# Sales & Commercial Reference Tables

## Purpose

This workbook is the **derived, AI-friendly navigation and joining layer** across the complete static Sales & Commercial Architecture for **HAV Seafood**.

It belongs to **Phase 1 — Business Architecture**:

**1. Business architecture -> 2. Stories -> 3. Operational dataset**

The workbook is deliberately **not authoritative** for customer, product, pricing, agreement, planning, order, process or system master data. It consolidates selected current-state values from authoritative sources so an AI system or human analyst can understand the Sales domain quickly and identify which detailed source workbook to inspect next.

If any value in this workbook conflicts with an authoritative source, **the authoritative source wins**.

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## Recommended AI navigation

For broad Sales questions, inspect this workbook first.

- **Customer question** -> `Customer_Reference`
- **Overall commercial setup for a customer** -> `Customer_Commercial_Summary`
- **Customer + product/SKU question** -> `Customer_SKU_Reference`
- **Assortment question** -> `Customer_Assortment_Summary`
- **Pricing question** -> `Customer_SKU_Pricing` or `Pricing_Reference`, then the authoritative Pricing workbook
- **Agreement question** -> `Agreement_Reference` / `Agreement_Scope_Reference`, then the authoritative Customer Agreements workbook
- **Demand/forecast architecture question** -> `Demand_Planning_Reference`
- **Order/customer-service question** -> `Order_Service_Reference` / `Customer_SKU_Order_Rules`
- **Process/approval/control question** -> `Sales_Process_Reference` / `Commercial_Control_Reference`
- **Responsibility question** -> `Position_Responsibility_Map`
- **System ownership question** -> `System_Data_Reference` / `Entity_Ownership_Source`
- **Cross-domain boundary question** -> `Cross_Domain_Bridges`

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## Core reference chain

The main commercial chain represented here is:

`Shared External Organization -> Customer Account -> Market / Channel / Segment / Territory`

`Customer + SKU -> Customer SKU Listing -> Customer Product Code -> Pricing -> Agreement -> Demand Planning -> Order Rule`

`Commercial Process -> Authority -> Control / Exception / Escalation`

The most important cross-functional sheet is `Customer_SKU_Reference`, which contains one row for each of the **73 current active customer-SKU listings** and joins selected architecture from the Assortment, Pricing, Customer Agreement, Demand Planning and Sales Order frameworks.

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## Workbook contents

### `Customer_Reference`
One row per current customer account. Combines customer identity, commercial market/channel/segment/territory, account ownership, customer-service responsibility and ERP/CRM account codes.

### `Customer_Commercial_Summary`
One row per customer with the principal pricing profile, commercial terms, current primary agreement, demand-planning assignment, order profile and customer-service profile.

### `Market_Channel_Territory`
Compact current market/channel/segment/territory relationships and primary territory ownership.

### `SKU_Commercial_Reference`
Commercially useful reference attributes for the 24 current finished-goods SKUs. Product identity and technical specifications remain authoritative in Production/Enterprise item sources.

### `Customer_SKU_Reference`
The main Sales junction view. One row per active customer-SKU listing joining customer, commercial dimensions, SKU, customer product code, assortment, pricing, current agreement, demand planning, order rules and customer-service profile.

`Customer_Base_Price` in this sheet is **derived by formula** from the copied current `List_Price` and `Standard_Discount_Pct`. The Pricing & Commercial Terms workbook remains authoritative for the underlying pricing architecture.

### `Customer_Assortment_Summary`
Current customer assortment profile and counts of active/core/customer-specific listings.

### `Pricing_Reference`
Customer-level pricing and commercial-term assignments with current price-list and pricing-model references.

### `Customer_SKU_Pricing`
Simplified 73-row customer/SKU pricing view. Current base price is formula-derived in the reference workbook from current list price and standard discount percentage.

### `Agreement_Reference`
Compact current customer agreement master reference.

### `Agreement_Scope_Reference`
Flattened agreement market, channel and product/assortment scope relationships.

### `Demand_Planning_Reference`
One row per active customer-SKU planning relationship. Contains planning profile, method, horizon, granularity and ownership references, but **no forecast quantities**.

### `Order_Service_Reference`
Customer-level order and service profile reference including order-entry channel, lead-time class and service responsibility.

### `Customer_SKU_Order_Rules`
One row per active listing with orderability, UOM, minimum/order multiple, lead-time, substitution, backorder and allocation rules.

### `Sales_Process_Reference`
Compact overview of all Sales processes, normal authority requirement, cross-functional review principles and primary output objects.

### `Commercial_Control_Reference`
Combined navigation view of commercial controls, approval thresholds and segregation-of-duties rules. Detailed governance remains authoritative in the Sales Process, Authority & Commercial Control workbook.

### `Position_Responsibility_Map`
Derived map from positions to customer ownership, territory ownership, demand-planning responsibility and Sales authority.

### `System_Data_Reference`
Derived navigation view of important Sales objects and the systems that master, extend or consume them.

### `Cross_Domain_Bridges`
Explicit relationships from Sales to Shared Enterprise, Production, HR, Procurement/Supply Chain, and future Finance, Logistics and Quality structures.

### `Entity_Ownership_Source`
High-level registry describing which workbook/domain is authoritative for each important Sales-related entity or subject.

### `Relationship_Catalog`
Human/AI-readable list of major join paths and relationship rules.

### `Architecture_Source_Catalog`
Lists the source workbooks feeding this derived reference layer and their authority status.

### `Architecture_Notes`
Important derived-workbook principles, boundaries and refresh rules.

### `Data_Dictionary`
Field-level description of this reference workbook.

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## Authoritative Sales sources

The reference workbook is generated from these eight Sales & Commercial architecture workbooks:

1. `hav_seafood_sales_customer_account_commercial_organization_v1.xlsx` — customer account and commercial organization
2. `hav_seafood_sales_markets_channels_commercial_territory_v1.xlsx` — markets, channels and commercial territories
3. `hav_seafood_sales_customer_assortment_product_listing_v1.xlsx` — customer assortment and product listings
4. `hav_seafood_sales_pricing_commercial_terms_framework_v1.xlsx` — pricing and commercial terms
5. `hav_seafood_sales_customer_agreements_framework_v1.xlsx` — customer agreements
6. `hav_seafood_sales_demand_planning_framework_v1.xlsx` — demand-planning architecture
7. `hav_seafood_sales_order_customer_service_framework_v1.xlsx` — sales order and customer-service architecture
8. `hav_seafood_sales_process_authority_commercial_control_v1.xlsx` — Sales process, authority and commercial controls

Upstream Shared Enterprise, Production, HR and system sources are also referenced where needed for identity and ownership context.

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## Important ownership boundaries

- **Shared Enterprise** remains authoritative for shared organization identity, enterprise systems, generic reference data and other cross-domain enterprise structures.
- **Production / Enterprise Item architecture** remains authoritative for SKU/product identity and technical product properties.
- **HR** remains authoritative for positions, position seats, incumbency and enterprise authority structures.
- **Sales & Commercial authoritative workbooks** remain authoritative for customer commercial extensions, channels/territories, listings, pricing, agreements, demand rules, order/service rules and Sales commercial controls.
- **Future Finance** should own payment terms, credit, invoicing, receivables and financial accounting treatment.
- **Future Logistics** should own physical outbound shipment and delivery execution.
- **Quality** should own technical complaint/quality investigation and technical quality approval structures.

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## Derived-reference rule

This workbook contains duplicated selected values **only to simplify navigation and joining**.

It should never be maintained independently from the source workbooks. When an authoritative Sales architecture workbook changes materially, this reference workbook should be regenerated or refreshed.

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## Phase 1 boundary

This workbook contains **no operational or historical Sales data**.

It contains no:

- sales orders or order lines;
- invoices or accounts receivable;
- forecasts or forecast quantities;
- sales transactions;
- CRM interactions;
- quotations;
- customer-service cases;
- complaint events;
- deliveries or shipments;
- actual discounts/rebates/allowances;
- approval events;
- exception cases;
- control executions;
- workflow history;
- performance metrics.

Those belong to Phase 3 after the Phase 2 stories have been designed.

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## Current scope snapshot

At the time this reference workbook was generated, the Sales architecture contains:

- **4 current customer accounts**;
- **24 active finished-goods SKUs** represented in the commercial reference layer;
- **73 active customer-SKU listings**;
- one current customer-level commercial structure, pricing/terms assignment, demand-planning assignment and order/service assignment for each seeded customer;
- a complete static Sales process/authority/control framework.

These are current synthetic architecture values, not historical business activity.
