SAP CRM interview questions and Answers | SAP Trainings Online

If you’re looking for SAP CRM Interview Questions, you are at right place. There are lot of opportunities from many reputed companies in the world. According to research SAP CRM has increasing market share. So, you still have opportunity to move ahead in your career in SAP CRM. SAP Trainings Online offers SAP CRM training interview questions.

1.What are different partner function in SAP CRM?

As the name indicates partner function describes the organization and people with whom the business is done, which includes any kind of business transaction. Partner function includes information like:

• Sold to party
• Ship to party
• Bill to party
• Payer

2.What is Activity management feature in CRM?

Activity management in CRM is used to administer the activities assigned to employees in an organization. Data in an activity is important source of information for all the employees that are relevant for that information.

Activities in CRM are used to record sales activities. Common activities are email or a telephone call or a customer visit or a follow up call, request to set the status to complete etc. in CRM lifecycle. Appointments, interactions logs can be marked as private. You can also create activities as subsequent documents for a wide variety of other business transactions, such as opportunities, leads, sales orders, or contracts.

Activity management can be performed at any time during CRM life cycle. When a customer contract is about to expire, you can make a telephone call to customer (activity) as a follow up document to remind the employee to make follow up call to customer and to check if he is willing to renew the contract.

3.Mention how CRM assign the business roles?

To assign business roles, SAP CRM uses two basic ways

• Indirect assignment of business roles PPOMA_CRM
• Directly through security roles assigned to user masters in SU01

4.Explain what are adapters?

A CRM middleware is used for the exchange of data between the CRM system and connected ERP system. It is also used to assign data and convert it into various formats and to connect with external systems.

5.What is an Opportunity?

An Opportunity is defined as sales prospect, requested service or product, sales volume and a sales probability. Opportunity can be a possibility of sales of service or product and can result from a bid invitation, sales deal or from a trade fair.

6.What is Opportunity Management in CRM..?

Opportunity management is one of the integral part of CRM module and allows you to control sales process.

Opportunity management in Sales should be used in following scenarios:

• When Sales cycle in an organization spans for a longer time period.
• Many Sales representatives work in an organization.
• Large sales order vales and they are distributed.

7.How CRM can handle e-mails from customers?

SAP CRM provides workflow enabled email processing capabilities. It can retrieve e-mails sent from your customers, route e-mails automatically to appropriate users based on workflow rules, manage multiple attachments in emails, send automatic replies to your customer and so on.

8.What is the difference between CRM and ERP?

CRM combines sales, contact, marketing, management and customer support. ERP stands for Enterprise Resource Planning; it standardizes and streamline business processes across services, sales, finance, HR management, etc.

9.What is Opportunity hierarchy? Where do we use this?

When your sales project is split into multiple sub projects and you want to keep track of all the sub projects and to link them to sales project, you can use complex hierarchies. You can connect different opportunities to each other and this allows you to connect sales projects and sub projects with each other.

• Opportunities hierarchies can be used in following scenarios:
• To link an opportunity to sales project
• To link a sub opportunity to a product
• Combine several sales project connected with each other
• Structure sales project consists of several sub projects

10.What is a Lead in SAP CRM?

A lead can be defined as first stage of sales process. It represents a person who has shown interest in buying a service or a product. A Lead can be generated from marketing lead generation processes like trade fairs, advertisement, direct marketing or can be from sales person activities like calling or an email.

11.Explain what is IPC?

IPC stands for “Internet Pricing and Configurator.” The IPC carries a set of engines that execute pricing and product configuration functionality in a variety of scenario and sap applications.

12.What are the important components of IPC?

The important components of IPC are:

• Sales Pricing Engine (SPE)
• Sales Configuration Engine (SCE)
• Free Goods Engine
• Listing
• Free Goods Engine

13.What are the different categories of Lead?

Leads can be classified into categories: Cold, Warm and Hot by marketing department. If a lead look promising, then sales department can create an opportunity from this lead.

14.What is the difference between Lead and Opportunity?

A Lead is different from an opportunity in a manner that it is predecessor of an opportunity. Opportunities are used for more complex and longer sales project cycles, Sales Rep use opportunities to control the sales project and maximize the chance of winning customers and minimizing the sales time.

15.In real time what SAP CRM consultant to?

In real time, SAP CRM consultant analyze the business requirements and then configure the ERP.

16.What is Sales Quotation?

Sales quotation is generated to ensure that a specific quantity of product will be delivered at specific time period and at specific price.

17.Explain Quotation Processing and Order Management life cycle?

Quotation processing and order management involves following steps in SAP CRM and ECC system:

Create Quotation

A quotation is created in the system to provide the customer. Items are added for this quotation (Performed in SAP CRM).

Enter Product and configure

Next is to enter the products requested by customer. Products can be configured for every item of the quotation (Performed in SAP CRM).

Check Availability

Next is to check the availability of products for every item of the quotation (Performed in SAP CRM and ECC).

Pricing and Value

Next is to add the price of each product and the value of each item (Performed in SAP CRM).

Send Quotation

Next step is to send the quotation to the customer (Performed in SAP CRM).

18. What is an Outline Agreement?

An outline agreement is defined as an agreement that allows customer to release the products or services at previously agreed conditions. You can define conditions like price, terms of delivery, etc. and these conditions are true for all sales orders that customer creates with reference to sales agreement. These outline agreements are used for customer retention.

19.What are the different standard transaction types for sales?

Some of the standard transaction types for sales are:

• LEAD – lead
• AG – Quotation
• Opt – Opportunity
• OPSM - Sales Methodology
• TA - Tele Sales, etc

20.How do you calculate tax in billing in CRM?

The key factor which is used to calculate the tax and for tax determination is tax event. Applicable tax type, tax rate, locations and other factors are determined. It uses decision tree to make tax determination and calculation more simple and transparent. You can also use simulation tool in TTE for tax determination and for testing customizing settings.

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