Discovery Form SD

Questionnaire Topics Structure
1 SD ORG Structures
 How many Legal entities do you have (company codes)

 Selling entities (Sales organisation)
 Product line (divisions)
 Medium of sales (distribution channel)
 Number of Sales offices and responsible area of selling
 Grouping of sales employees (sales groups)
 How many manufacturing facilities do you have? (plants)
 Number of dispatching locations (delivering plant/ storage location)
 How many dispatching points in each plant– shipping points
 What is the combination of product line-selling entities and medium of sales
2 Masters
Customer master
 How do you group your customers account wise (DOMESTIC/EXPORT/WHOLESALES)

 What types of business partners do you have (Ordering /shipping/payer/billing/sales
personnel/ sales employee), If multiple partners are there then elaborate the scenario
 How do you categorise the customers by industry, sales region, sales district, sales
office?
 Do you have special pricing for a group of customers? Customer group and price group
 Do your customers agree for partial delivery? Do you have concept of delivery priority?
 Do you have POD concept?
 Do you have tolerance concept? How much tolerance does the customer permit?
 What are the payment terms? Inco terms?
 What is your tax structure for the customer?
 Do you have credit limit to customers? What type of credit limits (centralised or
decentralised)? Payment terms or value based?
 What are the actions once credit limit is surpassed, do you block? Order or delivery?
Explain in brief the credit limit process.
 How do you determine the credit limit, sales area wise or customer wise?
Pricing
 How do you price your product (pricing components involved in pricing the product)
 Pricing methodology for sales process (domestic / export /cash sales)
 Do you maintain pricing records for the products? (customer / material specific/ price list/ scale
price)
 What is your discount structure? (based on customer / material/ group/ condition exclusion)
 What pricing information do you capture for statistical purposes? (I.e., it does not alter the price)
Material Master
 Tax structure for material?
 Do you have different UOM for selling and SKU?
 How do you group your products?
3 Sales process
Pre-Sales activities
What type of pre-sales activities do you have? (Inquiry /Quotation)
Sales activities
 What types of order processing do you have? (domestic/ export/ institutional/ cash / on-line)
 Explain in detail order scenario
 Whether order is created with ref to quotation/ inquiry?
 How do you receive order (FAX/Mail/S Rep/Telephone)?
 How do you determine customer at SO level?
 Decide ship to party from Customer master or at order level?
 Do you have multiple ship to party for single order?
 What all information do you capture at SO level? Which are mandatory to complete the
order?
 Is availability check done? Explain the scope (Collective or individual), Do you block a
sales order if the availability check fails?
 Do you record minimum delivery quantity. If so, what happens during a sales order if a
violation occurs?
 Do you send letter of confirmation to customers, what media?
 Do you want to save the incomplete SO?
 Do you have company defined status codes?
 What reason would an order or line item be rejected?
 For sales documents, what information do you consider required and would like to
appear on an in-completion log if missing?
 Product Proposals: If a customer routinely orders the same product or group of
products, do you have a process that helps you simplify your order entry? If so, how
does that process work? For example, do you record the product proposals by
Customer, Customer group, or another grouping?
 Do you process backorders?
 Backward and forward scheduling??
 Do you have lead time concept.
 If the order is blocked for credit limit, what is the % of deviation and grace period so
that it cannot be blocked again.
 Do you have any sales order approval by higher authorities (status profile).
 Do you want the credit check performed during entry of each line item or only when the
document is saved??
 If you process Inter-Company orders, do you charge the inter-company based on a
specified amount or on a percentage of the item price?
Do you have the concept of sales commission? If yes how it works
Material Listing and exclusion
 Do you require that certain products or customers must be pre-specified on a “Material List” before a
customer can place an order for the material.
 What Master Data fields will make up the key index for the “Material Listing” table?
 Do you require that certain products or customers must be pre-specified on a “Material Exclusion” table
to block selling that material to the customer?
 What Master Data fields will make up the key index for the “Material Exclusion” table?
Free Goods
 Do you have the concept of free goods (inclusive and exclusive)
Sales promotions
 Do you have any schemes like sales promotions
Bills of material
 Do you have a products based on components (Laptop and charger/bag etc)

 How do you explode the bill of material (Delivery and pricing at what level)l
Delivery Processing
 Do you maintain factory calendar for Plant and dispatching point

 Do you have single dispatching points for all plants or plant specific?
 Do you check the availability of product during delivery time? If yes, then explain the scope of Availability
 How are freight charges handled? What shipping documents are generated?
 For delivery document what information do you consider required and would like to appear on an
incompletion log if missing?
 What happens when the Delivery Quantity exceeds the Order Quantity?
 Do you use batch or serial number?
Shipment Document with transportation functionality
Billing and Invoicing
 Do you combine multiple deliveries in single invoice?

 Do you utilize periodic billing by for rental contract type documents?
 Do you utilize milestone billing for make to order type documents?
 How do you recognize price changes that occur between the Sales Order and Billing time frame?
 What are the reasons you would ever block a delivery from creating an invoice? (POD confirmation
required). How do you track the delivered material in transit?
 What types of text are required on your billing documents?
 How you are processing the incorrect invoices (Cancelling/correction/ cr/dr memo)
 Do want to send invoice list periodically to customers?
Account determination
 How do you book your sales revenue and deductions?

 How do you book your TAX?
Outline agreement :-
Contracts
 Do you have contracts with customers? What are the types (Service / Quantity/ Rental/ Value)?
 What is process to be followed once the target is achieved / Validity ?
 What all information do you capture in the contract?
 Can your customer in the order be different than your contract customer?
Scheduling Agreement
 Do you have a scenario of periodic delivery for customers?

 What all information do you capture in the agreement?
Consignment
 Do you have consignment process?

 Do you allow customer to keep stock but the ownership of stock remain with the company?
 Does the customer place the order for material or do you ship on regular basis.
 What method you are following for determining when to bill the customer for consumed material.
 How will you be notified when customer/consignee has sold the material?
 Are unused or unwanted materials returned to your location from consignment location?
 What is your consignment return delivery process?
 Who will bear the fright charges for the consignment?
 Do you have consignment scenario where customer directly order company for material, and delivery is
done by the consignee point, and invoice is raised by the company directly to the customer?
Free of charge or Sample orders

 How do track the value of free/sample good? (in terms of cost or sales revenue)
 Who will bear the freight and packing charges (in case of sales revenue)
Rush/ Cash orders
 Do you have scenario of cash / rush sales?

 Are they regular or one time customer?
 Do you have employee sales? How do you manage the employee sales, by creating customer code for all
employee or one time customer?
 Do you want to book the revenue directly to petty cash or cash clearing?
4 Complaint process
Physical Returns
 Explain the return process

 Whether returns are against invoice or order. Is it mandatory or optional?
 What are the reasons for returns
 What are the information captured in return request.
 How do you process return material (thru quality or rework or scrap or directly to unrestricted)
 Are you going to give replacement(FOC) or a credit memo ( based on delivery or order)
 Do you want approval for credit memo in case of return?
 How do you track returnable packing material?
Price settlement
 Is there any scenario of price difference? If any difference then do you refer main invoice or not?
 How do you release price settlement request? (authorisation or Dr/Cr block)
6 Make to Order
 Do you have a make to order scenario?

 If yes manufacturing or assembling?
8 Inter Company Stock Transfer
 What is the process of stock transfer?

 Do you bill inter company stock transfer?
9 Stock Transfer
 What is the process of stock transfer (one way or two way)
10 Reports and forms
Forms
 Quotation
 Proforma invoice
 Sales order acknowledgement
 Delivery note
 Picking/Packing list
 Invoice
Reports
 SO list
 Pending SO’s
 Sales Register
 Price report
 Delivery Monitor

Discovery Form SD

Uploaded by

Copyright:

Available Formats

Discovery Form SD

Uploaded by

Document Information

Original Description:

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Discovery Form SD

Uploaded by

Copyright:

Available Formats

Questionnaire Topics Structure

 How many Legal entities do you have (company codes)

 How do you group your customers account wise (DOMESTIC/EXPORT/WHOLESALES)

What type of pre-sales activities do you have? (Inquiry /Quotation)

 Do you have the concept of free goods (inclusive and exclusive)

 Do you have any schemes like sales promotions

 Do you have a products based on components (Laptop and charger/bag etc)

 Do you maintain factory calendar for Plant and dispatching point

Shipment Document with transportation functionality

Billing and Invoicing

 Do you combine multiple deliveries in single invoice?

 How do you book your sales revenue and deductions?

 Do you have a scenario of periodic delivery for customers?

 Do you have consignment process?

Free of charge or Sample orders

Rush/ Cash orders

 Do you have scenario of cash / rush sales?

 Explain the return process

 Do you have a make to order scenario?

 What is the process of stock transfer?

 What is the process of stock transfer (one way or two way)

10 Reports and forms

You might also like