In SAP Business One, business partners are categorized as leads, customers, or vendors. A 'lead' is used for pre-sales activities, such as creating a sales quotation. However, logistical and accounting documents like a delivery or an A/R invoice can only be created for a 'customer'. Therefore, once a lead accepts a quotation, the mandatory first step is to convert the lead master data into a customer master data record. This action transfers all associated data and documents, including the accepted sales quotation, to the new customer record, enabling the creation of subsequent documents in the sales process.

A. Copy the sales quotation to a sales order: This action is impossible while the business partner is still a lead. The system requires a customer record to create a sales order.

C. Change the status of the sales quotation: Changing a document's status (e.g., to 'Closed') is for reporting and process tracking; it does not change the underlying system requirement that a delivery needs a customer.

D. Perform an availability check: An availability check confirms stock levels, which is a crucial business step, but the system will not even allow the creation of a delivery document for a lead, regardless of item availability.

1. SAP Business One 10.0

TB1200 Logistics

Unit 4: Sales Process

Section: The Sales Process.

This official SAP training material outlines the end-to-end sales process. It explicitly states that after a sales quotation is created for a lead and accepted

the lead must be converted into a customer before a sales order or any subsequent delivery document can be processed. The system logic enforces this conversion as a prerequisite for moving from the pre-sales to the sales execution phase.

2. SAP Help Portal for SAP Business One

"Business Partner Master Data."

The documentation distinguishes between the three types of business partners. It specifies that "Leads are used to manage information about potential customers... To enter sales orders for a lead

you first have to convert it to a customer." This principle extends to all subsequent sales documents

including the delivery.

3. SAP Help Portal for SAP Business One

"Creating Business Partner Master Data from a Lead."

This section details the procedure for converting a lead. It notes

"You can convert a lead into a customer at any stage of the sales process. For example

after a lead has shown interest in your products

you can convert it into a customer and create a sales order for it." This confirms that conversion is the enabling step for creating sales orders and

by extension

deliveries.