1. SALES & DISTRIBUTION (SD) Overview

2. R/3 FI Financial Accounting CO Controlling PS Project System WF Workflow IS Industry Solutions MM Materials Mgmt. HR Human Resources SD Sales & Distribution PP Production Planning QM Quality Management PM Plant Maintenance SM Service Manage- ment Integrated Solution Client / Server Open Systems EC Enterprise Controlling AM Fixed Assets Mgmt.

4. Sales Support Master Data Shipping Sales Foreign Trade Billing Sales Info System Transportation

11. Transportation Foreign Trade

12. Sales & Distribution - Process Flow -

13. Final Payment Customer Order Picking Goods Issue Billing Accounts Receivable

14. Sales Shipping Delivery Note Picking Post Goods Issue Billing Billing FI A/R Post Incoming Payment Quotation Sales Order

21. Sales & Distribution - Organizational Structures -

22. Sales Organization Baseball Division BB Softball Division SB Direct Distribution Channel DI Baseball Division BB Softball Division SB Wholesale Distribution Channel WH Baseball Division BB Softball Division SB Retail Distribution Channel RE Domestic Sales Sales Organization So00 Baseball Division BB Cricket Division SB Wholesale Distribution Channel WH Europe Sales Organization EURO Baseball Division BB Wholesale Distribution Channel WH Asia Pacific Sales Organization APAC Pastime Corporation Company Code CC00 Client 860

27. Sales Area Domestic Sales Sales Organization SO00 Direct Distribution Channel DI Wholesale Distribution Channel WH Retail Distribution Channel RE Baseball Division BB Softball Division SB Baseball Division BB Softball Division SB Baseball Division BB Softball Division SB

28. Sales Area Domestic Sales Sales Organization SO00 Direct Distribution Channel DI Wholesale Distribution Channel WH Retail Distribution Channel RE Baseball Division BB Softball Division SB Baseball Division BB Softball Division SB Baseball Division BB Softball Division SB

30. Internal Sales Organization Domestic Sales Area Western Sales Office Eastern Sales Office

33. Internal Sales Organization Domestic Sales Area Western Sales Office Eastern Sales Office Southwest Sales Group Northwest Sales Group Sales Person Sales Person Sales Person Southeast Sales Group Northeast Sales Group Sales Person Sales Person

35. Shipping Organization

36. Sales & Distribution - Master Data -

38. - General Data Basic Unit of Measure Division Material Group Sales Unit Delivering Plant Cash discount - Tax data Country Tax category Tax classification - Quantity stipulations Min. order quantity Min. delivery quantity Delivery unit Basic Data 1 - 2 Classification Sales: sales org. 1 - 2 Sales: general/plant Purchasing Foreign Trade: Import Data Sales: text Purchase order: text MRP 1 - 4 Forecasting Storage 1 - 2 Warehouse Management 1 - 2 Quality Management Accounting 1 - 2 Costing 1 - 2

39. Base Unit of Measure The Base Unit of Measure is the unit of measure in which stocks are managed within your company. Division You may enter the Division which your product is in for sales (defaults if entered in the Basic data screen). Material Group A (freely definable) key that’s used to group several materials or services for analysis/reporting as well as search by match code. Sales Unit This is the unit of measure in which the material is sold, if different from the base unit of measure. Delivering Plant Plant, from which the material is available for sale. This is a default value only. Cash discount Indicator used for materials, which allow for a cash discount.

40. Tax data Country Country Tax category Taxes, applicable to this material (e.g. Federal, State taxes in US, VAT in GB) Tax classification taxable, exempt Quantity stipulations Min. order quantity Min. quantity a customer can order (in base unit of measure). Min. delivery quantity Min. delivery quantity to a customer. Delivery unit Only multiples of this number will be delivered to the customer.

41. - Grouping terms Matl statistics group Material pricing grp Volume rebate group Acct assignment grp Commission group Item Category group Basic Data 1 - 2 Classification Sales: sales org. 1 - 2 Sales: general/plant Purchasing Foreign Trade: Import Data Sales: text Purchase order: text MRP 1 - 4 Forecasting Storage 1 - 2 Warehouse Management 1 - 2 Quality Management Accounting 1 - 2 Costing 1 - 2

42. Matl statistics group Helps to determine which data the system updates in the Logistics Information System (LIS). Material pricing grp A way to group materials with similar pricing conditions. Volume rebate group A material can be assigned to a volume rebate group (e.g. Low Rebate, High Rebate) if the material qualifies for rebate. Acct assignment grp A grouping of materials with the same accounting requirements (used to determine revenue and sales deduction accounts) Commission group Several materials can be assigned to the same commission group, if the commission sharing between representatives is the same for these materials (e.g. Rep.A: 6%, Rep.B: 10%, Rep C: 12%). Item Category group A grouping of materials, that helps the system determine the Item Category. Item Category determines how a specific item is processed by system. E.g. a text item is not relevant for pricing.

43. General data Base unit Gross weight Net weight Avail. Check Shipping data (times in days) Trans. Grp LoadingGrp Packaging material data Matl grp ship. matls General plant parameters Negative stock Basic Data 1 - 2 Classification Sales: sales org. 1 - 2 Sales: general/plant Purchasing Foreign Trade: Import Data Sales text Purchase order: text MRP 1 - 4 Forecasting Storage 1 - 2 Warehouse Management 1 - 2 Quality Management Accounting 1 - 2 Costing 1 - 2

44. General data Base unit The Base Unit of Measure is the unit of measure in which stocks are managed within your company. Gross weight In Base Units of Measure. Net weight In Base Units of Measure. Avail. Check Tells the system when to do an availability check, as well as which MRP elements (such as purchase orders, reservations) to include in the check. Shipping data (times in days) Trans. Grp Transportation groups are groups of materials that have the same transportation requirements. For example, all goods that need refrigeration. Loading Grp Loading groups define materials that have the same loading requirements, such as forklift truck, or crane.

45. Packaging material data Matl grp ship. matls, or Material group shipping materials Freely definable group name, which is used to indicate groups of materials with similar shipping materials, such as liquids or bulk, for example. General plant parameters Negative stock Check mark indicator, which specifies whether negative stock is allowed at that plant.

46. - Sales texts Text specific to the material and in an appropriate language. Basic Data 1 - 2 Classification Sales: sales org. 1 - 2 Sales: general/plant Purchasing Foreign Trade: Import Data Sales text Purchase order: text MRP 1 - 4 Forecasting Storage 1 - 2 Warehouse Management 1 - 2 Quality Management Accounting 1 - 2 Costing 1 - 2

49. Sales & Distribution - Customer Master -

50. Customer Master

53. General Data — Address Customer Name Search Term Street address, City, Postal code, Country Language General Data — Communication Telephone, Fax, Data numbers

54. General data — Control data Account control : Vendor, Authorization Trading partner, Group key Tax information : Tax codes, Fiscal address Country code, City code VAT N, Tax jurisdiction code Equalization tax, Sole proprietor Tax on sls/pur. Reference data / area : International Locator No. Industry: Transport Zone Express station Train station Location code

55. General Data — Marketing Classification : Nielsen ID Customer classification Industry Industry codes Operating figures : Annual sales Number of employees Fiscal year variant Sales prospecting : Legal status

56. General Data — Payment Transactions Bank details Country Bank Key Account holder Bank Account Control Key Collection

57. General Data — Unloading points Unloading point Customer factory calendar Default Unloading Point Goods receiving hours

58. General Data — Foreign trade Country key for export control of customer Table of Denial Orders list (TDO) Special Designated Nationals list (SDN) Diversion High Risk Profile list (DHRP) Usage and Classification

59. General Data — Contact persons Name Telephone number Department First name Form of address (e.g. Mr., Ms.) Function

61. Company Code Data Payment Transactions Payment data: Payment terms Tolerance group Automatic Payment Transactions: Payment methods Alternative payer Lockbox

62. Company Code Data Correspondence Dunning data : Dunning procedure Dunning recipient Correspondence : Account number at customer Customer user Payment notices to : Customer Sales Accounting Legal

63. Company Code Data Insurance Export credit insurance : Policy number Institution number Amount insured Valid until Lead months Deductible

64. Sales Data — Sales area Sales order : Sales district Sales office Sales group Order probability Item proposal Account at customer Pricing / Statistics: Price group Customer pricing procedure Price list type Customer statistical group

65. S & D Data — Shipping Shipping : Delivery priority Shipping conditions Delivering plant Order combination Batch split allowed Partial Delivery: Complete delivery Partial delivery of item Maximum part deliveries

66. S&D Data — Billing Billing section : Manual invoice maint. Rebate Pricing Billing schedule Invoice list schedule Delivery and payment terms : Incoterms Payment terms Accounting : Account assignment group Taxes: Tax requirements for the customer

68. Assigning Additional Partners — Siesta Baseball League - Vera Cruz, NM — Sold-to : 10018 Bill-to : 10018 Payer : 10018 Ship-to : 10018 — Siesta Baseball League - Vera Cruz, NM — Sold-to : 10018 Bill-to : 10018 Payer : 10018 Ship-to : 10018 Ship-to : 10249 - Bakersfield, CA Sold-to Payer Ship-to Bill-to Ship-to Sold-to Payer Ship-to Bill-to

69. Sales & Distribution - Business Partners -

76. Sold-to Bill-to Payer Sold-to Ship-to Ship-to Ship-to Ship-to Ship-to Ship-to

77. Sales & Distribution - Pricing -

83. R/3 Pricing Process UNIFORM SALES DOC. ITEM DETERMINE PRICING PROCEDURE FOR ITEM PRICE THE ITEM DETERMINE ACCESS SEQUENCE FOR EVERY CONDITION TYPE IN PRICING PROCEDURE ACCESS THE CONDITION RECORDS AND DETERMINE PRICE SALES AREA & DOCUMENT TYPE & SOLD-TO CONDITION TYPE AND ACCESS SEQUENCE ARE LINKED IN TABLE PR00 KI00 TX00 FR00 CONDITION TYPE ACCESS SEQUENCE TX00 FR00 KI00 PR00 - - - $9.25 N/A STOPS LOOKING AFTER FINDING FIRST VALUE ETC . PRICE ELEMENT CONTROL PARAMETERS UPPER/LOWER LIMITS PRICING PROCEDURE USSTD PR00 TX00 KI00 FR00 USALT DISCOUNT CONDITION TYPE CONDITION PRICE FREIGHT TAXES DISCOUNT PRICE KI01 PR00 KEY CUSTOMER/MAT’L OR PRICE LIST/MAT’L OR MATERIAL LOOK FOR CONDITION RECORDS IN THIS ORDER OF CONDITION TABLES ACCESS SEQUENCE 01 02 03 PR00 CUSTOMER / MATERIAL PRICE LIST TYPE/MAT’L MATERIAL OR DER ETC . KI00 01 02 03 CUSTOMER / MATERIAL PRICE LIST TYPE/MAT’L MATERIAL SALES AREA DOC . TYPE SOLD TO PRICING PROCEDURE US01 US01 UK01 UK02 USSTD USALT UKSTD UKSTD A B 1 1 1 1 A A

92. Sales & Distribution - Transactions -

93. Inquiry Credit Memo Returns Quotation Sales Order Cash Sale Rush Order Consignment Contract Scheduling Agreement Debit Memo Returnable Packaging

98. Requested Delv. Date Goods Issue Loading Material Availability Order Date Transp. Sched. Transit Time (2 days) Loading Time (1 day) Pick & Pack Time (2 days) Transp. Sched. Time (1 day) 25 26th 27th 28th 29th 31st 25th

99. Order Date Transit Time (2 days) Loading Time (1 day) Transp. Sched. Time (1 day) New Delv. Date 27th 27th 28th 29th 31st 26th 27 1 Requested Delv. Date Goods Issue Loading Material Availability Transp. Sched. Pick & Pack Time (2 days)

108. Shipping Overview Order Combination Order Partial Delivery Order Order Order Delivery Delivery Delivery Order Complete Delivery Delivery Delivery

116. Goods Issue General ledger Inventory 750 Cost of goods sold 750

119. Separate invoice per delivery Delivery Order Delivery Invoice Invoice Delivery Order Delivery Invoice Delivery Order Collective Invoice Order Delivery Invoice Invoice Invoice Split

121. Billing Documents General ledger A/R recon. 2000 Revenue 2000 Customer 2000

123. Billing Description % Value Billing Milestone Billing date block status 11/20/96 Contract 10 30,000 - x x 01/20/97 Assembly 40 120,000 - x x 04/20/97 Operational 40 120,000 x x 05/20/97 Acceptance 10 30,000 x x 06/20/97 Final invoice -- - - x Sales Order Billing Plan Sold-to : QAZ Industries Delivery Date : 06/20/97 Material : 546-dk1 Generator Price : $300,000

126. Contract Target Qty: 900 Order Qty: 700 Contract Target Qty: 900 Order Qty: 750 . . . Release Order Order Qty: 200 Release Order Order Qty: 150

128. Scheduling Agreement Date Qty 05/15 100 06/15 100 07/15 200 08/15 300 Delivery 5/10 100 Delivery 6/10 100 Delivery 7/10 200 Delivery 8/10 300

129. Backorder Processing Rescheduling

132. Return Order Goods Receipt Quality Inspection Credit Memo

133. Order Delivery Invoice Returns Delivery Return Credit Memo 1 2 3 Return to Inventory

137. SAP Document FAX Printed Documents Email EDI Bar Coded Documents Workflow