蓝图设计blue print03集成po系统原型演示sap prototyping zho

慧眼工程ProjectInsight

SAP集成流程原型演示IntegratedSAPProcessDemo华新水泥HUAXINCEMENT2007-102目录TableOfContent演示会总体介绍Introduction2007/7/258:30-9:15HARP定位TheroleofHARP2007/7/259:15-9:45端到端流程EndtoEndProcess场景个数NoofScenarios日期Date时间TimeO2C－订单到现金OrdertoCash42007/7/259:45-12:30P2P－采购到付款ProcurementtoPay31:40-4:00B2R－记帐到报表BookingtoReport24:10-6:00PLM－工厂管理PlantMaintenance32007/7/268:30-10:30PRD－生产Production310:40-12:001:30-3:003会议目标WorkshopObjectives向与会者介绍未来的华新SAP系统设计方案，以及该方案会对华新未来经营造成的影响。GiveparticipantsanunderstandingoftheproposedSAPsystemdesignandhowthiswillimpactthefutureHuaxinoperations发现现有SAP方案中没有涵盖的关键问题或需要改进的地方。Getfeedbackonissuesthathavenotbeenaddressedorwheretheproposeddesigndoesnotadequatelyaddressthese解释从现在起到上线前的总体项目计划和关键步骤

ExplainthenextstepsandtheoverallschedulefromnowtoGo-live4一个成功项目的组成要素ComponentsofasuccessfulprojectSAP系统–软件及硬件Software&Hardware实用的信息和报表AccurateData&Reports用户User主数据MasterData蓝图Blueprint5目前的报表系统CurrentReportingSystem出自K3的报表reportsexK3Excel&paperbasedreportsExcel和纸质报表Excel&paperbasedreportsExcel和纸质报表Excel&paperbasedreportsExcel和纸质报表不一致的数据资源Inconsistentdatasources6使用SAP平台的报表ReportingusingSAPPlatform出自SAP的财务报表FinancialreportsexSAP出自SAP的HARP报表HARPreportsexSAPGeneralmgt综合管理Procure采购Sales&Mktg销售市场Operations运行统一的数据资源Singleunifieddatasource7项目总体进度Projectmilestone当前专业公司SAP试点实施：FI/CO/MM/PP/SD/PM阶段二业务蓝图阶段三系统实现阶段一蓝图前准备阶段四最终上线准备和系统切换阶段五系统上线和支持2个月2个月4个月4个月1个月JUNJULAUGSEPOCTNOVDECJANFEBMARAPRMAYJUN200720085月8日上线8HARP定位TheroleofHARP在各个分子公司统一使用的详细财务体系Cleardetaileddefinitionsusedconsistentlyacrosscompany专门为水泥行业设计的标准指标体系，究竟考验并不断更新StandardKPIs,developedspecificallyforcementindustry,withproventrackrecordandconstantlyupdated使用HARP意味着我们不必再重新设计相同的东西。UsingHARPmeansthatwedonothavetodevelopthisourselves9SAP端到端流程SAPE2EProcessIntroduction端到端流程E2Eprocesses:在各个分子公司使用统一的业务流程Standardizedprocessesateachlocation集中的标准化的数据源Singleunified&standardizeddatasource报表:更高的透明度，标准的指标体系KPI，各个部门使用统一的数据源。Reporting:enhancedvisibility,standardKPIs,singledatasourceforalldepartments10企业地图BusinessMap9384027492511流程区域ProcessArea–MKT12流程区域ProcessArea–O2C13流程区域ProcessArea–P2P14流程区域ProcessArea–PRD15流程区域ProcessArea–PLM16流程区域ProcessArea–B2R17下一阶段的主要任务MajorTasksofNextPhase任务名称TaskName计划Schedule系统配置SystemCustomizing07.11.05~07.12.06关键用户单元测试培训Keyuserunittesttraining07.11.26~07.11.30第一轮集成测试1strunintegrationtest07.12.26~08.01.04关键用户集成测试培训和第二轮集成测试Keyuserintegrationtraining08.01.07~08.01.18第一轮用户验收测试1stUAT08.01.31~08.02.15关键用户UAT培训和第二轮UAT测试KeyuserUATtraining08.02.18~08.02.29系统实现阶段审核和验收Realizationphaseapproval08.03.06~08.03.17最终用户培训Endusertraining08.03.26~08.04.22系统切换上载静态数据Uploadstaticdataforcutover08.04.02~08.04.11系统切换上载动态数据Uploaddynamicdataforcutover08.05.01~08.05.06系统切换手工输入数据Manualentryforcutover08.05.01~08.05.07系统上线Cutover2008.05.0818会议规则GroundRules遵守时间BeOnTime不接手机NoMobile真诚意见BeHonest积极参与BeActive19端到端流程总图E2EProcessOverviewO2C-001赊销到收款清帐CreditsalestoclearanceO2C-002-现金到收款清帐CashsalestoclearanceO2C-003跨公司销售到收款清帐CrosscompanysalestoclearanceO2C-004跨公司转储到清帐CrosscompanystocktransfertoclearanceP2P-001-分子公司采购申请到付款SubsidiariesPRtopaymentP2P-002-公司间两步调拨申请(中转虚库转总部实库)到付款（煤）Crosscompaniestwosteptransfer,topayment(coal)P2P-003-公司间一步调拨申请(直达在途虚库)到付款（备件）Crosscompanyonesteptransfer,topaymentPRD-001-销售计划到流程订单结算SalesplantoprocessordersettlementPRD-002-月度销售计划调整到流程订单结算MonthlysalesplanadjustmenttoprocessordersettlementPRD-003-生产盘点到流程订单结算ProductionphysicalinventorytoprocessordersettlementPLM-001-设备故障报告到工单结算MalfunctionreporttosettlementPLM-002-周转件外包维修后跨公司借用CrosscompanyequipmentborrowingPLM-003-投资性维修工单到固定资产InvestmentordertofixedassetB2R-001-月末关帐MonthendclosingB2R-002-在建工程类物资采购到在建工程结算PurchaseforAUCtosettlementO2CP2PPLMPRDB2R20O2C-001信用订单到收款清帐

Creditsalestoclearance场景说明ScenariosExplanation前提条件Situation1.信用销售(即赊销)时使用此场景CreditSalesBusiness;2.已建立好客户主数据和信用主数据CustomerMasterandCreditMaster;流程目的Purpose1.处理信用销售业务,包括整体销售业务和运输服务管理业务Dealwithcreditsalesbusiness,includescompletesalesbusinessandtransportationservicebusiness;2.对信用销售进行信用管理,控制风险Creditcontrol;主要步骤Steps1.销售业务:客户主数据-信用主数据-合同-销售订单-发货及确认-结算-收款清帐Salesbusiness:customer-credit-contract-salesorder-delivery(delivery-confirm)-billing-settlement;2.运输管理:运输订单-运输服务收货-结算-付款清帐transportationserviceorder-serviceconfirm-servicesettlement;具体案例Cases处理黄石公司的信用销售业务CreditsalesBusinessinHuangshicompany:信用客户向黄石公司提出供货需求（货物、交货时间等信息），黄石公司检查其信用，在信用满足情况下组织货源、发货以及后续的相关处理。Creditcustomersubmitrequest(product,deliverydateandsoon)toHuangshiCompany.HuangshiCompanycheckcreditandsupplyplant,executedeliveryandfollowingactivities.21O2C-001信用订单到收款清帐

Creditsalestoclearance流程名称ProcessName备注SD-001-客户主数据维护流程CustomerMasterMaintenanceProcessSD-004-信用主数据维护流程CreditMasterMaintenanceprocessSD-008-销售合同管理流程SalesContractManagement

ProcessSD-031-运输服务订单流程TransportationServicePurchaseProcessSD-011信用销售订单流程CreditSalesOrderProcessSD-015-信用管理流程CreditManagementProcessSD-019-销售发货处理流程(汽车-配送)DeliveryProcess

(Delivered-viaTruck)SD-027-销售发货称重流程DeliveryWeighbridgeProcessSD-028-销售发货处理流程(配送-收货确认)DeliveryProcess

(Delivery-confirm)SD-029-销售发票处理流程BillingProcessFI-016-销售发票审核过账流程SalesInvoiceReleaseProcess集成财务流程FI-020-客户收款流程CustomeringPaymentProcess集成财务流程FI-021-客户收款凭证审核流程CustomerPaymentDocumentReviewingprocess集成财务流程SD-033-运输服务确认流程TransportServiceConfirmProcessSD-034-运费结算流程TransportationServiceSettlementProcessFI-027-销售运杂费发票审核流程SalesFreightandIncidentalExpensesInvoiceReleaseProcess集成财务流程FI-031供应商付款过账流程VendorOutgoingPaymentsProcess集成财务流程22SD-001-客户主数据维护流程

CustomerMasterMaintenanceProcess解释Explanations1.总体设计思路GeneralDescription.-通过客户信息集中管理,保证客户信息的完整性、信息共享integrateandsharecustomerinformation-根据不同业务管理需求进行分权管理Authorization2.关键设计点KeyDesignPoints-授权管理,一次录入,多方共享sharebysalesandfinance-销售地区,按行政区域划分,分三级市场,方便统计分析Salesdistrict3.改进分析ImprovementAnalysis-客户信息管理规范:信息完整、准确、信息可以多方共享completeandshareinformation-根据业务需要分权管理Authorization-客户中关键信息作为统计分析依据KPIincustomer4.案例实战CasesTrialRun

-根据主数据多基地和单基地维护类型,由总部客管人员或基地客管人员在SAP系统内创建维护,总部客管负责人事后核查HQandoff-sitecustomerservicecreatecustomermasterinsystem23SD-004-信用主数据维护流程

CreditMasterMaintenanceProcess解释Explanations1.总体设计思路GeneralDescription.-通过客户信用集中管理，控制严谨、信息共享integrateandsharecreditinformation-根据不同业务管理需求分类审批管理2approvaltype2.关键设计点KeyDesignPoints-信用控制集中于集团层面，分子公司共享controlingrouplevel-规范信用管理,审批分为常规及例外regulatemanagement

-系统时时监控信用销售全过程，冻结与解冻checkintimeautomatically3.改进分析ImprovementAnalysis-信用管理规范:信息完整、准确regulate

-信息可以多方共享share-根据业务类型分类审批approvaltype-系统实现监控，降低信用销售风险checkintime4.案例实战CasesTrialRun

-总部信控人员根据已审批通过的常规或例外业务类型，创建维护信用主数据，并进行事后核查HQcreditcontrollercreatecreditmasterinsystem24SD-008-销售合同管理流程

SalesContractManagementProcess解释Explanations1.总体设计思路GeneralDescription.-通过系统的管理，加强对合同的控制力度controlcontractinsystem2.关键设计点KeyDesignPoints-合同按照客户的相关主数据创建sharemasterinformation3.改进分析ImprovementAnalysis-业务操作系统化operatorinsystem-合同创建更为便捷conveniently4.案例实战CasesTrialRun

-创建销售合同createsalescontract25SD-031-运输服务订单流程

TransportationServicePurchaseProcess解释Explanations1.总体设计思路GeneralDescription.-运输订单在系统内与销售订单关联Linktransportationcontracttosalescontract-进行分权管理(基地、总部)Authorization2.关键设计点KeyDesignPoints-运输商主数据的维护Transportationvendor-系统内维护运输服务订单maintaintransportationorderinsystem3.改进分析ImprovementAnalysis-运输商订单管理规范:完整、准确、便于查询Regulateordermanagement-(基地、总部)分权管理更高效Authorizationandefficiency-实现系统内销售订单与运输服务订单的关联Relationinsystem4.案例实战CasesTrialRun-维护运输服务订单(单公司和多公司)createtransportationserviceorder26SD-011-信用销售订单流程

CreditSales

OrderProcess解释Explanations1.总体设计思路GeneralDescription.-建立全面机制来执行信用销售Creditsalesbusinessandcreditcheck2.关键设计点KeyDesignPoints-订单创建放到销售的前端Orderisdealwithbeforedelivery-信用控制更加全面高效Creditcheckautomaticallyandeffectively3.改进分析ImprovementAnalysis-订单功能更加强大Strongfunction-系统自动进行信用检查Creditcheckautomatically4.案例实战CasesTrialRun

-创建客户主数据(单公司和多公司)createcreditsalesorder27SD-015-信用管理流程

CreditManagementProcess解释Explanations1.总体设计思路GeneralDescription.-尽量控制减少人为例外信用管理决策

的发生Reduceworkloadmanually-根据不同业务管理需求进行分权管理Authorization2.关键设计点KeyDesignPoints-市场部经理和区域销售经理在各自权

限范围内处理客户信用额度控制Creditcheckduetoauthorization3.改进分析ImprovementAnalysis-信用管理将更为规范和严格Regulatecreditcontrolbusiness-坚持原则而不失灵活Managementprinciple4.案例实战CasesTrialRun

-释放冻结的销售订单releasesalesorder28解释Explanations1.总体设计思路GeneralDescription.-简化配送流程，严格按计划执行配送Simplifyprocessanddesignedplan-交货单增加客户签收、收货凭证功能customerconfirmanddeliverydocument

-称重系统与SAP系统的集成WeighbridgesystemlinkedtoSAP2.关键设计点KeyDesignPoints-交货单内容更全面并能与运输商PO相关联Deliveryislinkedtosalesorderandtransportationcontract-设计称重系统中袋装水泥的容差范围DifferencecontrolinWeighbridgesystem-系统支持配送计划事后核查Checkdistributionplan-出厂编号自动与交货单关联exitnumberislinkedtodeliverynote3.改进分析ImprovementAnalysis-运输商执行下达的配送计划Distributionplan-交货单作为客户签收回单Deliverynote-系统自动生成出厂编号取代手工填写Exitnumber4.案例实战CasesTrialRun-空车称重,核对车辆,创建并打印交货单,拣配,发货过帐Check-in,createandprintdeliverynote,pickup,goodsissueSD-019-销售发货处理流程

(汽车-配送)

DeliveryProcess(Delivered-viaTruck)29SD-027-销售发货称重流程

DeliveryWeighbridgeProcess解释Explanations1.总体设计思路GeneralDescription.-将电子称重系统与ＳＡＰ系统接口，自动化WeighbridgesystemlinkedtoSAP

2.关键设计点KeyDesignPoints-开发电子称重系统与ＳＡＰ系统接口，自动更新交货单数量Weighbridgesystem

-散装水泥超发需重新创建标准订单3.改进分析ImprovementAnalysis-自动更新交货数量，减少人工二次输入错误Updatedeliveryquantityautomatically

-规范现款超发业务行为，单据流便于对应，备查Regulatetheexcessbusiness4.案例实战CasesTrialRun-计量员启用接口传输计重数据，读取净重写入拣配，确认拣配（接口程序存在）readquantitythroughweighbridgeinterface-计量员打印称重净重，检查产品包装形式，确认拣配（接口程序不存在）Measurepersoncheckpackagetypeandconfirmquantity30SD-028-销售发货处理流程(配送—收货确认)

DeliveryProcess

(Delivery-confirm)解释Explanations1.总体设计思路GeneralDescription.-通过收货确认确定并处理配送时交货单数量与收货确认量的差异Confirmactualquantity2.关键设计点KeyDesignPoints-售达方变更的处理方法Sold-to-partnerchanged-收货确认量不一致的处理方法dealwiththedifference3.改进分析ImprovementAnalysis-手工操作转为系统操作，配送管理更加严谨、规范Regulatethedeliverybusinessinsystem-查询收货确认情况更加方便、准确Convenientquery-固化了事后监督、核查Checkinformation4.案例实战CasesTrialRun-发运调度交货确认shippingdispatcherdeliveryconfirm31SD-029-销售发票处理流程

BillingProcess解释Explanations1.总体设计思路GeneralDescription.-规定对正常、补价差及降价、退票、公司间交易等业务类型的系统发票创建、信息传递过程和处理方法Coverseveralbillingtype.2.关键设计点KeyDesignPoints-正常业务开发票的处理方法Normalbilling-补差价业务开发票的处理方法Excessbilling-降价和补差价业务开发票的处理方法Reducepricebilling-跨公司业务开发票的处理方法Cross-companybilling3.改进分析ImprovementAnalysis-分工更加明细，简化了中间环节Simplifybilling-规范了退票和补价差的操作流程及方法Regulatereturninvoiceandexcesspricebilling-实现了补价差开发票操作与原始信息集成Excesspricebillinglinkedtooriginalorder4.案例实战CasesTrialRun-市场客观人员创建发票申请off-sitecustomerservicecreatebillingrequest32FI-016-销售发票审核过账流程:SalesInvoiceReleaseProcess解释Explanations1.总体设计思路GeneralDescription.-通过对已预制销售发票的审核,保证了发票价格、品种、数量的准确性和发现问题的及时性。Checkingtheparkedsalesinvoicecanensuretheveracityofprice,speciesandquantityandfindproblemstimely.-SAP系统与金税系统信息共享,减少重复操作及失误率.ConnectingwithCTAIS,reducetheoperationanderror.

-运用系统的高度集成性,对角色进行重新分配.Reallocatetherole.2.关键设计点KeyDesignPoints-销售核算人员在系统内查询需开税务发票的清单.Salesaccountantlookupthelistwhichneedtoinvoice.-将系统发票整理合并后通过金税接口传入金税系统.TransfertheinvoicetoCTAIS.3.改进分析ImprovementAnalysis对销售发票的结算及过账过程进行了优化，将部分业务前置，销售发票由市场部管理人员预制，再由财务人员审核过账，这样即能及时发现问题，又减少了大量的传真和人工传递的过程Wemovepartofprofessionalbusinessup.Inthisway,problemscanbediscoveredintimeandagreatdealoffaxandmanualdeliveringprocesscanbesaved.通过SAP系统与金税接口的程序，直接将SAP系统发票导入金税系统打印，降低了错误率，减少了工作量。directlytransferthesysteminvoicetoCTAISandprintitout,whichcanreducetheerrorandworkload.

销售发票直接由销售核算人员审核并过账，减少了审核人员的工作量。Salesinvoicedirectlycheckandpostbysalesaccountantcanreducethereviewer’sworkload.

33FI-020-客户收款流程CustomeringPaymentProcess解释Explanations1.总体设计思路GeneralDescription.-统一规范收取客户款项、银行进账、释放订单、清账及凭证过账的过程.Stipulatetheoperationofcustomeringpayment,bankchecking,orderrelease,clearanceanddocumentposting.-通过收款过账及审核的角色改变,保证了收款入账的及时性及准确性.Rolechangingensuretheaccountrecordingtimelyandexactly.2.关键设计点KeyDesignPoints-收款人员依据销售部门或客户提供的已冻结的销售订单号，确认收款后解冻.Salesreceiverunblocksthesalesorderpersalesordernumberprovidedbysalesdepartmentorcustomer.-应收账款收款凭证入账时必须与发票进行清账ARclearswithinvoice.3.改进分析ImprovementAnalysis-收款员只有收到货款后才能解冻销售订单，因担保或赊销而解冻销售订单的权限前移到市场部，减少了收款员因对业务不了解的判断风险。Salesreceiverunblocksthesalesorderonlyafterreceivingthecash.Theauthorizationofunblockingsalesorderforwardtomarketdepartment,whichreducetherisk.-对已产生应收账款的业务，在收款时过账并清账，通过未清项可以时时了解应收账款的具体欠款情况。ToAR,whenwereceivemoney,wepostandclear.SowecanknowtheARsituationtimelybyopenitems.-收款过账审核的工作角色改变，减少了审核人员的工作量。Thechangeofroleofreceivableandchecking,reducereviewer’sworkload.34FI-021-客户收款凭证审核流程CustomerPaymentDocumentReviewingprocess解释Explanations1.总体设计思路GeneralDescription.-统一规范收款凭证的审核、冲销及更正的过程.Stipulatethecheckingandreversingandcorrectingofingpayment.2.关键设计点KeyDesignPoints-收款凭证由销售核算人员审核.salesaccountantchecktheingpaymentdocument.-收款凭证有误冲销并重新制证后再传递给销售核算人员审核.ingpaymentdocumentdelivertoreviewerafterreversingandremadewhenitiswrong.3.改进分析ImprovementAnalysis-收款凭证审核的角色改变，原流程由销售核算人员制证，审核人员审核，未来流程由销售收款人员制证，销售核算人员审核。制证、审核工作前移，即保证了收款凭证的及时录入，又减少了审核人员工作量.Duetotherolechangeofcheckingofreceivabledocument,thereviewerchecksthedocumentbefore,andthesalesaccountantcheckinthefutureprocess.Checkingforward,reducetheworkloadofreviewer.35SD-033-运输服务确认流程

TransportationServiceConfirmProcess解释Explanations1.总体设计思路GeneralDescription.-规定运输服务收货创建、确认过账的过程Regulatetransportationserviceconfirm2.关键设计点KeyDesignPoints-按运输服务订单分类汇总产品交货单Gatherdeliverynoteduetotransportationorder-与客户收货确认并创建运输服务收货单Serviceconfirmedduetothequantitythatdeliveryconfirmed3.改进分析ImprovementAnalysis-进入系统内管理，更加规范、有效4.案例实战CasesTrialRun-市场客观人员确认运输服务off-sitecustomerserviceconfirmtransportationserviceaccordingtodeliveryquantityconfirmedbycustomer36SD-034-运费结算流程

TransportationServiceSettlementProcess解释Explanations1.总体设计思路GeneralDescription.-规定运输发票开具通知、运输发票交接以及系统内运输预制发票的处理Transportationinvoiceandparkinvoice2.关键设计点KeyDesignPoints-运输商根据结算数量开具运输发票Transportationinvoiceduetothequantitythatdeliveryconfirm-运输预制发票的创建Parkinvoice3.改进分析ImprovementAnalysis-分工明确Dividework-简化中间环节，减少差错Simplifybusiness4.案例实战CasesTrialRun

-市场客观人员运输服务发票预制凭证off-sitecustomerservicecreateparkinvoice37FI-027-销售运杂费发票审核过账流程SalesFreightandIncidentalExpensesInvoiceReleaseProcess解释Explanations1.总体设计思路GeneralDescription.-销售运杂费发票视为服务采购发票的一种,统一在物料管理模块处理,但又区别于其他采购发票的操作过程.freightandincidentalsinvoicelooksaspurchasinginvoice,butdifferfromotherpurchaseinvoice.

-运用系统的高度集成性,对角色进行重新分配.reallocationtherole.2.关键设计点KeyDesignPoints--销售核算人员在系统内查询已预制运费发票的清单.salesaccountantsearchestheparkedfreightandincidentalsinvoiceinsystem-销售核算人员审核销售运杂费发票时，必须与相应的货物销售发票的凭证核对.Whensalesaccountantischeckingtheinvoiceofsalesfreightandincidentalexpense,theinvoiceshouldcompliancewithinvoiceofgoodssales.3.改进分析ImprovementAnalysis销售运杂费发票录入的工作前移到市场部，再由财务人员审核。改变了原流程的发票录入和审核由销售核算人员一人操作的弊端。Theuploadingworkoffreightandincidentalsinvoicemoveforwardstothemarketdepartment,andthencheckbyfinancialemployee.Thiscanavoidthedisadvantagethattheworkofuploadingandcheckingallfinishbysalesaccountant.销售发票直接由销售核算人员审核并过账，减少了审核人员的工作量。Salesinvoicedirectlycheckandpostbysalesaccountantcanreducethereviewer’sworkload销售运杂费发票视为服务采购发票的一种,统一在物料管理模块处理.freightandincidentalsinvoicelooksaspurchasinginvoice.38FI-031-供应商付款过账流程VendorOutgoingPaymentsProcess解释Explanations1.总体设计思路GeneralDescription.-统一规范对供应商付款的审批权限及程序.stipulatetheapprovingrightofvendor'spaymentandtheprocess.

-简化审批过程,对已审批的月度资金支付计划内的付款不用再重复审批.simplytheapprovingprocess.itdoesnotneedtoapprovetheapprovedpaymentwithinthemonthlytreasurepaymentplanagain.

2.关键设计点KeyDesignPoints-资产核算人员根据月度资金支付计划打印付款凭单.assetsaccountantprintthecashpaymentplan.-工厂财务经理或财务中心资金部负责人视资金情况决定是否立即支付.financialmanagerorresponsiblepersonoftreasuredepartmentoffinancialcentersignsaccordingtodifferentcondition.-应付账款付款过账同时清账.3.改进分析ImprovementAnalysis付款凭单依据月度资金支付计划打印，不用再层层审批付款凭单，只须付款时由工厂财务经理或财务中心资金部负责人视资金情况决定是否立即支付。Paymentdocumentprintsaccordingtothecashpaymentplan,neednottoapprovedlayeruplayer.Onlyneedsignbyfinancialmanagerorresponsiblepersonoftreasuredepartmentoffinancialcenter.对已产生应付账款的业务，在付款时过账并清账，通过未清项可以时时了解应付账款的明细情况。Foraccountpayable,wepostoutgoingpaymentandclearaccountpayableatthesametime.Sowecangetalldetailedinformationaboutaccountpayable.

39集成要点IntegrationPoint集成要点IntegrationPoint带来的改进Improvement销售合同和运输合同集成Integrationbetweensalescontractandtransportationcontract新的业务流程中将销售合同和运输合同进行关联管理（销售合同中录入运输合同订单号），方便物流及销售业务操作（物流人员清楚每个销售合同的运输单位），方便核算客户应收、销售收入、代付运费等(系统自动配置生成）。Associatedmanagementbetweensalescontractandtransportationcontract,itiseasytooperatedforlogisticsandmarketing,easytosettleaccountreceivableandagentfreight.信用管控集成Integrationincreditmanagementandcreditsupervisal新的业务流程中在主数据中设置信用主数据和信用期限，创建销售订单阶段进行信用检查和控制，不符合信用条件的（超额、超期）订单系统自动冻结，同时根据信控管理权限设置冻结订单的解冻流程，既可有效降低和控制信用风险，同时也适应业务实际操作过程中信用控制的灵活需求。Creditmasterdataandcredittermwassetinmasterdata,itcanbeusedincreditcheckwhencreatesalesorder,releaseblockorderbycreditauthoritycandecreasecreditrisk,andfittheversatilityofcreditcontrol.业务部门与财务部门订单处理业务集成Businessintegrationinorderoperationbetweenbusinessdepartmentandfinancialdepartment新的业务流程省去了业务部门向财务部门传递发货需求创建销售订单的环节（业务部门创建订单），取消了财务部门的开票岗位，收款、订单有效集成（系统自动检查客户收款及信用额度），减少了环节和岗位，提高了效率。Cutouttachesoftransferringdeliveryrequestforcreatingsalesorder.reducestations,improveefficiency.业务部门与财务部门发票处理业务集成Businessintegrationininvoiceoperationbetweenbusinessdepartmentandfinancialdepartment现有流程简化了开发票中间传递环节（业务部门创建系统发票），增强了审核环节（财务部门审核后过账），同时明确了退票和补价差等特殊开票业务流程（补价差由原来直接在总帐中操作改进为在业务前端进入系统处理）Predigest

billingtaches,enhancecheckingprocess,makeclearofprocessofreturnandpricedifference.40系统原型演示SAPPrototypingPresentation41您的意见将帮助我们更好的设计系统YourValuablesIdeasWillHelpUsOntheSystemDesign注意：这是一个头脑风暴活动，让我们一起分享、尊重各种观点！PleaseNote:Thisisabrainstorm,let’sshare&respectallideas您认为我们设计的流程比较好的地方BenefitsfromtheTOBEprocesses您认为我们设计的流程有待改进的地方ConcernsfromtheTOBEprocesses42端到端流程总图E2EProcessOverviewO2C-001赊销到收款清帐CreditsalestoclearanceO2C-002-现金到收款清帐CashsalestoclearanceO2C-003跨公司销售到收款清帐CrosscompanysalestoclearanceO2C-004跨公司转储到清帐CrosscompanystocktransfertoclearanceP2P-001-分子公司采购申请到付款SubsidiariesPRtopaymentP2P-002-公司间两步调拨申请(中转虚库转总部实库)到付款（煤）Crosscompaniestwosteptransfer,topayment(coal)P2P-003-公司间一步调拨申请(直达在途虚库)到付款（备件）Crosscompanyonesteptransfer,topaymentPRD-001-销售计划到流程订单结算SalesplantoprocessordersettlementPRD-002-月度销售计划调整到流程订单结算MonthlysalesplanadjustmenttoprocessordersettlementPRD-003-生产盘点到流程订单结算ProductionphysicalinventorytoprocessordersettlementPLM-001-设备故障报告到工单结算MalfunctionreporttosettlementPLM-002-周转件外包维修后跨公司借用CrosscompanyequipmentborrowingPLM-003-投资性维修工单到固定资产InvestmentordertofixedassetB2R-001-月末关帐MonthendclosingB2R-002-在建工程类物资采购到在建工程结算PurchaseforAUCtosettlementO2CP2PPLMPRDB2R43O2C-002-现金订单到收款清帐

Cashsalestoclearance场景说明ScenariosExplanation前提条件Situation1.现金销售(即现款现货）时使用此场景Cashsalesbusiness;2.已建立好客户主数据和价格主数据Customermasterandpricemaster;流程目的Purpose1.为当现金销售需求时,提供从新增客户开始到开票清帐的整个业务过程进行指导Cashsales;2.以标准销售模式，即以客户主数据和价格主数据进行业务，无需维护合同Customerandpricemaster；3.对现金销售的收款和订单进行控制和优化Optimizesalesorderandingpayment;主要步骤Steps客户主数据-价格主数据-收款-销售订单-发货及确认-结算清帐Customermaster-priceingpayment-salesorder-deliveryconfirm-settlement;具体案例Cases处理黄石公司的现金销售业务CashsalesBusinessinHuangshicompany

:现款采购的客户向黄石公司提出现款的采购需求（货物、价格、交货时间等信息），在客户付货款后，黄石公司组织货源、发货以及后续的相关处理。Cashcustomersubmitrequest(product,deliverydateandsoon)toHuangshiCompany.HuangshiCompanycheckcreditandsupplyplant,executedeliveryandfollowingactivities.44O2C-002-现金订单到收款清帐

Cashsalestoclearance流程名称ProcessName备注SD-001-客户主数据维护流程CustomerMasterMaintenanceProcessSD-002-价格主数据维护及管理流程PriceMasterMaintenanceandManagementProcessFI-020-客户收款流程CustomeringPaymentProcess集成财务流程SD-012-现款销售订单流程CashSalesProcessSD-017-销售发货处理流程(汽车－自提)DeliveryProcess

(Pick-upviaTruck)SD-027-销售发货称重流程DeliveryWeighbridgeProcessSD-029-销售发票处理流程BillingProcessFI-016-销售发票审核过账流程:SalesInvoiceReleaseProcess集成财务流程FI-033清账流程ClearingProcess集成财务流程45SD-001-客户主数据维护流程

CustomerMasterMaintenanceProcess解释Explanations1.总体设计思路GeneralDescription.-通过客户信息集中管理,保证客户信息的完整性、信息共享integrateandsharecustomerinformation-根据不同业务管理需求进行分权管理Authorization2.关键设计点KeyDesignPoints-授权管理,一次录入,多方共享sharebysalesandfinance-销售地区,按行政区域划分,分三级市场,方便统计分析Salesdistrict3.改进分析ImprovementAnalysis-客户信息管理规范:信息完整、准确、信息可以多方共享completeandshareinformation-根据业务需要分权管理Authorization-客户中关键信息作为统计分析依据KPIincustomer4.案例实战CasesTrialRun

-根据主数据多基地和单基地维护类型,由总部客管人员或基地客管人员在SAP系统内创建维护,总部客管负责人事后核查HQandoff-sitecustomerservicecreatecustomermasterinsystem46SD-002-价格主数据维护及管理流程

PriceMasterMaintenanceandManagementProcess解释Explanations1.总体设计思路GeneralDescription.-建立价格体系，集中控制Establishpricingsystem,controlinconcentration-合同创建可直接引用、更新,管理清晰contractcreationcanbedirectlyused,updated,betterformanagement2.关键设计点KeyDesignPoints-后台配置适用业务类型的定价过程-开发调价更新程序,合同创建及更新以价格体系为依据3.改进分析ImprovementAnalysis-价格体系从无到有，摆脱传统pricingsystemisestablished,eliminatethetradition

-合同创建有依据，便于更新，提高效率和反应速度

-事后核查contractcreationhasitsbasis,isconvenientforupdateandenhancetheefficiencies4.案例实战CasesTrialRun

-总部价管人员将经过审批的价格维护进入ＳＡＰ系统，业务负责人事后核查HQpricemanagementpersonwillrecordtheapprovedthepricingintoSAP.Peopleinchargeofbusinesschecklater47FI-020-客户收款流程CustomeringPaymentProcess解释Explanations1.总体设计思路GeneralDescription.-统一规范收取客户款项、银行进账、释放订单、清账及凭证过账的过程.Stipulatetheoperationofcustomeringpayment,bankchecking,orderrelease,clearanceanddocumentposting.-通过收款过账及审核的角色改变,保证了收款入账的及时性及准确性.Rolechangingensuretheaccountrecordingtimelyandexactly.2.关键设计点KeyDesignPoints-收款人员依据销售部门或客户提供的已冻结的销售订单号，确认收款后解冻.Salesreceiverunblocksthesalesorderpersalesordernumberprovidedbysalesdepartmentorcustomer.-应收账款收款凭证入账时必须与发票进行清账ARclearswithinvoice.3.改进分析ImprovementAnalysis-收款员只有收到货款后才能解冻销售订单，因担保或赊销而解冻销售订单的权限前移到市场部，减少了收款员因对业务不了解的判断风险。Salesreceiverunblocksthesalesorderonlyafterreceivingthecash.Theauthorizationofunblockingsalesorderforwardtomarketdepartment,whichreducetherisk.-对已产生应收账款的业务，在收款时过账并清账，通过未清项可以时时了解应收账款的具体欠款情况。ToAR,whenwereceivemoney,wepostandclear.SowecanknowtheARsituationtimelybyopenitems.-收款过账审核的工作角色改变，减少了审核人员的工作量。Thechangeofroleofreceivableandchecking,reducereviewer’sworkload.48SD-012-现款销售订单流程

Cash

Sales

OrderProcess解释Explanations1.总体设计思路GeneralDescription.-完善改进现有现款销售流程improveexistingcashsellingprocess2.关键设计点KeyDesignPoints-精简了开票人员reduceNo.ofpersonswhowritetheinvoices-减轻收款人员审核工作量easetheworkloadofapprovalbyreceivers3.改进分析ImprovementAnalysis-订单功能更加强大functionoforderismorestrong-现款担保方式明确，职责清楚wayofcashassurancemoreclear,dutymoreclear4.案例实战CasesTrialRun

-创建现款销售订单createcashsalesorder49解释Explanations1.总体设计思路GeneralDescription.-交货单作为控制流向的重要单证Deliverynoteisthekeydocumentfordelivery-通过交货单分销客户类型细分Customertypeisconfirmedindeliverynote2.关键设计点KeyDesignPoints-交货单必须录入实际交货地址信息Entryactualdeliveryaddress-出厂编号系统与交货单关联Exitnumberlinkedtodeliverynote-系统支持发货计划事后核查Checkshippingplan3.改进分析ImprovementAnalysis-便于销售人员核查产品流向Convenientqueryofproduct-为分销渠道政策提供分析数据支撑referredtosalesSta.-系统自动生成出厂编号取代手工填写Createexitnumberinsystem

-保障了发运计划的兑现率Checkdistributionplanwithactualoperator4.案例实战CasesTrialRun

-空车过磅-创建并打印交货单-拣配-发货过帐Check-