Live instruction
Instructor-led sessions explain the process, demonstrate the work, and connect individual topics to the larger operating model.
Instructor-led enterprise training
Sales and Distribution Beginners
Build practical, job-relevant capability through live instruction and structured independent practice.
Live sessions5
Instructor time25 hours
Independent practice90 hours
Typical cadenceWeekly · same weekday
Elapsed learning5 weeks
Course overview
Build understanding through guided instruction and serious practice.
Build practical, job-relevant capability through live instruction and structured independent practice.
Who this is for
Practical capability for the work ahead.
A five-week, SAP S/4HANA Sales beginner course for aspiring SD power users, junior business analysts, and entry-level functional-project participants. It develops repeatable order-to-cash execution and first-line transaction troubleshooting in a practice system; it is not a full SD implementation/customizing or certification-preparation course.
SAP modules
Subject areas covered in this course.
How learning works
A weekly cycle built around application.
Live instruction introduces and connects the material. Independent practice turns that material into usable capability.
Independent practice
Expect approximately three to four hours of structured practice for every hour of live instruction.
Trouble-ticket support
Show-stopping practice issues can be documented for instructor review, normally with a response within one to two business days.
Session-by-session curriculum
What you will learn and practice.
Open each session to review the included public topics and the practice expected before the next instructor meeting.
1 SAP S/4HANA Sales Foundations, Organizational Context, and Master Data5 live hours · 18 practice hours
Establish a usable mental model of S/4HANA Sales and enable learners to find, validate, and explain the master data that drives a standard sales transaction.
Included topics
- SAP S/4HANA Sales navigation, SAP Fiori roles, apps, search, and worklists
- Order-to-cash process, sales documents, document flow, statuses, and SD integration touchpoints
- Sales organizational structure: sales organization, distribution channel, division, sales area, plant, shipping point, and their business meaning
- Sales master data: Business Partner customer roles and partner functions; material sales and plant data
- Data determination in a sales document: customer-material information, source data, basic shipping data, and prerequisite validation
- SD/MM/FI process handoffs: inventory, delivery, billing, receivables, and revenue at a business-process level
- ECC/classic SD terminology: customer master, account groups, SAP GUI transaction codes, and why Business Partner and Fiori are the S/4HANA starting point
Independent practice
Build fluency in navigating the lab system and checking whether the organizational and master-data prerequisites for an order-to-cash scenario are present before learners begin entering sales documents.
- Navigate assigned SAP Fiori apps and, where the practice tenant exposes them, the corresponding classic display transactions; save a personal worklist and locate help/status information.
- Map a supplied company scenario to company code, plant, sales organization, distribution channel, division, sales area, shipping point, and storage location; explain which are sales-facing versus logistics-facing.
- Display and validate the relevant Business Partner customer roles, partner functions, material sales views, plant/shipping data, stock, and customer-material information for three supplied customer/product combinations.
- Create a one-page prerequisite checklist for a standard sales order and attach screen evidence showing the valid sold-to, ship-to, material, sales area, and available stock.
- Submit a structured trouble ticket if an essential master-data or authorization problem prevents completion, including business impact, document/master-data identifiers, reproducible steps, expected versus actual result, and screenshots.
Ready for the next session when: Learners can navigate to the relevant apps or transactions, identify the documents in a sales cycle, and verify the customer, material, organizational, and stock data required to create a standard order.
2 Presales, Standard Sales Orders, Pricing, and Availability5 live hours · 18 practice hours
Enable learners to create, change, display, and explain a standard sales order from valid master data, including the most common pricing and availability outcomes.
Included topics
- Sales-document structure: header, item, schedule line, partners, business data, status, and document flow
- Standard sales-from-stock order: create, change, display, copy, validate, and interpret downstream readiness
- Operational pricing and availability checking: interpreting pricing conditions, confirmed quantities, dates, and delivery proposals
- Presales documents: inquiry, quotation, conversion to order, and document-flow traceability
- Partner functions, incompletion logs, sales blocks, and basic first-line order correction
- Outline agreements, contracts, and scheduling agreements overview
Independent practice
Turn order entry into a repeatable routine and develop an evidence-based approach to investigating common order-entry outcomes before delivery processing is introduced.
- Create, save, display, and change at least five standard sales orders for supplied scenarios, using different sold-to/ship-to combinations and materials.
- Use document flow, item detail, schedule lines, and status information to explain the order's confirmed quantity, requested date, confirmed date, plant, shipping point, and overall processing position.
- Compare pricing for three orders, identify base price, discount, freight, tax, and net value where configured, and document why a condition did or did not appear.
- Run and interpret availability outcomes for an in-stock, partially available, and unavailable material scenario; identify when to escalate instead of manually overriding data.
- Create an inquiry and quotation, then use the quotation as the basis for a sales order; record the document relationship and status changes.
- Practice correcting a blocked or incomplete order using supplied clues, and prepare a structured trouble ticket for any issue that cannot be resolved through authorized transaction steps.
Ready for the next session when: Learners can complete and validate a standard sales order, explain its schedule-line and pricing results, and recognize whether it is ready for downstream delivery processing.
3 Outbound Delivery, Picking, and Post Goods Issue5 live hours · 18 practice hours
Enable learners to progress delivery-ready sales orders through outbound delivery, picking, goods issue, and status/document-flow review.
Included topics
- Outbound delivery creation, delivery due processing, delivery documents, and delivery status
- Shipping point, route, loading, scheduling, and delivery-date influences
- Picking, packing where available, post goods issue, and operational consequences
- Delivery monitoring, document flow, statuses, and common delivery exceptions
- SD/MM and SD/FI effects of post goods issue: inventory reduction, goods movement, and process handoff
- Warehouse-management, transportation-management, and advanced delivery integration landscape
Independent practice
Develop confidence in the logistics half of the standard order-to-cash process and reinforce the dependency between confirmed order data, delivery execution, inventory movement, and billing readiness.
- Identify delivery-due sales orders using an appropriate worklist or app and create outbound deliveries for at least three eligible orders.
- Display outbound deliveries and explain the shipping point, route, delivery quantities, picking status, goods-movement status, and billing relevance.
- Perform or simulate picking and packing according to the lab configuration, then post goods issue for at least two deliveries.
- Compare stock and document statuses before and after goods issue; use document flow to trace from sales order to delivery and material-document evidence where available.
- Work through supplied exceptions such as no delivery due, partial delivery, delivery block, missing picking completion, or goods issue failure; record the facts needed for escalation.
- Repeat the complete order-to-goods-issue sequence without step-by-step instructions for one new scenario.
Ready for the next session when: Learners can create and process an outbound delivery through post goods issue, verify its statuses, and determine whether it is ready to be billed.
4 Billing, Customer Complaints, and Sales Monitoring5 live hours · 18 practice hours
Enable learners to create and validate billing documents for completed transactions, understand the SD/FI handoff, and process common customer-service follow-up documents.
Included topics
- Billing execution: billing due processing, invoice creation, display, cancellation, and billing document flow
- SD/FI billing integration: customer receivable and revenue handoff at a business-document level
- Customer complaints: returns, credit memos, debit memos, invoice corrections, and reference-document discipline
- Condition technique and pricing troubleshooting: condition records, access logic concept, and escalation boundaries
- Output and invoice communication: current output-management awareness and operational verification
- Sales analytics and monitoring: order fulfillment, delivery, billing worklists, filters, and exception follow-up
Independent practice
Complete the core order-to-cash cycle repeatedly, then practice the standard corrective documents and monitoring views that make learners useful in sales operations support.
- Create billing documents from eligible deliveries or orders in the lab, inspect billing-document status and document flow, and verify that the original transaction is complete for billing.
- Use a billing due list or equivalent Fiori worklist to identify eligible and ineligible documents; explain at least two reasons a document is not yet billable.
- Create or process supplied return, credit memo request, debit memo request, and invoice-correction scenarios as supported by the practice tenant; trace each to its reference document.
- Compare a normal invoice and a cancellation/reversal scenario, documenting the business reason, document chain, and permitted user action.
- Review a sales-order and billing-monitoring view, identify an exception, and write a concise operational update describing the issue, evidence, owner, and next action.
- Complete two full scenarios independently from order creation through billing, including screenshots or saved document numbers that demonstrate document flow.
Ready for the next session when: Learners can complete and audit a basic order-to-cash document chain, distinguish normal billing from corrective sales documents, and bring documented exceptions to the capstone session.
5 End-to-End Capstone, Troubleshooting, and Project Readiness5 live hours · 18 practice hours
Consolidate repeatable order-to-cash performance, evidence-based issue triage, and accurate communication of what a beginner can perform versus what requires configuration or specialist support.
Included topics
- Guided then independent end-to-end standard order-to-cash capstone
- First-line troubleshooting: document flow, statuses, prerequisites, blocks, missing determination, evidence collection, and escalation
- Sales monitoring and operational communication: prioritizing exceptions, worklist review, and handoff updates
- How configuration controls execution: sales-document types, item categories, schedule lines, copy control, partner determination, and pricing procedures
- S/4HANA Sales versus ECC context: Business Partner, Fiori, current output-management direction, and legacy project terminology
- Follow-on roadmap: advanced ATP, credit management, contracts, third-party and intercompany sales, settlement management, tax, APIs, and deep configuration
Independent practice
Move learners from guided steps to independent performance, scenario explanation, and structured escalation—the practical habits most useful for entry-level project and support work.
- Independently execute one standard sales-from-stock scenario from master-data validation through sales order, outbound delivery, picking/goods issue, billing, and document-flow verification.
- Independently execute one exception scenario involving a pricing, availability, incompletion, delivery, billing, or complaint issue; identify the evidence, authorized corrective action, and escalation point.
- Produce a concise order-to-cash process map with the actual document numbers, statuses, and handoffs from the capstone scenario.
- Prepare two production-quality trouble tickets using Hull's structure: clear title, business impact, affected document/master data, reproducible steps, expected versus actual result, timestamps, screenshots, and proposed owner.
- Complete a timed transaction-repetition checklist and identify personal gaps for additional practice during the following month.
- Explain in mock project/interview language the purpose of sales area, Business Partner, material sales data, pricing, ATP/availability, delivery, post goods issue, billing, document flow, and the SD/FI handoff.
Ready for the next session when: Course complete. Graduates are ready for continued independent practice and entry-level sales-operations, SAP power-user, junior analyst, or supervised project-support work; they should pursue a dedicated SD configuration course before claiming implementation-customizing capability.
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