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140 CHAPTER 5 The Fulfi llment Process
Basic data, which are relevant to all processes, are defi ned at the client
level. Sales organization data are defi ned for combinations of sales orga-
nizations and distribution channels. Examples of sales organization data are
the delivering plant, sales units, and minimum quantities. The delivering plant
is the preferred plant from which deliveries are made for the particular sales
organization and distribution channel. Sales units are the units of measure,
such as cartons, barrels, containers, cases, pallets, and crates, in which the
materials are sold. Quantities include minimum order quantities and delivery
quantities. In addition, a link to pricing conditions (discussed later) is avail-
able. Because the data are defi ned for each combination of sales organization
and DC, each DC can have different values for these data to support different
sales strategies. Sales plant data provide details on how the material will be
shipped from that plant. Examples are specifi c transportation requirements
(e.g., refrigeration) and the methods of loading the material (e.g., a hand cart,
forklift, or crane). Note that it is necessary to defi ne materials for every com-
bination of sales organization and distribution channel, as well as for every
plant if the data are different. Very often, the material data will be unchanged
between plants or distribution channels.
Demo 5.1: Review material master
CUSTOMER MASTER
Customer master data include data needed to conduct business with cus-
tomers and to execute transactions that are specifi cally related to the fulfi llment
process. The data in the customer master are divided into three segments—
general data, accounting data, and sales area data. The relationships among
these three segments and the two departments in an organization responsible
for these data (accounting and sales) are depicted in Figure 5-15.
General data are defi ned at the client level. They are valid for all of a
client’s sales areas and company codes. Examples of general data are a cus-
tomer’s name, address, and account number. Accounting data are specifi c to
Figure 5-15: Segments of customer master data
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