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In Focus

Sales and Profit Planning

In Focus Sales and Profit Planning Sales and Profit Planning is part of the SAP® R/3

Sales and Profit Planning is part of the SAP® R/3 Sys- tem’s Profitability Analysis

application. Sales and Prof-

it Planning enables you to

plan your sales and profits effectively, on the basis of

an intuitive planning con- cept and a state-of-the-art, graphical user-interface. Sales and Profit Planning helps you to concentrate your efforts, for example on profitable customer groups, products and sales organizations, by support- ing an integrated as well as

a decentralized planning process.

General Demands on Sales and Profit Planning

Sales and profit planning typically requires a comprehensive planning proc- ess, which consolidates the knowledge of sales management on future sales

quantities, the knowledge of marketing on future prices and rebates as well as the knowledge of accounting on the anticipated development of costs to form an overall picture of future profit. Accordingly, most companies go through a sequence of steps to collate planning data across organizations and business units. For example, actual or former planning data is copied, extrapolated or revaluated for the future in order to create a plan proposal. Furthermore decentralized manual data entries are made and integrated into profit planning. Often, sales and profit planning is an integrative and iterative process, in which various roles within Profitability Controlling are involved, such as the Sales Director, Regional Manager and Sales representative. According to the various roles involved in the planning process, you can distinguish dif- ferent planning approaches, for example centralized top-down planning and decentralized bottom-up planning. The levels and contents of the individual plans vary depending on the depicted approaches. By reflecting a typical sales and profit planning process in the above way,

you can derive the following demands on a planning tool which is to per- form professionally:

Flexible determination of planning levels and content

Personalization of individual planning tasks

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Diversity of relevant planning functions such as valuations and simulations

Excel Integration

Web-enabled Planning

Wide-range integration with other

Web-enabled Planning ■ Wide-range integration with other plans such as cost center planning and order planning.

plans such as cost center planning and order planning. The planning tool in Profitability Analysis is based on an intuitive plan- ning concept, which reflects exactly these demands.

The Concept of Sales and Profit Planning

Central to Sales and Profit Planning is a well-defined and organized planning process. The initial screen of the planning tool in Profitability Analysis supports you in organizing your individual planning process by using only three basic elements:

Planning levels

Planning packages

Planning methods

Different decision-makers plan at different planning levels. These plan- ning levels are used to specify the desired dimensions to be applied in planning. Planning levels are repre- sented by combinations of character- istics. For central top-down planning of goals by the Sales Director, for example, the planning level Sales Organization, Distribution Channel and Product group could be of inter- est. Whereas, decentralized bottom-up planning by sales representatives would be carried out at the Customer group and Product level.

In order to determine the detailed planning objects and to assign these to the relevant planners, you define various planning packages for each planning level. For example, central top-down planning is carried out separately for the individual sales organizations. Decentralized bottom- up planning, on the other hand, is carried out by the individual sales representatives. In this case, a plan- ning package would be created for each employee whereby each employ- ee’s package would contain only his/ her customer groups and articles.

Planning levels and planning pack-

ages allow you to:

Structure your planning process

Personalize your work packages

Keep track of the individual steps of your planning process

A comprehensive toolbox of plan-

ning methods is available to allow you to create and edit planning data. These not only include simple functions, such as manual entry of planning data, but also include more complex ones, such as the automat- ed copy, revaluation and extrapola- tion of the previous year’s planning data and actual data, and the auto-

mated top-down distribution of high-level planning data to a more detailed planning level.

With Sales and Profit Planning,

quantity and price planning as well

as simulations – using a goal-seek

function – can be carried out easily.

To allow sales representatives to create their sales planning data

locally, Microsoft Excel is integrated with Sales and Profitability Plan- ning. This allows you to use Excel functions such as those for addition-

al calculations, graphics and print-

ing, while the R/3® System ensures the consistency of the data centrally, providing functions such as deriva- tion and valuation.

Web-Enabled Planning

The easy web planning transaction

allows you to offer your sales force

flexible access to custom planning

screens. A straight-forward interface stream- lines their planning tasks, thus ena-

bling them to focus on the sales job. Planning data entered with the easy web planning transaction is posted remotely to the R/3 System and guarantees a consistent database with full validation against R/3 master data and access to valuation functions.

Integrated Planning

To improve your sales and profit

planning further still, you can en- hance your sales and profit plans by transferring planning data between Sales and Profit Planning and the following applications:

Cost Center Planning

Planning of internal orders and projects

SAP Business Information Ware- house (SAP BW)

Advanced Planner and Optimizer (APO)

Profit Center Accounting

Planner and Optimizer (APO) ■ Profit Center Accounting 5 0 0 3 0 5 7 9

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