2010 Smiths Consulting Ltd. All rights reserved. The concepts and methodologies contained herein are proprietary to Smiths Consulting Ltd. Duplication, reproduction or disclosure o inormation in this document !ithout the e"press !ritten permission o Smiths Consulting is prohi#ited.$Sales % Distri#ution &vervie!AgendaSales 'ey ConceptsTypes o SA( SD DataSD &rgani)ational StructuresCustomer *aster Data *aterial *aster Data +Sales,SD (rocessingSD (ricingAd hoc Credits % De#its-eturns.ectiveTo gain an understanding o the Sales % Distri#ution processes and terminology/ave an overvie! o ho! this !ill 0t into the 12 SA( process going or!ardThis is NOT a demo o the developments so ar3SALES KEY CONCEPTS'ey Concepts SD is a#out selling, shipping and #illing a product and 4or service to a 5usiness SD integrates !ith other SA( modules and re6uires cross7unctional thin8ing e.g. 9inance 4 Controlling : 0nancial 4 A- 4 A( 4 reporting processes *aterials *anagement : logistics 4 purchasing 4 stoc8 processes (roduction : manuacturing processes Service : engineers 4 services (ro.ect System : large pro.ect +!#s, related processes /- : sales employees Con0guration provides SD !ith a lot o ;e"i#ility or each individual #usiness needs +e.g. pricing strategies and modeling the sales cycle in SA(,.SD 5usiness ConceptsPicking/PackingDelivery Sales Order Quotation

! !" "# #$ $% %Post &oods 'ssue'n(uiry) )*illing+ +Pay,entSD documents 7 ;o!Sales 'n-or,ation Syste,.aterials .anage,entProduction Planning2n6uiryPre SalesSales ActivityContract Scheduling AgSales order /rocessingS0i//ingShipment ce 4 Sales