Learn SAP CRM Online | SAP CRM Sales Process, Management and Product Determination

SAP CRM supports the implementation of complete sales cycle as per the customer-specific requirements which leads to maximize sales force productivity, ensure customer satisfaction, and thus quickly increase revenues. With SAP CRM Sales the complete sales cycle could be managed across different sales channels, i.e. direct sales, channel sales, telesales and e-selling. Learn more about CRM sales process from SAP CRM training by SAP Trainings Online.

SAP CRM Sales Business Roles

SAP CRM offers predefined Business Role [Sales Professional - SALESPRO] for the sales representatives of an organization

With this role SAP standard functionalities related to the Account Management, Activities, Sales Cycle, Pipeline Management and Sales Management can be performed by the Sales representatives.

SAP CRM sales also offers Sales Assistant which could be used by the sales representative to plan sales activities within sales cycle processes, and sales methodologies elements such as buying centre, competitor analysis, project goals, etc. which could be used in an opportunity by the sales representative while preparing value proposition for the customer.

General sales cycle steps

• A Sales representative receives a qualified lead.
• When this Hot Lead is accepted by the sales representative, the system creates an Opportunity.
• Within SAP CRM actual sales process begin with an opportunity. It is not mandatory to use Lead to create the Opportunity.
• The sales representative then contacts the customer and updates the opportunity with further data.
• Also there is option to activate activities available in the Sales Assistant or create new activities. These activities can be configured for different stages of the Opportunity.

• The Opportunity needs to be evaluated by the sales representative with positive or negative decision.
• Opportunity ends with the creation the quotation, or rejection from the customer.
• The solution derived from the opportunity is presented to the customer and the sales representative creates quotation.
• Once the sale representative secures agreement based upon the quotation, sales order can then be created.
• Billing for the sales orders can be performed within the SAP CRM

In SAP CRM Sales Quotations are created as follow-up documents for opportunities. A quotation can be copied or converted to a sales order (Get an insight into sales process from SAP SD training concepts). It is also possible to create quotation with reference to the inquiry. For a quotation, validation period is maintained within which customer can place or modify the order, or can cancel the order.

Quotation Management includes following processes:

• Create a quotation in the system 
• Create items for the quotation
• You can add products requested by the customer
• You can perform ATP check of products for each item in the quotation
• Determine the pricing of individual items
• Send the quotation to the customer
• You can create activities as part of a Quotation document

Product proposal

SAP CRM offers the functionality of product proposal in a Quotation document. With this you can propose products that your customer may be interested in, while entering the Quotation.
Product proposal functionality can be implemented using:

Transaction history of the customer which includes previous sales orders of the customer.

Marketing projects in which the customer has been involved.

For these proposed products, it is possible to perform ATP check and the price calculation.

You can have following types of the product proposals:

• Cross selling
• Up selling
• Down selling
• Accessories
• Top and product lists

SAP CRM opportunity Management

An Opportunity is defined as a 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. Opportunity management is one of the integral part of CRM module and this allows you to control the sales process.

• Opportunity management in Sales should be used in the following scenarios:
• When sales cycle in an organization spans for a longer time period.
• When there are many sales representatives working in an organization.
• When there are large sales order values and they are distributed.

Conclusion

Interested to learn more about SAP CRM and its business process and to establish a career in CRM join SAP Trainings Online for a rewarding SAP career through SAP training modules. We provide best SAP CRM training with our training learners can become expert in concepts like Organization Management, Account Management, Territory Management, Product Master data, Transaction processing, Lead Management, Opportunity Management, Quotation Management, Order Management, Contract Management, Activity Management and Visit Planning.etc.

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