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SD · Sales & Distribution

订单到收款 SAP S/4HANA training

从询价、报价到销售订单、交货、开票、收款和毛利报告的完整 SD 收入周期。

Process overview and business context

订单到收款是 S/4HANA 的收入主干。销售、物流、仓库、信用、税、开票和财务都围绕同一个客户承诺工作。

学习者能够解释客户需求如何变成交付、开票、收款和报表收入。

End-to-end flow

  1. 1

    Inquiry

    VA11

    Fiori app: Manage Sales Inquiries

    ACDOCA impact: No accounting posting; captures early demand.

  2. 2

    Quotation

    VA21

    Fiori app: Manage Sales Quotations

    ACDOCA impact: No posting; commercial promise and pricing are shaped.

  3. 3

    Sales Order

    VA01

    Fiori app: Create Sales Orders

    ACDOCA impact: No direct posting; ATP, credit, and pricing checks drive later impact.

  4. 4

    Outbound Delivery

    VL01N

    Fiori app: Manage Outbound Deliveries

    ACDOCA impact: Goods issue posts COGS/inventory impact where valuated stock is involved.

  5. 5

    Billing

    VF01

    Fiori app: Create Billing Documents

    ACDOCA impact: Posts receivable, revenue, tax, and profitability-related values.

  6. 6

    Payment

    F-28 / Fiori

    Fiori app: Post Incoming Payments

    ACDOCA impact: Clears customer open item and posts bank/cash movement.

Key tables

TableExplanation
VBAKSales document header: customer, sales area, document type, order reason, and credit status.
VBAPSales document items: material, quantity, plant, price-relevant item data, and rejection status.
LIKP / LIPSOutbound delivery header and item data for picking, shipping, and goods issue.
VBRK / VBRPBilling header and item data used for invoice output and accounting transfer.
MARAMaterial master data used for sales views, availability, and logistics execution.
ACDOCAUniversal Journal line items for revenue, tax, receivable, COGS, and payment clearing.

Step-by-step walkthrough

Capture demand and quotation

Use inquiry and quotation to document early customer intent and pricing assumptions.

Watch out for: Do not let users confuse a quotation with confirmed supply; ATP commitment matters later.

Create the sales order

Check sold-to/ship-to, material, plant, quantity, pricing, ATP, route, tax, and credit status.

Watch out for: Credit blocks and incomplete master data should be explained as controls, not system annoyances.

Create delivery and post goods issue

Pick, pack, ship, and post goods issue to move logistics and inventory forward.

Watch out for: Goods issue is the step that can create COGS and inventory finance impact.

Create billing document

Generate invoice, validate output, and check transfer to accounting.

Watch out for: Copy control, tax classification, and account determination are common root causes.

Collect payment and report margin

Post incoming payment, clear receivable, and review revenue and margin.

Watch out for: A process is not finished until cash and exception status are visible.

Common errors and troubleshooting

Sales order blocked by credit management

Likely cause: Customer exposure exceeds limit or risk rules require review.

Fix path: Review credit segment, exposure, blocked order list, and approval workflow.

No confirmed quantity from ATP

Likely cause: Insufficient available stock, planning issue, or checking rule mismatch.

Fix path: Check stock/requirements list, ATP result, plant, schedule lines, and backorder processing.

Billing document does not post to accounting

Likely cause: Account determination, tax, or document completion issue.

Fix path: Analyze billing log, pricing conditions, revenue account determination, and missing master data.

ECC to S/4HANA differences

S/4HANA 保留核心 SD 凭证流概念，同时增加嵌入式分析、改进的信用管理集成、简化数据模型和 Fiori 异常可见性。

Glossary

销售订单
记录客户确认需求并驱动交货和开票的凭证。
ATP
可承诺量检查，用于确认数量和日期。
出库交货
用于拣配、包装、发运和发货过账的物流凭证。
开票凭证
触发财务应收和收入过账的 SD 发票。
信用管理
评估客户信用风险和敞口的控制。

知识检查

完成测试并达到至少 70% 即可解锁证书。

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