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SAP CRM 7.0 EHP1

December 2011

English

CRM Product Proposals

(C2A)

SAP AGDietmar-Ho-Allee 1!!"1"0 #all$or% German&

'(il$ing 'loc) Con%ig(ration G(i$e



SAP Best Practices CRM Pro$(ct Proosals *C2A+, Con%ig(ration G(i$e

Copyright

2011 SAP AG. All rights resere$.

/o art o% this (blication ma& be rero$(ce$ or transmitte$ in an& %orm or %or an& (rose itho(t theeress ermission o% SAP AG. he in%ormation containe$ herein ma& be change$ itho(t rior notice.

Some so%tare ro$(cts mar)ete$ b& SAP AG an$ its $istrib(tors contain rorietar& so%tarecomonents o% other so%tare en$ors.

Microso%t3 #in$os3 Ecel3 4(tloo)3 an$ PoerPoint are registere$ tra$emar)s o% Microso%t Cororation.

5'M3 D'23 D'2 6niersal Database3 S&stem i3 S&stem i3 S&stem 3 S&stem 3 S&stem 3 S&stem 83S&stem 8103 S&stem 8"3 8103 8"3 iSeries3 Series3 Series3 8Series3 eSerer3 89:M3 894S3 i94S3 S9;"034S9;"03 4S9<003 AS9<003 S9;"0 Parallel Enterrise Serer3 Poer:M3 Poer Architect(re3 P4#ER!=3P4#ER!3 P4#ER=3 P4#ER3 P4#ER3 4enPoer3 PoerPC3 'atchPies3 'la$eCenter3 S&stemStorage3 GP>S3 HACMP3 REA5/3 D'2 Connect3 RAC>3 Re$boo)s3 4S923 Parallel S&sle3 M:S9ESA3 A5?3 5ntelligent Miner3 #ebShere3 /et%init&3 ioli an$ 5n%ormi are tra$emar)s or registere$ tra$emar)s

o% 5'M Cororation.@in( is the registere$ tra$emar) o% @in(s oral$s in the 6.S. an$ other co(ntries.

A$obe3 the A$obe logo3 Acrobat3 PostScrit3 an$ Rea$er are either tra$emar)s or registere$ tra$emar)so% A$obe S&stems 5ncororate$ in the 6nite$ States an$9or other co(ntries.

4racle is a registere$ tra$emar) o% 4racle Cororation.

6/5?3 ?94en3 4S>913 an$ Moti% are registere$ tra$emar)s o% the 4en Gro(.

Citri3 5CA3 Program /eighborhoo$3 Meta>rame3 #in>rame3 :i$eo>rame3 an$ M(lti#in are tra$emar)sor registere$ tra$emar)s o% Citri S&stems3 5nc.

HM@3 ?M@3 ?HM@ an$ #;C are tra$emar)s or registere$ tra$emar)s o% #;C3 #orl$ #i$e #eb

Consorti(m3 Massach(setts 5nstit(te o% echnolog&.

Baa is a registere$ tra$emar) o% S(n Micros&stems3 5nc.

BaaScrit is a registere$ tra$emar) o% S(n Micros&stems3 5nc.3 (se$ (n$er license %or technolog&inente$ an$ imlemente$ b& /etscae.

SAP3 R9;3 SAP /et#eaer3 D(et3 PartnerE$ge3 '&Design3 SAP '(siness4bects Elorer3 Stream#or)3an$ other SAP ro$(cts an$ serices mentione$ herein as ell as their resectie logos are tra$emar)sor registere$ tra$emar)s o% SAP AG in German& an$ other co(ntries.

'(siness 4bects an$ the '(siness 4bects logo3 '(siness4bects3 Cr&stal Reorts3 Cr&stal Decisions3#eb 5ntelligence3 ?celsi(s3 an$ other '(siness 4bects ro$(cts an$ serices mentione$ herein as ellas their resectie logos are tra$emar)s or registere$ tra$emar)s o% '(siness 4bects So%tare @t$.

'(siness 4bects is an SAP coman&.S&base an$ A$atie Serer3 iAn&here3 S&base ;!3 S@ An&here3 an$ other S&base ro$(cts an$serices mentione$ herein as ell as their resectie logos are tra$emar)s or registere$ tra$emar)s o%S&base3 5nc. S&base is an SAP coman&.

All other ro$(ct an$ serice names mentione$ are the tra$emar)s o% their resectie comanies. Datacontaine$ in this $oc(ment seres in%ormational (roses onl&. /ational ro$(ct seci%ications ma&ar&.

hese materials are s(bect to change itho(t notice. hese materials are roi$e$ b& SAP AG an$ itsa%%iliate$ comanies *SAP Gro(+ %or in%ormational (roses onl&3 itho(t reresentation or arrant&o% an& )in$3 an$ SAP Gro( shall not be liable %or errors or omissions ith resect to the materials. heonl& arranties %or SAP Gro( ro$(cts an$ serices are those that are set %orth in the eress arrant&

statements accoman&ing s(ch ro$(cts an$ serices3 i% an&. /othing herein sho(l$ be constr(e$ asconstit(ting an a$$itional arrant&.

SAP AG o% 10




Icons

Icon Meaning

Ca(tion

Eamle

/ote

Recommen$ation

S&nta

Typographic Conventions

Type Style Description

Example text #or$s or characters that aear on the screen. hese incl($e %iel$names3 screen titles3 (shb(ttons as ell as men( names3 aths an$otions.

Cross-re%erences to other $oc(mentation.

Example text Emhasi8e$ or$s or hrases in bo$& tet3 titles o% grahics an$ tables.

E?AMP@E E? /ames o% elements in the s&stem. hese incl($e reort names3rogram names3 transaction co$es3 table names3 an$ in$ii$(al )e&or$s o% a rogramming lang(age3 hen s(rro(n$e$ b& bo$& tet3 %oreamle3 SE@EC an$ 5/C@6DE.

Example text Screen o(t(t. his incl($es %ile an$ $irector& names an$ their aths3messages3 so(rce co$e3 names o% ariables an$ arameters as ell asnames o% installation3 (gra$e an$ $atabase tools.

EXAMPLE TEXT Fe&s on the )e&boar$3 %or eamle3 %(nction )e&s *s(ch as F2+ or theENTER )e&.

Example text Eact (ser entr&. hese are or$s or characters that &o( enter in thes&stem eactl& as the& aear in the $oc(mentation.

<Example text> :ariable (ser entr&. Pointe$ brac)ets in$icate that &o( relace theseor$s an$ characters ith aroriate entries.

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Contents

1 P(rose..........................................................................................................................

2 Prearation.....................................................................................................................2.1 Prere(isites............................................................................................................

; Con%ig(ration..................................................................................................................

;.1 Pro$(ct Proosals 'ase$ on Past 4r$ers...............................................................

;.1.1General Settings %or Pro$(ct Proosals !

;.1.2 De%ine Reasons %or Reection *SAP ERP+ !

;.1.;De%ine Metho$ Schema 7

;.1.< De%ine ransaction >ilter %or Past 4r$ers

;.1.De%ine Past 4r$ers Disla& "

;.1.!Assign Metho$ Schema to ERP ransaction &e "

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CRM Product Proposals: Coniguration !uide

Please note that product proposals "ased on past orders are only relevant or the

i#ple#entation o an integrated syste# $ith %RP& 'ou can sip this guide in caseyou are i#ple#enting the standalone scenario&

* Purpose

his con%ig(ration g(i$e roi$es the in%ormation &o( nee$ to set ( the con%ig(ration o% thisb(il$ing bloc) man(all&.

2 Preparation

Prere+uisites

'e%ore starting ith the installation o% this b(il$ing bloc)3 lease see the $oc(ment QuickGuide to Installing SAP Best Practices for CRM .

, Coniguration

Product Proposals -ased on Past .rders

/se

his actiit& $escribes in general ho to increase sales to &o(r b(siness artners b&recommen$ing ro$(cts in a$$ition to or in lace o% the one*s+ alrea$& selecte$.

• he recommen$e$ ro$(cts ma& be more eensie ro$(cts *(-selling+3 cheaerro$(cts *$on-selling+3 or ro$(cts relate$ in some a& to the ro$(ct re(este$ b& thec(stomer *cross-selling+.

• Pro$(ct roosals can be tailore$ to the re(irements o% a artic(lar b(siness artner b&being matche$ to their mar)eting ro%ile or target gro(.

• o n ro$(ct lists can be (se$ to roi$e seci%ic lists o% ro$(cts to be roose$ *%oreamle3 best-sellers+.

• Pro$(cts roose$ $(ring a sales transaction base$ on ast or$ers

0or -usiness1All1In1.ne -est Practices it is descri"ed ho$ products can "eproposed "ased on past orders& The other possi"ilities to use this eature are notdescri"ed in urther detail&

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!eneral Settings or Product Proposals

/se

his section $escribes ho to actiate a$$itional %(nctions3 that is3 carr& o(t ricing an$ an

aailabilit& chec) %or the ro$(ct roosals.

Procedure

1. Access the actiit& (sing one o% the %olloing naigation otions,

Transaction code SPRO

SAP CRM IM! #enu Customer Relationship Management → ransactions →

Settings for Sales ransactions → Product Proposals in

Quotations and !rders →General Settings for Product

Proposals

2. Enter the %olloing $ata,

0ield na#e /ser action and values

Start Aailabilit& Chec) A(tomatic

Start Pricing /o Pricing

'ase$ on Mar)eting Proects Re%ine Pro$(ct Selection (sing o(

;. Choose Sa"e.

Deine Reasons or Reection (SAP %RP)

/se

A seci%ic reason %or a sales item reection has to be aailable in SAP ERP %or ro$(ctroosals.

Procedure



SAP %RP IM! #enu Sales and #istri$ution → Sales → Sales #ocuments → Sales

#ocument Item → #efine Reasons for Re%ection

2. Choose &e' Entries an$ enter the %olloing $ata in case this entr& $oes not eist,


R 20

/RP /ot selecte$

4@5 /ot selecte$

'5C /ot selecte$

Stat(s Emt&

Descrition S(bstit(te$ $(e to Pro$(ct Proosal

;. Choose Sa"e.

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<. 4tional,5n or$er to maintain $escritions in other lang(ages &o( hae to logon ith &o(r targetlang(age.


Descrition *E/+ S(bstit(te$ $(e to Pro$(ct Proosal

Descrition *DE+ Erset8t $(rch Pro$()torschlag

Descrition *ES+ S(stit(i$o or ro$(cto $e ro(esta

Descrition *>R+ S(bstit(I en raison $e ro$(it $e roosition

Descrition *P+ S(bstit(J$o or ro$(to $a roosta

Descrition *5+ Sostit(ti a ca(sa $i ro$otto roosta

Descrition *R6+ KLNONQ TUNVWXLYZY [ \UW] [̂_YY ̀ UN]WNYN

Descrition *H+ 由于替代产品建议

Descrition *R+ drn fnerisi ne$eni&le Sbstite

Descrition */@+ :erangen $oor Pro$(ct :oorstel

Descrition *CS+ S(bstit(nJ )li Fatalog /rh

Descrition *P@+ astjoan& e$k(g roo8&ci ro$()t(

Descrition *DA+ 6$s)i%tet ga. Pro$()t >orslag

Descrition *>5+ Forata3 )os)a t(ote-eh$ot()sen

Descrition *BA+ 製品提案のために置換

Descrition */4+ S(bstit(erte gr(nn Pro$()t >orslag

Descrition *S:+ S(bstit(era$e ga att ro$()ten >rslag

Descrition *HE+ pq q uv wxyDescrition *F4+ 제품 제안으로 인해 치환

Descrition *H6+ S8(bs8tit(lt miatt ermI) aaslat

Descrition *R4+ znloc(it ca (rmare a ro(nerii $e mar%(ri

Deine Method Sche#a

/se

his section $escribes ho to $e%ine hat haens to the item originall& re(este$ b& thec(stomer hen the s&stem $etermines a ro$(ct roosal base$ on ast or$ers.

Procedure





Quotations and !rders →Method Schema for Product

Proposals → #efine Method Schema (Basic)

2. Choose &e' Entries an$ enter the %olloing $ata,

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Metho$ Schema {00001

Descrition 'P Pro$(ct Proosals

;. Select the ne metho$ schema an$ choose Structure !"er"ie' in the #ialog Structure.Enter the %olloing $ata %or the metho$ schema,

0ield na#e !lo"al Target !rp Proile Sol Conig

Past 4r$ers ?

<. Choose Sa"e.

Deine Transaction 0ilter or Past .rders

/se

5n this actiit&3 &o( $e%ine transaction %ilters %or item roosals that (se the items %romreio(s sales or$ers.

Procedure





Quotations and !rders→

Past !rders→

#efine ransaction*ilter



>ilter {1

Descrition Past 4r$ers

;. Select the ne transaction %ilter an$ choose

5ntegrate$ Scenario, ERP *ilter Attri$utes in the #ialog Structure.

<. Choose &e' Entries an$ enter the %olloing $ata,

Integrated Scenario:


SA{Select the ERP sales or$er t&e*s+ to be (se$ %or theast or$er eal(ation3 e.g. A 3 AG

. Choose Sa"e.

5n case &o( are r(nning the CRM Proect itho(t ERP 5ntegration &o( canalternatiel& ma)e the %olloing settings,

!. 4nl& in CRM Stan$alone Scenario, Select the ne transaction %ilter an$ chooseStan$alone Scenario, CRM *ilter Attri$utes

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Standalone Scenario:


ransaction &eSelect the CRM sales or$er t&e*s+ to be (se$ %or the

ast or$er eal(ation3 e.g. A3 AG5tem 4bect &e '6S20001;1

=9- Sign =

. Choose Sa"e+

Deine Past .rders Display

/se

5n this actiit& &o( $e%ine ho the item roosals base$ on ast or$ers %rom a certainc(stomer are $isla&e$ in ERP sales transactions.

Procedure





Quotations and !rders → Past !rders → #efine Past !rder

#ispla,

2. Enter the %olloing $ata,


>ilter {1

ime erio$Enter the time erio$ %or ast $oc(ments to beconsi$ere$ %or eal(ation3 e.g. 10 ee)s

/o. o% ransactions 10

Proose$ (antit& Aerage :al(e o% Past 4r$er (antities

/o. o% ransactions 10

'ase$ on Past 4r$ers Re%ine Pro$(ct Selection 6sing Po-6

;. Choose Sa"e.

Assign Method Sche#a to %RP Transaction Type

/se

5n this actiit&3 &o( assign a metho$ schema to a sales organi8ation an$ an ERP salestransaction t&e *sales $oc(ment t&e+. his controls hich ro$(ct roosal t&es are$etermine$ %or a artic(lar ERP sales transaction *%or eamle3 ERP stan$ar$ or$er+ in a

artic(lar sales organi8ation.

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Procedure




Settings for ERP ransactions Maintained "ia CRM → Product Proposals → Assign Method Schema to ERP ransaction

,pes



Sales 4rg. 5D Enter &o(r central sales organi8ation

Sales $oc. t&eEnter &o(r ERP sales or$er t&e3 e.g. A %or hichro$(ct roosals has to be carrie$ o(t

Metho$ schema {00001

Pro$(ct Proosal on Re(est Selecte$Past 4r$ers on Re(est Selecte$

Pro$(ct @istings on Re(est Selecte$

@isting Proc. Emt&

Ecl(sion Proc. Emt&

High Priorit& Emt&

Price @ist &e Emt&

<. Reeat this ste %or &o(r ERP (otation t&e3 e.g. AG.

. Choose Sa"e.

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