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Marketing Information Systems and the Sales Order Process
In the SAP ERP system, a range of information is stored about each customer in
multiple tables. These data are referred to as customer master data. Master data are data
that remain fairly stable, such as customer name and address. Master data are maintained
in the central database, and are available to all SAP ERP modules, including SD (Sales and
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Distribution), FI (Financial), and CO (Controlling).
Information about materials is in tables—collectively called material master data—
which are used by the MM (Materials Management) and PP (Production Planning) modules
in addition to the Sales and Distribution module.
The SAP ERP system allows a company to define various ways to group its customers
and salespeople. These groupings are called organizational structures. One important
organizational structure for Fitter Snacker is the Distribution Channel. With SAP ERP, the
Distribution Channel allows the user to define different ways for materials to be sold and
distributed to the customer. The Distribution Channel structure also allows for different
types of relationships with different customers, and it lets the company specify aspects of
the relationship, such as pricing, delivery method, and minimum order quantities.
Defining a Wholesale Distribution Channel and a Direct Sales Distribution Channel for
Fitter would help to ensure that customers’ orders are correctly priced. Figure 3-7 shows a
completed sales order screen for an order from West Hills Athletic Club for 10 cases of
NRG-A bars and 10 cases of NRG-B bars.

Source Line: SAP AG.
FIGURE 3-7 Order screen with complete data

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