SAP Sales and Distribution Certification Practice Exam

Which of the following sequences represents a standard sales process flow?

1. Inquiry - quotation - order - invoice - accounting document

2. Standard order - delivery - invoice - accounting document

3. Inquiry - quotation - delivery - invoice

4. Sales order - delivery - post goods issue - accounting document

The correct answer is: Inquiry - quotation - order - invoice - accounting document

The standard sales process flow is best represented by the sequence starting with an inquiry, followed by a quotation, order, invoice, and concluding with the accounting document. This flow illustrates the typical journey of a sales transaction from initial customer interest through to final billing and financial documentation. In this sequence, the inquiry serves as the initial point of contact where a customer expresses interest or asks questions about products. Following this, the quotation is issued, providing potential customers with pricing and conditions. After the customer decides to proceed, a sales order is created, formalizing the purchase. Once the order is confirmed and processed, an invoice is generated, detailing what the customer needs to pay. Finally, the accounting document is created for internal financial records, thus completing the sales cycle. This flow is comprehensive, covering all significant interactions in a sales transaction, making it not only logical but essential for tracking performance and ensuring accurate financial accounting. Other sequences may omit essential steps or reorder them improperly, leading to a less complete depiction of the sales process.