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CRM Opportunity Management

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Content

CRM Opportunity Management
Contents
CRM Opportunity Management: Configuration Guide......................................................................2
1

Purpose..................................................................................................................................2

2

Preparation ............................................................................................................................2

3

2.1

Prerequisites ...................................................................................................................2

2.2

SAP Notes.......................................................................................................................2

Configuration .........................................................................................................................3
3.1

Settings for Basic Functions............................................................................................3

3.1.1

Defining Access Sequence .......................................................................................3

3.1.2

Defining Partner Determination Procedure ...............................................................3

3.2

Sales Cycle and Phases .................................................................................................5

3.2.1

Defining Sales Cycle .................................................................................................5

3.2.2

Defining Phases ........................................................................................................6

3.2.3

Assigning Phases to Sales Cycles ............................................................................6

3.3

Sales Assistant................................................................................................................7

3.3.1

Defining Action Profile ...............................................................................................7

3.3.2

Defining Actions.........................................................................................................8

3.3.3

Defining Conditions ...................................................................................................9

3.3.4

Changing Action Details ..........................................................................................10

3.4

Settings for Transactions (Opportunity) ........................................................................11

3.4.1

Defining Transaction Type for Opportunity..............................................................11

3.4.2

Selecting Relevant Transaction Types for Opportunities ........................................12

3.4.3

Defining Item Category Determination ....................................................................12

3.5

Maintaining Status Reason and Status Profile for Opportunities..................................13

3.5.1

Defining Code Group Profiles..................................................................................13

3.5.2

Assign Status Profile & Subject Profile to Business Transaction Type...................14

3.6

Sales Methodology........................................................................................................15

3.6.1

3.7

Questionnaire for Opportunity .................................................................................15

3.6.1.1

Defining Questionnaires ................................................................................15

3.6.1.2

Defining Determination for Questionnaires ...................................................17

3.6.1.3

Assign Questionnaire to Transaction Type ...................................................18

Integration Opportunity Management <-> Quotation and Order Management.............18

3.7.1

Check Prerequisites for Integration .........................................................................18

3.7.2

Defining Copying Control for Opportunities.............................................................19

3.7.3

Defining Copying Control for Item Categories (Opportunities)................................19

3.8

Integration Opportunity Management <-> Activity Management ..................................20

3.8.1

Check Prerequisites for Integration .........................................................................20

3.8.2

Defining Copying Control for Activity Management.................................................20

3.8.3

Defining Copying Control for Item Categories.........................................................21

3.8.4

Defining Item Category Determination when Copying ............................................22

3.9

Integration Opportunity <->SAP-ECC Quotation ..........................................................22

3.9.1

Defining Parameters for RFC Destination ...............................................................22

3.9.2

Defining Cross-System Copying of Transaction Types...........................................23

3.9.3

Defining Cross-System Copying of Item Categories...............................................24

3.9.4

Assign Object Method to Role .................................................................................25

CRM Opportunity Management: Configuration
Guide
1 Purpose
This configuration guide provides the information you need to set up the configuration of this
building block manually.

2 Preparation
2.1

Prerequisites

Before starting with the installation of this building block, please have a look at the
document Quick Guide to Installing SAP Best Practices for CRM.

2.2

SAP Notes

Before you begin the installation and configuration, read the relevant SAP Notes. These SAP
Notes contain important information for installation and configuration, and also corrections
concerning the CRM Opportunity Management building block.
Make sure that you have the most up-to-date version of SAP Notes. You can find the SAP
Notes on the SAP Service Marketplace (http://service.sap.com/notes) or in SAPNet.
SAP Note Number

Description

Release

875536

DATA_LENGTH_TOO_LARGE dump during
translation of

5.0

3 Configuration
3.1

Settings for Basic Functions

3.1.1 Defining Access Sequence
Use
The purpose of this activity is to define a new access sequence for the determination of the
partner function Sales Representative against the entered Activity Partner.

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

Customer Relationship Management → Basic Functions →
Partner Processing → Define Access Sequences

2. Select sequence 0002, Preceding Document → Business Partner Relationships: Activity
Partner and copy as Y005, BP Preceding Document → Business Partner Relationships:
Activity Partner → User with all entries.
3. Go to Individual Accesses and add new entry:
Attribute

Value

Batch Seq:

0040

Dialog Seq:

0040

Source

Business Partner Assigned to the User

As a prerequisite for the automatic determination of the partner function Sales
Representative from the Activity Partner it is necessary to maintain a relationship
in the master data. Otherwise this function would be filled with the current User.
4. Choose Save.

3.1.2 Defining Partner Determination Procedure
Use
In this activity, you define partner determination procedures that the system uses to
automatically enter partners in business transactions. The partner functions and access
sequences you have defined are brought together here.

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

Customer Relationship Management → Basic Functions →
Partner Processing → Define Partner Determination Procedure

2. Select the Procedure 00000004 Opportunities and choose Copy As (F6).

3. As name for the Procedure enter Y0000001. Enter a unique description for your
Procedure (BP_Opp. incl. Project Org.).
4. Press Enter.
5. Choose Copy all.
6. Select your newly created Procedure.
7. In the dialog structure choose Partner Functions in Procedure.
8. Select the function Sales Representative.
9. Press the button Details.
10. Select as Access sequence for Partner Determination: Y005 BP Preceding Document ->
Business Partner Relationships: Activity Partner -> Use
11. Go on step back (F3)
12. Select the Function Employee Responsible.
13. Press the Details button.
14. Select as Access sequence for the Partner Determination 0008 Preceding Document 
User
15. Go one step back (F3).
16. Select the Function Sales Prospect.
17. Press the Details button.
18. Select as Access sequence for the Partner Determination 1000 Preceding Document.
19. Go one step back (F3).
20. Select the Function Contact Person.
21. Press the Details button.
22. Under General maintain the following data:
No. of Occurrences (Lowest)

1

No. of Occurrences (Highest)

10

Selection Limit (Select. Screen)

1

23. Under Address select Standard address only.
24. Select as Access sequence for Partner Determination: Preceding Document -> Business
Partner Relationships: Prospect
25. Assign the following functions and the appropriate settings to procedure Y0000001:
Function

Changeable

No. of
Occurrence
s (Highest)

Changeable
address

Determination tm.

Block
Determin
.

Characteristics

00000045
Decision-Maker
(CRM)



10



0 Recurring



0 Generally
Valid Group

00000046
Approved by
(CRM)



10



0 Recurring



0 Generally
Valid Group

00000047
Inspector
(CRM)



10



0 Recurring



0 Generally
Valid Group

Function

Changeable

No. of
Occurrence
s (Highest)

Changeable
address

Determination tm.

Block
Determin
.

Characteristics

00000048 User
(CRM)



10



0 Recurring



0 Generally
Valid Group

00000049
Coach (CRM)



10



0 Recurring



0 Generally
Valid Group

Function

Block Entry
On Interface

No. of
Occurrences
(Highest)

Determination tm.

Characteristics

00000050 Buying
Center (CRM)



1

0 Recurring

0 Generally
Valid Group

26. Save your entries.

Result
You have created a new Partner Determination Procedure.

3.2

Sales Cycle and Phases

3.2.1 Defining Sales Cycle
Use
A sales cycle is defined by time, by the start and estimated end date of an opportunity. The
sales cycle of a product or service begins with the recognition of an opportunity. The process
ends with a sales order or a rejection from the customer. The sales cycle for an opportunity is
split into different phases, for example, first contact, quotation phase and so on.
In this step, you define the possible sales cycles for your enterprise. You then assign the
sales cycle in customizing to the business transaction type for opportunities. The sales cycle
is set in the document, depending on the transaction type chosen.

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

Customer Relationship Management → Transactions →
Settings for Opportunities → Define Sales Cycle and Phases →
Define Sales Cycle

2. Choose the New Entry button.
3. Maintain the following data:
Sales Cycle

Description Service

Description

Y01

BP Cust Acquisition

BP Customer Acquisition

4. Choose Save.

3.2.2 Defining Phases
Use
In this step, you define the possible phases for your sales cycles.

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

Customer Relationship Management → Transactions →
Settings for Opportunities → Define Sales Cycle and Phases →
Define Phases

2. Choose the New Entry button.
3. Maintain the following data:
Phase

Description

Description

Y1

Identification

Identify Opportunity

Y2

Qualification

Qualification

Y3

Quotation

Quotation

Y4

Decision

Decision

Y5

Close

Close

4. Choose Save.

3.2.3 Assigning Phases to Sales Cycles
Use
A phase is a section of the sales cycle in which specific activities are carried out.
You define the following in this section:


The phases which can occur in a sales cycle
Depending on the sales cycle, the phases which you have assigned here are displayed in
the document in the phase field in the input help.



The time sequence of the phases one after the other within the sales cycle



The probability in % with which the opportunity will be successful within a specific phase
(for example, in the information exchange phase, there is a 30 % probability that the
opportunity will be closed successfully)
The percentage entries set here are transferred into the document as a default value for
the phase selected.

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

Customer Relationship Management → Transactions →
Settings for Opportunities → Define Sales Cycle and Phases →
Assign Phases to Sales Cycles

2. Choose the New Entry button.
3. Maintain the following data:
Sales
Cycle

Description

Phase

Description

Seq.

Anal.
phase

Description

Exptd.
Dur.

Probabil.

Y01

BP
Customer
Acquisition

Y1

Identify
Opportunity

1

1

Qualification

10

Y01

BP
Customer
Acquisition

Y2

Qualification

2

1

Qualification

20

Y01

BP
Customer
Acquisition

Y3

Quotation

3

2

Quotation

50

Y01

BP
Customer
Acquisition

Y4

Decision

4

3

Decision

80

Y01

BP
Customer
Acquisition

Y5

Close

5

3

Decision

100

4. Choose Save.

3.3

Sales Assistant

3.3.1 Defining Action Profile
Use
The purpose of this activity is to create an action profile and templates for actions. You can
define the action templates more closely in the following step Change action profiles and
define conditions.
For the action profile, the class which provides the attributes for your business object must be
entered. These business objects can be used for planning actions.
When creating an action profile, note for which business transaction type you can use this
action profile. You must assign the relevant business object type to the action profile. The
assignment of the business object type makes sure that the attributes for the relevant
business transaction type (for example, sales contract) can be used for defining and
processing the conditions. Only one business object can be assigned for each action profile.
You can find out the business object type for the transaction type or the item category in
Customizing for transactions under Define transaction types or Define item categories.

Procedure
1. Access the activity using one of the following navigation options:
Transaction code

CRMC_ACTION_DEF

SAP CRM IMG menu

Customer Relationship Management → Basic Functions →
Actions → Actions in Transactions → Change Actions and
Conditions → Define Action Profiles and Actions

2. Select the Action Profile Opportunity_Sales_Assistant and choose the button Copy As
(F6).
3. Enter the following values:

Field name

Value

Action Profile

Y1_OPPORTUNITY_SALES_ASSISTANT

Description

BP: Opportunity - Sales Assistant

4. Press Enter.
5. In the dialog box Specify object to be copied, select copy all.
6. Rename all Action Definitions and keep the Action Description, i.e. replace the Action
Definition “SMP” by “Y_BP”
7. Choose Save.

Result
You have created your own Action Profile.

3.3.2 Defining Actions
Use
The purpose of this activity is to create additional actions for the action profile created in the
activity Defining Action Profile.

Procedure
1. Access the activity using one of the following navigation options:
Transaction code

CRMC_ACTION_DEF

SAP CRM IMG menu

Customer Relationship Management → Basic Functions →
Actions → Actions in Transaction → Change Actions and
Conditions → Define Action Profiles and Actions

2. Select your newly created Action Profile, Y1_OPPORTUNITY_SALES_ASSISTANT.
3. In the dialog structure, select Action Definition.
4. To create a new entry, select one Action and choose Copy As (F6).
5. Maintain the following values:
Field name

Value

Action Definition

Y_BP2: Activity 0

Description

Conduct Customer Visit

6. Press Enter.
7. In the dialog box Specify object to be copied, select copy all.
8. Set the sort order to a value less than the value for action Y_BP2: Activity 1.
9. Repeat steps 4 – 8 for
Field name

Value

Action Definition

Y_BP4: Activity 6

Description

Create Quotation

with sort order higher than the value for action Y_BP4: Activity 5.
10. Repeat steps 4 – 8 for
Field name

Value

Action Definition

Y_BP6: Activity 0

Description

Negotiate Sales Order Conditions

with sort order higher than the value for action Y_BP5: Activity 3.
11. Choose Save.

Result
You have created your own Actions and assigned them to an Action Profile.

3.3.3 Defining Conditions
Use
The purpose of this activity is to define the planning and start condition for each action
definition.

Procedure
1. Access the activity using one of the following navigation options:
Transaction code

Crmc_Action_Conf

SAP CRM IMG menu

Customer Relationship Management → Basic Functions →
Actions → Actions in Transactions → Change Actions and
Conditions → Define Conditions

2. Select your Action Profile BP: Opportunity - Sales Assistant.
3. Choose Create.
4. Select the Action Gather Information on Customer from the list.
5. Choose the ScheduleConditn tab.
In the field Name enter a new schedule condition Y 1. Phase: Identification.
I.e. a new schedule condition has to be defined in order to activate this action within a
specific phase of your sales cycle BP Customer Acquisition.
6. Choose Edit Condition.
7. In the field Name enter a new schedule condition Y 1. Phase: Identification.
I.e. a new schedule condition has to be defined in order to activate this action within a
specific phase of your sales cycle BP Customer Acquisition.
8. On the Conditions for Action screen choose Click here to create a new condition.
9. Create the following condition:
Express. 1

Operator

CRM Opportunity.Phase

=

CRM Opportunity.Phase

=

Express. 2

And/Or

Y1 (Constant)

OR

10. Choose Transfer Condition.
11. Choose Save.
12. Repeat steps 4 – 11 for the actions and schedule conditions listed in the following table.
In step 9 choose the corresponding phase for field Express. 2., e.g. Y2 for schedule Y 2.
Phase: Qualification.
If several actions have to be assigned to the same schedule condition then the condition
has to be created only once. For all following actions of the same condition the already

existing condition has to be selected in step 5 from the drop down list (F4). Steps 6 – 11
can be omitted.
Schedule Condition

Assigned Action

Y 1. Phase: Identification

Obtain and Prepare Visit

Y 2. Phase: Qualification

Conduct Customer Visit
Clarify Feasibility
Understand Decision-Making Process
Define Selling Team
Make go/no-go decision

Y 3. Phase: Quotation

Develop Solution Proposal
Present Solution to Entire Buying Center
Create Quotation

Y 4. Phase: Decision

Get Feedback and Handle Objections
Secure Verbal Agreement

Y 5. Phase: Closure

Negotiate Sales Order conditions
Analyze Reasons for Success or Failure

13. Choose Save.

Result
You have defined start conditions for each action. Each action is now assigned to a phase
from the sales cycle.

3.3.4 Changing Action Details
Use
The purpose of this activity is to change the transaction type of the activities.

Prerequisites
You need to have created your own transaction types for activities (see the Activity
Management Guide).

In case you are not using Activity Management skip this step!

Procedure
1. Access the activity using one of the following navigation options:
Transaction code

CRMC_ACTION_CONF

SAP CRM IMG menu

Customer Relationship Management → Basic Functions →
Actions → Actions in Transactions → Change Actions and
Conditions → Define Conditions

2. Select your Action Profile BP: Opportunity – Sales Assistant.
3. Choose Change.

4. Select the first of your assigned actions from the list (for example, Gather Information on
Customer)
5. Choose the ActionDetails tab.
6. Uncheck: Default Settings from Action Definition
7. For the Settings Method Call, select ChangeValues
8. Select the Process Type and change the value to your own transaction types you defined
for Action.
Choose the following transaction type replacement if the SAP Best Practices scenario
Activity Management has been installed:
0001 = Y025, 1003 = Y030, 1001 = Y030)
9. Repeat steps 4 to 7 until all required Actions are maintained.
10. Choose Save.

Result
You have assigned your own Transaction Types for Actions to the Actions within your profile.

3.4

Settings for Transactions (Opportunity)

3.4.1 Defining Transaction Type for Opportunity
Use
In this process, you define transaction types.
The business transaction type defines the characteristics for the opportunity, and defines the
control attributes (for example, text schema, partner schema, status schema, organizational
data profile).

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

CRM → Transactions → Basic Settings → Define Transaction
Types

2. Select Trans. Type OPSM and choose the button Copy As (F6).
3. Enter a new name for the Trans. Type (Y002). Enter a unique description for your
Transaction Type (BP Cust Acquisition, BP Customer Acquisition)
4. Under Profiles maintain:
a. Partner Determ.Proc. (Y000001)
b. Org. Data Prof. (Y00000000001) BP Sales Org. Data Profile - Country/Reg
c.

Action Profile (Y1_Opportunity_Sales_Assistant).

5. Press Enter.
6. Select your newly created Transaction Type Y002.
7. In the Dialog Structure select Assignment of Business Transaction Categories.
8. Select BUS2000111 Opportunity

9. In the Dialog Structure select Customizing header.
10. As Sales Cycle select your Sales Cycle (Y01 BP Customer Acquisition).
11. As Pricing Data select Document Schema “B Plants Abroad”.
12. Choose Save.

This is just an example. If you have defined your own Partner Determ. Proc., Org.
Data Prof or Action Profile, please assign these profiles to transaction type BP
Cust Acquisition (Y002).

Result
You have created a new Transaction Type and assigned your Action Profile, your Sales
Cycle, and your Partner Determination Procedure.

3.4.2 Selecting Relevant Transaction Types for Opportunities
Use
In this process, you select the Transaction Types you want to use.

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

CRM → Transactions → Basic Settings → Define Transaction
Types

2. Set the following Transaction Types to Inactive:
Trans.
Type

Description Serv.
Proc

Description

Inactive

OISU

ISU Sales Methodology

ISU Opportunity Incl. Sales Methodology

X

OPCP

Opp. Channel Partner

Opportunity Channel Partner

X

OPFS

FS: Opportunity

Financial Services: Opportunity

X

OPPO

Opp. Channel Manager

Opportunity Channel Manager

X

OPPT

Opportunity

Opportunity

X

OPSM

Sales Methodology

Opportunity Including Sales Methodology

X

ORGN

Des. Registration Opp

Design Registration Opportunity

X

3. Choose Save.

3.4.3 Defining Item Category Determination
Use
In this process, you can define, per business transaction category and item category group,
which item categories the system defaults for processing business transactions. At the same

time, you can define which item categories can alternatively be entered manually for system
default. There is a maximum of three alternative item categories possible.

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

CRM → Transactions → Basic Settings → Define Item
Category Determination

2. Choose New Entries and enter the following new item category determinations:
Trans.
Type

ItmCtyGrp

Item Usage

MainItmCty

Y002

Item Cat.
OPPT

Y002

COMP

Y002

0002

Y002

0002

Y002

NORM

Y002

NORM

Y002

NORM

Y002

SRVM

Y002

SRVP

OPPT

OPCP
OPPC

OPPC

OPPE
OPPT

COMP

OPPC

OPPE

OPPT

OPCP
OPPT

OPPT

OPPT

3. Save your entries.

Result
You have added your own Transaction Type to the Item Category Determination.

3.5 Maintaining Status Reason and Status Profile for
Opportunities
3.5.1 Defining Code Group Profiles
Use
In this activity, you define code group profiles. You create procedures that should only
contain a selection of the code groups of a catalog.
You access each catalog individually, define profiles with short texts, and can then assign
code groups using the application help in the second level under Code groups for profile.
The key for the code group profile contains the catalog type so that it is unique.
You use the profile for filtering purposes, that is, the catalog record key consists of the catalog
type, code group, and code.

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

Customer Relationship Management → Transactions →
Settings for Opportunities → Maintain Status Reasons and
Status Profiles for Opportunities → Define Code Group Profiles

2. Select catalog O1.
3. Within the dialog structure choose Definition of Code Group Profile.
4. For the Code Group Profiles OPT000003 and OPT000004 no Code Groups are assigned.
5. Select Code Group Profile OPT000003.
6. Within the dialog structure choose Code Groups for Profile.
7. Choose New Entries.
8. As Code Group select OPT00007.
9. Press Enter.
10. Repeat steps 5 to 9 for the Code Group Profile OPT000004 with the Code Group
OPT00008.
11. Choose Save.

Result
You have assigned Code Groups, containing Codes, to the Code Groups. The Code Groups
are assigned to the Subject Profiles, which are assigned to the Transaction Types and Status.

3.5.2 Assign Status Profile & Subject Profile to Business
Transaction Type
Use
In this step, you assign subject profiles to the business transaction opportunity for each status
that you have defined in the user status profile. In this way, the system provides you with
possible reasons in the document in the input help, depending on the status you have
chosen.

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

Customer Relationship Management → Transactions →
Settings for Opportunities → Maintain Status Reasons and
Status Profiles for Opportunities → Assign Status Profile and
Subject Profile to Business Transaction Type

2. Select all entries for Transaction Type OPSM.
3. Choose Copy As…(F6)
4. Change the Transaction Type from OPSM to Y002.
5. Press Enter.
6. Choose Save.

Result
You have assigned subject profiles to the business transaction opportunity for each status.

3.6

Sales Methodology

3.6.1 Questionnaire for Opportunity
Use
You can use a questionnaire within the framework of sales methodology for opportunity
assessment. This kind of assessment can be used for project qualification. Project
qualification is used primarily to assess the costs and values of a project; before considerable
resources are invested in a sales project, it is necessary to assess whether the expected
sales revenue and chance of success balances against the necessary investment.
The opportunity contains a tab page entitled Assessments, if the required Customizing
settings have been made. You have to pre-define the questions, their possible answers and
the weighting of the questions. You also have to assign the questionnaire to the transaction
type.

Note that with the requisite HTML kit, you can also design your own
questionnaires and then import these into CRM. For more information, please see
the Survey Suite documentation under Importing Stylesheets and Parameters.

3.6.1.1 Defining Questionnaires
Use
The questionnaire in the opportunity is based on the survey. A survey is created in the Survey
Suite. This is a tool for managing surveys, opinion polls and questionnaires. The surveys can
be found in the left area of the Suite. The surveys for each application are found in the
corresponding folders in the tree.
For an overview of the available surveys for the relevant application, open the folder for that
application.
To display the content of a survey, double-click the survey you wish to see. The content is
displayed on the right hand side of the screen.
If a translation has been created for a survey, and is available, the symbol next to the survey
in the tree is the symbol for the "Translate" function.
It is possible to copy an existing survey. In this way, you make savings by reusing
questionnaires in the same or similar survey projects.

Procedure
Access the activity using one of the following navigation options:
Transaction code

CRM_SURVEY_SUITE

SAP CRM IMG menu

Customer Relationship Management → Transactions →
Settings for Opportunities → Sales Methodology →
Questionnaire for Opportunities → Define Questionnaire

Using the predefined Best Practices questionnaires:
1. In the list of applications choose the component OPPORTUNITIES.

2. Choose Import.
3. Select the predefined Best Practices questionnaire from the directory MISC of the SAP
Best Practices documentation CD:


BP_OPPORTUNITY_EN: English version of the questionnaire



BP_OPPORTUNITY_DE: German version of the questionnaire

4. Select the uploaded questionnaire and choose Activate.

Defining your individual questionnaire:
1. In the list of applications choose the component OPPORTUNITIES.
a. Press button Create (F5) to create a new questionnaire.
b. If you have already assigned a survey to the component, you can choose
button Change (F6) to maintain it.
c.

If you are copying an existing survey from another application, select the
survey, choose the button Copy (F7), assign your newly created survey to
application OPPORTUNITIES and rename the survey.

You can edit your questionnaire in the Survey Builder that is opened for case a. and b.

A template is generated for a newly created survey. It already contains a survey
title and a section with a question/answer and pushbuttons to send or reset the
filled out questionnaire.
2. You can maintain survey attributes
questionnaire.

(CTRL + F12) to make central settings for your

The system opens a dialog box in which you can decide, for example, whether the
survey can still be changed after sending or for which scenarios is it valid.
Create Survey Elements:
1. In the upper left screen area, select the hierarchy node in the structure view of the
questionnaire.
2. Choose Insert Section to create a group of individual questions that belong together as
regards subject.
The system displays detailed information for the section in the lower left screen area.
3. Enter a name into fieldText that is to appear as the title of the question group in the
survey.
4. Select the new section and choose Insert Question to define your questions. The system
displays entry fields in which you can enter the question text, ID (is visible in expert
mode) and the rating factor.

A question consists of the attributes question text, Id, and rating factor, which you
must maintain and also of as many answers as required.
A unique Id must be assigned to each question. This Id is necessary for the later
evaluation of the completed survey. The system gives you a suggestion for a
unique Id, but you can overwrite this.
With the rating factor, you can control the quantitative evaluation of the survey.
The higher the rating factor, the greater the weighting of the question in the
evaluation. In the evaluation, the calculation is made by multiplying the rating
factor of each question by the rating of the selected answer.

5. Select your question and choose Insert Answer to pre-define your answers. The system
displays entry fields.
An answer consists of answer attributes and answer options. According to
the answer category, the answer can contain one or more answer options. For
input fields and text areas, only one answer option per answer is allowed, for
radio buttons, check- boxes and list boxes, as many answer options as required
are possible.
A unique Id (is visible in expert mode) must be assigned to every answer. This Id
is necessary for the later evaluation of the completed survey. The system will give
you a suggestion for a unique Id, but you can overwrite this.
You can also determine whether the text is placed to the left or the right of the
input element and whether the answer should be in display format only and
therefore unchangeable.
For input fields and text areas, you must also specify the size.
If necessary, select one of the answer options as a default value that is already
selected when you open the questionnaire.
6. Add other questions/answers that you want to ask in this section or create new sections
with questions/answers.

The system updates the status of the questionnaire in the structure view and in
the preview every time as soon as you confirm your entries.
7. To change the attributes of a survey element you created, you have to double-click on it
in the structure view.
8. Choose Save.

You can run a test for the created survey (CTRL + F8).
9. Go back (F3) and activate your survey (CTRL + F1).

3.6.1.2 Defining Determination for Questionnaires
Use
The purpose of this activity is to define the rules according to which questionnaires for
opportunities should be found. Here, it is possible for you to specify which questionnaires
should be proposed in which time period for a specific transaction type and item category.

This activity only describes how to assign an existing questionnaire to the
opportunity. Please see section Questionnaire for Opportunity Management of
this guide for a detailed description of the questionnaire maintenance.

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

Customer Relationship Management → Transactions →
Settings for Opportunities → Sales Methodology →
Questionnaire for Opportunities → Define Determination for
Questionnaires

2. Select the first entry (Determ. = 0000000010).

3. Choose Copy As…(F6)
4. Enter the following data:
Determ.

Description Serv.Proc

Trans.Type

Questionnaire ID

Activ

Y000000010

BP Opportunity

Y002

<ID of
questionnaire
created in
preceding section>

X

5. Press Enter.
6. Choose Save.
7. Check the status of opportunity survey and go to Transaction Code
CRM_SURVEY_SUITE.
8. Select the entry Opportunities.
9. Select the entry Standard.
10. Activate entry Standard.
11. Chose Save.

3.6.1.3 Assign Questionnaire to Transaction Type
Procedure
1. To carry out the activity, choose one of the following navigation options:
Transaction Code

SPRO

SAP CRM IMG Menu

Customer Relationship Management → Transactions →
Settings for Opportunities → Sales Methodology →
Questionnaire for Opportunities → Assign Questionnaire to
Transaction Type

2. Choose transaction type YORG.
3. On the customizing header level enter the following data:
Field

Entry

Assessment

BP_OPPORTUNITY_EN
or
BP_OPPORTUNITY_DE

4. Save your entries.

3.7 Integration Opportunity Management <-> Quotation and
Order Management
3.7.1 Check Prerequisites for Integration
Use
This section describes the integration of the scenarios Quotation and Order
Management and Opportunity Management, i.e. configuration activities that are
required for creating quotations or orders from an opportunity.
Postpone this section if scenario Quotation and Order Management is not
installed.

You can skip this section if this integration is not relevant at all to your business
scenario.

3.7.2 Defining Copying Control for Opportunities
Use
In this step, you define the control for copying activities to opportunities.

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

CRM → Transactions → Basic Settings → Copying Control for
Business Transactions → Define Copying Control for
Transaction Types

2. Choose New Entries and enter the following new copying controls:
Source
trans.

Trans.
type

Y002

YAG

Y002

YTA

Copy item
number

Complete
reference

Copying
Routine

Copy Price
Agreements

3. Save your entries.

3.7.3 Defining Copying Control for Item Categories
(Opportunities)
Use
In this step, you define the control for copying item categories.
To do so, you enter a source item category and a target item category, and define the
corresponding conditions.

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

CRM → Transactions → Basic Settings → Copying Control for
Business Transactions → Define Copying Control for Item
Categories

2. Choose New Entries.
3. Enter the following data:
Source
Item Cat

Target Item
Cat

Copy conditions

Generate prod.
master data again

OPPT

YAGN

Do not copy conditions

selected

4. Choose Save.

5. Repeat steps 2 to 4 for the following data:
Source
Item Cat

Target Item
Cat

Copy conditions

Generate prod.
master data again

OPPT

YTAN

Do not copy conditions

selected

6. Save your entries.

Result
You have assigned the Item Categories from the Activity to the Item Categories of the
Opportunity. Now it is possible to transfer products from Activities to the Opportunities.

3.8 Integration Opportunity Management <-> Activity
Management
3.8.1 Check Prerequisites for Integration
Use
This section describes the integration of the scenarios Activity Management and
Opportunity Management, i.e. configuration activities that are required for
creating an opportunity from an activity.
Postpone this section if scenario Activity Management is not installed.
You can skip this section if this integration is not relevant at all to your business
scenario.

3.8.2 Defining Copying Control for Activity Management
Use
In this step, you define the control for copying activities to opportunities.

Prerequisites
The configuration of the Best Practices scenario Activity Management is a prerequisite for this
integration.

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

CRM → Transactions → Basic Settings → Copying Control for
Business Transactions → Define Copying Control for
Transaction Types

2. Choose New Entries and enter the following values :
Field name

Value

Source Trans.

Y020

Field name

Value

Trans. Type

Y002

3. Choose Save.

3.8.3 Defining Copying Control for Item Categories
Use
In this step, you define the control for copying item categories.
To do so, you enter a source item category and a target item category, and define the
corresponding conditions.

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

CRM → Transactions → Basic Settings → Copying Control for
Business Transactions → Define Copying Control for Item
Categories

2. Choose New Entries.
3. Enter the following data:

Field name

Value

SourceCat

ACT

TargItmCat

OPPT

Description

Opportunity Item

Copying routine
Copy conditions

Do not copy conditions

4. Choose Save.
5. Repeat steps 2 to 4 for the following data:
Field name

Value

SourceCat

ACT1

TargItmCat

OPPT

Description

Opportunity Item

Copying routine
Copy conditions

Do not copy conditions

Result
You have assigned the Item Categories from the Activity to the Item Categories of the
Opportunity. Now it is possible to transfer products from Activities to the Opportunities.

3.8.4 Defining Item Category Determination when Copying
Use
In this step, you define a specific item category determination which should be run during
copying. The item category is used to find the target item category in the source transaction
for the transaction type in the target transaction. This means that the transaction type for the
source transaction is not relevant for the item category determination.

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

Customer Relationship Management → Transactions → Basic
Settings → Copying Control for Business Transactions →
Define Item Category Determination when Copying

2. Create the following new entries and leave the other fields empty:
Source Item Category

Trans. Type

Target Item Category

ACT

Y002

OPPT

ACT1

Y002

OPPT

3. Choose Save.

3.9

Integration Opportunity <->SAP-ECC Quotation

Use
As of release 5.0 you can, in SAP CRM, create a quotation directly in SAP ECC from an
opportunity, provided you process your sales transactions with the People-Centric UI. You
can also, in SAP CRM, create a sales order immediately as a sales document in SAP ECC.
This means that you carry out your presales activities in SAP CRM, and process the follow-up
transactions such as quotation creation and sales order processing in SAP ECC without
exiting SAP CRM. You can, therefore, execute your quotation and order processing in SAP
ECC, and also integrate SAP CRM into the process. This function is of particular use to sales
employees who work mainly in SAP CRM and only occasionally in SAP ECC, and do not
require the full range of functions offered by SAP ECC Quotation and Order Management. For
example, sales assistants can use this function to create simple orders.

See SAP Note 873433 for more details and restrictions of this functionality.

3.9.1 Defining Parameters for RFC Destination
Use

With SAP CRM (People-Centric UI), you can create and edit sales transactions (such as
quotations, sales orders, and contracts) in SAP ECC directly. In this Customizing activity, you
specify the SAP ECC system where the sales documents are to be created.

We recommend that you enable the current user to log onto the RFC destination
so that the user is logged onto the system with the appropriate authorizations.

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

Customer Relationship Management → Transactions →
Settings for Sales Transactions → Define Parameters for RFC
Destination

2. Create the following new entries and leave the other fields empty:
Field name

Value

Parameter Name

ERP_SALES_DOCUMENTS_IN_PCUI

Backend Release

All

No

<any value>

RFC Destination

<the defined RFC destination to the ECC system>

Logical System

<logical system of the ECC system>

3. Choose Save.

3.9.2 Defining Cross-System Copying of Transaction Types
Use
In this IMG activity, you define controlling for cross-system copying of transaction types, if you
want to create a quotation in SAP ECC from an opportunity in SAP CRM. To do this, you
need to maintain the table for cross-system copy control of transaction types.
In cross-system copy control for opportunities, you define which opportunities (SAP CRM) can
be converted to a quotation (SAP ECC). To do this, you specify the transaction type and the
document type.
Remember that the system does not cross-check the field specifications and
you should therefore only make settings that make sense. Otherwise, you will not
be able to create a quotation from an opportunity. Use the input help provided to
enter the quotation. In order to get the correct input help, the logon languages
need to be the same in SAP CRM and SAP ECC. You should therefore ensure
that the Language field on tab page Logon & Save is not maintained in the
description for the RFC destination (transaction SM59).

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

Customer Relationship Management → Transactions →

Settings for Opportunities → Cross-System Copy Control for
Opportunity and SAP-ECC Quotation → Cross-System
Copying of Transaction Types
2. Create the following new entries and leave the other fields empty:
Trans.Type

SalesDocType

Y002

QT

OPPT

QT

3. Choose Save.

3.9.3 Defining Cross-System Copying of Item Categories
Use
In this IMG activity, you define controlling for cross-system copying of item categories. To do
this, you enter a source item category for the opportunity (SAP CRM) and a target item
category for the quotation (SAP ECC). When entering the sales document type, you can call
input help for possible target item categories.
Maintaining the table for cross-system copy control of the item category is optional for
creation of a quotation in SAP ECC from an opportunity in SAP CRM. If you have maintained
this table, then the corresponding item category is automatically adopted in the Item category
field during quotation creation, and the settings in Customizing are checked by SAP ECC. If
the settings do not agree, the system proposes another item category.

Remember that the system does not crosscheck the field specifications and you
should therefore only make settings that make sense. Otherwise, you will not be
able to create a quotation from an opportunity. Use the input help provided to
enter the quotation. In order to get the correct input help, the logon languages
need to be the same in SAP CRM and SAP ECC. You should therefore ensure
that the Language field on tab page Logon & Save is not maintained in the
description for the RFC destination (transaction SM59).

Procedure
1. Access the activity using the following navigation options:
Transaction code

SPRO

SAP CRM IMG menu

Customer Relationship Management → Transactions →
Settings for Opportunities → Cross-System Copy Control for
Opportunity and SAP-ECC Quotation → Cross-System
Copying of Item Categories

2. Create the following new entries and leave the other fields empty:
SourceCat.

SalesDocType

SalesDocType

OPPT

QT

AGN

3. Choose Save.

3.9.4 Assign Object Method to Role
Use
The relevant user role must be adjusted in order that the link between two applications CRM
Opportunity and ERP Order and the button Create SAP ECC Quotation in the Enterprise
Portal works.

Procedure
1. Access the activity using one of the following navigation options:
Transaction code

CRMC_BLUEPRINT

SAP CRM IMG menu

User Interface Layout → Navigation (URL Generation) →
Assign Object Method to Role

2. Choose New Entries and enter the following values:
Field name

Value

Role

SAP_PCC_SALES_REP

Object Type

QUOTATIONR3

Method

APPLICATION

Priority

27

Implementation Type

C

Application

ERPD_SALESDOC

View

NAV_MAN

ID/Page Service

<Portal page for opportunity>

Portal Content

<Portal page for opportunity>

3. Create a second entry with the same values except for field Method. Enter value
DEFAULT for field Method.
4. Choose Save.

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