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Sales Planning

Sales Planning. SAP Best Practices. Purpose, Benefits, and Key Process Steps. Purpose

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Sales Planning

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  1. Sales Planning SAP Best Practices

  2. Purpose, Benefits, and Key Process Steps • Purpose • This scenario describes the sales planning setup process for the new fiscal year including sales unit price, sales quantity and unit cost by products and regions(customers). After planned sales data is approved, they will be copied to relevant PL account for PL planning • Benefits • Standardize the sales planning process • Team targets are break down to operational level, increasing the transparency. • Sales plan data is integrated with PL planning, • Key Process Steps • Input schedule for planning sales data • Currency translation for different sales regions • Report to review and approve plan • Data transfer from sales Planning to PL planning

  3. Required SAP Applications and Company Roles • Required SAP Applications • SAP BusinessObjects Planning and Consolidation 7.5, version for the NetWeaver platform • Company Roles • Corporate Planner • Sales Team Planner • Sales Team Manager

  4. Detailed Process Description • Sales Planning • This scenario describesthe processes of planning sales data and approving planning data. • The planner from corporate headquarter maintains the currency rate centrally for the subsequent activities carried out by the sales team planners. • Sales team planner plans the sales quantity, sales unit price and unit cost by products and regions. Sales revenue and gross profits are calculated automatically. Sales team planner always checks the differences between planned budget with target, and makes sure planned sales data could meet target. • According to different regions, the planning data can be entered in USD, or EUR • After the sales team planner confirms sales planning report, he sets the data work status to submitted for manager’s approval. • Sales team manager reviews the sales planning data and then approves or rejects it. • If approved, the data status is set to locked.If rejected, sales team planner could re-open the previous step to adjust the planning data • As the last step of sales planning, the sales team managercopies the planned sales revenue, cost of goods sold and gross margin to the PL planning side.

  5. Process Flow Diagram Sales Planning Event Start of Sales Planning Process End of Sales Planning Process Corporate HQ Planner Maintain Currency Rate Sales Team Planner Maintain Sales Planning Data Data for Approval Sales Team Manager No Approved? YES Transferring Sales Planning Data to PL

  6. Diagram Connection Legend <Function> Hardcopy / Document External to SAP Financial Actuals Business Activity / Event Budget Planning Unit Process Manual Process Process Reference Existing Version / Data Sub-Process Reference Process Decision System Pass/Fail Decision

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