SalesOrders TG v2012SE EE PDF

QAD Enterprise Applications
Standard and Enterprise Edition
Training Guide
Sales Orders
70-3230-2012SE_EE-Rev1
QAD 2012 Standard and Enterprise Edition
Workspace: 10USA > 10USACO
June 2012
This document contains proprietary information that is protected by copyright and other intellectual
property laws. No part of this document may be reproduced, translated, or modified without the
prior written consent of QAD Inc. The information contained in this document is subject to change
without notice.
QAD Inc. provides this material as is and makes no warranty of any kind, expressed or implied,
including, but not limited to, the implied warranties of merchantability and fitness for a particular
purpose. QAD Inc. shall not be liable for errors contained herein or for incidental or consequential
damages (including lost profits) in connection with the furnishing, performance, or use of this
material whether based on warranty, contract, or other legal theory.
QAD and MFG/PRO are registered trademarks of QAD Inc. The QAD logo is a trademark of QAD
Inc.
Designations used by other companies to distinguish their products are often claimed as
trademarks. In this document, the product names appear in initial capital or all capital letters.
Contact the appropriate companies for more information regarding trademarks and registration.
Copyright © 2012 by QAD Inc.
SalesOrders_TG_v2012SE_EE.pdf/lkk/c6s
QAD Inc.
100 Innovation Place
Santa Barbara, California 93108
Phone (805) 566-6000
http://www.qad.com
Contents
Change Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ix
About This Course . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1

Course Description . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2
Course Objectives . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2
Audience . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2
Prerequisites . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2
Course Credit and Scheduling . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2
Virtual Environment Information . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
Additional Resources . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
QAD Learning Center . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
QAD Document Library . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
QAD Support . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
Chapter 1 Introduction to Sales Orders . . . . . . . . . . . . . . . . . . . . . . .5

Overview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
Sales Order Key Events . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7
Terminology . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
Sales Order Document Structure . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
Sales ORder Users . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10
Sales Order Life Cycle . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11
QAD General System Flow . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12
Course Objectives . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13
Related Courses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14
Chapter 2 Business Considerations . . . . . . . . . . . . . . . . . . . . . . . . .17

Overview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18
Sales Quotes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20
Configured Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21
Sales Analysis . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22
Credit Management . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23
Freight Calculations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24
Commissions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25
Import/Export . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26
iv Training Guide — Sales Order Management
Electronic Data Interchange (EDI) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27

Customer Schedules . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28
Containerization . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 29
Case Study . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30
Product Description . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31
Focusing Activity . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32
Chapter 3 Sales Order Setup . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .35

Overview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36
Taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38
Trailer Codes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 40
Freight . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43
Freight Element 1: Freight List Maintenance . . . . . . . . . . . . . . . . . . . . 45
Freight Element 2: Freight Zone Maintenance . . . . . . . . . . . . . . . . . . . 46
Freight Element 3: Freight Class Maintenance . . . . . . . . . . . . . . . . . . . 47
Freight Element 4: Freight Charges Maintenance . . . . . . . . . . . . . . . . . 48
Freight Element 5: Freight Terms Maintenance . . . . . . . . . . . . . . . . . . 49
Types of Freight Terms . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 50
Freight Control . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 51
Exercise: Trailer Codes and Freight Charges . . . . . . . . . . . . . . . . . . . . . . . . . . . 52
Credit Terms . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 54
Salespersons/Commissions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 56
Business Relation Create . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 57
Salesperson Maintenance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 58
Sales Person Commission Detail . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 59
Exercise: Credit Terms and Salespersons . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 60
Customer Records . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 62
Customers Menu . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63
Customer Setup . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 64
Customer Banks . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 68
Customer Ship-To Create . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 69
E-Mail Notification . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 70
Customer Addresses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 72
Customer Data Maintenance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 74
Master Comments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 80
Master Comment Maintenance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 81
Item Data for Sales Orders . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 82
Customer Item Numbers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 83
Customer Item Maintenance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 84
Set Up Memo Items . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 85
Price Lists . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 86
Pricing in QAD Enterprise Applications . . . . . . . . . . . . . . . . . . . . . . . . 87
Introduction to Best Pricing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 88
Contents v
Item Cost Maintenance – Price . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 89

Company Addresses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 90
Exercise: Customer Setup . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 91
Sales Order Control . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 93
Sales Order Control . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 94
Sales Order Accounting Control . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 102
Sales Channels . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 105
Sales Account Maintenance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 106
Exercise: Customer Items and Sales Order Control . . . . . . . . . . . . . . . . . . . . . 108
Chapter 4 Basic Sales Order Process. . . . . . . . . . . . . . . . . . . . . . .111

Overview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 112
Enter the Sales Order . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 115
Sales Order Maintenance: Header . . . . . . . . . . . . . . . . . . . . . . . . . . . . 117
Sales Order Maintenance: Line Items . . . . . . . . . . . . . . . . . . . . . . . . . 120
Sales Order Maintenance: Trailer . . . . . . . . . . . . . . . . . . . . . . . . . . . . 122
Confirm the Sales Order . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 123
Sales Order Control . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 124
Sales Order Maintenance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 125
Sales Order Confirmation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 126
Verify Credit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 127
Sales Order Credit Maintenance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 128
Sales Order Auto Credit Hold . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 129
Sales Order Auto Credit Approval . . . . . . . . . . . . . . . . . . . . . . . . . . . . 130
Allocate Inventory . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 131
Print the Sales Order . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 132
Sales Order Print . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 133
Exercise: Sales Order Maintenance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 134
Print Packing List . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 136
Sales Order Packing List . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 137
After Printing the Picklist . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 139
Process the Shipment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 140
Sales Order Shipments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 141
SO Container Maintenance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 146
Sales Order Shipper Maintenance . . . . . . . . . . . . . . . . . . . . . . . . . . . . 148
Pre-Shipper/Shipper Confirm . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 150
Shipper Delete/Archive . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 152
Exercise: Allocation and Shipping . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 153
Review and Modify Pending Invoices . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 155
Pending Invoice Register . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 156
Pending Invoice Maintenance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 157
Post and Print Invoices . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 158
Invoice Post and Print . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 159
vi Training Guide — Sales Order Management
Print or Reprint Invoice . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 161

Invoice Print or Reprint . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 162
Exercise: Invoices . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 164
Returns . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 165
Sales Order and Line Item Open . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 166
Sales Order Open and Line Item Closed . . . . . . . . . . . . . . . . . . . . . . . 167
Sales Order Closed . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 168
Credit Invoices for Returned Goods . . . . . . . . . . . . . . . . . . . . . . . . . . 169
Chapter 5 Optional Sales Order Features. . . . . . . . . . . . . . . . . . . .171

Overview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 172
Correction Invoices . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 174
Set Up Correction Invoices . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 177
Use Correction Invoices . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 178
Exercise: Correction Invoices . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 184
Item Replacement . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 186
Enabling Item Replacement . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 187
Set Up and Use Item Replacement . . . . . . . . . . . . . . . . . . . . . . . . . . . 188
Set Up and Use Up-Sell . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 189
Set Up and Use Cross-Sell . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 190
Blocked Transactions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 191
Block Customer Transactions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 192
Define Blocked Customer Transactions . . . . . . . . . . . . . . . . . . . . . . . 193
Assign Blocked Transactions to Customers . . . . . . . . . . . . . . . . . . . . 195
Example: Block Customer Transactions . . . . . . . . . . . . . . . . . . . . . . . 196
Available to Promise Enforcement . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 197
Available-to-Promise (ATP) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 198
Set Up ATP Processing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 199
Use ATP Processing Features . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 206
Logistics Accounting . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 211
Logistics Accounting (Sales Side) . . . . . . . . . . . . . . . . . . . . . . . . . . . . 212
Logistics Accounting Overview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 213
Set Up Logistics Accounting . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 216
Accrue Outbound Logistics Charges . . . . . . . . . . . . . . . . . . . . . . . . . . 221
Process Logistics Charges . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 225
Exercise: Logistics Accounting (Sales Side) . . . . . . . . . . . . . . . . . . . . . . . . . . 228
Chapter 6 Sales Quotations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .231

Overview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 232
Quotation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 233
Terminology . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 234
Header . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 235
Sales Quotes Users . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 237
Contents vii
Life Cycle . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 238

Sales Quotes Setup . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 239
Sales Quote Control . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 240
Reason Codes Maintenance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 244
Exercise: Sales Quote Control . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 246
Sales Quote Processing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 247
Enter a Sales Quote . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 248
Sales Quote Copy from Order . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 253
Sales Quote Copy from Quote . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 254
Sales Quote Repricing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 255
Sales Quote Release to Order . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 257
Sales Quote Reports . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 258
Exercise: Sales Quotes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 259
Chapter 7 Sales Analysis . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .261

Overview . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 262
Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 263
Setting Up Sales Analysis . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 264
Fiscal Year and Calendar Year Reporting . . . . . . . . . . . . . . . . . . . . . . 265
Sales Analysis Program Descriptions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 267
Appendix A Workshops and Study Questions . . . . . . . . . . . . . . . . .269

Setup/Implementation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 270
Setup Workshops . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 270
Study Questions for Setup . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 271
Processing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 272
Processing Workshops . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 272
Study Questions on Sales Order Processing . . . . . . . . . . . . . . . . . . . . 273
Allocation and Shipping Workshops . . . . . . . . . . . . . . . . . . . . . . . . . . 274
Study Questions on Allocation and Shipping . . . . . . . . . . . . . . . . . . . 275
Invoicing Workshops . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 275
Study Questions on Invoicing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 276
Answers to Workshops and Study Questions . . . . . . . . . . . . . . . . . . . . . . . . . . 277
Appendix B General Ledger Effects in Sales Orders/Invoicing. . . .283
Appendix C Sales Orders and Invoicing Reports . . . . . . . . . . . . . . .285

viii Training Guide — Sales Order Management
Change Summary
The following table summarizes significant differences between this document and the last
published version.
Date/Version Description Reference
June 2012/2012 SE Removed change bars; updated preface, resized new graphics, --
fixed typos, updated to standards, resequenced topics
April 2012/2012 EE Rebranded for QAD 2012 EE --
April 2012/2012 EE Fixed some typos for the documentation --
April 2012/2012 EE Added a section about autonumbering address codes Page 67
April 2012/2012 EE Added a section about e-mail notification Page 70
April 2012/2012 EE Added a section about memo items Page 85
April 2012/2012 EE Added a section about correction invoices Page 174
April 2012/2012 EE Added a section about item replacement Page 186
April 2012/2012 EE Added a section about blocked customer transactions Page 191
April 2012/2012 EE Added a section about ATP enforcement Page 197
April 2012/2012 EE Added a section about logistics accounting Page 211
September 2011.1 EE Rebranded for QAD 2011.1 EE ---
x Training Guide — Sales Order Management
About This Course
2 Training Guide — Sales Order Management
Course Description
QAD designed this course to cover the basics of preparing to implement the Sales Order module of
QAD Enterprise Applications. The course includes:
• An introduction to sales order management
• An overview of key business issues
• Setting up sales order management
• Operating sales order management functions
• Setting up and processing Sales Quotes
• Setting up and processing Sales Analysis
• References to other QAD materials, such as user guides and on-line help
• Activities and exercises throughout the course
Course Objectives
By the end of this class, students should be able to:
• Analyze some key business decisions before setting up sales order management
• Set up and operate the Sales Order/Invoices module
• Use sales quotes with sales orders
• Use sales analysis
Audience
• Implementation consultants
• Members of implementation teams
• Operators
Prerequisites
• Initial QAD Enterprise Applications Setup training course
• Basic knowledge of QAD Enterprise Applications, as it is used in your business
• Working knowledge of the manufacturing industry in general
Course Credit and Scheduling

• This course is valid for 30 credit hours. It is designed to be taught in five days
About This Course 3
Virtual Environment Information

This guide applies to both the Standard Edition and the Enterprise Edition of QAD Enterprise
Applications. Use the hands-on exercises in this book with the latest Enterprise Edition learning
environment in the 10USA > 10USACO workspace. When prompted to log in, specify demo for
user ID and qad for password.
Note Users of Standard Edition should complete the exercises in the EE environment; the
concepts are the same in both environments and can be applied to Standard Edition. Features that
only apply to Enterprise Edition are noted in the text.
Additional Resources
If you encounter questions on QAD software that are not addressed in this book, several resources
are available. The QAD corporate Web site provides product and company overviews. From the
main site, you can access the QAD Learning or Support site and the QAD Document Library.
Access to some portions of these sites depends on having a registered account.
http://www.qad.com/
QAD Learning Center

To view available training courses, locations, and materials, use the QAD Learning Center. Choose
Education under the Services tab to access this resource. In the Learning Center, you can reserve a
learning environment if you want to perform self-study and follow a training guide on your own.
QAD Document Library

To access release notes, user guides, training guides, and installation and conversion guides by
product and release, visit the QAD Document Library. Choose Document Library under the
Support tab. In the QAD Document Library, you can view HTML pages online, print specific
pages, or download a PDF of an entire book.
To find a resource, you can use the navigation tree on the left or use a powerful cross-document
search, which finds all documents with your search terms and lets you refine the search by book
type, product suite or module, and date published.
QAD Support
Support also offers an array of tools depending on your company’s maintenance agreement with
QAD. These include the Knowledgebase and QAD Forums, where you can post questions and
search for topics of interest. To access these, choose Visit Online Support Center under the Support
tab.
Chapter 1
Introduction to Sales Orders

Overview
This introduction provides an overview of what will be covered in the this class.
Introduction to Sales Orders 7
Sales Order Key Events
• Customer places quote or sales order

• Inventory is allocated
• Inventory is picked
• Shipment is processed
• Customer is invoiced
Terminology
Pre-Shipper. A preliminary and temporary shipper created either automatically from detailed
allocation, or manually using the Pre-Shipper/Shipper Workbench. Pre-shippers are also
referred to as picklists.
Consume Forecast. Determines whether the quantity ordered consumes available forecast.
Abnormal Sale. Unexpected sale, not included in the forecast.
Channel. Identifies the distribution channel through which this sales quote, order, or invoice
originated.
Allocations. The act of reserving inventory for a specific purpose. Does not name specific
inventory, and no physical movement of inventory takes place.
Trailer Codes. Special add-on charges that apply to customer orders.
Project Code. Optional component of an account number defined in GL setup functions. Other
components are account, sub-account, and cost center. Project codes are not available for all
GL transactions. Inventory value, but not physical inventory, can be tracked by project codes.
Unit of Measure Conversion. The ratio of the alternate unit of measure to the item’s unit of
measure.
Customer Item. Item which customer orders but using his own item number.
Sales Order Document Structure
Parts of the sales order consist of a header, line items, and a trailer. Each part is displayed in a
separate frame.
Header
The header frame includes the sales order generic information:

• Defines customer information
• Applies to the entire order
Line Items
The line items frame includes all items on the order. Each line item lists:
• Item number
• Quantity ordered
• Unit of measure
• Pricing information
Trailer
The trailer frame presents the total value of the entire order, including any taxes, discounts, and
special charges that may apply.
Sales ORder Users
Various people typically control key tasks:

• Sales representatives enter sales orders into the system
• Schedulers create pre-shippers and the allocations
• Shipping clerks may do any or all of the shipper documents
• Credit/Finance clerks manage invoicing processes
Sales Order Life Cycle

QAD General System Flow

Course Objectives
Related Courses
Chapter 2
Business Considerations
Overview
Business Considerations 19
Sales Quotes
Sales Quotes Let You

• Respond to a customer request for a quote
• Monitor the status of a quote
• Provide visibility on potential gross margin contribution
• Provide history by item number or customer
• Generate reports on expired quotes that did not result in a customer order
Why Consider?
• Can be released to a sales order
• Can be used as a template for a recurring sale, lease, or service contract (if not using SSM)
Setup Implications
• Sales Quote Control needs to be set up
• When releasing a sales quote to a sales order, the Release field in Sales Quote Maintenance
must be set to Yes
See in this training guide: Sales Quotations on page 231
Configured Products
Configured Products Are

• Products assembled to order from lower-level items that can be master scheduled and made to
stock
• The actual production of configured products is controlled by a final assembly schedule
driven by customer orders rather than by a master schedule
Why Consider?
• How you enter the sales order lines with Due Dates and Effective Dates affect the configured
items sold
Set Up Implications
• Configured Products Control needs to be set up properly
Sales Analysis
Sales Analysis Allows You To

• Analyze results of sales order shipment transactions
• Track salesperson performance
• Generate sales reports
• Track invoiced sales and sales history
Why Consider?
• Should charges/discounts be placed on the sales order line or the trailer?
• Trailer charges/discounts do not affect Sales Analysis
• Memo Items affect Sales Analysis differently than Inventory Items sold
Setup Implications
• Sales Order Control needs to be set to interface with Sales Analysis
See in this training guide: Sales Analysis on page 261

Credit Management
Credit Management Allows You To

• Reduce your credit risk by alerting you or restricting shipments to customers who are on credit
hold or over their credit limits
• Set up default credit term codes for processing customer payments, debit/credit memos, and so
on
• Manage due dates
• Calculate default due dates, discount dates, and discounts for goods and services
Why Consider?
• Credit is checked while you begin entering a sales order and again when you reach the trailer
• The system can automatically put the order on hold if the customer is over their credit
limit or if the current order puts them over their credit limit
• This also affects the decision if the order should be confirmed or not
Setup Implications
• Sales Order Control needs to be set to determine if the order should automatically be placed on
hold or not when doing the Sales Order Maintenance function
Freight Calculations
Freight Calculations Allow You To

• Manage a costly part of conducting business
Why Consider?
• For many companies today, freight is a huge cost in relation to their products
• Freight calculations can be very complicated
• Freight calculations can be difficult to set up and maintain
Setup Implications
• Freight Terms need to be referenced on the Customer Records
• Sales Order Control needs to be set to calculate freight properly
See in this training guide: Freight on page 43

Commissions
Commissions Allow You To

• Enhance salesperson performance with commission incentives
Why Consider?
• Because commissions are incentive sales, many methods exist for marketing departments to
calculate commissions
• Sometimes commissions can only be calculated “off the system”
Setup Implications
• The following are some items that need to be determined before setting up salespersons,
Customers, and Sales Order Control:
• Method of calculation
• Percentages
• Geographic regions
• Product lines
See in this training guide: Salespersons/Commissions on page 56

Import/Export
Importing/Exporting Allows You To

• Increase your business market or product line by conducting business in several countries
• Accommodate the requirements of inter-country reporting
Why Consider?
• Legal requirements may require certain records to be maintained, such as shipping
documentation
• Partial shipments are usually avoided due to freight, duties, and excessive paperwork
Setup Implications
• Intrastat data may need to be set up to capture data required for reporting
Electronic Data Interchange (EDI)
EDI Allows You To

• Support the import and export of standard business transaction documents between customers
and suppliers using e-mail systems
Why Consider?
• Reduce/eliminate paperwork involved in supply chain, which reduces a companies overhead
Setup Implications
• EDI software needs to be set up
Customer Schedules
Customer Schedules Allow You To

• Supply to a schedule of dates and quantities rather than a separate sales order for every date
required
• Match your shipment planning calendar to customer order periods
Why Consider?
• Many companies negotiate contracts with customers to deliver components or raw materials
on a regular basis based on MRP requirements
• Making out a discrete sales order for each purchase is not efficient
• A faxed or EDI schedule is sent with delivery dates and quantities
• Many companies require customer schedules to be set up to handle their supplier
schedules
Setup Implications
• Customer records need to be set up to support customer schedules
Containerization
Containerization Allows You To

• Package and store finished goods at the end of a production line and warehouse them in single-
level containers before shipping
• Consolidate goods going to the same location
Why Consider?
• May impact how orders are entered
• Usually connected to Customer Schedules
Set up Implications
• Customer Records should be set up to support Customer Schedules
Case Study
QMI-PR is a wholly owned subsidiary of a large company. It prepares its own financial statements
and provides the holding company with GL results for consolidation. The company’s
manufacturing operations are based in San German, Puerto Rico. All the activities for this class
occur at a site called 10-100 in the training database.
Sales and purchases occur between the U.S. and various countries and are recorded in U.S. dollars.
Customers generate sales orders. Customers can be distributors or retailers.
The database for this class has been initialized with data for the QMI-PR company.
Product Description
QMI-PR assembles products from purchased and manufactured components.

As both a discrete and a process manufacturer, QMI-PR uses both work orders and repetitive
functions to control its manufacturing.
Focusing Activity
Individually, or in small groups, examine QMI-PR against the business issues discussed in this
chapter. Consider the following:
1 The business expectations given this type of company
2 Additional information you may need to elicit to successfully implement sales orders for this
company
3 Additional consider these issues relative to your own companies needs and expectations
Do not look ahead in this training guide or at the QAD software. The purpose of this exercise is to
help you (and your group) focus on what is important to this company about Sales Orders. (Hint:
There are no right or wrong answers.)
Your instructor may ask you to list your requirements on an easel or white board to make it easier
to share your findings with the whole class.
After you have had a chance to brainstorm your requirements (15 to 20 minutes), your instructor
may ask each group to quickly review its findings, and may compile a master list for your class.
Chapter 3
Sales Order Setup

Overview
Sales Order Setup 37
Sales Order Setup
This illustration is a suggested set up sequence of master data for the Sales Order module, based on
information that flows from one master table to another and prerequisites that need to be
accomplished before setting up this data. This course will follow this suggested setup sequence.
Optional steps are noted as such. Steps with an asterisk (*) are required for this course, but are
covered at length in another course.
Taxes
Sales Taxes
Global Tax Management (GTM)

• A tax processing system that addresses factors that vary considerably between countries:
• Types of taxes
• Formulas used to calculate taxes
• When taxes are assessed
Note Covered in the course Global Tax Management

Trailer Codes
Sales Orders frequently have miscellaneous charges associated with them. You set up codes for
these charges in Trailer Codes Maintenance.
Trailer codes must be set up:
• After Tax Rates because some trailer items are subject to taxation
• Before Sales Order Control so you can specify frequently used codes as defaults
• Before entering sales orders so these charges can be accessed during order entry
Trailer Code Maintenance
Companies can set up miscellaneous charges for items such as:

• Freight
• Service
• Special charges
Note Trailer amounts are not part of a total Sales Order discount. Trailer items are not subject to
commission.
Accounts
Trailer accounts specify a GL account, and can include a sub-account and or cost center.
Project
• Optionally the trailer amounts can be tracked to a project code.
Taxes
Taxes are calculated automatically by the system. Trailer codes can be marked as taxable and
associated with a GL account.
• GTM
• Enter the tax class of this trailer code
Once Trailer Codes are established, the three most frequently used taxable and non-taxable codes
can be specified as defaults in Sales Order Accounting Control.
• These defaults display on the trailer of every order but can be changed manually during sales
order entry and shipments.
Freight
Freight charges are typically added to:

• Sales Orders
• Customer Return Material Authorizations (RMA)
Note RMAs are handled by the QAD Service/Support Management module. If you do not have
the SSM module, use the method discussed in this training guide.
See in this training guide: Returns on page 165
Data affecting freight charges is derived from three sources:
• The sales order itself
• Customer information
• Freight information entered in the Freight Charges Menu
The five key maintenance elements related to freight charges are described in the following pages.
Freight Element 1: Freight List Maintenance
Use to define charges that apply to sales quotes and orders.

Setting up Freight List Maintenance includes:
• At least one freight list for each shipping company used
• May need more than one list if the shipping company supports different types of
transportation
• Different currencies if your shipper delivers to other countries
• Defined lists per site if the same shipper transports from more than one warehouse or
manufacturing site
Freight Element 2: Freight Zone Maintenance
Use to set up geographic areas related to a freight list:

• Zones are based on the Ship-To postal code
• Zones can be related to a site by specifying a value in the Site field
• If the Site field is left blank: Blank = All
• Starting and ending dates can be assigned as needed
• This function sets up zones only
Freight Element 3: Freight Class Maintenance
Use to set up classes as used in calculating the freight charges defined in Freight Charges
Maintenance.
• Freight Class distinguishes different types of shipments requiring different charges
Freight Element 4: Freight Charges Maintenance
Use to:
• Relate a freight list, class, and zone
• Specify how charges are calculated
• Phase in new charges if fees rise or fall after a certain date
Key fields used to determine freight charge:

• Use Freight Charge to indicate a flat rate per shipment as set by Freight List Maintenance
• Use Freight Charges Per UM Over Minimum to indicate a surcharge over the minimum
• Use Freight Charges Per Freight List UM to indicate a weight-based fee
Freight Element 5: Freight Terms Maintenance
Freight Terms Maintenance is not directly related to the other freight maintenance functions.
Freight terms determine:
• Whether or not to apply freight charges to a particular order or to specify them in general for a
particular customer
• How the freight charges are calculated
The different types of freight terms are defined on the following page.
Types of Freight Terms
By defining freight terms, you can assign your own codes and descriptions to these six types.
Freight Control
• Valid values for Sales Returns Freight Calculation are P, N, and Z.
Note This determines how the system handles automatic freight charge calculations for sales
order returns only. In QAD Enterprise Applications, sales order returns are shipments with
negative quantities.
Exercise: Trailer Codes and Freight Charges

1 Make sure the following trailer codes have already been set up in the system in Trailer Code
Maintenance (2.19.13).
Trailer Code Description Trailer Account
10 Service 4681
20 Freight 4682
30 Special 4683
2 Use Freight List Maintenance (2.20.1) to set up the following freight list.
Field Data
Freight List: 20FRT
Site: 10-300
Currency: USD
Description: UPS ground
Type: Bulk
Trailer Code: 20
Unit of Measure: KG
3 Use Freight Zone Maintenance (2.20.4) to set up the following freight zone.
Field Data
Freight List: 20FRT
Site: 10-300
Zone: 20FRT-US
Post Start: 0000000000
Post End: ZZZZZZZZZZ
Start Date: blank
End Date: blank
4 Use Freight Class Maintenance (2.20.7) to set up the following freight class.
Field Data
Freight Class: 10-3
Description: Ground express
Set Up Freight Charges
5 Use Freight Charges Maintenance (2.20.10) to set up the following freight charges.
Field Data
Freight List: 20FRT
Site: 10-300
Currency: USD
Zone: 20FRT-US
Freight Class: 10-3
Maximum Weight: 1000
Minimum Weight: 5
Start Date: blank

End Date: blank
Freight Charge: 8
Freight Charge Per UM Over Min: 0.5
Freight Charge Per Fr List UM: 1
6 Use Freight Terms Maintenance (2.20.13) to set up the following freight terms.
Freight Terms Description Type
ADD Freight as added 1
ALLOW Freight as Credited 2
PREPAID Prepaid or included 3
COLLECT Accrued freight added 4
INCLUDE Freight added to price 5
WILLCALL Customer responsible 6
7 Use Freight Control (2.20.24) to set Sales Returns Freight Calculation to P so that customers
are charged freight on sales returns.
8 Use Item Inventory Data Maintenance (1.4.5) to set the freight class to 10-3 for items 03021,
03022, and 03023.
Credit Terms
QAD Enterprise Applications uses credit terms codes to calculate the default:
• Due date
• Discount date
• Discount for goods and services that are bought and sold
Note Any of these calculated fields can be overridden manually.

Set up Credit Terms before Customer Data in order to set up each customer with a default credit
terms code, used when processing:
• Invoices
• Customer payments
• Debit/credit memos
Note Credit terms are set up in the System Administration module and are used for both
purchasing and sales orders.
Salespersons/Commissions
Set up salespersons before defining customers because customers can have up to four default
salesperson codes
• Customer salesperson codes and the salesperson commission percentages are used as defaults
on sales orders
• Define a business relation for the salesperson
Business Relation Create
Once the business relation is created, use Salesperson Maintenance to define the territory and basic
commission.
Salesperson Maintenance
Set up salespersons:
• With a default commission percentage and a user-defined territory
• Detailed commission percentages can be entered for product lines and/or customers
• Monthly quotas can be set up in Sales Analysis
Salesperson Payments Report lists:

• Invoices the customer has paid
• Those credited to each salesperson
• Unapplied payments
• This makes it possible to pay commissions only after the customer has paid the invoice
Note The Based on Sales/Margin field in the Salesperson Payment Report and Salesperson
Commission Report indicates whether commission amounts are calculated based on total sales
amount or gross margin of the line items. The Based on Sales/Margin field defaults from the
Comm on Margin not Sales field in Sales Order Accounting Control.
Sales Person Commission Detail
Detail commission percentages let you base the commission on product lines and/or customers for
the salesperson.
Exercise: Credit Terms and Salespersons
Set Up Credit Terms
1 Use Credit Terms View (36.1.10.3) to review the credit terms already set up in the system.
Double-click on some of the records to view details.
2 Use Credit Terms Create (36.1.10.1) to set up a new credit term.
Field Data
Credit Term Code: 2-10/15
Description: 2% discount in 10 days due in 15 days
Payment Type: Normal
Active: Yes
Normal Tab
Period Type: Days
No. of Periods: 15
Daily Overdue Int%: 0.5
Discount Tab
Discount Percentage: 2
Period Type: Days
No. of Periods: 10
Supplementary Days: 0
Set Up Salesperson and Commission
1 Use Business Relation Create (36.1.4.3.1) to create a new business relation.

Field Data
Business Relation: 10-SP03
Name: <Your Name>
Headoffice Address
Address: 588 Lotus Street
City: Los Angeles
Country Code: USA
Tax Zone: USA
2 Use Salesperson Maintenance (2.5.1) to

Field Data
Salespsn: 10SP03
Business Relation: 10-SP03
Commission: 15%
3 Use Salesperson Commission Detail (2.5.6) to set up commission detail for the salesperson.
Field Data
Salesperson: 10SP03
Prod Line: blank
Customer: 10C1000
Commission: 18%
4 Use Salesperson Quota Maintenance (7.17.1) to add four months of quota at 500 per month,
starting in the current month.
Customer Records
Customer records contain default information pertaining to the customer:

• Addresses
• General data
• Banks
• Credit data
• Customer items
• Address list types
Customers Menu
Many of the tasks associated with customer setup are in the system administration, financial, and
master data addresses menu functions. These tasks are usually restricted by role-based system
security. While explaining many of these, this course will focus on the functions accessed in the
sales order module.
After a customer is set up in system administration, the data required for operational uses of
customers is defined in Customer Data Maintenance.
Customers are used in:
• Sales Quotations
• Sales Orders
• Invoices
• Accounts Receivable
• Service and Support Management
Customer Setup
As with salesperson, customer setup begins by establishing a business relation. Note that the
modify screen is shown since after a record is created, it cannot be viewed in the create screen.
Setup continues with Customer Create. In Customer Create you can assign a Bill-To Customer.
Note the tabs for business relation, accounting, payment, banking, credit limits, and tax info. These
functions, along with Customer Type Create, End User Create, Customer Ship-To Create,
Customer Credit Rating Maintenance, and Customer Autonumbering are maintained in the
customer setup menu under accounts receivable. These functions are covered in the Financial
Training Courses.
Customer Type codes are created in Customer Type Create and assigned in Customer Create under
the Accounting tab.
Activate Autonumbering
There are two approaches for assigning address codes:

• User manually assigns the code; the code typically has some inherent meaning to the user.
• System automatically assigns the code; the code is based on a sequential number and has no
inherent meaning.
You can set up sequence numbers to be used to automatically generate numbers for Business
Relations, Customers/Suppliers, End Users, Employees.
When you leave the code field blank in the activities that create these records, the system supplies
a number based on the defined autonumber sequence. These sequences are all defined in a similar
way but the scope of the sequence differs:
• Business relation autonumbers are database wide.
• Customer, supplier, and end user autonumbers apply at the shared set level; a shared set must
be supplied.
• Employee autonumbers apply to each domain; a domain code must be supplied.
Customer Banks
Customer banks are set up in Customer Create or Customer Modify under the Banking tab.
Customer Ship-To Create
You can use Customer Ship-To Create (27.20.2.1) in multiple ways:

• Create an entirely new ship-to and specify the address, tax, and contact details in this function.
To do this, clear all the link-to address fields, and enter a code in the Ship-To Code field (or
leave blank for a system-generated number). The new address is create as a ship-to address
type for the customer’s business relation.
• Indicate that another customer—of the same or different business relation—is the ship-to
address of a specified customer; in this case, the same code and address information is used. A
customer can be the ship-to address of only one other customer, and the address used is the
headoffice address.
• Indicate a customer’s end user is also a ship-to address. In this case also, the same code and
address information is used.
• Specify a new ship-to code and associate it with an existing address with the ship-to type
defined for a customer’s business relation. In this case, the existing address is shared by
multiple codes; if you change the address, it is changed for all codes referencing it.
E-Mail Notification
If you have set up e-mail notification, the system sends notifying e-mails to recipients with the
relevant roles when customer, supplier, employee, or end-user records are created.
Example: Customer Data Incomplete
E-mails advise users that operational data should be entered for the new records created in the
Enterprise Financials. For example, when a new customer is created in Enterprise Financials, the
associated record must be updated in Customer Data Maintenance; the customer cannot be used in
sales orders until the customer data is updated using Customer Data Maintenance.
Customer Addresses
Values associated with a customer address:

• Determine default field values in other functions
QAD references three customer addresses for a sales order:

• The sold-to customer places the order
• The bill-to customer pays the invoice
• The ship-to customer receives the order
• A dock address can be used when additional delivery detail is required as in a specific
dock number at a warehouse or in the case where docks on opposite sides of a warehouse
have different street addresses.
Sales Order Setup
The system stores operational address codes in one table and uses list type to identify the type of
address each code represents. List types are assigned automatically based on the program used to
create or update the code. In addition, user-defined address list types can be created. An address
can have multiple list types. The following system-assigned list types are valid: Slsprsn;
Company; Enduser; Customer; Ship-to; Supplier; Dock; Carrier; Engineer.
Customer Data Maintenance
Customer Data Maintenance (formerly Customer Maintenance) is located in the Addresses Menu
under Master Data.
• Salesperson: Enter the primary salesperson for this customer. Checking Multiple opens a pop-
up window that allows up to four salespersons to be linked to this customer, The Ship Via is
the default method and defaults to other documents. Regions are user defined and are set up in
Region Maintenance. Site is the default ship-from site for this customer. The language code is
set up in customer create and is the language you prefer to communicate to this customer with.
• Clicking Next advances to the next frame of customer data.
You can use customer class when allocating scarce inventory by running Sales Order Auto
Allocations for a range of customer class codes. The first allocation can go to the highest class of
customers, the next to the next highest, and so on.
Other fields in this frame are either self-explanatory or covered in detail in the user guide.
Next in sequence is a pop-up frame with the customer tax data. The various codes are set up in
Global Tax Management. Setup of specific taxing information is beyond the scope of this course.
Customer credit data defaults from accounts receivable. Here a global discount percent can be
entered for anything this customer buys. You can also indicate if the customer requires a purchase
order to be referenced on the sales order.
The next frame lets you specify the freight list and terms
The last frame in Customer Data Maintenance is for Enterprise Material Transfer customers. This
setup is covered in the EMT course.
Master Comments
Master comments do more than store and organize textual information for an item. They can also
be copied into documents such as purchase orders, sales quotations, and sales orders.
Master Comment Maintenance
Master comments differ from transaction comments in that they can be used throughout the
system, while transaction comments can only be used with a transaction.
• They remain in the system until deleted
• Anyone with access to master comments can review or change any comment
• Comments can be categorized by code in the Type field
Comments in sales orders can be:

• Associated with customer number and/or line items
• Incorporated into the sales order header or line item (copied into the document)
Note The type code and language code are both user-defined.
Example
• Lengthy descriptions of specifications
• Standard shipping directions
• Descriptions in multiple languages
Item Data for Sales Orders
Many fields associated with the items placed on sales orders can affect aspects of the order
processing. Two separate functions are described here:
• How to set up an item so that the customer can order it using their own number
• How to indicate that an item is not an inventory item
Customer Item Numbers
A customer may prefer to order using their own item number or an industry standard number
rather than the one your company uses.
Customer Item Maintenance
Use Customer Item Maintenance to set up a cross-reference between

• Your item numbers and customers’ own item numbers
• Both item numbers or one of them can optionally appear on all sales and shipping
paperwork
• Internal numbering systems
• By leaving the Customer/Ship-To field blank, it may be used for internal numbering
systems, such as a catalog number
Set Up Memo Items
• Use Item Master Maintenance to enter to a non-blank value for the Memo Order Type.
• Memo items have no effect on inventory or MRP when placed on a sales order.
• Memo Order Type is validated against values defined in Generalized Codes Maintenance for
field pt_memo_type; the entered value defaults to the Type field in:
• Sales Quote Maintenance
• Sales Order Maintenance
• Pending Invoice Maintenance
• Scheduled Order Maintenance
• RMA Maintenance
Price Lists
Pricing is discussed briefly here. Sales order pricing is covered in Training Guide: Best Pricing.
Pricing in QAD Enterprise Applications
Two basic models are used when pricing with price lists:
• Best Pricing Model
• Sales Orders and Sales Quotes
• Issue lines on Service/Support Management return material authorizations
• List/Discount Pricing Model
• Scheduled Sales Orders
• Supplier Scheduled Orders
• Service/Support Management returns to suppliers and RMA receipt lines
Introduction to Best Pricing
Sales Order pricing lets you create price lists that accommodate a wide range of pricing situations.
• The system determines the best price using analysis codes: flexible categories of items and
customers
Sales Order pricing includes the Analysis Code menu and the SO/SQ/RMA Issues Pricing menu.
• Sales order price lists are used to price orders created in
• Sales Order Maintenance and Sales Quote Maintenance
• RMA Maintenance
• This functionality is covered in a separate course
Item Cost Maintenance – Price
In Item Cost Maintenance you can enter a default price for all items. This is the last place the
system looks to find a price for an item, if the price cannot be found on a price list.
Company Addresses
Enter a unique code to identify an operational address record. Set up operational addresses for
each of your company sites and at least one bill-to company address for invoicing and ship-to
address for purchasing. Each site will have a company address code equal to the site code.
The actual address record comes from the business relation. So you may have several sites at one
address that refer to the same business relation.
Exercise: Customer Setup

Adding a new customer is similar to adding a salesperson. You create the business relation then
use Customer Create to add banking, tax, payment, credit and other accounting information. Then
use Customer Data Maintenance to complete the setup. In this activity we will add information to
an existing customer. If you have time the instructor may suggest you add a new customer.
Set Up Generalized Codes
1 Use Generalized Codes Maintenance (36.2.13) to add a region code.

Field Data
Field Name: cm_region
Value: Bay
Comments: US Bay Area
Set Up Customer Records
2 Use Customer Data Maintenance (2.1.1) to set up the customer data as follows. Accept the rest
of the data as is.
Field Data
Customer: 10C1000
Salespsn1: 10SP03
Ship Via: UPS
Region: Bay
Site: 10-300
Customer Credit Data
Disc Pct: 2%
Customer Freight Data
Freight List: 20FRT
Min Frt Wt: 1
Freight Terms: ADD
Set Up Address List Type
3 Use Op Address List Type Browse (2.10) to review list types already assigned by the system.
4 Use Op Address List Type Maintenance (2.9) to add a code indicating a customer with whom
you cooperate on advertising.
Field Data
Address: 10C1000
List Type: CoOpAd
Master Comments
5 Use Master Comment Maintenance (2.1.12) to add the following comment for the master
reference 10C1000 and Language US:
Customer requires Sales Order number Purchase Order number cross reference, and their
customer item number detail on all communications.
Sales Order Control
Sales Order Control contains the basic parameters that determine how sales orders are processed
by the system. Additional setup parameters are established in Sales Order Accounting Control.
Sales Order Control
Note Sales Order Control has three screens. Clicking Next advances to the next screen.
Qty Available to Allocate. Controls how the system determines the number of items available
to allocate. The calculation is the same for all items and sites:
• 1 calculates the quantity available for a new order (including released work orders) by
subtracting the quantity already allocated to other orders in the near future (determined by
the number in the Allocate Sales Order lines due in Days field)
• 2, 3, and 4 are not time-sensitive and allocate all quantities demanded against the total
demand in the system, including MRP
Allocate Sales Order Lines due in Days. Determines the allocation window for sales orders:
• 0 = no allocations
• Similar fields in the RMA/RTS Control and Engineer Order Control affect RMA issue
lines and SEO in the same way
• The system only attempts to allocate order lines with a due date within the range defined
by this field
• For orders due outside the range, Quantity Allocated defaults to 0 regardless of available
quantity
Limit Allocations to Avail to Allocate. Determines how the system handles shortage situations:
• No = Quantity Allocated defaults to Quantity Ordered even if a sufficient quantity to
allocate does not exist
• Yes = Quantity Allocated never exceeds the quantity available

• If there is no quantity available to allocate, Quantity Allocated defaults to 0
Detail Allocations. Specifies whether detail allocations are usually made during order entry.
Detail allocations function to assign specific inventory lot/serial numbers and locations to be
shipped on an order.
• Yes: Detail allocations are made during Sales Order Maintenance
• No: Detail allocations are not normally entered on the order
• The default value displays and can be changed on each line item
Note The system automatically generates detail allocations when sales order, distribution
order, or RMA packing lists and work order picklists print.
ATP Enforcement Enabled. Enter Yes to activate ATP calculation functions for order line-item
processing.
ATP Horizon. Enter the number of days from the current system date that the system should
consider when determining ATP.
Family ATP Calculation. If you use ATP for family items, review field help for which formula
to use.
Calculate Promise Date. Enter Yes to calculate the promise date automatically for order-line
items. When this field is Yes and you have set up delivery times in Delivery Transit Time
Maintenance, the system calculates promise dates.
Note Entering a promise date manually in the order header frame prevents the system from
calculating a promise date for order lines when you enter the lines. However, if you subsequently
modify the due date on a line, the system recalculates the promise date when this field is Yes.
Pick Only Allocated Lines. Specifies whether only lines with allocated quantities should print
from the Sales Order Packing List function:
• Yes: Only line items with a non-zero quantity allocated are printed
• Normally set to Yes when allocations are being used. This enables the sales desk, not
the shipping clerk, to control shipments since only allocated quantities print on the
packing list, which tells the shipping department what to ship. This process requires
that you use packing lists to communicate shipping priorities.
• No: All lines with a non-zero open quantity are printed, regardless of the quantity
allocated
Packing lists for sales orders, service engineer orders, and RMA issue lines can be printed
using Sales Order Packing List. A number of other fields affect how allocations occur:
• Qty Available to Allocate
• Limit Allocations to Avail to Allocate
• Allocate Sales Order Lines Due in Days
Note If you do not use packing lists, you can choose not to use allocations. Allocations can be
turned off by setting Allocate SO Lines due in Days to zero, Limit Alloc to Avail to Allocate to
No, and Pick Only Allocated Lines to No. For RMAs, Allocate Days must be set to zero in
RMA/RTS Control and for SEOs, Allocate SEO Lines Due in Days must be set to zero in Engineer
Order Control.
See in this training guide: Print Only Lines to Pick on page 137
Are Sales Orders Printed. Indicates whether confirmed orders are normally printed
• Yes does not prevent sales orders from being printed
• It is the default display when a new sales order is entered, and can be changed
• The Sales Order Print function only prints sales orders with the print flag set to Yes
Keep Booking History. Indicates whether booking history is maintained

• Yes = the system keeps an audit trail of all incoming sales orders, including new orders
added or existing orders changed
• A record is kept in transaction history and identified as type ORD-SO with the item,
order quantity, price, cost, date, userid, and other information
• You can review this information using booking inquiries and reports
• Detailed transaction history can be reviewed using Transactions Detail Inquiry
(Inventory Control Transaction History menu)
• With booking history, a transaction history record is kept for all additions and changes
• If you enter a line item with a quantity of 100 but you meant to enter a quantity of 10,
the system tracks the booking for the initial quantity of 100
• When you correct the mistake, the system creates two more booking history entries,
one for -100 and another for the correct quantity of 10
• Therefore, you may end up with many booking history records
Note Examine the booking history reports available and decide whether you really plan to use
them before you consume space with booking history.
Shipping Lead Time. The usual number of calendar days elapsing between the date the order is
entered and the date it is scheduled to ship to the customer location
• If orders are shipped immediately, this can be left as zero
• When you first enter an order, the due date defaults to the system date plus the shipping
lead time, indicating the normal quoted shipping date
• The operator can manually change the sales order due date
• This is useful for ensuring that promised delivery dates are reasonable
• Usually time elapses between order taking and shipping varying from one hour to
several days
• Check your company's normal elapsed time before setting the shipping lead time
See in this training guide: Due Date on page 117
Sales Order Header Comments. Indicates whether comments are normally entered on each
sales order header
• Information associated with the header of an order usually applies to the entire order and
prints at the top of the order
This setting does not control whether comments can be entered, but determines the default that
displays whenever you enter an order
• Yes: The order comment flag defaults to Yes
• When the comment flag on an order is set to Yes, the transaction comment screen
displays for the user to enter comments, which can be flagged as printing or non-
printing
• No: It defaults to No
• If you normally do not use comments, set this flag to No to avoid being prompted each
time with the comment entry screen
• The flag can be changed manually on an order
Sales Order Line Comments. Indicates whether comments are normally entered on each order
line
• Information associated with the line of an order usually applies to a specific line item and
prints following that line
Note This setting works the same as the Sales Order Header Comments field.
Ln Format S/M. The method for entering sales order and invoice line items. Values must be S
or M:
• Single: You can display and maintain detailed information for each line item. The default
is Single
• Multi: You can enter basic information such as item, quantity, and price for up to 12 lines
on a single screen. Dates, site, location, tax status, and GL accounts simply default
Note You must use Single line format to access and change this information.
• The normal method of entry display is entered in Sales Order Control
• You can change the method at any time during order entry, and flip back and forth between
single and multi line format
See in this training guide: Line Items on page 116
Note When you first implement QAD Enterprise Applications, use single line entry mode. It
requires only one additional keystroke per line and gives you much more functionality.
Next Batch: Specify the next batch number to be assigned when you run Invoice Post and
Print. When assigning a batch number, the system uses the current value, then increments the
field by one.
When you post invoices, the system associates the batch number with all the invoices posted at
the same time. The customer invoice record includes the batch for reference and it can be used
for searches and reporting.
Sales Order Prefix, Next Sales Order. Establishes indentifiers for Sales Orders and Invoices
• System updates Next Sales Order as orders are created
Integrate with AR, SA, TrM. Determines the relationship with these modules
• Set to Yes to integrate with Accounts Receivable, Sales Analysis, and Trade Management
Note Forecast Simulation requires two years of sales history, which is kept in Sales Analysis.
Confirmed Orders. Indicates whether orders are normally entered as confirmed

• This flag displays as the default when a new sales order is entered, but it can be changed
• Yes: Sales orders are normally entered as confirmed orders
• No: They are not confirmed when entered, but require a separate confirmation step
• Confirmed orders are allocated, consume forecast, and create demands for material
planning. Unconfirmed orders do not. They are not considered firm orders until a separate
Sales Order Confirmation function is processed.
Note In a high volume order entry environment, you can choose to enter all orders as
unconfirmed and confirm them later in batch. This allows orders to be entered quickly with less
processing during order entry. But order promising will be more difficult because allocations do
not take place until the order is confirmed.
See in this training guide: Confirm the Sales Order on page 123
Fiscal Start Month. Values can be 1 through 12
• The default is 1
• The fiscal start month for Sales Analysis
• All reports and inquiries print monthly sales history starting with this fiscal month
• if the fiscal start month is set to 7, all Sales Analysis reports start in July and show 12
months of history
• Sales Analysis history is maintained in 12 monthly time buckets
• These do not correspond to your General Ledger fiscal calendar periods
• They are always calendar months
• Sales history is posted to a month based on the invoice date
See in this training guide: Fiscal Year and Calendar Year Reporting on page 265
F.O.B. Is the normal Free On Board (FOB) terms on sales order shipments
• Validated against predefined values entered in Generalized Codes Maintenance, if any
• Is the default FOB on all sales orders, pending invoices, and RMAs
• It can be changed manually during order entry
• Prints on formal documents, such as sales orders, invoices, packing lists, and RMAs
• Identifies the terms of a shipment, including when ownership of the goods transfers from
the seller to the buyer
• For example, FOB Destination means title passes to the buyer at delivery
• Used by some companies to identify who pays the transportation charges
• For example, FOB Destination – Collect means the same as above, except the buyer
pays transportation charges
The second Sales Order Control screen is used for EMT processing, which is covered in the
Enterprise Material Transfer course.
Auto Batch Confirmation. Specify whether to confirm a sales order in batch immediately after
entry. With this field set to Yes, you have the option to confirm through batch processing any
unconfirmed Sales Order detail lines you enter. Batch processing of these lines improves
performance, particularly at a multi-database environment across a network.
Confirmation Batch ID. If a batch ID is entered, the report does not print right now. The request
is put in a queue for later batch processing.
Confirmation Printer. Identifies where to send the output from this report or Inquiry/Browse.
Can be a terminal (character), window (GUI), printer, or file name
SO Edit ISB Defaults. Controls appearance of Installed Base Detail frame in Sales Order
Maintenance
• Yes opens a pop-up window where you can override the defaults
• No skips this window
SO Returns Update ISB. Determines whether the system should attempt to delete the installed
base record for items returned on a sales order
• If Yes and other conditions are met, you are prompted to enter an ISB reference during
Sales Order Maintenance
• If No, the system does not attempt to update the installed base for negative order quantities
on sales order lines
Auto Batch Confirmation. Specify whether to confirm a sales order in batch immediately after
entry
Confirmation Batch ID. If a batch ID is entered, the report does not print right now but is put in
a queue for later batch processing
Confirmation Printer. Identifies where to send the output from this report or Inquiry/Browse.
Can be a terminal (character), window (GUI), printer, or file name
Pend Inv Update ISB. Yes allows capability updating the installed base from Pending Invoice
Maintenance
Forecast Consumption. Relationship with MRP for planning
Consume Fwd. The number of future forecast periods that can be consumed by a sales order if
no forecast remains in the period in which the order is due
Consume Back. The number of past forecast periods that can be consumed by a sales order if
no forecast remains in the period in which the order is due
Auto Batch Shipment. Specify whether to process the inventory and accounting portions of a
sales order Shipment in batch immediately after entry
• Batch processing of these transactions improves response to the user, particularly at a
multi-database environment across a network
Shipment Batch ID. If a batch ID is entered, the shipment transaction will be processed in that
batch run
Shipment Batch Printer. Identifies where to send the output from this report or Inquiry/Browse
• Can be a terminal (character), window (GUI), printer, or file name
Check Customer Item Nbr First. This field determines whether the system searches customer
or internal item numbers first when evaluating line items entered in the following transactions:
• Sales Quote Maintenance
• Sales Order Maintenance
• Customer Scheduled Order Maintenance
• Pending Invoice Maintenance
• RMA Maintenance
Sales Order Accounting Control
Print Only Lines to Invoice. Specifies whether all sales order line items or only lines with non-
zero quantity to invoice should print on invoices
• Yes = only sales order lines with a non-zero Quantity to Invoice print on invoice
documents
• Any unshipped items or any items that have already been invoiced do not appear
• No = all sales order line items print on the invoice but only those with a non-zero Quantity
to Invoice are included in the total
• This is a default; it can be changed on the Invoice Print function
See in this training guide: Invoice Post and Print on page 159.
Calculate Freight by Sites. Determines whether freight charges are calculated based on the site
on the order header or by the site on the order line item
• If this flag = Yes, freight charges will be calculated using the site entered on the order line
item
• If this flag = No, the freight charges will be calculated based on the site entered on the
order header
Comm on Margin not Sales. Determines whether sales commissions are calculated based on
the sales margin, or on the sales amount
Price Table Required. If Yes, only items from an existing price list can be entered, and only if
the price list item, unit of measure, and currency match the order item, unit of measure, and
currency exactly
• If No, items can be entered whether or not a price list exists
Vary Pricing Date by SO Line. Determines whether or not the pricing date can be modified for
each sales order line item or each RMA issue line item
Minimum Shipment Amount. Specifies the minimum order value (in base currency)
• The system displays a warning message in Sales Order Maintenance, Sales Order
Shipments, and Pending Invoice Maintenance if the order value (in base currency) is less
than the control value
Print Shipper Number On Invoices. Yes or No
Use SO Freight List Trailer. A trailer code associated with the freight list on the order header is
used during order processing.
Taxable / Non-Taxable Trailer Codes. Specify frequently used codes as defaults (Trailer Code
Maintenance)
Enable Rounding Function. Enter Yes to enable invoice currency rounding for sales orders and
customer schedules. When this field is Yes and you press Go, the system displays additional
frames that let you specify the rounding methods used between combinations of currency,
ship-from, and ship-to address. You also specify the GL account and sub-account used to track
rounding differences. The top frame lists existing records. Use the bottom maintenance frame
to add or modify records.
Hold Orders Over Credit Limit. Default during credit verification.
SO Interest Accrued and Applied Accounts. Used to track calculated credit term interest.
Allow Maintenance of Reviewed Orders. Leave unchecked to prevent orders from being
modified using one of the following programs after they have been reviewed by a credit
controller: Sales Order Maintenance, Pending Invoice Maintenance, RMA Maintenance,
Material Order Maintenance, or Call Activity Recording.
Sales Channels
A Channel is an optional code used to identify the distribution channel through which the sales
quote, order, or invoice originated. Channels are created with Generalized Codes Maintenance
(36.2.13) against the field so_channel.
Example Sample, Export, OEM, Distributors, and Warranty
• Deviates from normal sales and cost of goods sold accounts in Product Line Maintenance
• Redirects sales and cost of goods sold monies to the general ledger
• Works with Customer Type in Customer Data Maintenance, which is another optional code
classifying customers by type, such as RET for retail customers and WHSL for wholesalers
Sales Account Maintenance
The basic account structure for tracking sales and cost of goods sold is defined in Product Line
Maintenance.
Using Sales Account Maintenance you can modify the account code structure for sales and cost of
goods sold by any combination or Product Line, Site, Customer Type and Channel.
Channel. Validated against predefined values entered in Generalized Codes Maintenance, if
any
The system uses the combination of site, product line, customer type, and sales channel to
determine what sales and cost of goods sold general ledger accounts to use.
• Cost of goods sold amounts are posted by the Sales Order Shipment or Pending Invoice
Maintenance functions
• Sales amounts are posted by the Invoice Post
Site, product line, and channel can be entered on the sales order. Customer type is accessed
automatically based on the customer ship-to address.
Example You can selectively split out sales amounts for the general ledger in much more detail.
If you supply medical products, you can track sales to customer type Hospital separately from
sales to customer type Doctor. Or, you can track Retail channel sales separately from Wholesale
channel sales at each site.
Note If no specific accounts are entered here, sales are posted by product line. If you do not use
channel or type, but want to set up accounts by site, leave channel and type blank.
Exercise: Customer Items and Sales Order Control

1 Use Customer Item Maintenance (1.16) to set up customer item number for item 03021.
Field Data
Customer/Ship-To: 10C1000
Customer Item: P0001
Item Number: 03021
Display Customer Item: P0001
2 Use Item Cost Maintenance (1.4.9) to set the price of item 03021 to 45.00.
3 Use Sales Order Control (7.1.24) to verify or set the following settings. Others can be left at
the default.
Field Data
Shipping Lead Time: 1
Ln Format S/M: Single
ATP Horizon: 15
Calculate Promise Date: Yes
Sales Order Prefix: SO
Next Sales Order: 001
Integrate with SA: Yes
Confirmed Orders: Yes
Forecast Consumption
Consume Forward: 10
Consume Back: 10
Check Customer Item Nbr First: Yes
4 Use Sales Order Accounting Control (36.9.6) to verify or set the following settings. Others can
be left at the default.
Field Data
Company Address: 10-300
Default Daybook Set: 10-SALES
Calculate Freight by Site: Yes
Commission on Margin not Sales: No
Taxable Trailer Code 1: 11
Non-Taxable Trailer Code 1: 10
Hold Orders Over Credit Limit: Yes
SO Interest Accrued Acct: 1475 - HO
SO Interest Applied Account: 4675 - HO
Allow Maintenance of Reviewed Orders: No
Customer Type and Channel
5 Use Sales Account Maintenance (1.2.17) to assign GL accounts to the following combination
of product line, site, customer type, and channel. Accept all the default accounts.
Field Data
Product Line: 10
Site: 10-300
Customer Type: WHSL
Channel: Direct
Chapter 4
Basic Sales Order Process

Overview
Basic Sales Order Process 113
This diagram shows the suggested steps for processing a typical sales order. Please note that sales
quotes will be skipped at this time and covered in the next chapter. Items with a single asterisk are
required, but are covered at length in another course.
Four modules are typically involved in the sales order process:
• Sales Quotations
• Sales Orders/Invoices
• Configured Products
• Sales Analysis
See in this training guide: Sales Quotations on page 231 and Sales Analysis on page 261
QAD Enterprise Applications also supports many optional features that can be used with sales
orders. These are covered in the next chapter.
See in this training guide: Optional Sales Order Features on page 171.
Depending on your company requirements, you may complete some or all of the above procedures
when processing a sales order.
Procedures that are typically required to process a sales order include:
1 Entering/creating the sales order
2 Processing the shipment of the items on the sales order
3 Posting and Printing the invoice
Enter the Sales Order
A sales order consists of a header, line items, and a trailer. Each part is displayed in a separate
frame.
Header
The header frames include the sales order generic information that defines customer information
and applies to the entire order:
• Order number
• Dates: Order Date, Due Date, Required Date, Promise Date, and Pricing Date
• Customer name and address: sold-to address and/or bill-to address
• Ship-to name and address
• Credit terms
• Freight list
• Shipping remarks
• Comments can follow to describe in more detail the terms or instructions associated with this
order
Line Items
After completing the header information, you enter specific line items in the Sales Order Line
frame. The line item frame includes all items on the order.
Each line item lists:
• Item number
• Quantity ordered
• Unit of measure
• Pricing information
Note Best list price, discount percentage, and net price are determined by the system based on
analysis codes and defined price lists.
Enter line items in single or multiple-line mode:
• Mode is specified by the default you set in Sales Order Control
• You can switch between the two modes within an order
Trailer
When all line items are entered, QAD Enterprise Applications displays the trailer frame:
• Totaled line items
• Calculated taxes
• Optional order discounts
• Freight charges: calculated automatically on a bulk or unit basis
• Optional miscellaneous charges
• Total value of the sales order
Sales Order Maintenance: Header
You can create a sales order or view an existing sales order using Sales Order Maintenance.
• Each entered sales order or pending invoice is identified by a sales order number, entered
manually or system assigned
• Sales order numbers select information to appear on reports and inquiries
Sales order numbers must be unique.

• The system automatically assigns a number for the next sales order number
• Leave sales order number blank for a system assigned number
• The system records the next sales order number in Sales Order Control and increments it
automatically
Due Date. The system calculates the due date by adding the specified Shipping Lead Time
from Sales Order Control to the Order Date
• The due date is the date the system uses for MRP and for determining shipping priorities
• You can change this field
Note You can also specify the Order Date, Required Date, Promise Date. These dates are not used
by the system and are for your reference only.
Pricing Date. Defaults to one of the other four dates, depending on the setting of SO Default
Price Date in Pricing Control
• This date is used in the search for effective price dates
Line Pricing. Defaults from the setting of Price SO by Line in Pricing Control
• For a new sales order or RMA, determines whether the system prices each line item as it is
entered, or waits until the end of order entry before calculating prices
• No: The system prices each line without considering other lines on the order. This may not
be the best price, since additional item quantities on other lines may qualify a line for a
different price list
• Yes: The system prices each line item as it is entered in relation to other lines on the order
and displays the best price
Note In either case, if prices change because of quantity breaks the system recalculates them
at the end of order entry.
• Affects a new order being entered in the system; when you are maintaining an existing
order this setting has no effect
• Depending on how price lists have been set up, successive lines on an order can affect the
price of line items previously entered
Example When lines 1 and 2 are for the same item (or break category), the combined quantity
can qualify line 1 for a different price list (with better prices). The system always adjusts prices
affected in this way when order entry is complete.
Note If you expect repricing to happen often or do not need to know exact prices as you enter
an order, you can save time by telling the system to hold these pricing calculations to the end
of the order. Setting Line Pricing to No can improve performance during line item entry.
Manual. A price list to be considered for line item pricing on this order in addition to the ones
that the system selects as potential price list candidates
• When a price list is defined in Sales Order Price List Maintenance, you can optionally
mark it as manual. In this case, the system never considers it for pricing unless it is entered
by the user in the Manual field on an order header.
• If a price list is entered, it is included as a price list candidate when the system selects
price lists to consider for this order
• Specifying a manual price list only marks it to be considered
• The system still determines the best price according to the rules and codes previously
set up
• You can add security for this field
Currency. The currency code for this sales order or invoice, uniquely identifying a foreign
currency.
• All sales, purchasing, and accounting transactions can specify a foreign currency, and you
assign entities to a specific currency
• The currency code and current exchange rate must be defined in advance in Exchange
Rate Maintenance
• When an order is entered, the system displays the exchange rate effective on the order date
and lets you change it, optionally flagging this rate as fixed
• This exchange rate is used for reporting purposes
• Usually when the invoice is posted, the system takes the exchange rate effective on the
post date and posts this to Accounts Receivable
• However if you have flagged the exchange rate as fixed, it is not changed by the
system
• Once an order or invoice has been entered, the currency cannot be changed
Warning If you made a mistake and entered the wrong currency, you can only correct it by
deleting the order or invoice and re-entering it.
Sales Order Maintenance: Line Items
Ln Format S/M. The method for entering sales order and invoice line items. Values must be S
or M:
• Single: You can display and maintain detailed information for each line item
• Multi: You can enter basic information--item, quantity, and price--for up to 12 lines on a
single screen
See in this training guide: Ln Format S/M on page 97
Location. For detail allocation, specify a location from which the inventory is to be allocated.
For General Allocation, leave field blank; the system allocates from the default site/location
for the item
Lot/Serial. If doing a detail allocation, specify the site, locations, lot/serial numbers, and lot
references for the allocated quantity for the item
See in this training guide: Detail Allocations on page 95
Qty Allocated. The total of quantity allocated, plus quantity shipped, plus quantity picked
cannot be greater than quantity open on the line item. You can add security for this field.
• A quantity allocated can only be specified for a confirmed order
• For confirmed orders, the system calculates a default based on a number of fields
• Quantity Available to Allocate
• Limit Allocations to Avail to Allocate
• Allocate Sales Order Due in Days

• Allocations reserve inventory so it won't be allocated to other sales orders, RMA issue
lines, intersite requests, or work orders
• Allocations are used to control the shipment of items, especially in shortage situations
when a sufficient quantity of an item does not exist to fill all orders
• Most shipment functions let you set up the quantity allocated or picked for immediate
shipment
• Allocation quantity can be changed manually
• Usually picklists only print the quantity allocated
• Sales Order Manual Allocations or Sales Order Auto Allocations can be used later to
allocate inventory to a sales order or RMA line due outside the allocation window or when
sufficient inventory becomes available
• Sales Order Packing list Print will only detail allocate sales orders whose quantity
allocated is greater than zero
Qty Picked. Quantity picked cannot be greater than the quantity open on the line item
• The quantity printed on a picklist for this line item
• When a picklist prints, the system updates the quantity picked, ensuring that the same
quantity is not printed again on the next picklist printed for this order
• Quantity picked can display as the default quantity to ship during the Sales Order
Shipment function to simplify the entry of shipments
See in this training guide: Qty Available to Allocate on page 94 and Pick Only Allocated Lines
on page 95 and After Printing the Picklist on page 139
Confirmed. Defaults to the value entered on the sales order header
• Indicates whether this order line is considered a firm order
• Yes = the order line is confirmed
• No = the order is not confirmed
Note A confirmed order can have some line items that are not confirmed. If there aren't enough
items in stock, someone needs to review the schedule prior to promising delivery.
• When processing orders that allocate inventory from other sites connected over a network,
if the connection is down enter No here
• Later, when the connection comes up, use Sales Order Confirmation and confirm all
order lines to be shipped from this site
See in this training guide: Confirmed Orders on page 97
Sales Order Maintenance: Trailer
Action Status. You can still allocate inventory for an order on hold, but cannot print a picklist
• If the field is blank, you can release the order
Note If there is any value other than blank in the Action Status field, the order is on hold.
View/Edit Tax Detail. You can record additional tax information on sales orders and pending
invoices
• This feature lets you review (and optionally change) tax amounts
EDI PO Ack. EDI = Electronic Data Interchange

• Yes = sales order is processed by PO Ack Export or PO Ack Export Audit Report
Partial OK. Defaults from the customer record when an order is entered
Confirm the Sales Order
As used in the Header section:

• Yes: order is considered a firm order. A confirmed order can then be allocated, consume
forecast, and create demand for MRP.
• No: Order is not firm. An unconfirmed order cannot be allocated and cannot be seen by MRP.
A separate confirmation step is required.
As used in the Line Item section:
• Yes = line item is firm
• No = item is not firm
Note When you release a sales quote to a sales order, the Confirmed fields are set to Yes in the
header section and the line item section. You cannot modify these fields. When you create a new
sales order, the Confirm fields default from the value of Confirmed Orders in Sales Order Control,
but you can modify them.
See in this training guide: Confirmed Orders on page 97 and Confirmed on page 121
Sales Order Control
To confirm an order by batch mode,

• Set the Auto Batch Confirmation field to Yes in Sales Order Control
• With this field set to Yes, you have the option to confirm through batch processing any
unconfirmed Sales Order detail lines you enter
• Batch processing of these lines improves performance, particularly at a multi-database
environment across a network
• With this field set to Yes, after all sales order data is entered, if any unconfirmed detail lines
exist then a popup window appears to inquire about Auto Batch Processing
• If you specify Yes and supply a valid batch and printer ID, the system submits a job to that
batch queue to confirm all lines for that sales order via Sales Order Confirmation
The batch queue specified should have its Permanent field in Batch ID Maintenance set to No.
This ensures that entries to that queue are deleted when processed.
Note An important side effect of setting the Permanent field to No is that if the system goes down
during processing, the order will remain unconfirmed and you will not receive such notification
except when you try to ship the order. The reason that the order remains unconfirmed in this case is
that the batch processor first deletes the entry if it is not marked as permanent before processing
the job.
Confirmed
• Indicates if the order is to be considered a firm order or unconfirmed
• An order can be flagged as unconfirmed but have some line items flagged as confirmed
Example An example of an unconfirmed order may be one that is taken over the phone. You
enter it into the system, but wait to get the hard copy purchase order before you ship it.
Note In a high volume order entry environment, you may choose to enter all orders as
unconfirmed and confirm them later in batch. This allows orders to be entered quickly with less
processing during order entry. But order promising becomes more difficult because allocations do
not take place until the order is confirmed.
Sales Order Confirmation
To confirm an order
• Run Sales Order Confirmation OR
• Confirm by batch mode by setting the Auto Batch Confirmation field to Yes in Sales Order
Control
Verify Credit
This is an optional process for sales orders that is performed by the Credit/Finance department.
You can put credit holds on customers who have reached their credit limit.
Note Credit limits are checked during Sales Order Maintenance. This check can optionally
include other open sales orders. When an order is placed on credit hold, a picklist cannot be
printed, effectively preventing the order from being shipped. However, the SO is still considered
by MRP and can have inventory allocated to it.
Sales Order Credit Maintenance
Use Sales Order Credit Maintenance, Sales Order Auto Credit Hold, and Sales Order Auto Credit
Approval to verify credit:
• Put credit holds on customers that have reached their credit limit
• A sales order packing list cannot be printed until the order has been removed from hold using
Sales Order Credit Maintenance or Sales Order Auto Credit Approval
• A nonblank Action Status does NOT prevent inventory from being allocated or a shipment
from being processed
• Held orders are still considered by MRP
• Placing or removing a hold involves only a change to the Action Status
• Holds can be added and removed with no restrictions
• If an order is held by mistake, reset the Action Status to blank
• No audit trail is maintained
• This function should be security controlled
Note Use Sales Order Credit Maintenance to change single sales orders; use Sales Order Auto
Credit Hold or Sales Order Auto Credit Approval to effect groups of orders.
Sales Order Auto Credit Hold
• Reviews a group of orders and optionally puts a hold on those meeting the specified criteria
• Can check the customer's Accounts Receivable balance plus open orders against the credit
limit and look at the number of days that open invoices are overdue
Note If you are using EMT, primary customer sales orders are placed on credit hold by this
function and additional processing takes place for any associated EMT Sales Order lines. The
status on the related EMT Purchase Order is set and is transmitted to the Secondary Business Unit.
The status change is applied to the secondary sales order (putting it on credit hold).
Sales Order Auto Credit Approval
• Reviews a group of orders and optionally removes holds from those meeting the specified
criteria
• Can check the customer's Accounts Receivable balance plus open orders against the credit
limit and look at the number of days open invoices are overdue
Note If you are using EMT, primary sales orders are removed from credit hold by this function
and additional processing takes place for any associated EMT sales order lines. The status on the
related EMT Purchase Order is set and is transmitted to the Secondary Business Unit. The status
change is applied to the secondary sales order (removing the credit hold).
Allocate Inventory
Allocating inventory is the process of reserving items to fill an order.

Note Allocation is covered at length in the Training Guide: Allocations and Shipping. If you are
taking this course as a part of the Sales Order Management course set, Allocations and Shipping
will be the next course covered.
Print the Sales Order
Printing sales orders in QAD Enterprise Applications is performed using the Sales Order Print
menu item.
Sales Order Print
Sales orders print in the same three section format as they are created in the system:
• Header
• Line Items
• Trailer
Note If you select a range of sales orders to print, the system skips any orders in that range being
entered in Sales Order Maintenance or Pending Invoice Maintenance, during the print run.
After printing the sales order
• Print Sales Order field in Sales Order Maintenance = No
• To reprint, change the Print Sales Order field back to Yes and reprint using
Note The quantity shown on the sales order is the quantity open. If you reprint the sales order
after shipment, the quantity does not reflect the original quantity ordered.
Exercise: Sales Order Maintenance

In this activity, you will practice entering confirmed and unconfirmed sales orders for inventory
items.
Initial Setup
1 Use Receipts Unplanned (3.9) to receive the following items into Site 10-300; supply lot
numbers where required.
Item Quantity Location Lot
03021 100 010 001
03022 200 010 001
03023 300 010 001
Sales Orders
2 Use Sales Order Maintenance (7.1.1) to create a new sales order.

a Enter the sales order header.
Field Data
Sales Order: SO001
Sold To: 10C1000
Bill To: 10C1000
Ship To: 10C1000
Due Date: [Two weeks from today]
Confirmed: No
Taxable: No
Credit Terms: 30D
Freight Data
Freight List: 20FRT
Freight Terms: ADD
Calculate Freight: Yes
b Enter two sales order lines.

Sales Order Line 1
Ln: 1
Item Number: 03021
Qty Ordered: 100
Sales Order Line 2
Ln: 2
Item Number: 03022
Qty Ordered: 150
c End lines and advance to the trailer frame. Review the freight data.
d Complete the order.
3 Enter a second sales order. Let the sales order number default and use the same customer.
a Enter the sales order header.
Field Data
Sales Order: SO002
Sold To: 10C1000
Bill To: 10C1000
Ship To: 10C1000
Due Date: [One week from today]
Confirmed: Yes
Taxable: No
Credit Terms: 30D
Freight Data
Freight List: 20FRT
Freight Terms: ADD
Calculate Freight: Yes
b Enter a sales order line.

Field Data
Ln: 1
Item Number 03023
Qty Ordered: 200
Qty Allocated: 200
c End lines and advance to the trailer frame. Review the freight data.
d Complete the order.
4 Use Master Schedule Summary Inquiry (22.18) to inquire on items 03021, 03022, and 0323.
What sales orders appear? Why not all of them?
5 Use Allocated Inventory Inquiry (3.18) to inquire on items 03021, 03022, and 0323.
What sales orders are allocated? Why not all of them?
6 Use Unconfirmed Sales Order Report (7.15.9) to review unconfirmed sales orders. Leave all
fields blank and set Include Lines with Unconfirmed Headers to Yes; then direct the output to
Page.
7 Use Sale Order Confirmation (7.1.5) to confirm the unconfirmed orders.
8 Use Master Schedule Summary Inquiry (22.18) to inquire on items 03021, 03022, and 0323
again. You should now see sales orders appear for all the three items.
Print Packing List
Use Sales Order Packing List to print the packing list for a sales order.
You can only print a packing list for sales orders that are not on credit hold (Action Status field is
blank in Sales Order Maintenance).
• Customer Partial OK field defaults from the customer record when a sales quote or order is
entered (it can be changed manually on the trailer frame in Sales Order Maintenance)
• No = the customer will not accept partial shipment
Note When Sales Order Packing Lists are printed, the system checks this field and verifies that
all line items are available (allocated) and can be completely shipped. If they are not, a packing list
does not print for this order (and presumably shipments are not made although the system does not
stop you).
• Yes = a packing list prints (and shipments are made) even if the entire order quantity is not
available
• Whether only some of the line items are ready to ship, or an individual line item can only
be partially satisfied
• The remainder of the order remains (backordered) in the system until it can be shipped
Sales Order Packing List
Picklist shows:
• What items to pick to fill the order
• Where to pick them from (site/location)
• If you specified a lot/serial number (detail allocation) when creating the sales order, this
information appears on the picklist
• If you did a general allocation for the sales order, the system converts the general
allocation to a detail allocation at the time it prints the picklist
Print Only Lines to Pick. Defaults from Pick Only Allocated Lines in Sales Order Control and
specifies whether only allocated quantities should print during this program execution
• Yes: Only line items with a non-zero quantity allocated are printed
• No: all lines with a non-zero open quantity are printed, regardless of the quantity allocated
• Packing lists for both sales orders and RMA issue lines can be printed using Sales Order
Packing List
• Only line items with a non-zero quantity allocated (greater than zero) are detail-allocated
by the Sales Order Packing List Print
• Print Only Lines to Pick is normally = Yes when allocations are being used
• Enables the sales desk, not the shipping clerk, to control shipments since only
allocated quantities print on the packing list, telling the shipping department what to
ship
• This process requires that you use packing lists to communicate shipping priorities
See in this training guide: Pick Only Allocated Lines on page 95
Override Partial OK field. Yes = Allows you to override the setting in the trailer frame of Sales
Order Maintenance and print a picklist for an order even if it can only be partially shipped.
• For orders that do not allow partial shipments, the packing list prints only if all line items
have been allocated
Note This is used in special circumstances when there is a shortage and the customer has
indicated they will accept a partial shipment. This lets you print a picklist without going back into
Sales Order Maintenance to change the Partial OK field.
After Printing the Picklist
• The quantity allocated decreases by the quantity picked (Qty Allocated field in Sales Order
Maintenance)
• The quantity picked equals the picked quantity (shown in the Qty Picked field in Sales Order
Maintenance)
See in this training guide: Qty Allocated and Qty Picked on page 121
Process the Shipment
There are several methods to do shipping in QAD Enterprise Applications:

• Sales Order Shipments method
• Container/Shipper method
• Global Shipping method
Only Sales Order Shipments are discussed here.

Discussed in Training Guide: Allocations and Shipping
Sales Order Shipments
Use Sales Order Shipments to:

• Record the shipment of a sales order
• Approve the order for invoicing
• Reduce the quantity on hand for products shipped
• Increase the Cost of Goods Sold
• Recalculate freight if using freight functions
• Add additional items to the shipment
Processing an SO shipment records that you have fulfilled all or part of your commitment to a
customer. The shipment flags the order as ready for invoicing.
To process a shipment:
1 Specify the SO number, which lists the line items and the quantity open (ordered but not yet
shipped).
2 Most companies use the packing list (which lists the items and quantities to ship) to control the
shipping process. If every item on the packing list was shipped, set Ship Picked to Yes to
process the shipment quickly. This sets the Quantity to Ship to the Quantity Picked for each
line item, and you can press Go to process the shipment.
If using picklists
Ship Allocated = No
Ship Picked = Yes

If you do not print the packing list, but you do use allocations to reserve inventory for
shipment, set Ship Allocated to Yes to process shipments quickly. Like Ship Picked, this sets
the Quantity to Ship for you. With either of these methods, you can always override the
shipment information.
If using allocations
Ship Allocated = Yes
Ship Picked = No
3 The next frame displays all open line items and quantities for the specified order.
a For each line item, enter the quantity to ship and the Site, Location, Lot/Serial, and Ref.
• If you set multi-entry to Yes, another screen pops up for you to enter a list of sites,
locations, lot/serial, and lot reference numbers, and a quantity for each one.
• In multi-database environments, you can ship from sites in remote databases for any line
item, however, the remote site must be entered as the line item site in Sales Order
Maintenance.
b Once all of the information has been entered, press Go.
• Optionally, another screen displays a summary of what you just entered. If it is correct,
press Go to process the inventory update; otherwise, enter No or click Back to go back and
change it.
Warning A warning message displays.
• When the order value (in base currency) is less than the value in the Minimum Shipment
Amount field in Sales Order Control
• When the cumulative quantity shipped exceeds the maximum order quantity
4 Once all the shipping information is entered and you have verified items to ship, QAD
Enterprise Applications displays the trailer information for the order.
You can now enter:
• Freight charges
• Special charges
• Bill of lading (BOL) numbers
• Carrier information
• Invoicing information
5 Once you ship the sales order, the system automatically flags that order as ready for invoicing
and sets the Quantity to Invoice equal to the Quantity Shipped.
a You can enter a specific invoice number if needed.
b You can create an invoice for each shipment or set Ready to Invoice to No to hold up
invoicing until the order is completely shipped.
• No = delays invoicing
• Yes (default) = next time you print invoices, the invoice for the shipped sales order prints
c Once you have shipped and invoiced all line items on an order, the system deletes the SO.
Note You can process SO shipments only against open sales orders. Multiple shipments can be
processed against one order, with one or more shipments against each line item.
A complete audit trail of all inventory transactions is maintained in transaction history (tr_hist).
These can be reviewed using Transactions Detail Inquiry. Each transaction is identified by a
transaction number and a transaction type. The transaction type is ISS-SO.
General Ledger Effects
GL transactions created by inventory movements (type IC) are stored in the unposted transaction
table until they are posted using Operational Transaction Post. Review unposted transactions with
Unposted Transaction Inquiry and Register.
Shipping items creates the following GL transactions, unless the ship type is non-blank. Memo
shipments do not affect Inventory or COGS accounts. However, posting an invoice updates
Accounts Receivable (AR) balances regardless of the ship type.
• Shipment credits the Inventory account defined in Inventory Account Maintenance for the
product line, shipment site, and location. If the shipment includes items from more than one
site, the appropriate balancing entries are made to the Cross-Company Inventory Control
accounts defined for the domain referencing the intercompany codes associated with the
entities.
• Shipment debits the COGS Material, COGS Burden, COGS Labor, COGS Overhead, and
COGS Subcontract accounts defined in Sales Account Maintenance for the product line,
shipment site, sales channel, and customer type.
Note If the Sum LL Costs Into Matl Cost field is Yes in Inventory Control, all lower level
manufacturing costs are posted to the COGS Material Acct.
See in this training guide: General Ledger Effects in Sales Orders/Invoicing on page 283
Correcting a Transaction
If you process an incorrect quantity in this transaction, you can reverse the transaction by
processing the same transaction again with a negative quantity. Be sure to enter the same site,
location, lot/serial, and lot reference numbers as you entered on the original transaction. After you
reverse out the original entry entirely, process this transaction again with the correct quantity. This
maintains a complete audit trail.
If the SO no longer exists, you must reenter it in Sales Order Maintenance. All information must
match the original SO.
It is possible to bypass the Sales Order Shipments step. An SO can be entered and shipped using
just Pending Invoice Maintenance. This should be used only for non-inventory shipments or
miscellaneous credits, since entering a Quantity to Invoice in Pending Invoice Maintenance
decreases inventory balances.
See in this training guide: Pending Invoice Maintenance on page 157
SO Container Maintenance
You can assign items to containers, which lets you confirm shippers in fewer steps, such as
container by container rather than item by item. SO Container Maintenance records details on:
• Racks
• Boxes
• Crates
• Bags
• Other conveyances used to package and transport items (other than containers)
A container is a subset of a shipper, holding any number of different items (or other containers).
Containers conveniently group items, but are not a required part of a shipper.
• You can list items directly under the shipper
• Each container can consist of other containers as well as any number of items
• You are prompted for containers first (the containers must already be defined), until you
press End
• Then you can enter any items that are not in containers
• When you finish processing items, press End to enter the Measurements frame
• Since containers can be nested, first enter containers that hold items only
• After those containers are detailed, you can define containers that consist of other
containers, such as boxes within crates
• You can send container information to a customer as part of an ASN (advanced ship notice)
when your shipment leaves the dock, or you can send it with the shipment, like a packing list
Note Containers must be defined in the item master data before they can be used in SO Container
Maintenance.
When you confirm the shipper in Pre-Shipper/Shipper Confirm, inventory and financial effects
occur. SO Container Maintenance and SO Shipper Maintenance only set up the shipper, and have
no financial effects.
Sales Order Shipper Maintenance
Create a shipper by first using SO Container Maintenance to specify the items in each container.
Then use SO Shipper Maintenance to group the containers and add any items not in containers to
create a complete shipment. When the items are shipped, Pre-Shipper/Shipper Confirm takes the
items out of inventory exactly as described on the shipper. A shipper is used to select and ship
inventory. A shipper record/packing list can be printed, and an ASN (advance ship notice) can be
transmitted when the shipment leaves your dock.
SO Shipper Maintenance records:
• Item numbers
• Quantities
• Purchase orders being shipped
Each shipper can contain any number of containers as well as items that are not in containers.
• You are prompted for containers first, until you press END
• Then you can enter any items that aren't in containers
• When you finish processing items, press END again
At the top of the line maintenance frame titled Contents(Items) are 4 fields used to select the order
this shipper line is being prepared for: Item, PO Number, Order, and Line.
If this shipper item is from a Customer Scheduled Order:
• Specify Item and PO Number. Press Go. Order and Line will fill in
Or
• Specify Item, Order, and Line. Press Go. PO Number will fill in
Or
• Specify PO Number, Order, and Line. Press Go. Item will fill in
Or
• Specify Order, and Line. Press Go. Item and PO Number will fill in
If this shipper item is from a sales order:
• Specify Order, and Line. Press Go. Item and PO Number will fill in
Note If there are no scheduled orders in the database, Item and PO Number are not prompted.
Containers are predefined in PO Container Maintenance, so when you specify a container ID, that
container's items are implicitly attached to this shipper.
When you confirm the shipper in Pre-Shipper/Shipper Confirm, inventory and financial effects
occur. SO Shipper Maintenance only sets up the shipper.
Note This function does not update inventory balances or create GL transactions for SO receipts
and inventory accounts.
Pre-Shipper/Shipper Confirm
Use Pre-Shipper/Shipper Confirm to record shipments of orders and to do the following activities
in the process:
• Issue the shipment to a customer and flag it for invoicing or automatically post the invoice
• Decrease inventory and update the general ledger
• Transform pre-shippers into shippers
• Create, print, and post invoices based on shipments
• Export a shipper as an Advance Shipping Notice (ASN)
When you confirm a pre-shipper:

• The system converts it to a shipper before the actual confirmation process occurs
• The shipper number is assigned based on the Number Range Management (NRM) sequence
ID from the shipping group of the shipment, or from Shipper Control
• If the NRM sequence is an internal sequence (system generated), the system generates and
displays the shipper number
• If the sequence is external, the system prompts you for an entry and validates the results
• The system propagates the new shipper numbers to all records linked to the converted pre-
shippers, including containers, line items, and carrier detail records
The following applies when confirming pre-shippers or shippers:
• Canceled shipments (status = X) cannot be confirmed
• To select a shipper for confirmation, you must have access, as defined in Inventory
Movement Code Security
• If Shipper Control specifies that trailer amounts cannot be maintained, the system does not
display the trailer amount maintenance frames during confirmation
• If the document format of the shipper indicates that the printed shipper is also used as an
invoice, the system does not let you print an invoice
• Invoice processing occurs, but no invoice is printed
Shipper Delete/Archive
Used to permanently remove shipper records from the system to preserve database space.
Note This topic is also covered in Training Guide: Allocations and Shipping.
Exercise: Allocation and Shipping

This activity uses a simplified shipment method. Pre-Shippers and Shippers are covered in
Training Guide: Allocations and Shipping.
Order picking and shipment can be managed using order allocations. Inventory is then assigned
only to orders that you would like to have shipped. As you see in this exercise, picklists can be
printed for these allocated items. We go through the process of allocating inventory to an order,
printing a picklist, and shipping the items.
The first sales order you entered had a due date outside the time window set in Sales Order
Control. This window determines if inventory is allocated at order entry time. Allocate inventory
to this order now.
1 Use Sales Order Manual Allocations (7.1.6) to allocate line items for sales order SO001.
Field Data
Order: SO001
Site: 10-300
Allocate Avail: Yes
Allocate Days: 20
2 Use Allocated Inventory Inquiry (3.18) to inquire on items 03021 and 03022. You should now
see both line items on both orders allocated.
3 Use Stock Availability Browse (3.17) to review items 03021 and 03022. Note the quantity on
hand, quantity required and quantity allocated. You will also note that at this time there are
none on order.
4 Use Sales Order Print (7.1.3)to send sales orders SO001 and SO002 to the Page output.
Note Directing the output to page will give you a soft copy of what the hard copy would look
like were you to print it.
5 Use Sales Order Credit Maintenance (7.1.13) to put the sales order SO001 on hold.
Field Data
Sales Order: SO001
Action Status: HD
This places the order on hold status and a packing list cannot be printed. Note any non-blank
character in the Action Status field will hold the order.
6 Use Sales Order Credit Inquiry (7.1.14) to inquire on sales order statuses. Leave all fields
blank to review the status of all orders.
7 Use Sales Order Auto Credit Approval (7.1.17) to remove the hold status from sales order
SO001.
Field Data
Sales Order: SO001
To: SO001
Clear Action Status: Yes
Output Page
Note the report output, the order should now be ready to pick and ship.
Print Packing List and Ship
8 Use Sale Order Packing List (7.9.13) to generate packing list for order SO001 and direct the
output to page.
Review the Pick/Packing List produced. This list can be printed to manually pick from and or
to include with the shipment as a packing list. In the case where you do not need the physical
paper you can run the transaction without printing to change the status of the items from
allocated to picked.
9 Use Sales Order Shipments (7.9.15) to ship sales order SO001.
• Note Ship Picked is checked because you ran the packing/pick list transaction. Advance to
the line item frame.
• If you were shipping the order complete as shown you would click Next and verify that all
information is correct and be done.
• In our case lets imagine that for some reason we decide to only ship 50 of item 03022.
Discuss what kind of situations might lead to this decision.
• In the lower frame enter 1 in the Line field. Click Next or press Enter. Change the Quantity
filed to 50. Click Next, note the freight frame, click Next. Note the quantity picked is still
100 but the Quantity To Ship is now 50. Click Next, respond Yes to the dialog pop up.
Review the displayed information. This is the transaction that will be processed. Note
quantities and locations. Click Next, through the balance of the screens to complete the
shipment.
10 Use Sales Order Maintenance (7.1.1) review the two line items in the order just shipped. Note
the Quantities; Allocated, Picked, Shipped, and To Invoice for both line items.
11 Use Sale Order Packing List (7.9.13) to process a pick list for sales order SO002.
12 Use Sales Order Shipments (7.9.15) to ship order SO002 complete.
13 Use Transaction Detail Inquiry (3.21.1) to review the ISS-SO detail for the shipments just
made. This will give you an idea of the detail information captured for each transaction.
Review and Modify Pending Invoices
Shipping an order automatically creates a pending invoice.

You can:
• Review and/or modify the pending invoice
• Print and post the invoice
• Put the invoice on hold
Pending Invoice Register
Allows you to review pending invoices and to determine what modifications (if any) need to be
made.
Pending Invoice Maintenance
Pending Invoice Maintenance can be used:

• To correct existing pending invoices
• To change some of the invoice information
• Credit terms
• Commission percentages
• Prices and Discounts
• To enter invoices for non-inventory items (line item ship type of memo)
• For post-processing or counter sales
• To process a credit invoice for a sales order return using a negative quantity
Note Use Sales Order Maintenance or Sales Order Shipments to make changes to the line item
information. When using Pending Invoice Maintenance to modify a line item for a pending
invoice, if the items were shipped from multiple locations, you can only modify the following.
• Due date
• Interest terms
• Price, Discount, and Net Price
• Commission percentage
• Tax field and Tax Class
• Comments
Post and Print Invoices
Invoices that are ready to post have the Ready to Invoice field on the trailer set to Yes in Sales
Order Shipments and Pending Invoice Maintenance
See in this training guide: Sales Order Shipments on page 141 and Pending Invoice Maintenance
on page 157
Use Invoice Post and Print to print invoices. You can:
• Print a single invoice or a range of invoices
• Have the option of consolidating invoices
Invoice Post and Print
You can post and print by:

• Sales order number
• Shipping Date
• Sold-To
• Bill-To
Note You can also print the invoice in a different language (specified in the Language field).
The date on the invoice is the system date unless you specify a different date in the Invoice Date
field.
Posting an invoice updates the general ledger:
• Sales
• Sales Discount
• Accounts Receivable
• Receivables
• Sales Tax Journal
• Salesperson Commissions
• Invoice History
• Sales Analysis
The posting process deletes:

• Completed line items from sales orders with open line items
• Sales orders that are complete
Posting generates a report showing:

• Invoice posted
• Corresponding sales order number
• Line item information
• Financial amounts
Print or Reprint Invoice
Use Invoice Print or Reprint to print invoices after posting.

Invoice Print or Reprint
Use this program to print customer invoices that have already been posted to Accounts Receivable
(AR) using Invoice Post and Print. You can:
• Print invoices that were not printed during the posting process. When Reprint is No, only those
invoices are selected for printing.
• Reprint previously printed invoices. Set Reprint to Yes to select these. By default, the system
prints ***DUPLICATE*** at the bottom of each invoice. You can update this message as
needed.
Important Only posted invoices can be printed. Use Preview Invoice Print to print copies of
unposted invoices.
Use this program to print invoices that have not yet been posted in Invoice Post and Print. These
can be created either in Sales Order Maintenance or Pending Invoice Maintenance. For example,
you can use printed copies for review before posting.
Note This program only selects unposted invoices. To print one that has already been posted, use
Invoice Print or Reprint.
The preview print functionality simulates the standard post and print process; for example, you can
use most of the same selection criteria and view the effects of invoice consolidation on the draft.
However, the program does not actually post selected invoices or have any financial effect.
Because the invoice number is generated during post based on the associated daybook, preview
invoices do not include that number. Additionally, the copy includes the text DRAFT INVOICE at
the top, as well as a user-defined message that can include additional information about the invoice
status.
Exercise: Invoices
As soon as an order has been shipped it is ready for invoicing. In this activity, you create invoices
for items just shipped.
1 Use Pending Invoice Register (7.13.2) to review invoice details for sales orders SO001 and
SO002. Leave all fields blank to review all data and direct output to Page.
2 Use Invoice Post and Print (7.13.4) to post and print invoice for sales order SO001.
There are separate outputs for the post transaction and the print transaction. In our case direct
both outputs to page.
Returns
You can handle returns in the Sales Orders/Invoices module and in the Service/Support
Management module using a Return Material Authorization (RMA).
How you process a return depends on:
• If the sales order is open or closed
• If the line item is open or closed
RMAs are discussed in Training Guide: Service/Support Management

Sales Order and Line Item Open
When both the sales order and the line item are open at the time of the return, you can process the
return using Sales Order Shipments (7.9.15) as follows:
1 Enter the line item for the item being returned.
2 Enter the quantity returned as a negative amount.
3 Enter the location where the item was restocked.
Note In most cases the return should be received into a quarantine or inspection area. This
procedure completely reverses all the transactions generated with the original shipment.
Sales Order Open and Line Item Closed
When the sales order is still open at the time of the return but the line item is closed:
• Add a new line item for the returned material as a negative amount to the original open sales
order
• Process the Sales Order Shipment
• QAD Enterprise Applications then processes the return as a negative receipt
Sales Order Closed
If the original sales order is closed when the item is returned:

• Create a new sales order to receive the item
• Enter the returned quantity as a negative amount
• Reference the original closed sales order in the comments area of the new sales order to
keep a record of the action
• QAD Enterprise Applications then processes the return as a negative shipment
You can add the prefix RGA to the number manually. Use the channel codes to pull out RGAs on
reports. In the filed invoice, enter the original invoice number and CR. You should use a different
form number to print returns. Use type M for changes to pricing only.
Note You can also use the correction invoice functionality in QAD EE, which streamlines the
process of corrected posted invoices. See in this training guide: Correction Invoices on page 174.
Credit Invoices for Returned Goods
Use Pending Invoice Maintenance to process a credit invoice for a sales order return using a
negative quantity for the shipment.
• A credit invoice credits the customer account for the amount of the returned materials plus any
applicable taxes
• Process a credit invoice using the same procedure as a regular invoice
Note Your warehouse may use Receipts-Sales Order Return to return inventory to stock. If so,
then accounts should use Pending Invoice Maintenance with Type = M (for non-inventory items).
This transaction is also useful in cases where you want to give the customer credit without the
return of the items.
Chapter 5
Optional Sales Order Features

Overview
Optional Sales Order Features 173
This chapter introduces a number of optional features that can be used to enhance the sales order
process in a QAD Enterprise Edition installation:
• Correction Invoices
• Item Replacement
• Blocked Transactions
• Available to Promise (ATP)
• Logistics Accounting
Correction Invoices
Correction invoices let you correct a posted invoice by using information from the original invoice
and maintaining a permanent link.
Correction invoices have the following limitations:

• They cannot be used for configured items.
• They cannot be used to modify container and line charges.
• They do not automatically pick up changes to master data such as freight rates, price lists, or
tax rates. Such changes need to be manually entered in the correction order.
• Only one correction invoice can be used to correct an original invoice. If further corrections
are required, you must add another correction invoice to correct the first correction invoice.
Links are made between all corrections and the original invoice.
To support traceability throughout the system, a new transaction type (ISS-COR) is used when a
shipment is made for a correction.
Set Up Correction Invoices
• Use Sales Order Accounting Control to enable the correction invoice functionality.
• Use Daybook Set Maintenance to specify the correction invoice daybooks to be used by the
default daybook set.
• Use Reason Codes Maintenance to indicate the reason for using the correction invoices.
Use Correction Invoices
You can reverse a billing before an invoice is posted by entering a negative quantity on the original
sales order. Then process the invoice normally. This can be done whenever it is necessary to make
a change involving an item, quantity, price, discount, or commission.
However, to correct posted invoices, you must create new sales orders with new sales order
numbers, then process the new, corrected sales orders normally. To streamline this process, you
can use the correction invoice feature enabled in Sales Order Accounting Control (36.9.6).
When this is enabled, you can create a correction sales order for a posted invoice by entering the
correct amounts rather than by entering the difference between the original invoice and the correct
amount. You can also keep track of the relationship between the original invoices and their
correction invoices.
After creating the correction sales order, you ship it, optionally creating a shipper document. You
can post and print the correction invoice—displaying the original amounts, the corrected amounts,
and the differences between the two. Finally, you can archive correction invoice data when it is no
longer needed.
Create and Ship Correction Sales Orders
When Use Correction Invoices is Yes in Sales Order Accounting Control, the way you create
orders in Sales Order Maintenance (7.1.1) changes. After you enter a new sales order number or
leave the field blank for a system-supplied number, you are prompted to enter the number of an
existing invoice to be corrected by this order. You can leave the field blank to create a standard
order.
The data from the original invoice is copied into the correction sales order. You can make
corrections to the invoice details and the trailer amounts. To correct data in the invoice details, you
must select the original line in the sales order detail frame. After this, the original line is displayed
and the correction line can be updated.
• The negative shipment line is backing out the ISS-SO transaction on the original order.
• This line cannot be updated.
• Typically the whole shipment can be confirmed without the need to modify any other details.
Post and Print Correction Invoices
• Correction Invoices must be posted separately.

• Correction Invoices must be printed separately and cannot be consolidated.
Report and Archive Correction Invoices

Exercise: Correction Invoices
Set Up Correction Invoices
1 Use Sales Order Accounting Control (36.9.6) to enable the correction invoices functionality.
Field Data
Use Correction Invoices Yes
2 Use Daybook Set Maintenance (25.8.7) to specify the correction invoice daybooks to be used
by the default daybook set.
Field Data
Daybook Set 10-SALES
Correction Invoices (Negative) CCN
Correction Credit Notes CINV
(Negative)
Correction Invoices (Positive) CINV
Correction Credit Notes CCN
(Positive)
Adjustment Daybook CADJ
3 Use Reason Codes Maintenance (36.2.17) to create reason codes to indicate why a correction
invoice is being produced.
Field Data
Reason Type CORRINV
Reason Code Discount
Description Incorrect Discount
Use Correction Invoices
First you will enter, ship, and invoice a sales order with no discount. The customer complains that
there should be 5% discount. The customer is correct and thus you will create a correction invoice
for the missing discount.
1 Use Pending Invoice Maintenance (7.13.1) to create a pending invoice.
Field Data
Sold-To 10C1001
Site 10-100
Line 01
Item Number 60008
Qty Ordered 10
2 Use Invoice Post and Print (7.13.4) to post the invoice. And note down the invoice number.
3 Use Sales Order Maintenance (7.1.1) to create a correction sales order.
Field Data
Original Invoice The invoice number you noted down in the previous step
Reason For Correct Discount
Site 10-100
Calculate Freight No
Line 01
Item Number 60008
Qty Ordered 10
Discount 5%
4 Use Sales Order Shipments (7.9.15) to ship the correction sales order.
Field Data
Calculate Freight No
5 Use Invoice Post and Print (7.13.4) to post and print the correction invoice.
Item Replacement
When you take a customer order, requested items may not be available for customer delivery. You
can substitute the requested item with one of the following:
• Replacement items, which replace the requested item with an equivalent item
• Up-sell items, which replace the requested item with an item of higher value
In addition, you can sell:

• Cross-sell items, which are not replacement items for the requested items but sold in addition
to the requested item to increase revenue or as a promotion for an item.
Enabling Item Replacement
Use Item Replacement Control to set system defaults for item replacement, up-sell, and cross-sell
functions.
Auto Accept. Indicate whether to add replacement, up-sell or cross-sell items to an order
without a prompting for confirmation.
Round Quantity. Indicate the rounding method to use when non-whole number replacement
item, up-sell item, or cross-sell item quantities are encountered.
Search By. Enter Sold-To (default) or Ship-To.
Set Up and Use Item Replacement
Use Item Replacement Maintenance to define replacement items for items currently being used in
the system. Replacement items are defined by site, customer, and effective date, or any
combination of these.
Set Up and Use Up-Sell
Use Item Up-Sell Maintenance to define replacement items or assemblies that are an upgrade or a
level above the requested item.
Set Up and Use Cross-Sell
Use Item Cross-Sell Maintenance to define items you offer to the customer in addition to the item
being ordered.
Blocked Transactions
You may want to restrict which activity can be initiated in the system for active customers. For
example:
• You may want to create sales orders for some customers but not calls or contracts in the
Service/Support Management (SSM) module.
• You may need to block a customer that has credit problems.
• You may need to block a supplier who is delivering late or has quality problems.
Note When customers are marked as inactive, all related transactions are automatically marked as
blocked; you do not need to set up the transactions. Marking a customer as inactive is done in the
AR module.
Block Customer Transactions
Using the features of the system, you can:

• Define sets of blocked transactions
• Assign the blocked transactions to specific customers
Define Blocked Customer Transactions
The system can block new transactions from being created for a customer in the following sales
order programs.
Note When an EMT sales order is entered, the system also checks that the EMT supplier is not
blocked. Similarly, the eCommerce EDI gateways check for blocked transactions during document
import and export.
Table 5.1
Blocked Customer Sales Order Programs
Menu Number Menu Name Program Transaction Code
7.1.1 Sales Order Maintenance sosomt.p SO001
7.1.3 Sales Order Print sosorp05.p SO002
7.3.13 Customer Scheduled Order Maintenance rcsomt.p SO003
7.9.1 Picklist/Pre-Shipper–Automatic sososl.p SO004
7.9.2 Pre-Shipper/Shipper Workbench rcshwb.p SO005
7.9.4 Pre-Shipper/Shipper Print rcrp13.p SO006
7.9.5 Pre-Shipper/Shipper Confirm rcsois.p SO007
7.9.7 Pre-Shipper/Shipper Auto Confirm rcauis.p SO008
7.9.8 Sales Order Shipper Maintenance rcshmt.p SO009
7.9.9 Sales Order Shipper Print rcrp11.p SO010
7.9.12.2 Master Bill of Lading Maintenance rcmbmt.p SO011

7.9.13 Sales Order Packing List sosopk.p SO012
7.9.15 Sales Order Shipments sosois.p SO013
7.12.1 Sales Quote Maintenance sqqomt.p SO015
7.12.3 Sales Quote Print sqqorp05.p SO016
7.12.5 Sales Quote Copy from Order sqqocpy.p SO017
7.12.6 Sales Quote Copy from Quote sqqoqo.p SO018
7.12.10 Sales Quote Release to Order sqqoso.p SO019
7.13.1 Pending Invoice Maintenance soivmt.p SO014
The system can block new transactions from being created for a customer in the following SSM
programs.
Table 5.2
Blocked Customer SSM Programs
11.1.1.1 Call Maintenance fscamt.p SSM002
11.1.1.7 Call Quote Maintenance fscqmt.p SSM003
11.1.1.11 Call Quote Release to Recording fscqca.p SSM004
11.1.1.12 Call Copy Quote fscqcp.p SSM005
11.1.1.13 Call Activity Recording fscarmt.p SSM006
11.1.1.15 Call Invoice Recording fscaimt.p SSM007
11.1.8 Call Generator fscagen.p SSM001
11.1.15.1 Service Request Maintenance fssrmt.p SSM008
11.5.1.1 Contract Quote Maintenance fsqomt.p SSM009
11.5.1.5 Contract Quote Release to Contract fsqosa01.p SSM010
11.5.1.6 Contract Quote Copy from Quote fsqosa02.p SSM011
11.5.1.7 Contract Quote Copy from Contract fsqosa04.p SSM012
11.5.13.1 Contract Maintenance fssamt.p SSM013
11.5.13.6 Contract Copy to Contract fsqosa03.p SSM014
11.5.13.8 Renew Single Contract fsqosa05.p SSM015
11.5.13.10 Renew Process/Report fssaexp.p SSM016
11.5.18.13 Billing Release to Invoice fssais.p SSM017
11.7.1.1 RMA Maintenance fsrmamt.p SSM018
11.7.1.5 RMA Release to Work Order fsrmarel.p SSM019
11.7.1.13 RMA Receipts fsrmais.p SSM020
11.7.1.16 RMA Shipments fsrmash.p SSM021
11.11.1 Material Order Maintenance fseomt.p SSM025
11.11.6 Material Order Shipments fseops.p SSM026
11.11.8 MO Direct/Pending Returns fseore.p SSM027
Assign Blocked Transactions to Customers
Each customer can only be assigned one blocked code. Once a customer is assigned a blocked
code, the transactions identified by the code cannot be created for that customer.
Example: Block Customer Transactions
When you try to create a sales order for a customer that has an associated blocked code that
includes the Sales Order Maintenance transaction, an error message appears.
Available to Promise Enforcement
ATP calculations can be used to verify whether an order can be filled within a specific time frame
given other demands and currently scheduled supply orders. For example, during order entry, this
lets you determine whether inventory will be available to meet a customer’s needs before you
commit to a promise date.
The system calculates ATP for sales orders, as well as for material orders (MOs) and return
material authorizations (RMAs), which are part of the Service/Support Management (SSM)
module. Depending on the level you select when you define ATP processing for individual items
or item-site combinations, the system can either warn you or prevent you from processing a
confirmed order when ATP is insufficient.
Available-to-Promise (ATP)
The formula for calculating ATP is as follows:

ATP = Master Schedule Receipts – Sales Orders and Required Ship Schedules – Gross Item
Requirements – Seasonal Build Net Increases + Season Build Bet Decreases
When demand exceeds supply, ATP for that period is zero. The system applies excess demand as
real demand in the following order:
• Excess demand is applied against the ATP quantity for previous periods until all excess
demand is eliminated or the ATP quantities for previous periods are exhausted.
• If demand exceeds supply after prior-period ATP is consumed, the system consumes future-
period ATP until demand is satisfied or all supply is exhausted.
• When both past and future ATP is exhausted, the system displays a negative ATP quantity for
first period.
Set Up ATP Processing

Set Up ATP-Related Fields
Four fields in Sales Order Control affect ATP processing:

ATP Enforcement Enabled. Enter Yes to activate ATP calculation functions for order line-item
processing.
ATP Horizon. Enter the number of days from the current system date that the system should
consider when determining ATP.
You can specify an item-specific horizon in Item Master Maintenance (1.4.1) or Item-Site
Planning Maintenance (1.4.17). If you do, that value overrides the control program setting.
Family ATP Calculation. Enter 0, 1, 2, 3, or 4 to select the method the system should use to
calculate the allowable ATP amount for family items. The method specifies which family
items and component items should be considered when determining family item ATP. The
default is 1.
0. Include all component item orders and exclude all family item orders.
1. Include all component item orders and include all family item orders. Use this method when
you have a high degree of common components and a limited number of unique or difficult-to-
manufacture or assemble items
2. Include all component item orders and only family item orders outside the item’s time
fence. Use this method when you have a high degree of common components but only want
family item orders outside the item’s time fence. This lets you view longer term item and
component availability.
3. Include only all component item orders inside the item’s time fence and all family item
orders. Use this method when you want all family item orders but only components inside the
time fence. This lets you view near-term availability of components but allows you the option
of longer term item orders.
4. Include only component item orders inside the item’s time fence and only family item
orders outside the item’s time fence. Use this method when you want the system to ignore
component items outside the item’s time fence and family item orders inside the time fence.
This lets you view near-term availability of components on selected family item orders.
The settings provide a way to determine availability inside a time frame, while aggregating
availability outside that same time frame. You can enforce some schedule stability in the near
term while entering orders in the longer term where you can more easily adjust the schedule.
Calculate Promise Date. Enter Yes to calculate the promise date automatically for order-line
items.
When this field is Yes and you have set up delivery times in Delivery Transit Time
Maintenance (2.16.1), the system calculates promise dates.
Configure ATP Settings for Items and Sites
Two programs let you specify ATP settings for individual items:
• Use Item Master Maintenance (1.4.1) to define ATP information for specified individual items
and family items regardless of site.
• Use Item-Site Planning Maintenance (1.4.17) to determine ATP settings for specified
individual items and family items by site. Item-site records take precedence over those defined
in Item Master Maintenance.
These programs use the same fields for defining ATP parameters:
ATP Enforce. Enter the ATP enforcement level you want the system to apply to this item. You
can specify one of three different levels:
• None: The system does not intervene in the transaction regardless of availability of this
item.
• Warning: A warning pop-up window displays if availability is insufficient. You can bypass
the ATP warning manually and process the sales order regardless of ATP.
• Error: The system displays an error pop-up window if availability is insufficient. If you do
not change the quantity or due date as needed to meet ATP requirements, an error message
displays. Unlike with the Warning level, the system will not process the order line unless
the quantity is available on the due date.
ATP Family. Enter Yes to have the system check the ATP for other items of the same family
before issuing a warning or error. If No, family items are ignored.
Use the Family ATP Calculation field in Sales Order Control to indicate whether the system
adjusts the family item ATP values.
ATP Horizon. Enter the number of days from the current date that you want the system to
consider when determining if ATP quantities are sufficient to fill orders for this item.
The field defaults to 0 (zero) in Item Master Maintenance. Unless you update it, the system
uses the horizon specified in Sales Order Control.
The Item Master Maintenance value defaults to new records in Item-Site Planning
Maintenance. You can change it for individual sites. Set it to 0 to use Sales Order Control ATP
horizon.
(Optional) Update ATP Settings
Two utility programs let you update ATP settings in multiple item and item-site records:
• ATP Enforcement Level Utility
• Item-Site ATP Horizon Update
Use ATP Enforcement Level Utility (7.1.19.1) to set enforcement levels for ranges of items and
sites. You can select according to various criteria to manage ATP enforcement levels, eliminating
the need to process each item individually.
Note If you are in a multi-domain or database environment, run ATP Enforcement Level Utility
once in each domain or database to keep item-site ATP settings synchronized.
Modify Items in Item Master Table. Enter Yes to modify the ATP enforcement level for a range
of items in the item master table. Otherwise, enter No.
Modify Items in Item-Site Master Table. Enter Yes to modify the ATP enforcement level for a
range of items in the item-site master table. Otherwise, enter No.
Site Range for Item-Site Master Table. Enter the range of site codes for which you want to
specify an the ATP enforcement level in the item-site master table. Leave blank to begin with
the first site record.
Note Specifying a range of sites when Modify Items in Item-Site Maintenance is No has no
effect.
Use Item-Site ATP Horizon Update (1.4.24) to reset the ATP horizon for ranges of selected items.
Site. Enter a valid site code to update only records created for that site in Item-Site Planning
Maintenance. Leave the field blank to update only Item Master Maintenance records.
ATP Horizon. Specify the number of days to be used in ATP calculations for selected item or
item-site records. Enter 0 to reset existing records to use Sales Order Control value.
Use ATP Processing Features
Since the system calculates ATP only on confirmed order lines, the way the system enforces ATP
depends on how the order is entered:
• Entered as confirmed in an order maintenance program, such as Sales Order Maintenance
(7.1.1), or confirmed by changing Confirm to Yes for the line
• Confirmed using a batch confirmation program, such as Sales Order Confirmation (7.1.5)
Determine ATP During Order Entry
The system determines ATP during order-processing functions when you enter confirmed order
lines in one of the following programs:
• Sales Order Maintenance (7.1.1)
• Material Order Maintenance (10.7.1 or 11.11.1)
• RMA Maintenance (11.7.1.1)
During order-line entry, an ATP pop-up window displays under the following conditions:
• ATP Enforcement is Yes in Sales Order Control.
• The ATP enforcement level is set to Warning or Error for the item.
• The quantity ordered is unavailable for the specified due date for a confirmed non-EMT
inventory order.
The pop-up window lets you select alternate due dates and review ATP quantities when the full
order quantity cannot be filled by the specified due date.
The top frame displays information related to the original order line. The bottom frame displays
ATP information and user options:
Earliest Due Date for Full Order. This value indicates the earliest date that planned inventory is
available to ship in the quantities ordered.
Cum ATP Available for Due Date. This value indicates the cumulative planned inventory
available on the original due date.
Review Other ATP Dates. Enter Yes to display alternative dates to fulfill this order line item. If
you enter Yes and click Next, the review frame displays immediately. If you enter No and click
Next, the cursor moves to the next field.
Display Master Schedule Summary Inquiry. Enter Yes to open Master Schedule Summary
Inquiry (22.18) to display inventory planning, quantity, and ATP data for the ordered item. If
you enter Yes and click Next, the inquiry frame displays immediately. If you enter No and
click Next, the cursor moves to the next field.
Accept Earliest Available Due Date. Enter Yes to accept the earliest available due date
calculated for the item.
Determine ATP During Order Confirmation
When ATP Enforcement is Yes in Sales Order Control and the ATP Enforcement setting for the
item is Warning or Error, the system checks for adequate ATP in the following programs:
• Sales Order Confirmation (7.1.5)
• Material Order Confirmation (10.7.2 or 11.11.2)
• RMA Confirmation (11.7.1.6)
Use the following fields to control ATP processing during order confirmation:
Change Due Dates for ATP Enforcement Warnings. Enter Yes to change the due dates on
order lines if ATP is insufficient for items with ATP Enforce set to Warning. The system
adjusts the order-line due date to the best possible later due date and confirms the order. If No
and ATP is insufficient, the order is confirmed, and a warning message displays on the report.
Change Due Dates for ATP Enforcement Errors. Enter Yes to change the due dates on order
lines if ATP is insufficient for items with ATP Enforce set to Error. The system adjusts the
order-line due date to the best possible later due date and confirms the order. If No and ATP is
insufficient, the order is not confirmed, and an error message displays on the report.
Change Promise Date. Enter Yes to change the promise date for the range of sales orders or
RMAs you have selected to confirm based on the new due date. Otherwise, enter No. This
applies only if the system assigns a new due date based on the value of one of the Change Due
Date fields. The promise date is the due date plus the delivery time entered in Delivery Transit
Time Maintenance (2.16.1).
Determine ATP without a Confirmed Order
Use ATP Enforcement Check (7.1.19.2) to display ATP information, including alternate due dates
and ATP quantities, without entering an order. You can select according to customer, item, site,
quantity, due date, and promise date.
Logistics Accounting
Logistics Accounting is an optional module that lets you define and track logistics charges for any
inbound and outbound transportation costs payable to third-party suppliers.
Logistics Accounting (Sales Side)

Logistics Accounting Overview

• Inbound Logistics Accounting

• Controls transportation costs associated with purchasing items from external suppliers
• Purchase orders, blanket orders, scheduled orders
• GL accruals triggered by purchase receipts
• Outbound Logistics Accounting
• Controls transportation costs associated with the shipment of items from a company
location to customers or other company locations
• Sales orders, scheduled orders, distribution orders
• GL accruals triggered by shipments
• Utilizes the sales order freight charges functionality
Set Up Logistics Accounting

Set Up Number Sequences
Target Dataset. Enter the dataset identifier associated with this sequence:
• Enter la_so_ship_id for sales order shipments.
• Enter la_do_ship_id for distribution order shipments.
Configure Control Settings
• Use Logistics Accounting Control to activate the Logistics Accounting functionality.

• Assign NRM sequence codes to sales order and distribution order shipments; the NRM
number provides the internal reference of logistics charge pending invoices created by
Sales Order Shipments.
• Use Logistics Op Accounting Control to specify default GL accrual, expense and variance
accounts for tracking inbound and outbound logistics charges.
Define Logistics Charge Codes
• Outbound logistics charges

• Include the cost of freight only
• Use the tax parameters of the trailer code associated with the freight list on the order
• GL accounts default from Logistics Op Accounting Control
(Optional) Define Detailed Logistics Accounts
• (Optional) Define accrual accounts by Logistics Charge Code, Product Line, Site and Supplier
Type.
• (Optional) Define expense accounts by Logistics Charge Code, Product Line, Site, Customer
Type and Channel.
Accrue Outbound Logistics Charges

Update Freight Terms
Use Freight Terms Maintenance to assign a logistics charge code to each freight terms with an
accrual level.
Freight Terms Accrual Levels:
• Type 1 (Add): Accrue by shipment
• Type 2 (Allow): Accrue by shipment
• Type 3 (Prepaid): Accrue by line
• Type 4 (Collect): No accrual
• Type 5 (Include): Accrue by line
• Type 6 (Will Call): No accrual
Process Sales Orders
Log Supplier. Enter an address code identifying the freight carrier responsible for transporting
this order; this field cannot be blank.
Process Shipments
Shipment ID. The Internal Reference of the logistics charge pending invoice. If the NRM
sequence code specified in Logistics Accounting Control is an internal sequence, leave this
field blank to have the system assign a number. Otherwise, enter a sequence number.
BOL. The External Reference of the logistics charge pending invoice.
Carrier Shipment Ref. The External Reference of the logistics charge pending invoice.
In processing shipments, the system:

• Creates pending invoices for logistics charges.
• Creates GL transactions for the logistics charge accrual amounts.
• Debits the sales order expense account for the logistics charge code.
• Credits the sales order accrual account for the logistics charge code.
• Calculates tax on logistics charges.
• Uses the freight terms to determine whether an accrual is created for each order line or the
entire shipment; only one pending invoice is created for each shipment or shipper.
• Uses the order (freight list) currency and logistics supplier currency to determine the accrual
currency; when the order currency and logistics supplier currency are the same, the system
uses the order currency for logistics accruals; otherwise, the system uses base currency.
Process Logistics Charges

(Optional) Update Pending Invoices
• If necessary, update the logistics supplier.

• Closed pending invoices cannot be updated.
Match Logistics Charges

Exercise: Logistics Accounting (Sales Side)
Set Up Logistics Accounting
1 Use Number Range Maintenance (36.2.21.1) to define number ranges for sales order
shipments and distribution order shipments.
Field Data
Sequence ID LASOSHIP
Description Sales Order Shipments
Target Dataset la_so_ship_id
Internal Yes
Allow Discarding Yes
Allow Voiding Yes
Segment List
1 FIXED, SOSHIP
2 INT 1, 999999999, 1, 999999999
Field Data
Sequence ID LADOSHIP
Description Distribution Order Shipments
Target Dataset la_do_ship_id
Internal Yes
Allow Discarding Yes
Allow Voiding Yes
Segment List
1 FIXED, DOSHIP
2 INT 1, 999999999, 1, 999999999
2 Use Logistics Accounting Control (2.15.24) to define the Logistics Accounting settings.
Field Data
Use Logistics Accounting Yes
Sales Order Shipment Sequence ID LASOSHIP
Distribution Order Shipment Sequence ID LADOSHIP
3 Use Logistics Charge Code Maintenance (2.15.1) to create a logistics charge code for freight.
Field Data
Logistics Charge Code Freight
Description Freight Charges
4 Use Freight Terms Maintenance (2.20.13) to assign a logistics charge code to the freight terms.
Field Data
Freight Terms ADD
Logistics Charge Code Freight
Notice that the accrual level is type 1, which means logistics charges are accrued for the entire
shipment.
Accrue Outbound Logistics Charges
First we will enter and ship a sales order, then verify that the system created a logistics charge
pending invoice for the freight charges on the sales order.
1 Use Sales Order Maintenance (7.1.1) to create a confirmed sales order.
Field Data
Sold-To 10C1001
Site 10-100
Line 01
Item Number 60008
Qty Ordered 10
In the Logistics Accounting Detail frame
Log Supplier 10S2000
2 Use Sales Order Shipments (7.9.15) to ship the sales order. Enter a BOL number.
Field Data
BOL BOL-99887766
3 Use Log Charge Pending Invoice Maint (2.15.7) to view the logistics charge pending invoice
created by sales order shipments.
• Where did the Internal Reference come from?
• Where did the External Reference come from?
4 Use Transactions Detail Inquiry Transactions Detail Inquiry (3.21.1) to verify that the system
created GL transactions to debit the sales order expense account and credit the sales order
accrual account for the logistics charge code.
• Which GL account is the Sales Order Expense account?
• Which GL account is the Sales Order Accrual account?
Chapter 6
Sales Quotations
Overview
Sales Quotations 233
Quotation
• A statement of price, terms of sale, and description of good or services offered by a vendor to
a prospective purchaser
• When given in response to an inquiry, it is usually considered an offer to sell
Sales Quotes Allow You To:

• Respond to a customer request for a quote
• Monitor the status of a quote
• Give visibility on potential gross margin contribution
• View history by item number or customer
• Generate reports on expired quotes that did not result in a customer order
Why Consider Sales Quotes?

• Can be released to a sales order
• Can be used as a template for a
• Recurring sale
• Lease
• Service contract (if not using SSM)
Terminology
Days Until Expire. Specifies the normal length of time quoted prices are good for. After this
time, a quote expires and prices must be renegotiated. See Sales Quote Control.
Confirm Date. The date the customer confirmed the sales quote.
Follow-Up. The follow-up date for a sales quote. See Sales Quote Maintenance.
Recurring. A quote can record a recurring sale, such as monthly fees for maintenance charges.
An entire year can be quoted, but a sales order and invoice are generated on a monthly basis.
Cycle Code . Specifies the frequency with which sales orders are released from a quote.
Release Count. The number of releases for this quote.
Reason Lost. Indicates the reason why the customer did not place an order against the quote.
Header
Once you enter the header, the order is stored in the system even if you do not enter any line items.
The quote header includes
• Sold-To
• Bill-To
• Ship-To
• Credit Terms
• Freight List
• Currency
• Exch Rate
• Other general quote information
• An expiration and follow-up date (optional)
Line Items
A quote contains one or more line items. Each line item lists the
• Item number
• Quantity quoted
• Unit of measure
Note If the item number is your customer's number, QAD Enterprise Applications displays your
internal item number (referenced from Customer Item Maintenance). Both numbers print on all
sales quote documents.
You can enter line items in single- or multiple-line mode (the default is specified in Sales Quote
Control).
• More data can be entered in single-line mode (such as Due Date and Qty to Release), but
multiple-line entry is quicker.
• You can switch between single-line and multiple-line modes within a quote.
Trailer
The trailer frame presents the totals for the line items and any taxes, optional order discounts,
freight charges, and any miscellaneous charges that may apply.
Sales Quotes Users
In general, sales quotes are:

• Entered and printed
• Released to Sales Orders/Invoicing
• Each release generates a sales order against which all shipments are processed
• You can process multiple releases for any line item
• The release process requires that you specify the quantity to release and the due date
Note If a sales quote does not result in an order, a Reason Lost can be entered.
Life Cycle
Two types of sales quotes can be created:

1 One-Time for a single sale
• Set Recurring = No in the header of Sales Quote Maintenance
• When the customer agrees to the terms, use Sales Quote Maintenance to enter the quantity to
release, then run Sales Quote Release to Order
2 Recurring, for repeat business
• Set Recurring = Yes and enter the quantity to release equal to the quantity to ship each time
• If the customer orders on a regular weekly or monthly cycle, enter the period in Cycle Code
• To release a sales quote to a sales order, run Sales Quote Release to Order for that
specified Cycle Code
You can enter sales quotes for inventory items, noninventory items, or configured items. When a
sales quote is released to create an order, all quote information, including the configuration, is
transferred.
Sales Quotes Setup
This is a suggested setup sequence of the master data for sales quotes. This sequence is based on:
• Information that flows from one master table to another
• Prerequisites that need to be accomplished before setting up data
Note Because the majority of this information has already been discussed in Sales Order Setup on
page 35 in this section we cover only:
• Sales Quote Control
• Reason Codes Maintenance
Sales Quote Control
Sets defaults for the way sales quotes are entered and what appears on them.
Quote Prefix and Next Quote: When the system generates a sales quote, a prefix of up to three
characters is used
• A new number is created by combining the prefix with the Next Quote number
Note Sales quotes and sales orders are often numbered differently to reduce confusion.
Are Quotes Printed? Set to Yes if you want quotes to be printed

Note This becomes the default print setting in Sales Quote Maintenance
• This flag can be changed manually for a specific sales quote in Sales Quote Maintenance
• Only sales quotes with the print flag set to Yes are printed by Sales Quote Print
Days Until Expire. If quotes normally expire within a certain time limit, the number of days
can be set in the Days Until Expire field.
Company Address. Company Address you want to print on the top of the sales quote is set in
Company Address Maintenance
Note If using paper preprinted with your company name and address, set this field to blank.
F.O.B. Is the normal Free On Board (FOB) terms on sales order shipments
• The default FOB defined in Sales Quote Control is the default FOB on all sales quotes. It
can be changed manually during entry of a specific sales quote
• Prints on formal printed quotes and is passed to the sales order when a quote is released
• Is for your information only
Calculate Freight by Site. Useful when different line items will ship from different sites.
Price Table Required. If you want to require a price list be used when creating quotes
• Price Table Required = Yes
• Then only items from an existing price list can be entered and only if the price list, item,
unit of measure, and currency match
Vary Pricing Date by QO Line. Determines whether or not the pricing date can be modified for
each line item on a sales quote
• During line item entry in Sales Quote Maintenance, a pop-up window displays with four
fields related to pricing:
• Pricing Date
• Credit Terms Int

• Reprice
• Manual
• Yes = The Pricing Date and Credit Terms Int fields can be modified for each line
• No = these two fields cannot be modified
• the pricing date and credit terms interest specified in the quote header are used and
cannot be changed
• The pricing date determines the effective date to use in searching for applicable prices for
the line item
• The default price effective date for a sales quote header is determined by the setting of
QO Default Pricing Date in Pricing Control
• This can be the quote date, due date, required date, or promise date
• Tells the system which date from the order header, the line due date or the order dater,
to use when selecting line item prices from a price list
Reason Codes Maintenance

Reason codes are used in sales quotes, shop floor reporting, and the Product Change Control
(PCC) module. Other custom uses can be added as needed. With Sales Quotes reason codes are
often used to record why a quote was not accepted. Typically price or delivery. Reason codes let
you create codes unique to your business.
• Use codes of type QUOTE in the Reason Lost field of sales quotations
Exercise: Sales Quote Control

1 Use Sales Quote Control (7.12.24) to configure settings for sales quotes.
Field Data
Quote Prefix: SQ
Next Quote: 1000
Are Quotes Printed: Yes
Quote Header Comments: No
Quote Line Comments: No
Days Until Expire: 60
2 Use Sales Quote Accounting Control (36.9.9) to

Field Data
Company Address: 10-300
FOB: Origin
Calculate Freight by Site: Yes
Price Table Required: No
Varying Price Data by QO Line: Yes
3 Use Reason Codes Maintenance (36.2.17) to set up the following reason codes.
Reason Type Reason Code
Quote Price
Quote Delivery
Quote Credit
Sales Quote Processing
You create sales quotes using Sales Quote Maintenance

• System assigns each sales quote a unique number
• Information used to create a sales quote is very similar to a sales order
• Need to identify:
• To whom you are selling items
• The location to ship-to
• Payment and credit terms, if applicable
• What is being sold
• The effective date for the sales quote
Note If the customer does not accept the sales quote before this date, you need to renegotiate the
terms of the sales quote or extend the Expiration Date. However, you do not need to specify a Due
Date.
Enter a Sales Quote
Sales Quote Maintenance: Header
Much of the information in the Sales Quotes Header defaults from the customer record, but you
can change this information on the quotation.
The following key fields in Sales Quote Maintenance differ from sales orders:
Expires. Date the quote expires
• System calculates this date by adding the time interval specified in the Days Until Expire
field in Sales Quote Control to the quote date
• After this date, a quote expires and prices must be renegotiated
• Quote reports can be selected for ranges of expiration dates, allowing you to review and
act on quotes that will soon expire
• Quotes past their expiration date can be purged using the delete/archive function
• You can override this field
Line Pricing. Determines whether the system prices each line item as it is entered, or waits
until the end of order entry before calculating prices that may be affected by quantity breaks
• Affects newly created quotes only; when you are maintaining an existing quote, this
setting has no effect
• Defaults from the setting of Price QO by Line in Pricing Control
See in this training guide: Line Pricing on page 152

Manual. Lets you manually enter a price list code to be considered for order lines
• The price list specified must have been defined with sales order Price List Maintenance
• If a price list is entered, it is included as a price list candidate when the system selects
price lists to consider for this quote. Specifying a manual price list only marks it to be
considered. The system still determines the best price according to the rules and codes
previously set up.
• When a price list is defined in sales order Price List Maintenance, you can optionally mark
it as manual
• In this case, the system never considers it for pricing unless it is entered by the user in
the Manual field on a sales quote or order header
• You can add security for this field
Release. Indicates whether a sales order should be created from this quote
• When a customer places an order against an outstanding quotation, the system can
automatically generate the sales order from the quote
• The Sales Quote Release to Order function creates orders based on the quote Release,
Cycle Code, and line item Quantity to Release values
• It only considers quotes with Release set to Yes and the specified Cycle Code, if any
Currency. Defaults from the customer record.

• Usually the base currency, but can be changed for this quote
• Once a quote has been entered, the currency cannot be changed
Note If you change a currency to one other than the base currency, the system prompts you to
determine if the exchange rate is fixed or variable. A fixed rate accommodates contracts
specifying a fixed exchange rate regardless of what the actual rate is at the time of the
payment.
Warning If you made a mistake and entered the wrong currency, you can only correct it by
deleting the quote and re-entering it.
Recurring. Indicates whether there are to be recurring releases against this sales quote
• After a quote has been released, normally the Release flag is reset to No. If the quote is
flagged as Recurr = Yes, the Release field is left to Yes so that multiple sales orders can be
generated from this quote
Example In some cases, a quote may record a recurring sale, such as monthly fees for
maintenance charges. An entire year may be quoted, but a sales order and invoice are generated on
a monthly basis. This type of quote would be entered with Release = Yes, Recurr = Yes, Cycle
Code = MO, and Quantity to Release = 1. The quote quantity would be 12, for all 12 months.
• Recurring quotes can also be used for recurring deliveries or blanket customer orders.
• Remember that quotes are not considered by planning, so the projected shipments
must be included in the forecast.
Cycle Code. Used with recurring sales quotes
• Specifies the frequency with which sales orders are released from this quote
Sales Quote Maintenance: Header
You do not need to enter key dates (Required, Promise, and Due Dates) until you are ready to
release the quote to a sales order.
Release Count. A system maintained field recording the total number of orders released from
this quote. This field is updated automatically by Sales Quote Release to Order and is for
reference only
Reason Lost. Indicates the reason why the customer did not place an order against this quote
• Displays as the default reason lost on each of the sales quote line items; can be changed on
each, as needed
• The Sales Quote Reason Lost Report allows you to evaluate why you did not get the
business. By recording the reason lost on each lost quote, you can establish trends or
identify problem areas
• Can be used to categorize lost sales due to price, delivery, quality, or any other common
reasons
Sales Quote Maintenance: Line Items
Type. Three types are supported:

• Inventory Item: if you enter an inventory item, line item type defaults to blank; Line item
is to be shipped from inventory. When the shipment is processed, inventory balances are
decreased and a general ledger transaction credits the inventory account
• Memo item: If you enter a non-inventory item, line item type defaults to Memo
• Drop-shipped item
You can make sure that codes are entered consistently by entering the allowed codes into
Generalized Codes Maintenance. The system verifies entered codes against these predefined
values, preventing incorrect codes from being entered.
Qty to Release. The quantity to release can be greater than the original quote quantity. This
field specifies the quantity to be ordered on the sales order released from this line item.
Qty Released. A system maintained field recording the total order quantity released from this
quote.
• Field is updated automatically by the Sales Quote Release to Order function
• Field is for reference only and may appear on some selected reports and inquiries
• Can release more than the quoted quantity
Sales Quote Maintenance: Trailer
When all line items are entered, QAD Enterprise Applications displays the trailer frame:
• Totaled line items
• Calculated taxes
• Optional order discounts
• Freight charges: calculated automatically on a bulk or unit basis
• Optional miscellaneous charges
Action Status. If the customer is on credit hold, the field defaults to HD (Hold)
• Quotes on credit hold cannot be released to a sales order until it is approved or the
customer is no longer on credit hold
Sales Quote Copy from Order
Use to quickly create a new quote using a similar, existing sales order.
• Specify the sales order to copy
• The Sold-To, Bill-To, and Ship-To display but cannot be changed
• Enter the quote number (or leave it blank to accept the default)
• You can accept the Sold-To, Bill-To, and Ship-To defaults or enter new numbers
• When you press Go after making your changes, the quote is created
Note After a copy, you can modify the resulting quote using Sales Quote Maintenance before
printing or releasing it.
The new quote is identical to the order you copied. If you change the Sold-To, Bill-To, or Ship-To
default, you may need to change certain data such as taxes or credit terms that may not be
appropriate for the new quote. You can delete or change a copied quote using Sales Quote
Maintenance.
Sales Quote Copy from Quote
Use to quickly create a new quote using a similar, existing quote.

• Specify the sales quote to copy
• The Sold-To, Bill-To, and Ship-To display but cannot be changed
• Enter the quote number (or leave it blank to accept the default)
• You can accept the Sold-To, Bill-To, and Ship-To defaults or enter new numbers
• When you press Go after making your changes, the quote is created
Note After a copy, you can modify the resulting quote using Sales Quote Maintenance before
printing or releasing it.
The new quote is identical to the one you copied. If you change the Sold-To, Bill-To, or Ship-To
default, you may need to change certain data such as taxes or credit terms that may not be
appropriate for the new quote. You can delete or change a copied quote using Sales Quote
Maintenance.
Sales Quote Repricing
Sales Quote Repricing updates the list and net price to the latest corresponding price list price.
• You can reprice sales quotes so that ordered quantities are added together, across orders, to
calculate quantity breaks
• Sales Quote Repricing combines quotes by matching price lists and the following:
• Sold-to customer numbers
• Bill-to customer numbers
• Ship-to customer numbers
• Purchase order numbers
• Any combination of these four factors
• Sales Quote Repricing does not reprice bonus stock lines
Note Customers that do not have centralized purchasing can still receive quantity and volume
discounts based upon purchases made from other intracompany purchasing departments. Line
items on combined orders are repriced as if they are on the same order, which means that line items
with the same break category (or the same item number) have their order quantities accumulated.
Check Credit. If Yes, checks customer credit limits and past-due invoices, and generates an
audit report. If No, bypasses credit check and generates the audit report only
• Running Sales Order Repricing may change sales order values
• Some orders may exceed credit limits
• Orders currently on hold may now be within credit limits

• No update is triggered by Check Credit
Set/Clear Action Status. Use when repricing sales orders to set or clear the value in the Action
Status field in Sales Order Maintenance
• If Credit Check = Yes, set Set/Clear Action Status = Yes to update credit status prior to
release
• The action status entered in New Action Status will be assigned to the Action Status
field in the sales order header for orders exceeding credit limits
• Choose No to bypass the action status check
Sales Quote Release to Order
• Generates sales orders for open sales quotes that are ready for release
• Only those quotes that do not contain items having a restricted transaction of ADD_SO or
ORD_SO are released
• The release of a quote results in a confirmed sales order
• When the customer requests delivery, use Sales Quote Maintenance
• Enter the Qty to Release and Due Date for each line
• Set Release to Yes
• Run Sales Quote Release to Order
Note Shipments can be processed only against a sales order, not a quote.
The number of releases and the total quantity released is maintained on the quote, along with the
last sales order number released.
• Total quantity to release can exceed the original quote quantity
After the release, Qty to Release is reset to zero and Release to No if the quote is not recurring.
Note If you release an item by mistake, use Sales Order Maintenance to change, cancel, or delete
the line. Release Count and Qty Released in the quote do not reflect these changes, however.
Sales Quote Reports
Sales Quotations Reports 7.12.x

Menu Report Function/Purpose
7.12.13 Sales Quote by Quote Report This report generates a report of sales quotes activity sorted on the order
number based on the selection criteria available on this report.
7.12.14 Sales Quote by Customer This report generates a report of sales quotes activity sorted on the
Report customer based on the selection criteria available on this report.
7.12.15 Sales Quote by Item Report This report generates a report of sales quotes activity sorted on the item
7.12.16 Sales Quote Gross Margin This report provides you information relevant to commissions and
Report profitability for each existing sales quote based on the selection criteria
available on this report.
7.12.17 Sales Quote Reason Lost This report generates a report detailing the reasons for lost sales based on
Report the selection criteria available on this report.
Exercise: Sales Quotes
Create Sales Quote
1 Use Sales Quote Maintenance (7.12.1) to create a sales quote.

a Enter the quote header.
Field Data
Quote: [Press Enter to have the system generate a number]
Sold-To/Bill-To/Ship-To: 10C1000
Expires: [Where does the default value come from?]
Follow-up: [One week from next Friday]
Cycle Code: W [Weekly]
Freight list: 10FRT
Freight Terms: ADD
b Add the following line items.

Ln Item Number Qty Quoted Qty to Release
1 03021 100 100
2 03022 100 100
3 03023 100 100
c End lines; then go to Trailer and advance to completion.
Release Sales Quote to Sales Order
2 Use Sales Quote Release to Order (7.12.10) to release the sales quote to order.
Field Data
Cycle Code: W
Output: PAGE
Note the Sales Order number created by this process.

3 Use Sales Order Browse (7.1.2) to review sales orders.
• Note the sales order and three line items created from the sales quote.
• If necessary use Sales Order Maintenance (7.1.1) to modify the sales order prior to
shipment.
Sales Quote Copy from Sales Order
4 Use Sales Quote Copy from Order (7.12.5) to create a

• Sales Order; enter one of your existing sales orders such as SO001 for customer 10C1000.
• Have the system automatically assign a quote number.
• Note message line, Copy Complete. Note Quote number assigned.
5 Use Sales Quote Maintenance (7.12.1) to review this sales quote.

• In reviewing quote set the Release flag to yes, add a Cycle Code of W.
• In reviewing the line items note the quantity to release is set to the line quantity, this can
be modified.
• Add a third line item, 100 each of item 03023, with a release quantity of 100.
• Advance through the trailer to save the changes.
Sales Quote Copy from Sales Quote
6 Use Sales Quote Copy from Quote (7.12.6) to create a sales quote from an existing quote.
• Copy one of your existing quotes, let the new quote number default.
• Change the Sold-to, Bill-to and Ship To, to your other customer.
7 Use Sales Quote Maintenance (7.12.1) to review the new quote.

• Check the Release Box and ensure the Cycle Code is set to W.
• Review each line item. Note that the quantity to release is zero. Why?
• Set the quantity to release to 100 for each line item.
• Advance through the trailer to save your changes.
Sales Quote Release to Sales Order
8 Use Sales Quote Maintenance (7.12.1) for your first quote, reset the release flag and set the
line item quantity to release to 100 for each line item.
9 Use Sale Quote Release to Order
• Enter the Cycle Code W, set output to page and process.
• Note the sales orders created. You should have three sales orders, one from the current
release of your first quote, and one each for the two quotes created by copy. These sales
orders can now be maintained and shipped as normal.
Note If you do not see sales orders created from your quote release check the Release check box
and the quantity to release field.
Chapter 7
Sales Analysis
Overview
Sales Analysis 263
Introduction
Sales Analysis Allows You To

• Analyze results of sales order shipment transactions
• Track salesperson performance
• Generate sales reports
• Track invoiced sales or sales history
• Integrate with the Sales Orders/Invoices module
• Generate data
• Year-to-date sales
• Margins
• Costs
• Quotas
Why Consider?
• Should charges/discounts be placed on the sales order line or the trailer?
• Trailer charges/discounts do not affect Sales Analysis
• Memo items affect Sales Analysis differently than inventory items sold
Setting Up Sales Analysis
Sales Order Control
Sales Order Control needs to be set to interface with Sales Analysis by setting the Interface with
SA field to Yes.
Sales Analysis 265
Fiscal Year and Calendar Year Reporting
Fiscal Year Change

• All reporting within the Sales Analysis module is based on a 12-month year
• This module reports sales for the calendar year
• The default mode is calendar year reporting
Fiscal year reporting can be used if:

• The fiscal year consists of exactly 12 periods
• Each fiscal period corresponds to a calendar month
If both of these conditions are met, Fiscal Year Change defines the calendar month (1 through 12)
that corresponds to the first period of a fiscal year.
If these conditions are not true, calendar year reporting must be used. In this case, all references to
fiscal year should be regarded as calendar year.
New Start Month. Sales Analysis reports list 12 months of activity starting with the New Start
Month.
• If your fiscal year is different from the calendar year, Fiscal Year Change allows you to
change the starting month of your fiscal year for the purpose of Sales Analysis.
Important Set the New Start Month before using the Sales Orders/Invoicing module. After that,
the only reason to change the Fiscal Start Month is if the company changes its fiscal year.
Sales Analysis history is set up as an array of 12 monthly periods, initially starting in January.
When the New Start Month is changed, the data is moved within and between arrays, so that the
first month in the array is always the Fiscal Start Month.
Note Be aware that this may take some time to process. You may wish to submit it in batch. If
you do not use monthly periods on your general ledger calendar, you cannot compare Sales
Analysis amounts to General Ledger amounts.
Sales Analysis 267
Sales Analysis Program Descriptions

Menu
Number Program Name Description
Use Salesperson Quota Maintenance to add and maintain monthly sales
7.17.1 Salesperson Quota Maintenance
quotas for salespeople. Totals are given for quota, sales, and cost.
Use Salesperson Quota inquiry to generate a screen or printed list of the
7.17.2 Salesperson Quota Inquiry
monthly quotas and quota percentages for a salesperson.
Use Salesperson Margin Inquiry to generate a screen or printed list of
7.17.3 Salesperson Margin Inquiry
the monthly quotas and gross margins for a salesperson.
Use Sales by Salesperson Browse to generate a screen or printed list of
7.17.5 Sales by Salesperson Browse year-to-date sales for a salesperson. The gross margin amounts and
percentages are listed.
Use Salesperson Ranking Report to produce a report listing salespeople
7.17.6 Salesperson Ranking Report
by year-to-date sales.
Use Sales by Site Report to generate a screen or printed list of year-to-
7.17.10 Sales by Site Report
date sales by site. The gross margin amounts and percentages are listed.
Use Sales by Customer Browse to generate a screen or printed list of
7.17.13 Sales by Customer Browse year-to-date sales to a customer. The gross margin amounts and
percentages are listed.
Use Sales by Customer Report to produce a detailed report on sales to a
customer by product line, quantity, and sales amount. The report sorts
7.17.14 Sales by Customer Report by product line within customer ship-to. Twelve monts of activity
appear on the report. Totals are given by customer and product line for
quantity shipped and sales amount.
Use Customer Ranking Report to produce a report listing customers by
7.17.15 Customer Ranking Report
year-to-date sales.
Use Sales by Item Browse to generate a screen or printed list of year-to-
7.17.17 Sales by Item Browse date sales for an item. The gross margin amounts and percentages are
listed.
Use Sales by Item Report to produce a detailed report on sales of each
item by product line, quantity, and currency amount. The report sorts by
7.17.18 Sales by Item Report
product line within customer ship-to. Twelve monts of activity appear
on the report. Totals are given by customer and product line.
Use Item Ranking Report to produce a report listing items by year-to-
7.17.19 Item Ranking Report
date sales.
Use Fiscal Year Change to change the starting month of the fiscal year.
7.17.22 Fiscal Year Change All reporting within the Sales Analysis module is based on a 12-month
year.This module reports sales for the calendar year.
Use Sales Analysis Delete/Archive to delete/archive sales history for
7.17.23 Sales Analysis Delete/Archive
previous fiscal years.
Appendix A
Workshops and Study Questions

Setup/Implementation
Setup Workshops
Situation 1
Instructions: Your company sells both kitchen products (such as blenders) and beverage products
(such as beer). Kitchen products are sold primarily to large retail stores and beverages are sold
primarily to grocery stores. Some customers buy both types of products.
1 Set up a new credit term giving a 10 percent discount on all payments received within 5 days
of invoicing and a due date of 60 days after invoice date.
2 Set up a new tax rate; in the US or Canada set up a new state or province. Elsewhere, set up a
new VAT class.
Menu Name/Number:
3 Set up a new salesperson, perhaps yourself.
Menu Name/Number:
4 Add a new customer, a retail store that would buy both blenders and beer. Assign this customer
the credit terms, tax rate, and salesperson that you set up.
Menu Name/Number:
5 Set up a special commission rate for your sales to this customer - perhaps 80 percent?
Menu Name/Number:
6 Whenever you sell something to this customer, the invoice goes to their corporate
headquarters.
Set this up. What did you have to do?
7 Enter two different ship-to addresses for this customer. Note the address codes you used, since
we use them in the next workshop activity.
Address Codes:
Situation 2
The customer you just set up also pays freight charges on all shipments of blenders.
Instructions:
1 Check to see if the unit of measure you are using for your item is set up. If not, set one up.
Menu Name/Number:
2 Set up the freight charges. Use a nontaxable trailer code when setting up the freight list.
Menu Name/Number:
3 Assign the freight information to your customer.
Menu Name/Number:
Workshops and Study Questions 271
4 Add the freight class, net, and ship weights to your inventory item.
Menu Name/Number:
Study Questions for Setup

1 In QAD Enterprise Applications, there are two credit terms tables, one for sales/AR, the other
for purchasing/AP.
True or False
Why?
2 All of the invoices that your company sends out in the first quarter of the year are due on April
30. If they pay early (by April 1) they receive a two-percent discount. How do you set this up?
3 If you receive a supplier invoice dated February 6, with terms two-percent discount 10 days
EOM, due 30 days EOM, what are the discount and due dates?
Discount Date:
Due Date:
4 How would you set up a price list that offered a distributor the following?
a Ten percent off all sales, with an additional five percent on all purchases of over 1000
units, and an additional ten percent on all purchases of over 5000 units.
b Special case price for item 90-1000 when sold in cases; just $10 per CS (one CS hold 20
EA).
c Special cost-plus pricing for products in product line 1000, all purchases are priced as cost
plus 25 percent.
5 On Customer Maintenance 2.1.1 setting Multiple = Yes indicates that the customer has
multiple shipping addresses.
True or False
Why?
6 A different credit limit should be established on each ship-to address for a customer.
True or False
Why?
7 If you want to produce Accounts Receivable Statements for a customer, which two fields do
you need to initialize?
Field Name:
Field Name:
8 You are using Master Comments to store shipping and delivery information that is to print at
the top of every sales order and packing list you send to a given customer. What would you
recommend that you set the following fields to?
Reference:
Type:
Language:
Processing
Processing Workshops
Situation 1
Kitchen products are manufactured and distributed from one site. Beverage products are
manufactured and distributed at another site.
Instructions:
1 Before you go on, check the data in your database. Make sure that the kitchen products you
have been using are assigned to a different site than the beverage products. Make a list of the
things you had to check.
2 Also verify that the kitchen and beverage products in your database (finished items only) all
have appropriate prices and costs. What function did you use?
Menu Number/Name:
3 Beverage products would normally be lot controlled with some limited shelf life. Set this up,
then do an unplanned receipt to record some on-hand inventory. Note the expiration date that
is assigned. Also receive some inventory for your kitchen products (finished items only).
Situation 2
The order entry/shipping procedure your company follows is

• Order entry clerks take all of the orders, which before shipping are verified and confirmed.
Credit is checked before confirmation.
• Packing lists are printed each morning, listing only those products that are to be shipped that
day. This is done by the sales department, since they need to resolve any shortage issues before
they print the packing lists.
• Packing lists are sent to the shipping department, and they process the shipment transaction.
Instructions:
1 Work with a partner and come up with a flowchart showing the steps used and the sequence of
steps required to support this order entry/allocation/shipping procedure. For each step, specify
the QAD Enterprise Applications function used.
a
f
2 Set up Sales Order Control to reflect this procedure. (Hint: Think about when this company is
going to do the allocation of inventory. They probably need to run the Auto and Manual
Allocation functions daily, prior to printing packing lists.) Record what you entered in each of
the following fields:
Allocate Sales Order Lines due in Days:
Limit Allocations to Avail to Allocate:
Pick Only Allocated Lines:
Company Address:
Confirmed Orders:
3 Enter some sales orders - one for a variety of kitchen products, one for a variety of beverage
products, and one for both types of products. Make sure that you enter the right site on each
order. Add a few more orders, so that the total orders exceed your available quantity on hand.
4 Review the Master Schedule Summary Browse/Inquiry for your items. How do the orders
appear on this screen? If they do not, what do you have to do? (Do it.)
Situation 3
The customer you set up earlier with a freight list has just purchased a large quantity of blenders.
You need to create a sales order for the shipment.
Instructions:
1 Enter a sales order for the sale. Make sure the site you enter on the order is the same as the site
for the freight list. The customer is tax-exempt.
2 Where did the freight information in the header come from?
3 Where does the freight class default from?
4 Go back into your order. Notice the default value of the Calculate Freight field in the header.
What happens if you do not change it?
5 Try changing the class and/or the freight ship weight. What happens?
6 When the trailer screen displays, note the message displaying the total weight for the order.
Study Questions on Sales Order Processing

1 At what times during the Sales Order Life Cycle can credit be checked? (List three.)
a
c
2 If you were implementing QAD Enterprise Applications in a company that takes orders only if
they have inventory and then ships those orders immediately from stock, what fields would
you set up in Sales Order Control and what value would you set them to?
a
3 Specifying a fixed exchange rate on a sales order indicates that this is the rate to use when
processing customer payments for this order.
True or False
Why?
4 What are the pros and cons of using multiline item entry mode rather than single-line item
entry mode in Sales Order Maintenance?
Pros:
Cons:
5 You decide you would like to categorize your sales orders by type - for example, orders from
retailers vs. orders by distributors. This would be an appropriate use of the sales order line
item Type field.
True or False
Why?
6 What do you have to do to reprint a sales order?
Allocation and Shipping Workshops

1 Run the Auto Allocation function for the orders you entered in the last workshop activity. Print
out the report (Audit Trail = Yes). Were all your orders allocated? They should not have been.
Why?
2 Use the Manual Allocation function to override the allocations. Allocate the available
inventory over two or more sales orders.
3 Once you are satisfied with the allocations, print your packing lists. You should have one order
that is to be shipped from two sites (kitchen and beverage products). How would you get two
separate packing lists for this order? Try this.
4 Ship the quantities that printed on the packing lists. Use the Ship Picked option on Sales Order
Shipments. What does this do? Why would you use it?
5 What GL transactions are created by a shipment?
a
d
Study Questions on Allocation and Shipping

1 List two situations where you would want to use Detail Allocations during order entry.
a
2 How might allocations be used in your company (or one you know well)? Describe briefly.
3 A general allocation can be compared to an airline issuing you a boarding pass.
True or False
Why?
4 If you are not using allocations, you cannot print a Sales Order Packing List.
True or False
Why?
5 One of your customers wants to be invoiced only after all of the products on a single order
have shipped. Can this be done with QAD Enterprise Applications? And, if so how? What
field do you set, where?
Yes or No
How?
Menu Name/Number:
Field:
Invoicing Workshops
Situation 1
Instructions:
1 Print the invoice register. Select one of your invoices and use Pending Invoice Maintenance to
change the GL sales account on one of the line items.
2 Print your invoices. Select one of them that is incorrect (it has the wrong credit terms). Fix it
and reprint the invoice. What flags did you have to set to reprint the invoice?
Field Name:
Field Name:
3 Enter a pending invoice for a miscellaneous credit (such as a cooperative advertising rebate).
Assign the invoice number ADV1029. Print the invoice.
4 Post your invoices to AR. Use the Customer Account Browse/Inquiry to look at the customer
balance. Use the DR/CR Memo Browse/Inquiry to look at the invoices that were posted. What
two fields tell you that any given DR/CR memo Reference came from posting an invoice?
Field Name:
Field Name:
5 What GL transactions did Invoice Post create?
Study Questions on Invoicing

1 If you print a Pending Invoice Register and find that someone made a data entry error on a
shipment (they entered a quantity shipped of 800 rather than the 80 that actually went out the
door), what do you need to do?
2 Trailer codes let you specify different GL inventory accounts to be posted to when you ship a
line item of a sales order.
True or False
Why?
3 Even if you are not using Accounts Receivable in QAD Enterprise Applications, it is still
necessary to run the invoice post.
True or False
Why?
4 Sales Analysis inquiries and reports can be used to present summarized sales history by
General ledger calendar period.
True or False
Why?
Answers to Workshops and Study Questions
Setup Workshop
1 Enter this as Discount 10, Disc Days 5 from invoice, and Due 60 days from invoice.
2 Use appropriate Tax Maintenance screen.
3 Use Salesperson Maintenance.
4 Use Customer Maintenance.
5 Use Commission Detail Maintenance.
6 First, you have to add the corporate HQ as a customer in Customer Maintenance. Then, you
need to modify the old customer to reference the bill-to address.
Setup Study Questions
1 False. The credit terms data is shared.

2 Set up a terms code with Disc Date = April 1 and Due Date = April 30.
3 Discount date is 10 days from the end of February; that is, March 10. Due date is 30 days from
the end of February; that is, March 30.
4 First, set up a price table for the customer. Then set up the following discount tables, using the
same name (i.e., DIST). You would set up three different sets of discount pricing:
Amount Type: Discount%
Qty Type: Quantity
Comb Type: Exclusive
Min Qty: Disc% 0
1000 15
5000 25
Item Analysis Code: 90-1000

UM CS
Qty Type: List Price
Comb Type: Combinable
List Price: 50
Set up Analysis Code

Type: Item
Code: Prod1000
Analysis Code Selection Maintenance

Type: Item
Code: Prod1000
Condition Field: Product Line
Wild Card: *
From: 1000
To: 1000
Analysis Code Regen Utility

Type: Item
Price List Maintenance

Price List: Mark-Up
Item/Analysis Code: Prod1000
Amount Type: Mark-Up
Qty Type: Quantity
Comb Type: Exclusive
Min Qty: 1
Mark-Up%: 25
5 False. Multiple Yes indicates that there are multiple salespersons assigned to this customer.
6 False. The credit limit is only checked for the bill-to address.
7 In Customer Maintenance:
Set Statement = Yes
Stmt Cycle
8 The answer is:
Reference should equal the customer address code.
Type should be blank.
Language should be the customer language.
Sales Order Processing Workshop
Situation 1
1 You should check to make sure that you have two different sites and, if not, you add one. You
should also check that the items are assigned to the appropriate site and, if not, enter that site in
Item Master Maintenance. If you have any inventory for these items, make sure it is located at
the right site and, if it is not, transfer it.
2 Item Cost Maintenance.
Situation 2
1 Flowchart should show the following steps in this sequence:

a ORDER ENTRY
b ORDER CONFIRMATION
c CREDIT CHECKING
d (If credit OK) ALLOCATE INVENTORY

e (If shortages) MANUALLY OVERRIDE ALLOCATIONS
f PRINT PACKING LISTS
g (Optional) SHIPPING LABELS
h SHIPMENT
2 One way to establish Sales Order Control settings is
• Allocate Sales Order Lines due in Days: 0 days: this means that you do not allocate as you
take the order; you do it later in batch using the Auto or Manual Allocation.
• Limit Allocations to Avail to Allocate: Yes: you want to allocate only what can ship that
day.
• Pick Only Allocated Lines: Yes: you want to put only the things you allocated (that is, the
things you can ship) on the packing list.
• Company Address: Your company address that you set up in Company Address
Maintenance.
• Confirmed Orders: No: the procedure is to do a separate confirmation step.
3 Confirmed sales orders show up on the Master schedule summary on the sales order line, and
they should decrease Available to Promise. If your sales orders do not appear on the master
schedule summary, it is because they are not confirmed. You have to use the Sales Order
Confirmation to confirm them before they appear.
Situation 3
4 From the Customer Master Data.

5 From the Item Master.
6 The flag is set to No. The Freight frame will not display unless it is changed to Yes.
7 The sales order total changes.
Sales Order Processing Study Questions
1 Credit is checked during

a Sales Quote,
b Sales Order, and
c Pending Invoice Maintenance
at the beginning and at the end. After you enter the order, you can check credit again at any
time using the Sales Order Auto Credit Hold function.
2 In this situation, allocations would be unnecessary. Set the following:
a Allocate Sales Order Lines due in: 0 days
b Limit Allocations to Avail to Allocate: Yes
c Pick Only Allocated Lines: No

3 False. Since you can have multiple invoices for the same sales order, it is less confusing if you
set them up to use different ranges of numbers.
4 False. Customer Payments are going to be processed using the actual exchange rate at the time
they pay you. The Fixed exchange rate specified on the order is simply used for calculating
your gain/loss.
5 Pros: Multiline entry mode is faster and the screens are much simpler (easier to understand).
Cons: Multiline entry mode does not let you enter or view additional line item data such as due
date, tax status, commission.
6 False. Non-blank type indicates a non-inventory sales order. Instead, you should use customer
type or channel.
7 To reprint a sales order, you must go into Sales Order Maintenance and change the Print Sales
Order flag on the sales order trailer screen. If the revision number was automatically updated,
you may or may not want to reset it.
Allocations and Shipping Workshop
1 All of your orders should not have been allocated. Your available inventory is oversold, so you
cannot allocate all of the orders. Some of them also may not have been due in the allocation
window you specified.
2 Specify the site when you print Sales Order Packing List
3 Ship Picked simply sets the quantity to ship of each item equal to the quantity that was printed
on the picklist and sets the location, lot/serial, and lot reference for each item to the values that
printed on the packing list. If this is what you actually shipped, you can process the shipment
very quickly. Just review the screen and press Go. You only need to type in something if you
did something differently than suggested.
4 Look at Transaction Detail Browse/Inquiry. There should be five GL transactions, each
crediting Inventory and debiting Cost of Sales (Material, Labor, Overhead, Burden, or
Subcontract). Note that the GL transactions are always created in pairs.
Allocations and Shipping Study Questions
1 Detail Allocations allows you to specify a particular inventory lot/serial number or lot
reference, assigning inventory of a particular status or with particular characteristics (grade,
assay, expiration date) to a particular order.
2 False. A general allocation is like buying a ticket but not getting a seat assignment or boarding
pass. A detail allocation is like a boarding pass - that is when you actually get a seat assigned.
3 False. You are not required to use allocations to get a packing list, but it may be helpful
procedurally.
4 Yes, you can hold an order for invoicing until it is fully shipped. Simply set the Ready to
Invoice flag to No each time you process a partial shipment. Once the order is completed and
shipped, set the Ready to Invoice flag to Yes.
Invoicing Workshop
5 The answer is:

Ready to Invoice = Yes
Invoiced = No
6 Sales Order and DR/CR Memo Type = Invoice.
7 Posting an invoice should debit Accounts Receivable and credit Sales.
Invoicing Study Questions
1 Quantity errors should never be changed in Pending Invoice Maintenance. Instead, the error
should be corrected by shipping a negative quantity (800) and then shipping the correct
quantity (80). This should be done by an inventory person so that the right location
information is entered.
2 False. Trailer codes can only be referenced on the sales order trailer and have nothing to do
with inventory. They are posted when the invoice is posted and represent add-on charges.
3 True. The invoice post updates sales history, commissions, taxes, and the general ledger as
well as Accounts Receivable.
4 False. Sales Analysis stores sales history summarized by calendar month (Jan., Feb., Mar., and
so on), not GL calendar month.
Appendix B
General Ledger Effects in Sales

Orders/Invoicing
Function Notes DR / CR Account Defaults From
7.9.15 Inventory DR COGS Materials / Labor / 1.2.17 bb

Sales Order Shipments items 1 Burden / Overhead /
Subcontract
CR Inventory 1.2.13 aa
7.13.1 DR COGS Materials / Labor / 1.2.17 bb

Pending Invoices 1 Burden / Overhead /
Subcontract
CR Inventory 1.2.13 aa
7.13.4 DR Accounts Receivable 7.1.1

Invoice Post & Print
DR Sales Discounts 7.1.1
CR Sales 7.1.1
CR Trailer Charges 2.19.13
CR Sales Taxes 2.13
DR / CR Intercompany 2 36.9.2
1
Non-inventory items do not create GL inventory transactions.
2
For different sites in the same entity. Transfers between sites in different entities are tracked using the Cross-
Company Inventory Control account defined for the domain and the intercompany codes of the appropriate entities.
aa The GL account defaults from the inventory item/site account Inventory Account Maintenance if one is set up;
otherwise, from the Product Line Maintenance.
bb The GL account defaults from the sales item/site account Sales Account Maintenance if one is set up; otherwise,
from the Product Line Maintenance.
Appendix C
Sales Orders and Invoicing

Reports
Sales Orders and Invoicing Reports

Menu Report Function/Purpose
7.15.1 SO by Order Report This report generates a report of sales orders activity sorted on the order
7.15.2 SO by Customer Report This report generates a report of sales orders activity sorted on the
customer based on the selection criteria available on this report.
7.15.3 SO by Item Report This report generates a report of sales orders activity sorted on the item
7.15.5 SO Gross Margin Report This report provides you information relevant to commissions and
profitability for each existing sales order based on the selection criteria
available on this report.
7.15.7 SO Pricing Report Used much like the SO by Order Report 7.15.1, this report provides you
with more pricing detail on each sales order based on the selection
criteria available on this report.
7.15.9 Unconfirmed SO Report This report generates a report of sales orders that need to be confirmed
based on the selection criteria available on this report.
7.15.11 EMT Tracking Report This report generates a report on the status of EMT SO/PO’s as they flow
up and down the supply chain based on the selection criteria available on
this report.
7.15.14 Booking Transaction Report This report generates a report of incoming sales orders activity based on
the selection criteria available on this report.
7.15.15 Booking Transaction This report generates a summary report of total quantity sales and gross
Summary by Item margin summarized by item number into daily, weekly, or monthly
buckets based on the selection criteria available on this report.
7.15.18 Shipment Transaction Report This report generates a report of sales orders shipment transactions
during a specified timeframe based on the selection criteria available on
this report.
7.15.19 Shipment Transaction by This report generates a report of sales orders shipment transactions sorted
Customer Report on the customer based on the selection criteria available on this report.
7.15.21 Shipment Transaction by Item This report generates a report of sales orders shipment transactions sorted
Report on the item number based on the selection criteria available on this
report.
7.15.22 Transaction Summary by This report generates a summary report of sales orders transactions sorted
Customer Report on the customer based on the selection criteria available on this report.
7.15.23 Transaction Summary by This report generates a summary report of sales orders transactions sorted
Customer by Item Report on the customer and item number based on the selection criteria available
on this report.
7.13.8 Invoice History Report This report generates a report on invoicing activity based on the selection
criteria available on this report.

SalesOrders TG v2012SE EE PDF

Uploaded by

Copyright:

Available Formats

SalesOrders TG v2012SE EE PDF

Uploaded by

Document Information

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

SalesOrders TG v2012SE EE PDF

Uploaded by

Copyright:

Available Formats

QAD Enterprise Applications

Standard and Enterprise Edition

Copyright © 2012 by QAD Inc.

About This Course . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1

Chapter 1 Introduction to Sales Orders . . . . . . . . . . . . . . . . . . . . . . .5

Chapter 2 Business Considerations . . . . . . . . . . . . . . . . . . . . . . . . .17

Electronic Data Interchange (EDI) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27

Chapter 3 Sales Order Setup . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .35

Item Cost Maintenance – Price . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 89

Chapter 4 Basic Sales Order Process. . . . . . . . . . . . . . . . . . . . . . .111

Print or Reprint Invoice . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 161

Chapter 5 Optional Sales Order Features. . . . . . . . . . . . . . . . . . . .171

Chapter 6 Sales Quotations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .231

Life Cycle . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 238

Chapter 7 Sales Analysis . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .261

Appendix A Workshops and Study Questions . . . . . . . . . . . . . . . . .269

Appendix B General Ledger Effects in Sales Orders/Invoicing. . . .283

Appendix C Sales Orders and Invoicing Reports . . . . . . . . . . . . . . .285

Course Credit and Scheduling

Virtual Environment Information

QAD Learning Center

QAD Document Library

Introduction to Sales Orders

Sales Order Key Events

• Customer places quote or sales order

Abnormal Sale. Unexpected sale, not included in the forecast.

Sales Order Document Structure

The header frame includes the sales order generic information:

Sales ORder Users

Various people typically control key tasks:

Sales Order Life Cycle

QAD General System Flow

Sales Quotes Let You

Configured Products Are

Sales Analysis Allows You To

See in this training guide: Sales Analysis on page 261

Credit Management Allows You To

Freight Calculations Allow You To

See in this training guide: Freight on page 43

Commissions Allow You To

See in this training guide: Salespersons/Commissions on page 56

Importing/Exporting Allows You To

Electronic Data Interchange (EDI)

EDI Allows You To

Customer Schedules Allow You To

Containerization Allows You To

QMI-PR assembles products from purchased and manufactured components.

Sales Order Setup

Sales Order Setup

Global Tax Management (GTM)

Note Covered in the course Global Tax Management

Trailer Code Maintenance

Companies can set up miscellaneous charges for items such as:

• Enter the tax class of this trailer code

Freight charges are typically added to:

Freight Element 1: Freight List Maintenance

Use to define charges that apply to sales quotes and orders.

Freight Element 2: Freight Zone Maintenance

Use to set up geographic areas related to a freight list: