve just created doesn’t appear in the document list
automatically, enter 1010 in the Shipping Point field and T-CUS## in the Ship-To Party
field, and choose Planned Creation date to: All.

c) To see a list of sales documents corresponding to your selection, choose Go.

d) Mark your sales order and choose Create Deliveries at the bottom of the screen.

e) To navigate to the log, choose Display Log.

f) Choose the Deliveries category.

You find the document number of the created outbound delivery in the log.

4. Pick the material for the outbound delivery and post the goods issue.
a) On the SAP Fiori launchpad, start the Pick Outbound Delivery app.

b) Enter the number of your outbound delivery in the corresponding field and choose
Enter.

c) On the Pick Outbound Delivery screen, ensure that you are in the Picking step and
enter 2 PC as the Picking Quantity.

d) Choose Save to save your entry.

e) In the same app, switch to the GI Ready view.

f) Choose Post GI.

5. Create a billing document with reference to the outbound delivery. Use your sold-to party
as selection criterion.

Write down the document number of the billing document.

a) On the SAP Fiori launchpad, start the Create Billing Documents (VF04) app.

b) Enter T-CUS## as your sold-to party.

c) Choose Display Billing List.

d) Select the row with your outbound delivery and choose Individual Billing Document.

e) On the Invoice (F2) Create: Overview of Billing Items screen, choose Save to create the
billing document.
The number of the created billing document is displayed at the bottom of the screen.

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 Lesson: Sale from Stock

LESSON SUMMARY
You should now be able to:
● Execute a Sale from Stock process

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 Unit 4
Lesson 3
Billing Document Output Management

LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Describe the new output management for billing documents

New Output Management for Billing Documents

Figure 46: New Output Determination for Billing Documents

In SAP S/4HANA, the new SAP S/4HANA output management is used for billing documents
as default. However, it is possible to enable the NAST approach again by setting a specific
Customizing parameter (for more information, see SAP Note 2267376).
The new SAP S/4HANA output management is the strategic output management framework
in SAP S/4HANA and future developments will only be done in this framework. Adobe XFA is
the default technology for form templates delivered within this framework, but legacy forms
(SAPscript, SmartForms, Adobe Forms) are still supported. The main benefits of the new
approach are the following:
● Extensibility: broad usage of CDS views
● BRFplus: flexible and powerful output parameter determination
● Unified solution across the applications: SD, MM, FIN, and so on
● SAP Fiori: full integration with SAP Fiori apps
● State-of-the-art email support: flexible configuration, multiple recipients, and email
templates

In contrast to the output management based on NAST, the new output management
supports only the print, email, XML, and IDoc (for on premise) channels. Other channels are
not available by default.

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 Lesson: Billing Document Output Management

Figure 47: BRFplus Decision Table

In BRFplus, decision tables are used to determine the different output parameters (output
type, receiver, form template, and so on).
When a BRFplus decision table expression is called, every row is processed in sequence. In
each row, every condition column cell is processed from left to right. If the condition in each
input column cell of a row is met, the field values defined in the result columns are returned. It
is possible to enter expressions or direct values in these cells. It is possible to evaluate the
values in each cell by using comparison operators, value ranges, and patterns.

Figure 48: Decision Tables for Output Determination

Using decision tables, you can control the determination of the output type, receiver, channel,
printer settings, and form template for billing documents. The table rows can be rearranged
so that the most specific conditions are tested first. Tables can also be exported and imported
to and from Microsoft Excel.

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Unit 4: Best Practices in Sales Order and Contract Management

90 © Copyright. All rights reserved.

 Unit 4
Exercise 8
Check Business Rules for Output
Determination

Check Customizing for the output determination for billing documents.

1. In the back-end system, identify which output type is determined for all billing types.

Write down the output type.

2. Which channel will be determined based on the respective output type?

3. Which form template will be determined for the output type if no other criteria are taken
into account?

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 Unit 4
Solution 8
Check Business Rules for Output
Determination

Check Customizing for the output determination for billing documents.

1. In the back-end system, identify which output type is determined for all billing types.

Write down the output type.

The output type is Billing Document (Billing Document).

a) Log on to the T41 system and start transaction SPRO.

b) To navigate to the Customizing menu, choose SAP Reference IMG.

c) Navigate to Cross-Application Components → Output Control.

d) Start the Customizing activity Define Business Rules for Output Determination.

e) In the Show Rules For field, choose Billing Document.

f) In the Determination Step field, choose Output Type.

In the Decision Table you can now see that the output type is BILLING_DOCUMENT
(Billing Document).

2. Which channel will be determined based on the respective output type?

The channel PRINT (Printout) is determined.

a) In the Determination Step field, select Channel.

In the Decision Table you can now see that the channel PRINT (Printout) is determined.

3. Which form template will be determined for the output type if no other criteria are taken
into account?

In the Decision Table, the last entry is the one that depends on the output type only. The
SDBIL_CI_STANDARD_DE form template is determined.

a) In the Determination Step field, choose Form Template.

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 Lesson: Billing Document Output Management

LESSON SUMMARY
You should now be able to:
● Describe the new output management for billing documents

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 Unit 4
Lesson 4
Credit Management

LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Explain credit management in SAP S/4HANA Sales

Credit Management

Figure 49: Credit Management - Business Process

Figure 50: Historical Solutions

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 Lesson: Credit Management

Historically, SAP had two solutions for credit management.

Figure 51: SAP S/4HANA 1511

As of SAP S/4HANA 1511, FI-AR credit checks will be performed by the base edition of SAP
Credit Management.
No additional license is required for this basic functionality; if additional functionality is
required (scorecards, automatic determination of limits, workflow, integration of external
credit information), customers must license SAP Credit Management.

Figure 52: SAP Credit Management and SD in SAP S/4HANA System

Simplification for a single-system landscape (1511 and higher).

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Unit 4: Best Practices in Sales Order and Contract Management

Figure 53: Systems of Record and Systems of Innovation

The SAP Cloud Platform solution, SAP S/4HANA Finance Cloud for credit integration, helps
companies provide their credit teams more choice in the external credit data they can
integrate in their customer credit risk scorecards.
In this cloud service, SAP handles the technical integration of leading credit agency data into
SAP ERP and SAP S/4HANA systems. This means there is no uncertainty about the cost
impact to your IT budget for adding this capability to your credit processes.
Companies can then use external ratings as part of their scoring approaches - leading to more
confidence in rating accuracy and higher rates of automation.

Figure 54: Advanced Analytics in Credit Management

● Check credit limit utilization

The app calculates credit limit utilization by comparing the credit limit granted to a
business partner with the amount of the credit limit used up by the business partner
(credit exposure). The percentages and amounts in the drilldowns are calculated by
business partner and credit segment.
● View Top 10 business partners with the highest credit limit utilization in percent

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 Lesson: Credit Management

You can analyze which business partners in which credit segments have exceeded the
credit limit and which are within or beyond the threshold value defined.
You can customize the threshold value. In addition, you can customize the display
currency into which all amounts are converted and an exchange rate type for the
conversion.
● View top 10 business partners with the highest credit exposure
You can analyze how much of the credit limit has been used for each business partner and
credit segment.

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 Unit 4
Exercise 9
Analyze Credit Limit Utilization

1. On the SAP Fiori launchpad, start the Credit Limit Utilization – Business Partner > 80%
Today app.

2. Enter the following values in the header fields:

Field Value
Business Partner 17100005
Credit Segment 1000
Country Key US
Region MT(Montana)/US
Risk Class C (Medium Default Risk)

3. Choose By Business Partner (Top 10 Credit Exposure). Note the values for the credit limit
and exposure amount.

4. Choose By Business Partner (Top 10 Credit Limit Exceeded). Is the value for Limit Used
Overall % correctly calculated?

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 Unit 4
Solution 9
Analyze Credit Limit Utilization

1. On the SAP Fiori launchpad, start the Credit Limit Utilization – Business Partner > 80%
Today app.
a) Use the search functionality in the top right corner to start the app.

2. Enter the following values in the header fields:

Field Value
Business Partner 17100005
Credit Segment 1000
Country Key US
Region MT(Montana)/US
Risk Class C (Medium Default Risk)

a) Open the header by choosing the down arrow. Enter the values provided above.

3. Choose By Business Partner (Top 10 Credit Exposure). Note the values for the credit limit
and exposure amount.

Credit limit 6,05 USD and exposure amount 3,36 kUSD

4. Choose By Business Partner (Top 10 Credit Limit Exceeded). Is the value for Limit Used
Overall % correctly calculated?

Yes, 3,36 kUSD / 6,05 USD = 555 /1000 / * 100% = 55 k%

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 Lesson: Credit Management

LESSON SUMMARY
You should now be able to:
● Explain credit management in SAP S/4HANA Sales

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 Unit 4
Lesson 5
Revenue Accounting

LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Explain the revenue accounting functions in SAP S/4HANA Sales

Revenue Accounting
The existing ERP SD revenue accounting solution (SD-Bil-RR) has the following challenges:

● No multiple elements arrangements

SD Revenue Recognition does not offer an allocation of the transaction price.
Revenue is recognized separately for every SD order item according to its pricing
condition.
● No parallel accounting
SD Revenue Recognition cannot manage different accounting principles.
With New GL, SD Revenue Recognition always posts to ledger group blank; that is, to all
ledgers at the same time and with the same amount.
● Cost recognition
Costs of goods sold should be recognized synchronized with revenue (that is, at the same
event). SD can only recognize all costs either at goods issue or at billing.
● Disclosures
IFRS 15 requires new disclosures, especially around contract balances.

Solution: SAP Revenue Accounting and Reporting

SAP Revenue Accounting and Reporting was built from the ground up to handle the new
revenue recognition regulations announced May 28, 2014 (IFRS 15 & ASC 606) to be effective
January 1, 2018 in countries adhering to both US GAAP and IFRS. The solution automates the
revenue recognition and accounting process and simplifies the tasks of revenue accountants
in following the new accounting guidelines published May 28, 2014.
The main features of SAP Revenue Accounting and Reporting include the following:

● Revenue Accounting decoupled from operational application(s)

- Revenue Accounting is an add-on to ERP Financials with an open interface to
operational applications (for example, SAP Sales & Distribution).
● Multiple element arrangements

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 Lesson: Revenue Accounting

- Allocate the transaction price to distinct items (performance obligations) of a contract.

- Combine items from different operational contracts (for example, SD orders) into one
Revenue Accounting contract.
- Combine items from different operational applications (for example, SD order items
and CRM items).
● Parallel accounting
- Revenue Accounting can manage all data and valuations separately for parallel
accounting principles.
- Parallel accounting principles can post to different ledgers in New GL or to different
accounts.

Integration of Operational Sales and Billing Applications

Figure 55: Integration of Operational Sales and Billing Applications

Revenue Accounting is decoupled from operational sales and billing applications. Data from
different operational applications can be transferred into Revenue Accounting. It is an add-on
to ERP Financials and is like a sub-ledger of Financials. This aspect is important as Revenue
Accounting holds its own sub-ledger table for postings.
Revenue Accounting utilizes BRFplus, which is a flexible rules framework that is used to define
rules for the transformation of operational items (such as SD orders) into contracts and
performance obligations according to the revenue standard. Once contracts have been
processed, Revenue Accounting creates postings in FI-GL and CO-PA.

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Decoupling of Operational Sales and Billing Applications

Figure 56: Decoupling of Operational Sales and Billing Applications

Another aspect of the decoupling between operational applications and Revenue Accounting
is that the operational process continues to work in general independently from Revenue
Accounting. Revenue Accounting reacts to certain events such as order creation or change,
goods issue, and invoice. It processes these events according the revenue recognition
regulations.

Revenue Accounting Architecture: Building Blocks

Figure 57: Revenue Accounting Architecture: Building Blocks

To support this process flow in operational applications, an Integration Component (IC) needs
to create revenue accounting items (RAIs) and send them to Revenue Accounting. An RAI
contains all data from the operational items and events that are relevant for revenue
accounting.

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 Lesson: Revenue Accounting

The structure of RAIs can be configured in Revenue Accounting separately for different
operational applications. SAP provides integration components for several operational
applications such as SD (Sales and Distribution), CRM service, and hybris billing (Convergent
Invoicing and Financials Contract Accounting). However, customers can also feed Revenue
Accounting from external, non-SAP components.
The Adapter Reuse Layer (ARL) of Revenue Accounting receives RAIs and transforms them
into RA contracts and Performance Obligations.
Rules for transformation can be defined in BRFplus.
The following list outlines more components of the Revenue Accounting engine:
● Contract Management to calculate the price allocation
● Process Management that offers manual processing
● Invoice Management to calculate the effects from invoices
● Fulfillment Management that determines recognized revenue from fulfillment events
● Posting Management that creates postings of recognized revenue and invoice corrections
● Accrual Run that creates postings in FI-GL and CO-PA
● Data Provisioning to extract data into BI

Integration Component Tasks

Figure 58: Integration Component Tasks

The SD integration component listens to SD events and sends revenue recognition-relevant

information as an RAI to the Revenue Accounting module. To integrate Revenue Accounting
with SD in Customizing, you have to select the checkbox that activates the integration
component and maintain your RFC destination. You can do this in Customizing for Sales and
Distribution under Revenue Accounting and Reporting → Integrate with Revenue Accounting).
If you use the same system, you may select None.
The integration component sets the reference ID and type to determine which RAIs should be
in one Revenue Accounting contract. By default, the reference ID is set to the order number
that leads to the creation of one Revenue Accounting contract for each SD order. The
reference ID can be changed in a customer exit.

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Unit 4: Best Practices in Sales Order and Contract Management

Evaluation of References

Figure 59: Evaluation of References

Source items (order items) create a performance obligation in Revenue Accounting while
subsequent items (goods issue or invoice) update the POB created for the source item.
The SD copy routines have to be set up so that the activation is copied to follow-on
documents.
The SAP-delivered copy routines Order to Goods Issue and Order/Goods Issue to Invoice
have been extended so that the activation flag is passed to the subsequent document.

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 Unit 4
Exercise 10
Display Revenue Accounting Settings

Business Example
In this exercise, you learn how to activate revenue accounting for a sales order item based on
the following parameters:
● Sales Organization
● Sales Document Type
● Sales Document Item Category

1. Log on to the T41 system and start the Customizing for Revenue Accounting and
Reporting in Sales and Distribution.

2. Check the Revenue Accounting Item Settings with the following data:
Field Value

Sales Organization TARA

Sales Document Type OR

Sales Document Item Category TAN

3. Which type do you have?

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 Unit 4
Solution 10
Display Revenue Accounting Settings

Business Example
In this exercise, you learn how to activate revenue accounting for a sales order item based on
the following parameters:
● Sales Organization
● Sales Document Type
● Sales Document Item Category

1. Log on to the T41 system and start the Customizing for Revenue Accounting and
Reporting in Sales and Distribution.
a) In Customizing, navigate to Sales and Distribution → Revenue Accounting and
Reporting → Maintain Revenue and Accounting Item settings.

2. Check the Revenue Accounting Item Settings with the following data:
Field Value

Sales Organization TARA

Sales Document Type OR

Sales Document Item Category TAN

a) Look for the entry with settings as shown in the table.

3. Which type do you have?

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 Lesson: Revenue Accounting

LESSON SUMMARY
You should now be able to:
● Explain the revenue accounting functions in SAP S/4HANA Sales

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Unit 4: Best Practices in Sales Order and Contract Management

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 Unit 4
Lesson 6
Settlement Management: Rebate

LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Explain rebate functionality

Rebate

Figure 60: The Traditional SAP ERP Rebate Solution

Why Implement a New Rebate Approach in SAP S/4HANA?

The traditional SAP ERP rebate solution has the following challenges:
● Size: The rebate index table could contain hundreds or billions of entries in the system. In
fact, for one customer we noticed 1TB of data being occupied, of a total database size of
5TB.
It is easy for our BASIS, DB, and ABAP colleagues to understand the repercussions of such
a situation.
● Locks: If changes in a customer’s conditions occur, the table needs to be rebuilt. While this
rebuild is taking place, all rebate data is locked throughout the organization

The solution to these issues lies in Settlement Management.

The table VBOX itself has been done away with in SAP S/4HANA because the rebate
conditions are applied instantly, due to the power of SAP HANA. Hence the rebate index need
not be rebuilt when new customers become eligible for rebates, and previous business can be
retroactively considered. This significantly reduces data footprint and memory.
Sales documents no longer reduce operations impairment in sales processes.

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Unit 4: Best Practices in Sales Order and Contract Management

The Condition Contract Management (CCM) part of Settlement Management is the

replacement for traditional rebates management.
CRM TPM customers can still use SD Rebate Processing for their business processes, but
have to adapt to a SAP S/4HANA-optimized solution.

Figure 61: Condition Contract Management in Settlement Management in SAP S/4HANA

Figure 62: General Process for Condition Contract Management

The general process in the CCM differs from the standard rebate processing in that there are
no rebate agreements at the first step. There are condition contracts which need to be
created and released.

LESSON SUMMARY
You should now be able to:
● Explain rebate functionality

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 Unit 4

Learning Assessment

1. Which of the following steps are usually included in a classical sale from stock process?
Choose the correct answers.

X A Goods issue

X B Resource scheduling

X C Outbound delivery

X D Picking

X E Order release

2. What are benefits of using best practices for SAP S/4HANA?

Choose the correct answers.

X A Reduced costs due to standardized processes

X B Guided configuration to empower business and IT users

X C Included SAP Education Learning Content

X D Usage of SAP S/4HANA lifecycle management tools for update and change of
configuration

3. What does SAP S/4HANA Analytics provide?

Choose the correct answers.

X A ELT (extraction, transformation, loading) processes

X B Data replication via jobs

X C Single source of truth

X D Pre-computed aggregates

X E Real-time analytics

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Unit 4: Learning Assessment

4. What does the abbreviation OLAP mean?

Choose the correct answers.

X A On List As Planned

X B Offline Aggregated Packages

X C Online Analytical Processing

X D Organizational Layer Applied Product

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 Unit 4

Learning Assessment - Answers

1. Which of the following steps are usually included in a classical sale from stock process?
Choose the correct answers.

X A Goods issue

X B Resource scheduling

X C Outbound delivery

X D Picking

X E Order release

2. What are benefits of using best practices for SAP S/4HANA?

Choose the correct answers.

X A Reduced costs due to standardized processes

X B Guided configuration to empower business and IT users

X C Included SAP Education Learning Content

X D Usage of SAP S/4HANA lifecycle management tools for update and change of
configuration

3. What does SAP S/4HANA Analytics provide?

Choose the correct answers.

X A ELT (extraction, transformation, loading) processes

X B Data replication via jobs

X C Single source of truth

X D Pre-computed aggregates

X E Real-time analytics

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Unit 4: Learning Assessment - Answers

4. What does the abbreviation OLAP mean?

Choose the correct answers.

X A On List As Planned

X B Offline Aggregated Packages

X C Online Analytical Processing

X D Organizational Layer Applied Product

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 UNIT 5 Performance Management and
Analytics in SAP S/4HANA
Sales

Lesson 1
Overview of Performance Management and Analytics in Sales 118
Exercise 11: Use the My Sales Overview App to Access Customer 360 and Analytics 123

Lesson 2
SAP Smart Business for Sales Order Fulfillment 127
Exercise 12: Add a New SAP Smart Business Evaluation to the SAP Fiori Launchpad 137

UNIT OBJECTIVES

● Outline the scope of performance management and analytics in Sales and Billing
● Explain SAP Smart Business for Sales Order Fulfillment

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 Unit 5
Lesson 1
Overview of Performance Management and
Analytics in Sales

LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Outline the scope of performance management and analytics in Sales and Billing

Performance Management and Analytics in Sales

Traditionally, there has always been a strict separation between analytics and transactional
work. This was originally in part due to the technical separation of live business data, which
was the subject of constant change, and analytical data, which needed to be copied from the
live data, cleaned, aggregated, optimized, massaged, and finally stored in data warehouse
systems in order to be consumable at a reasonable speed.
● OLTP-style: Create sales orders, invoices, and accounting documents, and display
customer master data
● OLAP-style: Dunning, check the available quantity, operational reporting (list open sales
orders)

This separation was reflected in the tools and applications and leads to the following
drawbacks:
● The OLAP system does not have the latest data.
● The OLAP system only has a predefined subset of the data.
● A cost-intensive ETL process must synchronize both systems.

As a result, the availability of insightful analyses of live data streams for the regular business
user was very limited, so many business users had to make decisions based on partial
insights and often outdated information.

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 Lesson: Overview of Performance Management and Analytics in Sales

Transactions and Analytics on a Single In-Memory Platform

Figure 63: Transactions and Analytics on a Single In-Memory Platform

Business applications started out decades ago as a means of capturing systems of record,
sales orders, trouble tickets, journal entries, and other records of business operations. Line-
of-business personnel needed access to this information to decide, for example, how to price,
plan, and set priorities. IT then built separate analytic decision support systems on
completely different platforms. In theory, having separate systems for the various workloads
offered on different platforms is logical. For many years, having separate platforms was the
accepted approach to ensure good performance for transactions and analytics, given the
different requirements for capturing data and for analyzing data. In practice, however, the
requirement to transfer data between the two platforms underlying the two types of systems
causes information delays and reduces the ability to connect insight to action because of a
disconnection between analytics and source data. This leaves the enterprise at risk when
decision makers are forced to rely on stale or insufficient data, or when they cannot connect
analytic insights to source data.
Today’s businesses can couple transactions with analysis in real time, within a single blended
environment, to determine the best way to get live insight about a fast-breaking situation.
Rather than using separate transactional and analytical applications built on separate
platforms, a single data management environment for both systems of record and systems of
decision (assuming good performance can be achieved for both) can yield the following
benefits:
● Users can access and analyze the latest data as soon as it is captured rather than waiting
for data transfer, which eliminates a major source of information delay. By reducing the
overhead of multiple platforms, IT data management tasks and business data governance
functions can be simplified.
● With instant access to data, business personnel can make business decisions faster, based
on the latest information. Business processes can also be accelerated. As an example,
during an interaction, contact center employees have the latest customer data available. A
cross-sell recommendation can be made on the most recent customer orders, or even on
an order that is in process.

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Unit 5: Performance Management and Analytics in SAP S/4HANA Sales

SAP S/4HANA Real-Time Analytics Architecture

Figure 64: SAP S/4HANA Real-Time Analytics Architecture

SAP S/4HANA blends transactions and analytics, allowing operational reporting on live
transactional data. With SAP S/4HANA this concept is supported using SAP Core Data
Services (CDS) for real-time operational reporting. The content is represented as a virtual
data model (VDM), which is based on the transactional and master data tables of SAP S/
4HANA. CDS views are developed, maintained, and extended in the ABAP layer of the SAP S/
4HANA system. The system generates SQL runtime views in SAP HANA to execute the data
read and transformation inside the SAP HANA database layer.
SAP's focus is to create a VDM using CDS views to support (and replace all other standard
ABAP-related standard) operational reporting in the context of SAP S/4HANA.
The advantages of this approach include full ABAP integration, allowing for instances to re-
use existing reporting authorizations, and so on. Also, SAP can make use of the analytical
engine (embedded BW functionality) to support an elaborate hierarchy display. These
advantages allow for the creation of many more use cases for the VDM; SAP S/4HANA
analytics support not only generic operational OLAP reporting but also scenarios of
embedded analytics for hybrid transactional and analytical applications (such as embedded
SAP BI or SAP Smart Business Cockpits) based on the same models. Read access for search/
fact sheets is also supported.
The intention of the SAP Fiori embedded analytics concept was to create an experience that
fully integrates analytics into the transactional context of the user in a way that is simple
enough to be understood, and also detailed and powerful enough to be accepted and trusted
by the regular business user.
The SAP Fiori design language is based on standardized floorplans. One of the most relevant
of these is follows the sequence shown in the figure, The Analytics Floorplan in Sales and
Billing.

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 Lesson: Overview of Performance Management and Analytics in Sales

Figure 65: The Analytics Floorplan in Sales and Billing

Sales and Billing follows this standard floorplan which offers an optimized experience for the
most frequent use cases:
● Overview pages such as My Sales Overview: Pages that offers an overview of a set of tasks
or a domain including analytical visualizations, lists of items, and references to apps or
tasks within that domain.
● List (report) pages such as Manage Sales Order: Pages that list items based on a certain
query. The page provides a powerful means to filter large sets of items and navigate to a
more detailed view of these items.
● Object pages such as Customer 360: A highly flexible page that can be used to display all
aspects of a single object. The page is optimized to accommodate information of various
complexities and volumes.

Performance Management in Sales: My Sales Overview App

Figure 66: Performance Management in Sales: My Sales Overview App

For internal sales representatives, the My Sales Overview app is an entry point for several
insights. They need an overview of various sales activities in order to make better and faster
business decisions. They need to search, create, modify, and view sales information.

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Unit 5: Performance Management and Analytics in SAP S/4HANA Sales

● See open sales at a glance and identify where you can take action in order to increase the
sales volume
● Check incoming sales orders in comparison with previous year
● Get additional insight into sales quotations and open orders
● See at a glance the status of the sales order fulfillments

As a basis for further navigation it allows you to deep dive and analyze issues.
This and other similar SAP Fiori apps allow you to navigate to fact sheets and details, and in
many cases to proceed to actionable items.
In addition, multidimensional reporting supports details and insights. This includes all
explorative analysis tasks which focus on unexpected business questions. Ad-hoc filtering,
pivoting, sorting, and rearranging of data in tabular or graphical UIs is supported. A Web
Dynpro grid is used in this context.

Figure 67: Analytics for Sales Manager

There are a variety of SAP Fiori apps available for managers. The purpose of the analytic SAP
Fiori tile is to show the most important information about an area. Often, this area serves as
the initial check before the user digs deeper into the content of the object to obtain more
details or to take action.
The broad functionality and integration, as well as the ongoing development of the existing
analytical SAP Fiori apps, offer a variety of business values which are presented in other in-
depth courses.

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 Unit 5
Exercise 11
Use the My Sales Overview App to Access
Customer 360 and Analytics

Analyze the value of sales orders by using multidimensional reporting.

In this exercise, when the values include ##, replace ## with the number that your instructor
assigned you.

1. On the SAP Fiori launchpad, start the My Sales Overview app to familiarize yourself with
the functionality.

2. Choose the Customer Contacts stack icon to access up to 20 customer contacts and
details such as the name of the relevant sales manager.

3. In the Customer Contacts card, choose the first customer. Navigate to the Customer 360°
app.
If you scroll down or choose the Sales Order facet, the list of sales orders is displayed. Do
not open the sales order at this point. What is the number and status of the first sales
order?

4. Navigate back to the My Sales Overview app.

5. Navigate to the Incoming Sales Orders app.

6. Analyze the value of sales orders by using multidimensional reporting. In the Incoming
Sales Orders app use USD at the display currency.

7. On the Data Analysis tab, filter by one month and one sales organization.

8. In the context menu, use the Drilldown option to exchange Sales Organization for Sales
Orders in the rows and to delete the Yr./Mo. of Creation filter.

9. Export the report to Microsoft Excel (without saving the file).

10. Only show sales orders with a net amount greater than or equal to 10000. Hide decimals
and scale to show only thousands.

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 Unit 5
Solution 11
Use the My Sales Overview App to Access
Customer 360 and Analytics

Analyze the value of sales orders by using multidimensional reporting.

In this exercise, when the values include ##, replace ## with the number that your instructor
assigned you.

1. On the SAP Fiori launchpad, start the My Sales Overview app to familiarize yourself with
the functionality.
a) In the SAP Fiori launchpad, navigate to the Analytics and Monitoring group.

b) Start the My Sales Overview app.

2. Choose the Customer Contacts stack icon to access up to 20 customer contacts and
details such as the name of the relevant sales manager.
a) In the Customer Contacts tile, choose the stack icon below the number on the right-
hand side.

b) Familiarize yourself with the content of the card.

3. In the Customer Contacts card, choose the first customer. Navigate to the Customer 360°
app.
If you scroll down or choose the Sales Order facet, the list of sales orders is displayed. Do
not open the sales order at this point. What is the number and status of the first sales
order?
a) In the Customer Contacts card, choose the header line.
The Customer 360° app opens.

b) Scroll down to the list of sales orders.

Note down the number and status of the first sales order.

4. Navigate back to the My Sales Overview app.

a) Choose < at the top left corner of the app.
You are back in My Sales Overview.

5. Navigate to the Incoming Sales Orders app.

a) Choose the header line of the Compared to Month of Previous Year tile.
You are now in the Incoming Sales Orders app.

6. Analyze the value of sales orders by using multidimensional reporting. In the Incoming
Sales Orders app use USD at the display currency.

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 Lesson: Overview of Performance Management and Analytics in Sales

a) Enter USD as the display currency and choose Enter.

b) Choose Go to read the actual data.

7. On the Data Analysis tab, filter by one month and one sales organization.
a) On the Data Analysis tab, in the context menu of a month of the Yr./Mo. of Creation, for
example 11.2015, choose Filter → Keep Filter Value.

b) From the context menu of the sales organization, choose Filter → Select Filter Value.

c) Choose to open the search dialog box of the Sales Organization input field.

d) Choose Go.

e) Choose the 1710 (Dom. Sales Org US) row.

f) Choose OK and choose OK again.

8. In the context menu, use the Drilldown option to exchange Sales Organization for Sales
Orders in the rows and to delete the Yr./Mo. of Creation filter.
a) From the context menu of the sales organization, choose Drilldown → Exchange with.

b) Choose the Sales Order row.

c) Choose OK.

d) From the context menu of the Yr./Mo. of Creation, choose Filter → Delete Filter.

9. Export the report to Microsoft Excel (without saving the file).

a) On the Data Analysis tab, choose Export to Excel.

b) In the export.xlsx download window at the bottom, choose Open.

c) Close Microsoft Excel.

10. Only show sales orders with a net amount greater than or equal to 10000. Hide decimals
and scale to show only thousands.
a) From the context menu of the net amount, choose Measures → Number Format.

b) For the scaling factor, choose 1.000 and for the decimal place, choose 0.

c) Choose OK.

d) From the context menu of the net amount, choose Filter → Filter by Measure
(Conditions).

e) For the net amount, choose Greater Than or Equal to and enter 10000 as the value.

f) Choose OK.

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Unit 5: Performance Management and Analytics in SAP S/4HANA Sales

LESSON SUMMARY
You should now be able to:
● Outline the scope of performance management and analytics in Sales and Billing

126 © Copyright. All rights reserved.

 Unit 5
Lesson 2
SAP Smart Business for Sales Order
Fulfillment

LESSON OBJECTIVES
After completing this lesson, you will be able to:
● Explain SAP Smart Business for Sales Order Fulfillment

SAP Smart Business for Sales Order Fulfillment

Figure 68: Sales Order Fulfillment: Traditional Approach

With a traditional ERP system, employees have to check multiple reports to get a holistic view
of all process-related issues. This means that multiple issues in a sales order cannot be
detected in one step, therefore increasing the risk of undetected exceptional situations.
Furthermore, problem-related communication and decisions cannot be tracked in the
system.

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Unit 5: Performance Management and Analytics in SAP S/4HANA Sales

Figure 69: Sales Order Fulfillment in SAP S/4HANA

With SAP S/4HANA Sales, internal sales representatives can see the wider picture of the
current sales order fulfillment situation, so that they can decide which area to focus on with
their follow-up activities. They can use a prioritized list of sales orders that cannot be fulfilled,
in order to focus on the most important items first.
SAP S/4HANA supports the users with the relevant insights, contacts, and collaboration
features. Users can also use notes to document their actions.

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 Lesson: SAP Smart Business for Sales Order Fulfillment

Figure 70: SAP Smart Business in a Nutshell

SAP Smart Business can be tailored to key roles across the organization. Business users can
always stay on top of their business needs by deciding and acting in real-time.
SAP Smart Business offers a new exception-based working model that combines analytics
with action; you can jump directly from a data point in the chart to the relevant transaction to
solve the issue. It follows SAP Fiori guidelines and concepts, such as SAP Fiori navigation.
SAP Smart Business provides tiles that reside in the SAP Fiori launchpad. It helps you to
easily identify exceptions with KPI visualizations that use semantic colors based on targets
and thresholds that have been defined. It also offers SAP Fiori apps (SAP Smart Business
modeler apps) for easy configuration of your KPIs and their visual appearance.

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Unit 5: Performance Management and Analytics in SAP S/4HANA Sales

Figure 71: New User Experience

With the SAP Sales Order Fulfillment Monitor app, internal sales representatives can resolve
issues that impede sales orders from being fulfilled. The app shows a list of all sales orders
that cannot be processed for one or more reasons. It has the following features:
● Highlights impediments
● Provides supporting information
● Provides specific options to resolve issues

This allows internal sales representatives to monitor sales orders in critical stages,
collaborate with internal and external contacts, and efficiently address issues to ensure that
sales orders in critical stages are fulfilled as quickly as possible.

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 Lesson: SAP Smart Business for Sales Order Fulfillment

Figure 72: Issue Solving in Sales Orders - Example

With SAP Smart Business for Sales Order Fulfillment, sales representatives can resolve the
following types of issues:
● Incomplete data
● Unconfirmed quantities
● Billing blocks
● Delivery blocks in sales orders and other delivery issues
● Shipping blocks in deliveries and other shipping issues
● Invoice issues and accounting issues for invoices
● Issues in supply, purchase, and manufacturing orders

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Unit 5: Performance Management and Analytics in SAP S/4HANA Sales

Figure 73: Solving Issues with the Process Flow: Example

The process flow has the following features:

● Provides a quick overview of the complete business process and shows the issues in the
context of the related business objects
● Gives a graphical overview of all documents, their relationships, and the document status
● Allows resolving the issues directly from the process flow as a starting point
● Indicates graphically the actual status (red, green)
● Shows a colored circle with the overall status of the involved documents for each stage (in
order, in supply, in delivery, and in invoice)
● Changes from red to green, if all issues are resolved

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 Lesson: SAP Smart Business for Sales Order Fulfillment

Figure 74: Sales Order Fulfillment Monitor - Preconfigured Tiles

SAP provides standard tiles for using the Sales Order Fulfillment Monitor functionality. These
tiles are preconfigured and allow the sales representative to work with a special workload
involving sales orders that have a billing block, a delivery block, a credit block, or incomplete
data. The tiles are a projection of the Sales Order Fulfillment app.
The Issues in next 7 days app is also preconfigured and provides a weekly workload for the
sales representative. A 7–day preview helps the sales representative to optimize their work
and concentrate on issues that need to be solved within the next 7 days.

Figure 75: How to Create KPIs – Access the KPI Modeler

When using the SAP Smart Business toolset, it is also possible to create custom tiles for
specific evaluations.

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Unit 5: Performance Management and Analytics in SAP S/4HANA Sales

When creating tiles, you can enter custom titles and use filter criteria to display specific
information; for example, top three customers, threshold, sales organization, or customer.
The business user/key user requires the following roles to access the Smart Business
Modeler apps:
● SAP_BR_ANALYTICS_SPECIALIST
● SAP_BCR_CA_SSB_PC (Cloud)

Figure 76: Creating KPIs

If you want to create a new tile for a specific evaluation, the first step is to create a new KPI.
You can either create one from scratch or use another KPI as a template. Then you create the
evaluation and define the required thresholds. Finally, you create a tile and assign it to the
evaluation.

Figure 77: How to Create KPIs – Standard KPI Tile Formats

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 Lesson: SAP Smart Business for Sales Order Fulfillment

Different tile formats are available for the creation of new tiles. Depending on the type of
information that is the basis for the evaluation, you choose an appropriate tile format. The
graphic of the tile itself can then provide information about the evaluation, even before you
start the app.
When the tile has been created and assigned to a tile catalog, it can be added to the SAP Fiori
launchpad. You can add the new tile to an existing group or create a new one.

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 Unit 5
Exercise 12
Add a New SAP Smart Business Evaluation to
the SAP Fiori Launchpad

In this exercise, when the values include ##, replace ## with the number your instructor
assigned you.
Assign the Appropriate Role to Your User

1. Assign the role SAP_BR_ANALYTICS_SPECIALIST to your user.

2. Start the SAP Fiori launchpad.

Which new tile group has been added?

Create a New KPI and Assign a New Evaluation

1. Start the KPI Workspace app to create and activate a new KPI. Use the following data:
Field Value

Title Sales Order Fulfillment Issues ##

Description Issues in Sales Orders

Goal Type Minimizing (Lower is better)

OData Service /sap/opu/odata/sap/SD_SOFM_SRV

Entity Set SalesOrderFulfillmentIssueQuerySet

Value Measure NmbrOfAllIssues

2. Create and activate an evaluation for the new KPI. Use the following data:
Field Value

Selected KPI Sales Order Fulfillment Issues ##

Evaluation Open Issues ##

Description Open Sales Order Fulfillment Issues

(3) Critical 100

(2) Warning 50

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Unit 5: Performance Management and Analytics in SAP S/4HANA Sales

Field Value

(1) Target 0

Add a New Tile to the SAP Fiori Launchpad

1. Create a tile for the new evaluation. Use the following data:
Field Value

Tile Format Actual vs. Target Tile

Catalog X-SAP-UI2-CATALOG-
PAGE:SAP_CMD_BC_BUSINESS_ANA‐
LYST_A

Select Drill-Down Generic

Semantic Object Sales

Action Display

2. Configure the drill-down. Use the following data:

Field Value

Dimension Sales Organization

Measures Issues in Order

Chart Type Column

View Title Issues per Sales Organization

3. Add the tile that you have just created to the Order Fulfillment group on the SAP Fiori
launchpad and test it.

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 Unit 5
Solution 12
Add a New SAP Smart Business Evaluation to
the SAP Fiori Launchpad

In this exercise, when the values include ##, replace ## with the number your instructor
assigned you.
Assign the Appropriate Role to Your User

1. Assign the role SAP_BR_ANALYTICS_SPECIALIST to your user.

a) In the T4N system, start the SU01 transaction.

b) In the User field, enter your user and choose Change.

c) Choose the Roles tab.

d) On the Roles tab, in the first empty row, enter SAP_BR_ANALYTICS_SPECIALIST.

e) Choose Save.

2. Start the SAP Fiori launchpad.

Which new tile group has been added?

The KPI Design tile group and others have been added to the SAP Fiori launchpad.

Create a New KPI and Assign a New Evaluation

1. Start the KPI Workspace app to create and activate a new KPI. Use the following data:
Field Value

Title Sales Order Fulfillment Issues ##

Description Issues in Sales Orders

Goal Type Minimizing (Lower is better)

OData Service /sap/opu/odata/sap/SD_SOFM_SRV

Entity Set SalesOrderFulfillmentIssueQuerySet

Value Measure NmbrOfAllIssues

a) Start the KPI Workspace app from the KPI Design tile group.

b) To create a new KPI, choose at the bottom left of the screen.

c) Enter the field values provided in the table and choose Activate.

d) In the Save Transport dialog box, choose Local Object.

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Unit 5: Performance Management and Analytics in SAP S/4HANA Sales

2. Create and activate an evaluation for the new KPI. Use the following data:
Field Value

Selected KPI Sales Order Fulfillment Issues ##

Evaluation Open Issues ##

Description Open Sales Order Fulfillment Issues

(3) Critical 100

(2) Warning 50

(1) Target 0

a) On the left side, choose the new KPI with your group number.

b) Choose Add Evaluation.

c) Enter the values provided in the table in the corresponding fields.

d) At the bottom of the screen, choose Activate.

Add a New Tile to the SAP Fiori Launchpad

1. Create a tile for the new evaluation. Use the following data:
Field Value

Tile Format Actual vs. Target Tile

Catalog X-SAP-UI2-CATALOG-
PAGE:SAP_CMD_BC_BUSINESS_ANA‐
LYST_A

Select Drill-Down Generic

Semantic Object Sales

Action Display

a) With the details of the new KPI still on the screen, choose the Open Issues ##
evaluation (with the status Active) by choosing > on the left side.

b) At the bottom of the screen, choose Configure Tile.

c) Choose Add Tile.

d) Enter the values provided in the table in the corresponding fields.

e) Choose Save and Configure Drill-Down and navigate back to the evaluation.

2. Configure the drill-down. Use the following data:

Field Value

Dimension Sales Organization

Measures Issues in Order

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 Lesson: SAP Smart Business for Sales Order Fulfillment

Field Value

Chart Type Column

View Title Issues per Sales Organization

a) With the details of the Open Issues ## evaluation on the screen, choose Configure
Drill-Down.

b) At the bottom of the screen, choose Configure.

c) In the dialog box, select the Dimension and the Measures as indicated in the table and
choose OK.

d) On the next screen, maintain the Chart Type and the View Title and choose OK.

e) Choose Save Configuration.

3. Add the tile that you have just created to the Order Fulfillment group on the SAP Fiori
launchpad and test it.
a) Choose Home.

b) On the SAP Fiori launchpad, choose and then to make changes to your
launchpad.

c) In the Order Fulfillment tile group, choose to include a new tile.

d) Find the tile in the catalog by searching for ##, and choose below the tile.

e) Choose to go back.

f) Choose Done resp. Close to save your changes.

g) On the SAP Fiori launchpad, start the new app and have a look at it.

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Unit 5: Performance Management and Analytics in SAP S/4HANA Sales

LESSON SUMMARY
You should now be able to:
● Explain SAP Smart Business for Sales Order Fulfillment

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 Unit 5

Learning Assessment

1. What does SAP Smart Business provide for sales?

Choose the correct answers.

X A The SAP Sales Order Fulfillment Monitor

X B An open framework for self-defined KPIs

X C An alternative to the SAP Fiori launchpad

X D A platform to resolve several different types of issues

2. With the SAP Smart Business process flow, you can do the following:
Choose the correct answers.

X A Get an overview of all documents and their statuses

X B Show issues in the context of a related business object

X C Get fast graphical access to the actual status (red, green)

X D Leverage the automated issue resolver app

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 Unit 5

Learning Assessment - Answers

1. What does SAP Smart Business provide for sales?

Choose the correct answers.

X A The SAP Sales Order Fulfillment Monitor

X B An open framework for self-defined KPIs

X C An alternative to the SAP Fiori launchpad

X D A platform to resolve several different types of issues

2. With the SAP Smart Business process flow, you can do the following:
Choose the correct answers.

X A Get an overview of all documents and their statuses

X B Show issues in the context of a related business object

X C Get fast graphical access to the actual status (red, green)

X D Leverage the automated issue resolver app

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