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Sales Definition

For the representation of your company structures in the SAP System, different organizational units are available for the areas of sales, shipping and billing.

First analyze the structure and process organization in your company and then compare them with the SAP structures. In the standard version, different organizational elements are defined as examples. In general, these elements are not sufficient for individual demands. Extend the elements accordingly.

During the clarification phase, work with the structures delivered by SAP. Change the names if necessary in order to achieve a high degree of identification and acceptance with project members and user departments from the beginning.

After having defined the organizational units, allocate the elements to each other in the menu option "Allocation". Then check the defined organizational units in the menu option "Check". Only a limited number of users should be given authorization to maintain organizational elements. Determine the authorization profiles accordingly. As soon as the processing of the menu item is completed, access should be blocked so that no further changes can be made.

The organizational units set up the framework of sales processing with the SD system. The master records of sales and distribution (for example, customer master records and pricing elements) as well as the documents used in processing (for example, orders and delivery documents) are entered in dependency with the organizational structures. The data in a master record is only valid within a certain part of the organization. The sales and distribution documents are entered in the respective subarea of the organization. The master data valid there is automatically included in the sales & distribution documents. Different control criteria are specified for the management and processing of the master data depending on the organizational units.

In order to simplify master record and document entry, the organizational units can be stored as user parameters in the user master record. It is not necessary to specify the organizational units since the values are proposed automatically.

The user parameter IDs are listed in the section "Define users" of the SD Implementation Guide.

Further information

You will find information on the organizational structures in the manual "SD - Basic Functions and Master Data".


The organizational units sales organization, distribution channel and division are necessary prerequisites for processing sales transactions (for example, quotations or orders).
Shipping points are absolutely necessary for processing deliveries.

The other organizational units (for example sales offices) are not absolutely necessary. Clarify whether and in which form you want to use these elements in your company.

You do not need to set further defaults if you also use the modules FI and MM in addition to the SD module. If not, you must additionally enter the following definitions: