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CR - SAP CRM (CRM ).pdf. Click here to Download. You might also like: SAP CRM Master guide - ebook · SAP CRM SAP CRM Functional Course Curriculum: Overview of the CRM Solution: SAP CRM. 1. Introduction to: CRM Sales: CR Opportunity management and. [email protected] TCRM10 - SAP CRM - Fundamentals I - CRM SAP CR – SAP CRM Sales – CRM EHP3 – CRM (v
Go-live assistance and post implementation support, writing technical and end-user instructions. Petersburg, Russia, SAP CRM Senior Consultant internal Analysis and description of business processes, formalization of business requirements, stakeholders advising, development and approving of project documentation, task scheduling, coordination of contractor, development and approving of functional specifications, assigning tasks to developers, quality control, testing new functionality, writing and approving technical and end-user instructions, end-users training, technical support training, reviewing of historical data and coordination of data migration, go-live assistance and post implementation support, end-users advising, advising on the integration with other systems, change management, formation of a vision for the strategic evolution of the system.
Specialization — Sales and Marketing for key account clients Telecom. Coordination of team's work for implementation of the functionality of Sales and Marketing. Gathering, analysis, discussion and formalization of the customer's requirements. Analysis of business processes in sales management area. Writing of project documentation.
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These intellectual and property rights may include patent applications, registered. Examples of business activities are telephone calls. These various activity types can be defined to meet the requirements of your enterprise in Customizing under the following path: If you mark a task as private. The information in the activity journal may or may not be product-related. In this way. An activity journal can contain the following information: When you create a template.
For the activity journal template type. With the template type you determine the structure and layout of activity journals. The following crucial differences exist between a template and a template type: Sales representatives use these templates to report the results of business activities with a business partner.
A template type cannot be used alone — it must always be used with a template. You can define activity journal templates to suit the needs of your company.
For the transaction types used for this. It is important that you assign all three item categories to the transaction type.
If you do not use these item categories. For example. With reference to the transaction type. By specifying a display frequency for activity journals. Repeated display of an activity journal serves as a reminder that the journal should. In CRM Enterprise. With the assignment of a determination procedure you can carry over product proposals from listings in activity journals irrespective of the sales area and transaction type.
In accordance with the specific requirements of your company and industry.
The most sensible way to do this is to copy the three item category determination entries for transaction type Check whether the system correctly offers the category Y as default value. Only Create an activity journal using your new transaction type ZB and enter further information into the activity journal. Make the necessary entries or changes. Internal Partner As a first step. Check the default values stemming from Customizing.
Create a new activity template for visit reports and assign to this your newly created transaction type as well as a pre-existing template type. Go to the Activity Journals tab page. Confirm with QWHU.
Specify arbitrary characteristics for the product priority of both products. Select 6DYH. In PC UI you will be told when entering data that mandatory fields have not been filled. Then save. Territory Management enables you to structure and organize your sales market by dividing it into territories according to criteria of your choice such as size, distance, revenue, products, number of visits.
The organizational model reflects the internal view of your organization. The territory hierarchy reflects the market view. Changes to the territory hierarchy usually occur more frequently than changes to the organizational model. The customer base can increase or decrease and territories must be resized or reallocated to accommodate this, to ensure that a sales representative has the appropriate workload.
Improve customer service: Assigning customers to territories and the relevant sales person ensures that all your customers are taken care of in the best possible way. Assess and motivate employees: Employees can also be evaluated according to the goals they have reached in their territories.
Optimize organization: Using Territory Management, data can be distributed to Mobile Clients according to enterprise-specific criteria. Furthermore, it is essential that you can quickly determine who is responsible for which area, for example, finding the correct sales representative during a customer telephone call.
In Territory Hierarchy Planning, you can create and define your whole territory structure. In Territory Maintenance, you keep your territory hierarchy up-to-date for example, create a new territory or delete an old one, change or add validity period or attributes.
You also maintain employee assignments here using the link with positions. In the Business Transaction, the territory can be determined from the employee responsible or from attributes of a business partner for example, sold-to party. Country y Level 1: Product Line y Level 2: Region y Level 3: Area The territory hierarchy has a validity period. Allows the user to edit territory hierarchies depending on the valid territory hierarchy IDs.
Allows the user to edit only those territories assigned to him. In Territory Management. It can comprise several levels. These territories are structured in a territory hierarchy.
To edit territory hierarchies you need permission for one of the following objects: A territory has attributes that describe its scope. Internal Only 5RE: You can divide your sales market into clear and well-defined territories. You can easily activate the attributes you need. You can define the territories using data from CRM Enterprise or an external planning tool.
You can change the territory hierarchy when territories must be redefined to accommodate the changing sales market. When you change this information in the organizational model.
You can carry out planning. You can assign employees permanently or for a definite time period. You can export the data to external planning tools using an export interface.
This makes it easier to assign another employee to the territory if the first employee is away from the office or has left the company. When you create a business transaction in CRM Enterprise and enter an employee responsible in the header or in the item. You must assign the employee responsible to a territory. The system can determine territories on the basis of the partner function category. If an employee has more than one territory.
If the employee is assigned via the position to multiple territories. The system then takes the employee responsible assigned to the territory. Based on the territory. Using these results you can then decide if you wish to change your territory assignments or whether you will have to employ different strategies for different territories. SEM compares actual and planned sales quantities and net revenues at territory level. These queries can be used to analyze your sales data for territories: When you create a business transaction in CRM Enterprise.
How many territory levels are used? Which ones? In CRM Enterprise you can assign a territory to an employee. Make yourself familiar with territory levels both in the application and in Customizing.
Go to Customizing and check the details for every level. Assign attributes at territory level. Answer QR.
When leaving the transaction you may be asked whether you would like to start the Delta upload for Mobile in the background. Territory Level: Territory ID: Save your data. Is the Business Partner Megastore contained in this territory?
Postal Code: Scroll further to the right and check the territory ID. You therefore create a sales order. How was this territory determined?
Sold-To Party: The customer base can increase or decrease and territories must be resized or reallocated to accommodate this. D Washington Only When leaving the transaction you may be asked whether you would like to start the Delta upload for Mobile in the background.
Internal Only Partner The hierarchies of territories used in Territory Management can be freely defined in Customizing. Enter the data given in the exercise.
Use the territory ID and description given in the exercise. Region CO. Here you can see the number of objects in the territory. You will get a list Click on of business partners fulfilling the attributes for example. Once the territory is determined. Confirm this and save the territory hierarchy. Please note that due to your exercises. Once you confirm. This is the employee Mark Freeman. Mark Freeman is responsible for various territories and that for this reason a territory selection screen appears on account of the ambiguity.
Opportunity management is the process of maintaining opportunities. Opportunity management is recommended when: Sales processes can be monitored and evaluated more efficiently with the use of opportunity management. An opportunity is a chance for a business transaction. Opportunity management forms a framework to represent sales projects from the start and follow their progress and. The goal is to generate as many orders as possible within the framework of an optimized sales process.
An opportunity is a recognized chance for a business transaction. Leads are generated. Opportunities serve as a central hub for the sales process. An opportunity can support and manage the entire sales cycle. The use of Lead Management is optional and can be used to optimize pre-sales activities. From a process perspective. A structured sales methodology can be used to improve the quality of sales processes. Lead Management is process-oriented and is rooted in the marketing area because lead generation is carried out or initiated here.
Both customers and sales prospects can be viewed as leads. A distinction is made between the inbound and outbound scenarios. The process consists of lead generation. Lead Management helps the automation of pre-sales activities and frees up resources so that the sales department can concentrate on promising potential downloaders and opportunities.
The period of a sales cycle is determined by the start and end date of an opportunity. Sales cycles and their phases can be defined in Customizing according to enterprise-dependent requests for example.
This information becomes concrete during the course of the sales cycle and can be mapped and evaluated in the system. From this. Tab pages allow you to navigate easily through the information you require. The orientation area with the search and result list is in the upper part of the screen. In the lower part of the screen. Transaction processing can be called up via various menu options such as marketing.
In the workspace area. Tab pages on header and item level allow you to easily navigate to the information you require. The locator area is available for searching for opportunities using different attributes. They are always displayed in the same format. You can only change the single fields. The quality of the sales process has a major influence on its success. A structured sales methodology enables you to monitor sales projects optimally, therefore improving the quality of the sales process dramatically.
Employees are led through an optimal sales process, from recognizing a sales possibility to closing a deal. The sales methodology is made up of: The sales assistant provides sales personnel with a checklist of tasks and business activities to be performed for each phase of the opportunity. Sales employees can display suggested activities and tasks for each phase and incorporate them into their personal activity plan for each sales project.
Employees can also enhance the activity plan with personal activities at any time. The activity plan is closely linked to mySAP CRM activity management, enabling you to branch directly from the activity plan to corresponding and follow-up activities. In the activity plan, you can assign individual processing activities to other employees within your organization.
For each activity, the sales employee can call up hints and background information based on proven sales practices. In the context of the sales assistant, actions are used to process follow-up transactions. The downloading center supports these requirements by: In many cases.
Along with the chance of success generated by the system. You can define the following in Customizing: The opportunity assessment is a pre-defined questionnaire in the context of the sales methodology.
On the basis of the weighted of questions and answers. It supports the sales employee when qualifying projects. This allows you to: You can later display references and branch to the referenced opportunity in both the sub.
In order to maintain hierarchical opportunities. The opportunities that are to be linked must already exist. Planning figures can be created for the complete opportunity for example. You then assign this planning profile to the respective transaction type in Customizing for CRM. Opportunity planning allows you to analyze cumulated planning figures.
You make settings in Customizing for the SEM system to define how planning is structured. This means you define the planning profile in the SEM system. Planning figures can be stored directly in the opportunity. Using a project system gives you the following advantages: You can only link opportunities with the project system in CRM Enterprise.
If you also wish to work with resource planning in the project system. Customizing settings for opportunities in CRM for example. A sales cycle is assigned to the required transaction type. The stored priorities and origins are then offered for selection in the input help in the document.
If you wish to use hierarchical opportunities in addition. Phases are assigned to the sales cycles. The opportunity group assigned to the transaction type is automatically set in the application when you create a corresponding opportunity. The Customizing object of the transaction type is used for this at transaction level. The item level is controlled in Customizing via the item category. Item-specific settings are required if you work with products in opportunities.
The customizing settings you need to make here are valid for all transaction types. The relevant settings are made in three steps: First you assign an item object type to the item category.
Examples of business transaction categories are opportunity. This determines the business context in which an item category is used.
This defines the business usage and usability of such items is defined. At this level. Depending on the selected business transaction category.
This means you need to implement another control instrument at item level similar to the transaction type at header level for transactions. In step two you assign the possible business transaction categories to an item category. The item category defines the characteristics and attributes of a transaction item and. For this to work. The main influencing factors during determination are the transaction type and the item category group.
In special cases. The item category group is a field stored in the product master. Item categories and item category determination are relevant for all CRM transactions. If you store an opportunity for a product with the item category group NORM sales item. You can define which alternative item categories can be entered manually. When your Customizing settings are made. Partner In Customizing. You want to store information relevant for your sales force in the system using opportunity management.
Use the data in the following table. The sales cycle for business from new customers should be used. Select your entry ZO.