Now, that we know what Sales area bundling means in the business process scenario, and how it is managed in SAP ECC, we can now focus on how it works in SAP CRM.
In ECC, the data maintained in the Configuration node for Common Distribution channels is SPRO->Sales and Distribution->Master Data->Define Common Distribution Channels.
This is stored in the Customizing table – TVKOV in ECC.
Similarly the configuration maintained in node SPRO->Sales and Distribution->Master Data->Define Common Divisions, is stored in the Customizing table – TVKOS in ECC.
In order for this sales area bundling logic to be utilized in CRM as well, this data must be available here too. Hence, a customizing download of the data maintained in TVKOS and TVKOV needs to be done.
This can be performed by executing the transaction code, CRMD_DOWNLOAD_SB, or using the configuration node, SPRO->CRM->Master Data->Organizational Management->Data Exchange->Transfer Commonly Used Sales areas, which will download the data from the ECC tables TVKOV and TVKOS to the corresponding tables
in SAP CRM i.e. SMOTVKOS and SMOTVKOV.
On comparison of the data in the two tables, i.e. TVKOV and SMOTVKOV, we can see that the data looks exactly the same, however the only difference is that in SAP CRM, sales organization, say 0001 would be represented by its Organization number i.e. O 5000XXXX etc.,
Now, once this activity has been performed, the sales transactions would work in exactly the same way in SAP CRM as in SAP ECC, in terms of determination of the sales area bundling logic.
Now, in addition to the Common Distribution Channels and Common Divisions, there is an additional concept which is also commonly confused with Sales area Bundling. This is the “Reference Sales Organization for Sales Document Type”.
Though it sounds similar, this is completely a different concept to that which is discussed above.
In this case, in SAP ECC, it aims to achieve a reduction of configuration maintenance for Sales Customizing.
Now, it is quite common to restrict the creation of documents based on the sales areas in your business process scenario.
Take, for instance, the same example for High Tech Co., HT operates in two different sales areas as mentioned before, within USA, i.e. 0001 01 02 and 0001 02 02, where 01 and 02 represent the distribution channels Direct sales and Internet respectively, for the same division of products 02, i.e. Desktops.
As per HT’s process guidelines, orders created from the Internet need to undergo a special series of checks, hence all items in such orders need to be placed under a Billing Block and need to be checked before being delivered. In another scenario for Direct Sales, an extensive credit check needs to be carried out for large orders that exceeds a certain Net Value.
Based on the above requirements, HT decides to use two different Sales order types, one each for Direct Sales Orders and one for Internet based orders.
So, the sales area for Direct Sales, we have order type = ZAB1 and for Internet ones we have ZAB2.
Since we have a restriction that these orders be restricted to their own sales areas, it is necessary to restrict the accidental usage of a Direct Sales order in a sales area for Internet and vice versa.
This restriction is achieved using the configuration, SPRO->Sales and Distribution->Sales->Sales Documents->Sales Document Header->Assign Sales Area to Sales Document Type->Combine Sales Organizations, stored in table, TVTA, so that ZAB1 cannot be created for Sales area, 0001 01 02 and vice versa for ZAB2.
The corresponding configuration is available in SAP CRM as well, but only for the last entry i.e. Assign Sales order types permitted for sales areas.
However, the concept of Reference Sales Organization for Sales Document type is a bit different.
Now, continuing the above example,consider that HT’s sales areas for direct sales expand from USA to the entire continent of Asia. Further, HT’s product division also expands to many different lines, say 20. This gives rise to several sales organizations and several divisions, or, in other words, several sales areas.
Hence, in order to reduce time for configuration over these several sales areas, we use the concept of Reference sales organization for sales document type. Here we define a common organization, with reference to another sales organization, i.e. 000X as a common sales organization for 0001, 0002 and 0003.
Now, if we want to allow the sales order type ZAB1 to be created by 0001, 0002 and 0003, we simply maintain all these 3 sales organizations as a reference to 000X, as already done above and we maintain 000X 01 02 as an allowed sales area for the order type ZAB1.
By doing this step, we have effectively cut down my configuration steps by 67%, because instead of maintaining 3 different entries for 0001, 0002 and 0003, we need only maintain it for 000X and it will work for all of the 3.
Here’s how it works in transactions. When we enter the order type as ZAB1, and the sales area 0002 01 02, the system automatically checks the table TVTA as mentioned above, if the sales area 0002 01 02 is allowed for ZAB1. If not, it checks if a reference sales organization is maintained for 0002, and if yes, the logical sales area of the transaction is now, 000X 01 02, then it checks if there is an entry in TVTA for this sales area.
Now, since the entry for the reference transaction is maintained, the sales order for ZAB1 in sales area 0002 01 02 can be successfully created.
As can be clearly seen, this applies only in case of sales document types; this does not mean we have a different reference sales organization for condition data, customer data or material data etc., This is a common misunderstanding that must be avoided.
Now, sadly this functionality is not offered in SAP CRM Online, or Enterprise Sales, but is offered in Mobile Sales. This is very strange for SAP CRM, because there are several cases where this functionality needs to be utilized in an SAP CRM, non-Mobile Sales scenario, however this functionality sadly cannot be activated, without activating the usage of Mobile Sales scenario in your SAP CRM installation.
Well, that’s it for Sales area Bundling in SAP CRM and I hope this blog is useful to you in understanding this interesting concept of the SAP Sales and Distribution in conjunction with SAP CRM.