Preface

15

Target Audience

15

Structure of This Book

15

Techniques You'll Master

16

Practice Questions

20

Summary

21

Acknowledgments

21

Introduction: The Path to Certification

23

Audience for This Book

24

Certifications for SAP S/4HANA Sales

25

Online Certification

25

SAP S/4HANA Sales 2020 Certification Exam

26

SAP S/4HANA Sales 2020 Upskilling Certification Exam

29

Related Certifications

33

SAP Training and Adoption Courses

33

SAP S/4HANA Sales 2020 Certification Courses

34

SAP S/4HANA Sales 2020 Upskilling Certification Courses

34

SAP Learning Hub

34

Tips for Taking the Certification Exams

36

What to Expect When Taking the Exam

37

Additional Tips and Tricks

39

Additional Learning Resources

40

SAP Best Practices Explorer

40

SAP Help Portal

41

SAP Fiori Apps Reference Library

41

SAP Community

42

openSAP

43

Summary

43

1 SAP S/4HANA Innovations and Analytics

45

1.1 Objectives of This Portion of the Test

46

1.2 SAP Fiori User Experience for SAP S/4HANA

47

1.2.1 User Interface versus User Experience

47

1.2.2 SAP Fiori Apps

49

1.2.3 SAP Fiori Personalization

51

1.2.4 Use Case: Apps for the Internal Sales Representative Role

53

1.3 SAP HANA Database

55

1.4 SAP Best Practices

57

1.5 SAP Activate Methodology

60

1.6 SAP S/4HANA Embedded Analytics

61

1.6.1 Online Transactional Processing and Online Analytical Processing

62

1.6.2 Core Data Services

63

1.7 SAP Smart Business

65

1.7.1 Key Performance Indicators

65

1.7.2 Use Case: SAP Smart Business for Sales Order Fulfillment

69

1.8 SAP Extended Warehouse Management

73

1.8.1 Warehouse Management Systems

73

1.8.2 SAP’s Warehousing Options

74

1.8.3 Why Choose SAP Extended Warehouse Management?

76

1.8.4 Processes

78

1.8.5 Organizational Structure

79

1.8.6 Process Flows

81

1.9 Important Terminology

83

1.10 Practice Questions

86

1.11 Practice Question Answers and Explanations

91

1.12 Takeaway

94

1.13 Summary

95

2 Organizational Structures

97

2.1 Objectives of This Portion of the Test

98

2.2 Maintaining Organizational Units in Accounting

99

2.3 Maintaining and Assigning Organizational Units in Sales and Distribution

103

2.3.1 Sales Organization

104

2.3.2 Distribution Channel

106

2.3.3 Division

106

2.3.4 Sales Office

108

2.3.5 Sales Group

109

2.4 Maintaining and Assigning Organizational Units in Logistics

110

2.4.1 Plant

110

2.4.2 Storage Location

111

2.4.3 Warehouse Number

111

2.4.4 Shipping Point

112

2.5 Important Terminology

112

2.6 Practice Questions

114

2.7 Practice Question Answers and Explanations

116

2.8 Takeaway

118

2.9 Summary

118

3 Master Data

119

3.1 Objectives of This Portion of the Test

120

3.2 Maintaining Material Master Data

121

3.3 Maintaining Customer-Material Info Records

132

3.4 Maintaining Condition Master Data for Pricing

136

3.5 Important Terminology

144

3.6 Practice Questions

145

3.7 Practice Question Answers and Explanations

148

3.8 Takeaway

150

3.9 Summary

151

4 Sales Documents Customizing

153

4.1 Objectives of This Portion of the Test

154

4.2 Controlling Sales Documents

155

4.3 Understanding Item Categories

161

4.4 Using Bill of Materials in Sales Documents

170

4.5 Understanding Schedule Line Categories

175

4.6 Understanding Sales Contracts

179

4.6.1 Master Contract

179

4.6.2 Quantity Contract

182

4.6.3 Value Contract

185

4.6.4 Service Contract

187

4.7 Important Terminology

189

4.8 Practice Questions

190

4.9 Practice Question Answers and Explanations

194

4.10 Takeaway

197

4.11 Summary

198

5 Basic Functions Customizing

199

5.1 Objectives of This Portion of the Test

200

5.2 Setting Up Incompleteness Procedures

201

5.3 Setting Up Partner Determination

210

5.4 Condition Technique Overview

215

5.5 Setting Up Material Determination

216

5.6 Setting Up Material Listing and Exclusion

220

5.7 Setting Up Free Goods

223

5.8 Important Terminology

227

5.9 Practice Questions

228

5.10 Practice Question Answers and Explanations

232

5.11 Takeaway

235

5.12 Summary

235

6 Cross-Functional Customizing

237

6.1 Objectives of This Portion of the Test

238

6.2 Setting Up Copy Control

239

6.3 Setting Up the Text Control

249

6.4 Output Control Based on Table NAST

253

6.5 Enhancements and Modifications

260

6.6 Important Terminology

263

6.7 Practice Questions

265

6.8 Practice Question Answers and Explanations

268

6.9 Takeaway

270

6.10 Summary

270

7 Availability Check and Advanced ATP

273

7.1 Objectives of This Portion of the Test

274

7.2 Product Availability Check

275

7.3 Transfer of Requirements

285

7.4 Availability Check with Available-to-Promise Logic

289

7.5 Advanced Available-to-Promise

294

7.5.1 Backorder Processing

295

7.5.2 Alternative-Based Confirmation

298

7.6 Important Terminology

301

7.7 Practice Questions

303

7.8 Practice Question Answers and Explanations

307

7.9 Takeaway

310

7.10 Summary

311

8 Pricing

313

8.1 Objectives of This Portion of the Test

315

8.2 Configuring Pricing

315

8.2.1 Condition Tables

316

8.2.2 Access Sequences

318

8.2.3 Pricing Condition Type

319

8.2.4 Pricing Procedures

326

8.3 Applying Special Pricing Functions

330

8.3.1 Group Conditions

330

8.3.2 Condition Exclusion

334

8.3.3 Minimum Order Value

337

8.3.4 Pricing Analysis

339

8.4 Special Condition Types

341

8.5 Condition Contract Management

342

8.6 Important Terminology

347

8.7 Practice Questions

348

8.8 Practice Question Answers and Explanations

351

8.9 Takeaway

354

8.10 Summary

355

9 Sales Process

357

9.1 Objectives of This Portion of the Test

358

9.2 Order-to-Cash Process

359

9.3 Using Sales Inquiries and Quotations

362

9.4 Origin of Data in Sales Documents

365

9.5 Reference Status and Copying Rules

369

9.6 Using Special Sales Orders

371

9.7 Executing Special Business Processes in Sales

372

9.7.1 Make-To-Order Production

373

9.7.2 Third-Party Order Processing

377

9.8 Complaints Processing

381

9.9 Important Terminology

385

9.10 Practice Questions

386

9.11 Practice Question Answers and Explanations

390

9.12 Takeaway

393

9.13 Summary

393

10 Shipping Process and Customizing

395

10.1 Objectives of This Portion of the Test

396

10.2 Outbound Deliveries

397

10.3 Controlling Delivery Documents

400

10.4 Order Combination in Delivery Processing

406

10.5 Adjusting Automatic Determination of Relevant Fields for Outbound Delivery Creation

407

10.5.1 Shipping Point Determination

408

10.5.2 Route Determination

409

10.5.3 Picking Location Determination

413

10.6 Adjusting Delivery and Transportation Scheduling

414

10.7 Using Goods Issue for Outbound Deliveries

419

10.8 Important Terminology

421

10.9 Practice Questions

422

10.10 Practice Question Answers and Explanations

426

10.11 Takeaway

428

10.12 Summary

429

11 Billing Process and Customizing

431

11.1 Objectives of This Portion of the Test

432

11.2 Controlling Billing Documents

433

11.3 Creating Billing Documents

439

11.4 Analyzing Invoice Combinations and Invoice Splits

447

11.5 Using Preliminary Billing Documents

452

11.6 Billing Plans and Down Payment Processing

455

11.6.1 Periodic Billing Plan

456

11.6.2 Milestone Billing Plan

458

11.6.3 Down Payment Processing Using Milestone Billing Plans

459

11.7 Using Invoice Lists

463

11.8 Setting Up Account Determination

466

11.9 Important Terminology

468

11.10 Practice Questions

470

11.11 Practice Question Answers and Explanations

473

11.12 Takeaway

476

11.13 Summary

476

12 Simplifications

477

12.1 Objectives of This Portion of the Test

478

12.2 SAP S/4HANA Simplification List

478

12.3 Business Partners

479

12.4 Settlement Management

484

12.5 Output Management through BRFplus

486

12.6 Credit Management Amendments

491

12.7 Foreign Trade Amendments

494

12.7.1 Set Classifications for Materials

494

12.7.2 Control Licenses and Embargos for Export Purposes

495

12.7.3 Integration with SAP Watch List Screening

496

12.8 Sales Data Model Changes

496

12.9 Important Terminology

499

12.10 Practice Questions

501

12.11 Practice Question Answers and Explanations

505

12.12 Takeaway

508

12.13 Summary

510

13 Next-Generation Technologies

511

13.1 Objectives of This Portion of the Test

512

13.2 The Intelligent Enterprise

513

13.2.1 Intelligent Enterprise Overview

513

13.2.2 Design Thinking

515

13.2.3 Implementation Tools and RISE with SAP

518

13.2.4 Intelligent Technologies

520

13.3 Machine Learning: Predicted Delivery Delay App

522

13.4 Big Data: Sales Monitoring and Analytics

525

13.5 Intelligent Technology Add-Ons

529

13.5.1 SAP CoPilot

530

13.5.2 SAP Advanced Track and Trace for Pharmaceuticals

531

13.5.3 SAP S/4HANA Cloud for Customer Payments

531

13.5.4 SAP Digital Payments Add-On

531

13.6 Important Terminology

532

13.7 Practice Questions

533

13.8 Practice Question Answers and Explanations

535

13.9 Takeaway

537

13.10 Summary

537