Product proposal, Material Determination, Inclusion and exclusion are all different concepts which are used in the sales order to make it more flexible, accurate and ease of use for the customer sales representative who creates the sales order.
Let me give you an example each which may help you understand each one of them.
a. Product Proposal: If a customer buys repetadely a set of materials from you at certain frequency, then you may want them to be documented, so that next time he can just give you a call and say just send me the regular materails that I order. Then, you create a proposal which while creating the sales order can be run and copied directly to SO (with or without quantity). You assing the proposal to the customer in the sales tab of sales area data (XD01/2).
b. Material Determination: If you have Material A and your company releases an imporved form of Material A say A1 and tells the sales reps that you exhaust all A that you have in your stock and then start selling A1. But, your customer will still give order for A. So, when your sales rep enteres the sales order, you want system to check if A exists in stock, if yes, put A in sales order, else put A1. In such cases you can use materail determination. This works on condition technique.
c. Inclusion and Exclusion: Inclusion is where you will include all the materials that you want to sell to your customer and not all the assortments that you have in your company. You will create a list of all the materails that you want to sell to your customer.
Similarly Exlusion is where you put a list of materails that you dont want to sell to a particular customer from your total assortment of products you sell. This happens usually in a chemical industry or a retail industry. This works on condition technique.
Hope this helps...
Regards,
Mukund S
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