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8/10/2019 Crm Sales Overview
1/132
India SAP CoE, Slide 1
CR1003 - SAP CRM Sales overview- v1.0
8/10/2019 Crm Sales Overview
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India SAP CoE, Slide 2
1 Prepare Me
2 Tell Me
3 Show Me
4 Let Me
CRM Sales Overview
Help Me5
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India SAP CoE, Slide 3
Origin of Sales Process
Lead Generation
Lead Qualification
Transfer to Sales
OpportunityMaintenance
VIA Marketing Campaign
By Actively taking up contact with BP
Status Allocation
Support from Questionnaire
Workflow triggered by a certainstatus. ( for ExampleHOT)
Create Opportunity
Maintain Opportunity
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India SAP CoE, Slide 4
Sales Cycle in CRM
Opportunities Quotation
OrderAnalysis
Hot Lead
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India SAP CoE, Slide 5
Sales Cycle in CRM
Sales Cycle
Sales Cycle
OpportunityManagement
Agreement
Interaction CentreE Selling
Logistics Execution
Billing
Customer Service
Customer Retention
Generating andQualifying the lead
Mobile
Face to Face
Telephone
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India SAP CoE, Slide 6
1 Prepare Me
2
3 Show Me
4 Let Me
CRM- Sales Overview
Help Me5
Tell Me
8/10/2019 Crm Sales Overview
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India SAP CoE, Slide 7
CRM Sales Overview
Opportunity Management
Activity Management
Contract Management
Quotation and Order Management
Sales Cycle in CRM
Visit Planning
Territory Management
Account and Contact Management
Rebate Management
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Quotation and Order Management
CRM Sales Overview
Activity Management
Opportunity Management
Contract Management
Visit Planning
Sales Cycle in CRM
Territory Management
Account and Contact Management
Rebate Management
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CRM Sales Overview
Hot Lead
Assign Products
Sales Methodology
Checks and Accepts it
Qualifies opportunity
Value Proposition
Creates Quotation
Create Sales Order
Win/Loss Analysis
Lead Qualifier
Sales
Representative SalesRepresentative
Sales
Representative
SalesRepresentative
SalesRepresentative
SalesRepresentative
SalesRepresentative
Sales ManagerSales Overview
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Sales Processes
Opportunity Management
With the opportunity Management you can manage the salesprocess. You do this using a Sales Methodology based on yourbest practices so as to empower you sales force.
Quotation and Order Management
mySAP CRM integrates all communication channels and supportsthe entire document flow form inquiry and quotation to order orcontract, including contract cancellations.
Contract Management
Contract Management allows users easily and automatically todevelop, revise and submits contracts tailored for each customer.This enables you to maintain long term customer relationship.
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Quotation and Order Management
Sales Cycle in CRM
CRM Sales Overview
Activity Management
Contract Management
Visit Planning
Opportunity Management
Territory Management
Account and Contact Management
Rebate Management
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Opportunity Management
Sales CycleSales Cycle
OpportunityManagement
Agreement
Interaction CentreE Selling
Logistics Execution
Billing
Customer Service
Customer Retention
Generating andQualifying the lead
Mobile
Face to Face
Telephone
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From Lead to Transaction
Lead
OpportunityWith or without use of Sales Methodology
Activity Quotation Order Contract
Marketing
Sales
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Phases in the Opportunity
Phase-1IdentifySales
Possibility
Phase-2ResearchCustomerInformation
Phase-3First
Face to FaceContact
Phase-XClose theDeal
New Customer StaffSales and
Distribution Contract
Success Probability
10% 25% 60% 100%
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Contents of Opportunity
SalesCycle
Classification AttachmentsProductsOrganizationManagement
Business Partners Forecasting
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Sales Methodology - Elements
Sales Assistant
Opportunity Assessment
Buying Centre Project goals
Reporting Analysis
Competitor Analysis
Opportunity Plan
Opportunity
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Sales Methodology - Sales Assistant
ExtendBusiness
Relationship
OrderCompletion
ReachAgreement
PresentSolution
ValueProposition
QualifyOpportunity
GenerateLead
SalesProcess Recommended
Activities
Contact decisionMaker
Identify customerUsage
Draw up proof ofProfitability
The salesassistantprovides salespersonnel witha checklist of
tasks andbusinessactivities to beperformed foreach phase ofthe opportunity
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Sales MethodologyBuying Cente
Sales ManagerBusinessAnalyst
IT Director
Project Manager
Large Customers Small Customers
Retail Production
-High Influence-Support us
GoodRelationship
-Large Influence-doesnt know us
-High Influence-Impressed
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Exchanging Opportunities with
Mobile Sales
CRM Mobile Sales CRM Enterprise R/3
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OpportunitySystem Settings
Classifications StatusSales Cycle and Phases
Define Sales Cycle
Define Phases
Assign Phases to Sales Cycle
Opportunity Group
Priority
Origin
Status Profile
Status Reason
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Document Flow : Example
Opportunity
Opportunity
ActivityActivity
Activity
Sales Order
Activity
Quotation
Lead
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Copy Control -1
Lead
Opportunity
Quotation
Tele Sales
Returns
Complaints
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Copy Control -2
Transaction Type:
Quotation( AGN)
Opportunity (OPPT)
Transaction Type:
Order( TA)
Quotation( AG)
Item CategoryQuotation( AGN)
Item CategoryOrder (TAN)
Item
Header
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Quotation and Order Management
Sales Cycle in CRM
CRM Sales Overview
Opportunity Management
Contract Management
Visit Planning
Activity Management
Territory Management
Account and Contact Management
Rebate Management
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Types of Activity
Telephone call
Activity
Sales CallPrivate Appointment
E Mail
Task
BusinessActivity
Task
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Structure of Activities
Header
Tab pageOverview
AdditionalTab pages
Description of Transaction,Category.
Date and time, Partner Info.
Reason and Goal
General Information
Priority, Completion, Result.
Partners
Texts, Dates,Questionnaires
Organization , Address
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India SAP CoE, Slide 28
Business Transaction Category
Activities
Business Activity Task
Business Partner Required
Assignment of responsible
Employee required
Always Public
Transaction Types Transaction Types
Telephone Call
Sales Call
Business Partner notrequired
Assignment of responsibleEmployee required
Public or Private
Private appointmentInternal Meeting
Opportunity
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India SAP CoE, Slide 29
Follow-up Activities
Sales Call
Sales CallSales Call
Telephone call
Creating afollow-upActivity
Copying an Activity
c.control
Copy Control
You can copy an existing business transaction and use it asthe basis for a subsequent transaction
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India SAP CoE, Slide 31
Template Maintenance for Journals
The activity journal templates are predefined forms with product-related and non-product related fields that can be filled or left blank.
Template Type
Template
Select additional fields
Assign Transaction types andCategories
Assign Territories
Define Validity period
Assign Template types
Assign Transaction types andCategories
Assign territories
Assign Target Groups
Proposal
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Customizing Activity Journals
Activity Journals
Item Categories anddetermination
Determinationprocedures forlistings/Exclusion
Industry specificfields / Additionalfields
Display frequencyof Activity Journals
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India SAP CoE, Slide 33
Integration of the Survey ToolIntegration of Surveys and Questionnaires
ActivityTransaction Type
Category
Status
Sales Organization
Dis.Channel
Division
Territory
Multiple Assignment
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India SAP CoE, Slide 34
Groupware Integration
You can integrate CRMActivity Management withgroupware applications,that is, Microsoft Outlook
and Lotus Notes, allowingyou to synchronizebusiness activities andtasks in your CRM calendarand your own groupware
calendar.Groupware integration withCRM Enterprise is server-based
CRM
Business Activities
and Tasks
Lotus Notes
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India SAP CoE, Slide 35
Opportunity ManagementSales Cycle in CRM
CRM Sales Overview
Activity Management
Contract Management
Visit Planning
Quotation and Order Management
Territory Management
Account and Contact Management
Rebate Management
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India SAP CoE, Slide 36
Quotation & Order Management
Create InquiryCreate Quotation
Create SalesOrder
Monitor Statusof Order
CreateDelivery andPGI
CreateInvoice
AnalyzeSalesProcesses
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Inquiry Processing
Customer asks fordetailed informationabout specific goods, inparticular, prices.
An Inquiry is a salesTransaction with thespecial status INQUIRY atItem level.
You create an activity in
order to take up personalcontact with the businesspartner at a later date, ifnecessary
Inquiry
Customer : Bharat Singh
Status
Nokia Model 5 pc Inquiry
With FM option 5 pc Inquiry
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India SAP CoE, Slide 38
Quotation Processing
Quotation is legally bindingoffer to deliver specificproducts in a specific timeframe at a predefined price.
A Quotation is a salesTransaction with the specialstatus Quotation at Item level.
You can create the quotationwith reference to the inquiry.
A quotation can be copied orconverted in to a sales order.
Quotation
Sold to Party : Bharat Singh Status
Nokia Model -6610M 5pc Quotation
Nokia with FM - 1700M 5 pc Quotation
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Quotation Functions
Quotation
Validity
Actions
Availability
Check
AlternativeItem
Probability
Status
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Distribution of Quotations
Mobile Sales CRM Enterprise R/3
Quotation
Quotation
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Status Change: Quotation- OrderSales OrderCreate Follow up Transaction
Creation of separatetransactions for quotationand sales order.
Changing the Item status
Creation of singletransaction: Statusdescribes whether the Item
is an inquiry, quotation ororder item.
Quotation
Quotation Sales Order
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India SAP CoE, Slide 42
Source for Sales Order in CRM
Order
Internet Mobile
Handheld
R/3
CIC
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India SAP CoE, Slide 43
Distribution of Sales Order
Sales Order Sales Order
R/3
Only sales orders that are complete and without errors, and that do nothave a distribution lock, are automatically transferred from CRMEnterprise to SAP R/3.
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India SAP CoE, Slide 44
Distribution: Required customizing in CRM and R/3
CRMR/3
IMG
Transactions -BasicSettings
Transaction TypeItem Categories
Sales call -TA
IMG
Sales Documents
Sales Document type
Item Categories
Standard Order -TA
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India SAP CoE, Slide 45
Sales Order Scenario: CRM-R/3
Sales Order
Status
SuccessfullyDistributed
CompletelyProcessed
CompletelyProcessed
CRM Billing
Sales Order
Delivery
Transport
Billing
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India SAP CoE, Slide 46
Special Functions in Quotation andOrder Management
Product Determination
Product substitution
Partner/Product Range
Free Goods
Availability Check
Credit management
Structured Products Batch Processing
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India SAP CoE, Slide 47
Product Determination
You Can determine and substitute products during salesdocument processing
Product determination
Alternative Product IDs Product Substitution
GTIN
Partner ProductNumber
OwnAttributes
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India SAP CoE, Slide 48
Product Substitution
For Example:
Seasonal Promotions
Discontinued Products
If you enter a product manually the system can automaticallyreplace it with an alternative product
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India SAP CoE, Slide 49
Partner/Product Range
Partner/Product Range
Assignment ofBP
BP GroupHierarchy
Marketing
SegmentsRules
Assignment of
Products
Product category
Product Hierarchy
Rules
Assignmentof
ValidityPeriods
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India SAP CoE, Slide 50
Free Goods
Inclusive Free GoodsExample: The customersorders 4 watches, But onlypays for 3.
Exclusive Free Goods
Example: The customersorders 4 mobile phones
and gets one ipod forfree.
+
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India SAP CoE, Slide 51
Availability Check : Process
SAP CRM SAP APO
SAP ERP
Sales Order
200pcs NT1120
20June
ATP Profile: 200
Requirements
100pcs 20 June
100pcs 25June
ATP Profile 200
Sales Order200pcs NT1120
100pcs 20 June100pcs June 25
MaterialsPlanning
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India SAP CoE, Slide 52
Credit Management : ProcessSAP CRM SAP R/3
Sales order
Item 1
Item 2
Sales orderItem 1 okItem 2 ok
Sales orderItem 1 okItem 2 ok
Credit Master Data
Customer 2992
Credit Limit: 10000$
Risk Cat: High Risk
Sales orderItem 1 okItem 2 ok
Sales orderItem 1 okItem 2 ok
OR OR
Work
flow
Delivery Delivery
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India SAP CoE, Slide 53
Structured Products
You can enter a structuredproduct in a sales transaction.The system carries out a single
level explosion of thisproduct.
The system can carry outsingle-level explosion ofstructured products in abusiness transaction in CRMOnline.
Examples
Desk Top Computer - 1 PC
Consists of :
Laser Printer - 1pc
Cordless Mouse1 pc
LCD Monitor - 1pc
Complete Price- 3000USD
http://images.google.co.in/imgres?imgurl=http://www.onlinecrazydeals.com/Images/multifunction%2520printers.jpg&imgrefurl=http://www.onlinecrazydeals.com/%3FDocument%3DComputer%2BHardware%2Band%2BAccessories&h=300&w=250&sz=14&hl=en&start=10&tbnid=DnF1C-z6q0o_yM:&tbnh=116&tbnw=97&prev=/images%3Fq%3DPrinters%26gbv%3D2%26svnum%3D10%26hl%3Denhttp://images.google.co.in/imgres?imgurl=http://www.law.du.edu/library/images/imac.jpg&imgrefurl=http://www.law.du.edu/library/content.cfm%3Fpg%3Dcomputers&h=331&w=434&sz=27&hl=en&start=4&tbnid=0JELeWW7DsyznM:&tbnh=96&tbnw=126&prev=/images%3Fq%3DComputers%26gbv%3D2%26svnum%3D10%26hl%3Den%26sa%3DG8/10/2019 Crm Sales Overview
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India SAP CoE, Slide 54
Batch Processing in Order Management
A batch is a sub set of a product
that has the same characteristicas the original product.
Example: Different ProductionLots ( Pharmaceuticalproducts) or quality grades of a
material.
In the sales document ,you canenter:
A Batch Number
OR
Batch Properties
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India SAP CoE, Slide 55
Opportunity Management
Sales Cycle in CRM
CRM Sales Overview
Activity Management
Quotation and Order Management
Visit Planning
Contract Management
Territory Management
Account and Contact Management
Rebate Management
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India SAP CoE, Slide 56
Contract ManagementWinning
Opportunity
At the end dateof the Contract
Sales Representativecontacts Customer
for renewal
Customer agrees to
Continue the Contract
CustomerNegotiation
Creating ContractWith favorable
Conditions
Customer acceptscontract
Sales ManagerReleases Contract
Customer orders productAgainst Contract
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India SAP CoE, Slide 57
Quantity and Value Contracts
It is an agreement that a customerwill buy certain valueof product
during a specified period.
Quantity Contract Value Contract
It is an agreement that a Customerwill buy a certainquantityof
product during a specified period.
Customer: ABC IncValid Up to: 01/05 to 06/07
Customer: ABC IncValid Up to: 01/05 to 06/07
Item ProductCategory
Target Value
10 Handheld 1000 pc-5 USD discount
Item
10
ProductCategoryHigh Tech
Target value
10,000 USD-10% discount
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Partners Authorized to Release
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India SAP CoE, Slide 59
Partners Authorized to Release
against a Contract
Sold to Party:CG Inc.AuthorizedSold to party:IBM Inc.HP Inc.
Sold to Party
AuthorizedSold to Party
Group Hierarchy
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India SAP CoE, Slide 60
Information in Contracts
Conditions Groupings Products
Pricing AgreementsHeader Level: Discount -5%
Item Level: Price100$
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India SAP CoE, Slide 61
Actions
To ensure an excellent customer relationship, you can define actionswith certain activities that takes place during contract term.
What?
Create Phone Call as follow-up activity
If?
If released value is < 90% of targetvalue
When?
One week before contract enddate
Actions
ScheduleCondition
StartCondition
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India SAP CoE, Slide 62
Integration of Contracts betweenCRM and R/3
Data transferR/3 Contracts R/3 Contracts
R/3 CRM
Contracts have a long shelf life. For customers who wise to use CRM as theleading system for contract management, it is possible to downloadSAP R/3 contracts to CRM system.
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India SAP CoE, Slide 63
Opportunity Management
Sales Cycle in CRM
CRM Sales Overview
Activity Management
Quotation and Order Management
Visit Planning
Account and Contact Management
Territory Management
Contract Management
Rebate Management
Wh T it M t ?
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India SAP CoE, Slide 64
Why Territory Management ?
TerritoryManagement
Reflects themarket view ofan organization
Who has the
highestrevenue?
Who is responsiblefor a particularTerritory ?
Which BPbelongs to aparticularTerritory?
Which productscan be offered in aparticularTerritory?
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India SAP CoE, Slide 65
Territory Management in Sales
TerritoryHierarchy Planning
TerritoryMaintenance
Territory DeterminationIn Business Transaction
Sales analysisby Territory
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India SAP CoE, Slide 66
Territory Structures
Beverage n Food Company
Bottles
Soft Drinks
Cans
Jay
Prasad
HierarchyLevels
Using Hierarchy levels like Business Units, Product lines, or regions
you can defineStructure of the hierarchy according to your sales market requirements.
All i l h i
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India SAP CoE, Slide 67
Allocating employees to the territory
Org. Unit
Sales Office
Position
Sales US West Sales US East
Sales Manager
Carson City Denver
Jane Miller
Rob Williams
San Diego
Sales Representative
Employee
Beverage n Food Company
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India SAP CoE, Slide 68
Opportunity Management
Sales Cycle in CRM
CRM Sales Overview
Activity Management
Quotation and Order Management
Visit Planning
Territory Management
Account and Contact Management
Contract Management
Rebate Management
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India SAP CoE, Slide 69
Account Planning in CRMDefinitionAn account plan is a specification ofproduct revenue or volume to be sold in afuture period to a particular account(customer).
An account plan is embedded in the CRMAccount Planner application but is basedon SAP Net Weaver Business Intelligence(BI) functions. It contains key figuresfrom a BI InfoCube that are relevant toplanning, such as the previous year's
sales figures, and promoted and non-promoted sales for this year.
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India SAP CoE, Slide 71
Status Management in Account
PlanningAn account plan is not a static object. It has its own life cycle
that begins with its creation and ends with its closure orcancellation. During this time, the account plan is changed by
different business transactions
The current status of an account plan determines whichbusiness transactions can be executed for the account plan.The current status of an account plan is defined by status
management. Statuses can be set by the system or by a user.
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A t P i i CRM
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India SAP CoE, Slide 73
Account Processing in CRM
Sales Order
Sold to Party : Philips Electronics
Ship to Party : Philips Storage
Bill to Party : Philips Electronics
Payer- Philips EnterprisesEmployee Responsible : Madhu
BusinessPartner Masterdata for PhilipsElectronics
Org Data for yourcompany
The Systemlooks in ORGdata for yourcompany.Find Madhuand entershim in the
sales order
Systemlooks inPhilipsElectronics masterdata.
CRM S l O i
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India SAP CoE, Slide 74
Opportunity Management
Sales Cycle in CRM
CRM Sales Overview
Activity Management
Quotation and Order Management
Account and Contact management.
Territory Management
Visit Planning
Contract Management
Rebate Management
Vi it Pl i B i i
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India SAP CoE, Slide 75
Visit Planning- Business scenario
Create and
Maintain a visitPlan
1
ActivityScheduling andCalendar
2
3
45
ActivityJournals
Display routefor the plannedvisit
Self surveys asBusinessActivity
ActivityManagement
Assists the planningand execution of salesprocess
Vi it Pl I f ti
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India SAP CoE, Slide 76
Visit Plan Information
Visit Planning
Planning Trans.Type/Category
Person Responsible
Territory Hierarchy
Business Partner
Status
Business Hours
Vi it Pl i A ti it S h d li
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India SAP CoE, Slide 77
Visit PlanningActivity Scheduling
Visit Planning
Activity Scheduling
Calendar Entry
Schedule Activities:Capture Planning Data
Select Business Partner
Checking visit times
defined in BusinessPartner.
Vi it Pl i C l d E t
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India SAP CoE, Slide 78
Visit PlanningCalendar Entry
Visit Planning
Activity Scheduling
Calendar Entry
In the Calendar,Activity proposalscan be accepted,rejected and ifnecessarypostponed
CRM S l O i
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India SAP CoE, Slide 79
Opportunity Management
Sales Cycle in CRM
CRM Sales Overview
Activity Management
Quotation and Order Management
Account and Contact management.
Territory Management
Rebate Management
Contract Management
Visit Planning
R b t M t O i
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India SAP CoE, Slide 80
Rebate Management -Overview
Create RebateAgreement
Cumulate salesvolume and Post
Accruals
Release rebateagreement for finalsettlement
Settle rebateagreement andresolve accruals
You define the details of the rebate inthe rebate agreement
The system cumulates the sales andpost accruals, if a billing document is
transferred to accounting
The rebate agreement is released forfinal settlement
Settlement is trigged via the due list. Thesystem calculate the rebate, generate a creditmemo request and resolves the accruals.
R b t A t
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India SAP CoE, Slide 81
Rebate Agreement
A Rebate Agreementis a contract that defines a retroactively granteddiscount on the basis of specified goals
Rebate Recipient : CG AGValidity : 06/07 to 06/09
Rebate Conditions
Item
10 Rebate Material
Products:
Mobile Phones
from 100 pcs10%
CRM Sales Overview
http://images.google.co.in/imgres?imgurl=http://www.mrgadget.com.au/catalog/images/o2_XphoneII_mobile_phone_image.gif&imgrefurl=http://www.mrgadget.com.au/catalog/mobile-phones-phones-c-26_64.html%3FosCsid%3D.&h=375&w=375&sz=25&hl=en&start=4&tbnid=H4Nuf1JmGXk54M:&tbnh=122&tbnw=122&prev=/images%3Fq%3DMobile%2Bphones%26gbv%3D2%26svnum%3D10%26hl%3Den%26sa%3DG8/10/2019 Crm Sales Overview
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India SAP CoE, Slide 82
1 Prepare Me
2 Tell Me
3 Show Me
4 Let Me
CRM Sales Overview
Help Me5
Transaction type & Item Category
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India SAP CoE, Slide 83
Transaction type & Item Category
Menu Path: IMG Customer RelationshipManagement Transactions BasicSettings Define Transaction Types.
IMG Customer Relationship ManagementTransactions Basic Settings Define
Item Category, Define Item category usages,Define Item category Group, Define Item
Category Determination.
Define Transaction Type
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India SAP CoE, Slide 84
Define Transaction Type
DefineTransaction Typeand Description
Assignment of Bus.Tra.Category & Customizing at
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India SAP CoE, Slide 85
g g y gHeaderLevel
BusinessTransactionCategory
HeaderLevel
Define Item Category
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India SAP CoE, Slide 86
Define Item Category
Define ItemCategory
Assign Business Transaction Category
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India SAP CoE, Slide 87
Assign Business Transaction Category
BusinessTransactionCategory
Customizing at Item Level
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India SAP CoE, Slide 88
Customizing at ItemLevel
Item Level
Item Category Determination
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India SAP CoE, Slide 89
Item Category Determination
Item Category Determination
Transaction type+Itemctygroup+ ItemCty Usage+Higher level Item
Define Copying control for
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India SAP CoE, Slide 90
py gTransaction Type.
Enter a sourcetransaction type anda target transaction
type
Activities- Maintain Categories
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India SAP CoE, Slide 91
Activities- Maintain Categories
MaintainCategories
ActivityAssign Categories to
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India SAP CoE, Slide 92
y g gTransaction Type
Assign Categories toTransaction Type
Opportunity Define sales cycle
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India SAP CoE, Slide 93
Opportunity-Define sales cycle
SalesCycleDetails
Opportunity Define phases
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India SAP CoE, Slide 94
Opportunity-Define phases
PhaseDetails
Assign Phases to Sales Cycle
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India SAP CoE, Slide 95
Assign Phases to Sales Cycle
Opportunity : Survey Suite
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India SAP CoE, Slide 96
Opportunity : Survey Suite
Questionnaire forOpportunity
Opportunity : Survey Builder
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India SAP CoE, Slide 97
Opportunity : Survey Builder
Partner Product Range
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India SAP CoE, Slide 98
Partner Product Range
Menu Path: IMG Customer RelationshipManagement Master Data Partner / ProductRange Basic Settings Define general settingsfor Partner/ Product Range.
IMG Customer Relationship ManagementMaster Data Partner / Product Range BasicSettings Define Partner /Product Range Types.
IMG Customer Relationship ManagementMaster Data Partner / Product Range Rules
General settings for PPR
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India SAP CoE, Slide 99
General settings for PPR
PPR Type
Assignment forTransactionTypes
Partner Product Range Types
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India SAP CoE, Slide 100
Partner Product Range Types
PPR Types
Partner Product Range : Rule
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India SAP CoE, Slide 101
Partner Product Range: Rule
PPR Rule
Product Rule
BP RuleValidity PeriodRule
Actions
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India SAP CoE, Slide 102
Actions Menu Path: IMG Customer Relationship
Management Basic Functions Actions Actionsin Transactions.
IMG Customer Relationship Management Basic
Functions
Actions
Actions in TransactionsDefine Action Profiles and Actions & DefineConditions.
IMG Customer Relationship Management Basic
Functions Actions Actions in TransactionsAssign Action profile to the Transaction Type andItem Category.
Actions in Sales Transaction
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India SAP CoE, Slide 103
Actions in Sales Transaction
Define
Action &ActionProfile
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Assign Action Profile to Transaction
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India SAP CoE, Slide 105
gType
Assign
Action
Profile
Free Goods
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India SAP CoE, Slide 106
Free Goods
Menu Path: IMG Customer RelationshipManagement Basic Functions FreeGoods Set Up Free Goods Create FreeGoods Determination Procedure.
IMG Customer Relationship ManagementBasic Functions Free Goods Set Up
Free Goods Assign Free Goods
Determination Procedure.
Create Free Goods Determination
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India SAP CoE, Slide 107
Procedure
Free
Goods
Control
Data
Assign Free Goods Determination
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India SAP CoE, Slide 108
Assign Free Goods DeterminationProcedure
Assign with ORG ,Dist. channel ,
Division .
Product Substitution
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India SAP CoE, Slide 109
Product Substitution
Menu Path: IMG CustomerRelationship Management BasicFunctions Product Substitution
Set Up Product SubstitutionCondition Tables Condition TypesDefine determination Procedure.
Product Substitution Procedure
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India SAP CoE, Slide 110
Product Substitution Procedure
Elements
Credit Management
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India SAP CoE, Slide 111
Credit Management
IMG Customer RelationshipManagement Basic FunctionsCredit Management Assign Credit
Group to Item Category. IMG Customer Relationship
Management Basic Functions
Credit Management Activate Creditcheck in Transactions.
Assign Credit group to Item Category
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India SAP CoE, Slide 112
g g p g y
Credit
Group
Activate Credit check in
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India SAP CoE, Slide 113
Transaction Type
Credit
Check
Availability Check
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India SAP CoE, Slide 114
Availability Check
IMG Customer RelationshipManagement Transactions Basic
Settings Define Item Categories,Assignment of Business TransactionCategories, Customizing Item.
Availability Check Using APO
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India SAP CoE, Slide 115
Availability Check Using APO
UsingAPO
Availability Check Using ECC
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India SAP CoE, Slide 116
a ab ty C ec Us g CC
UsingECC
Assign Date Profile
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India SAP CoE, Slide 117
g
Menu Path: IMG Customer RelationshipManagement Transactions BasicSettings Define Transaction TypesSelect Transaction and view.
IMG Customer Relationship ManagementTransactions Basic Settings Define
Item Category.
Assign Date Profile to Transaction Type
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India SAP CoE, Slide 118
DateProfile
Assign Date Profile to Item Category
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India SAP CoE, Slide 119
DateProfile
Account Planning- Planning Periods
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India SAP CoE, Slide 120
PlanningPeriods
Account Planning- Key figure planning
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India SAP CoE, Slide 121
Planning
Profile
Groups
Account Planning- Assign Conditionti T
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India SAP CoE, Slide 122
generation Type
Conditiongeneration Type
Account PlanningMenu Path
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India SAP CoE, Slide 123
CRM SALES Overview
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India SAP CoE, Slide 124
1 Prepare Me
2 Tell Me
3 Show Me
4 Let Me
Help Me5
Transactions
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India SAP CoE, Slide 125
Define Transaction types Opportunity,Quotation, etc
Assign Business transaction categoriesand at Header level.
Define Item category , Item categoryusage and Item category group.
Define Item category Determination.
Assign Business transaction categoriesand at Item Level.
Opportunity
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India SAP CoE, Slide 126
pp y
Define sales cycle and phases Define opportunity group, priority and
origin.
Define Questionnaire
Define determination for Questionnaires.
Assign Questionnaire to Transaction type.
Maintain statusreason and status profilefor opportunities.
Activities
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India SAP CoE, Slide 127
Maintain Categories, Goals and Priorities. Define Activity Reasons.
Define Catalogs, codes, code groups.
Define Subject profile.
Assign Status and Subject profile for each
Transaction Type.
Define default values for Visit plans and
Activity scheduling.
P M
CRM Sales Overview
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India SAP CoE, Slide 128
1 Prepare Me
2 Tell Me
3 Show Me
4 Let Me
Help Me5
Opportunity
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India SAP CoE, Slide 129
y
Menu Path: IMGCustomer RelationshipManagementTransactionsSettings
for OpportunitiesDefine Sales cycle
and phases. IMGCustomer Relationship
ManagementTransactionsSettings
for Opportunities
Sales Methodology
Assign Questionnaire to Transaction Type.
Activities
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India SAP CoE, Slide 130
Menu Path: IMGCustomer RelationshipManagementTransactionsSettings
for ActivitiesMaintain Categories , goals
and Priorities. IMGCustomer Relationship
ManagementTransactionsSettings
for Activities
Define Activity Reasons
Define code group profile.
Copying Control
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India SAP CoE, Slide 131
Menu Path: IMGCustomer RelationshipManagementTransactionsBasic
SettingsCopying control for Business
TransactionDefine copying control forTransaction Types, Define copying control
for Item Categories, Define Item category
Determination when copying.
Sales Methodology
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Menu Path: IMGCustomer RelationshipManagementTransactionsSettings
for OpportunitiesSales Methodology
Questionnaire for OpportunitiesDefinequestionnaireDefine Determination for
Questionnaires Define Determination
Criteria for QuestionnairesAssign
Questionnaire to Transaction Type.
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