CRM Opportunity Management

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

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



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

 

2.1 2.2  3 

 

Prerequisites ............................................. ............................................................................................... ...................................................................... ....................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  3.2 

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

3.2.1  Defining Sales Cycle ............................................. ............................................................................................. ....................................................5 ....5   3.2.2  Defining Phases .......................................... ............................................................................................ .............................................................. ............6 6  3.2.3  Assigning Phases to Sales Cy Cycles cles ................................................ ............................................................................ ............................ 6  3.3 

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

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

3.3.2  Defining Actions.........................................................................................................8  3.3.3  Defining Conditions ............................................... ............................................................................................... ....................................................9 ....9   3.3.4  Changing Action Details .......................................................................................... ................................................ .......................................... 10 

3.4 

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

3.4.1  Defining Transaction Type for Opportunity..............................................................11  3.4.2  Selecting Relevant Transaction Transaction Types fo forr Opportunities ........................................ 12  3.4.3  Defining Item Category Determination .................................................. .................................................................... ..................12 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  Questionnaire for Opportunity ............................................... ................................................................................. .................................. 15 

3.7 

3.6.1.1 

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

3.6.1.2 

Defining Determination for Que Questionnaires stionnaires ......................................... ...................................................17 ..........17  

3.6.1.3 

Assign Questionnaire Questionnaire to Transaction T Type ype ......................................... ...................................................18 ..........18  

Integration Opportunity Management <-> Quotation and Order Management............. 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 Opportunity Management <-> Activity Mana Management gement .................................. 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 ..........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 installat ion and configuration, and also corrections concerning the CRM Opportunity Management  building  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  (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 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 Activit y Partner.

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

SPRO  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  with all entries. 3. Go to Individual Acce Accesses sses and add n new ew 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 fill ed with the current User. 4. Choose Save .

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

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

SPRO  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 Y0000001.. Enter a unique description for your Procedure (BP_Opp. (BP_Opp. incl. Project Org .). .). 4. Press Enter. 5.

Choose Copy all.  Choose Copy all. 

6. Select your newly created Procedure. Procedure.   7. In the dialog structure structure  choose Partner Functions in Procedure.  Procedure.  8. Select the function Sales Representative.  Representative.  9. Press the button Details. Details.   10. Select as Access seque sequence nce for Partner Determination: Y005 BP Preceding Document -> Business Partner Relationships: Activity Partner -> Use   11. Go on step back (F3) 12. Select the Func Function tion Employee Responsible.  Responsible.  13. Press the Details  button.  button. 14. Select as Access seque sequence nce for the Partner Determination 0008 Preceding Document   User   15. Go one step back (F3). 16. Select the Func Function tion Sales Prospect.  Prospect.  17. Press the Details  button.  button. 18. Select as Access seque sequence nce for the Partner Determination 1000 Preceding Document. 19. Go one step back (F3). 20. Select the Func Function tion Contact Person.  Person.  21. Press the Details button button..  22. Under General  maintain  maintain the following data: No. of Occurrences (Lowest)  (Lowest) 

1

No. of Occurrences (Highest)

10

Selection Limit (Select. Screen)

1

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

 

10

 

0 Recurring

 

0 Generally Valid Group

(CRM)

 

 

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 tthe he 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 using the following n navigation avigation options: Transaction code

SPRO  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 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 using the following n navigation avigation options: Transaction code  code  SPRO SAP CRM IMG menu  menu  

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

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

Description  Description 

Description  Description 

Y1

Identification

Identify Opportunity

Y2

Qualification

Qualification

Y3

Quotation

Quotation

Y4

Decision

Decision

Y5

Close

Close

4. Choose Save .

Cycles 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 in the sales cycle, the document the phase fieldthe in phases the inputwhich help. you have assigned here are displayed in



 

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



 

The probability in % with which the opportunity will be successful within a specific ph phase ase (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 using the following n navigation avigation options: Transaction code

SPRO  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 button..  3. Maintain the following data: Sales Cycle

Description

Phase

Description

Seq.

Anal. phase

Description

Y01

BP Customer Acquisition

Y1

Identify Opportunity

1

1

Qualification

10

Y01

BP Customer

Y2

Qualification

2

1

Qualification

20

Y3

Quotation

3

2

Quotation

50

Y01

Acquisition BP Customer Acquisition

Exptd. Dur.

Probabil.

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 t hat 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  or Define item categories .

Procedure 1. Access the the activity u using sing one of the following naviga navigation tion options: Transaction code

CRMC_ACTION_DEF  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.  all.  6. Rename all all Action D Definitions efinitions and keep the Action Description, Description, i.e. replac replace e the Action Definition “SMP” “SMP” by “Y_BP”  “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 the activity u using sing one of the following naviga navigation tion options: Transaction code

CRMC_ACTION_DEF  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 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.  all.  8. Set the sort order to a v value alue less than the value for action Y_BP2: Activity 1. 1. 9.

Repeat s steps teps 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 Conditions Use The purpose of this activity is to define the planning and start condition for each action definition.   definition.

Procedure 1. Access the the activity u using sing one of the following naviga navigation tion options: Transaction code

Crmc_Action_Conf  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.  Assistant.  3. Choose Create. Create.   4. Select the Action Gather Information on Customer  from  from the list. 5. Choose the ScheduleConditn  tab.  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 wit hin 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 wit hin a specific phase of your sales cycle BP Customer Acquisition . 8. On the Conditions for Action screen  choose  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  for schedule Y 2. Phase: Qualification . If several actions have to be b e 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 the activity u using sing one of the following naviga navigation tion 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 Profile BP:  BP: Opportunity – Sales Assistant . 3. Choose Change. Change.  

 

 

4. Select the first of yo your ur assigne assigned d actions from the list (for ex example, ample, Gather Information on   Customer ) 5. Choose the ActionDetails  tab.  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 steps 4 to 7 until all req required uired Actions are maintained maintained.. 10. Choose Save .

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

3.4

Settings for Transactions (Opportun (Opportunity) ity)

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 using the following n navigation avigation 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).  (F6).  3. Enter a new name name for the Tran Trans. s. Ty Type pe ((Y002  Y002 ). ). Enter a unique description for your Transaction Type (BP (BP Cust Acquisition, BP Customer Acquisition ) 4.

Under Profiles maintain: a. Partner Determ.Proc. (Y000001 Y000001)) b. Org. Data Prof. (Y00000000001 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. Y002.   7. In the Dialog Structure select Assignment of Business Transaction Categories.  Categories.  8. Select BUS2000111 Opportunity  

 

 

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

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

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 Opportunities Use In this process, you select the t he Transaction Types you want to use. 

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

SPRO 

SAP CRM IMG menu

CRM → Transactions → Basic Settings → Define Transaction Types  

2. Set the following Transaction Types to Inactive: 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 OPPO

FS: Opportunity Opp. Channel Manager

Financial Services: Opportunity Opportunity Channel Manager

X 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, def ine, 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 ffor or system default. There is a maximum of three alternative item categories possible.

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

SPRO 

SAP CRM IMG menu

CRM → Transactions → Basic Settings → Define Item Category Determination  

2. Choose New Entries  and  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. profiles. You create procedures that should only groups of a catalog. contain a selection of the code groups of You access each catalog individually, define profiles w ith short texts, and c can an then assign code groups using the application help in the t he 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 using the following n navigation avigation options: Transaction code

SPRO  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. O1.   3. Within the dialog structure choose Definition of Code Group Profile.  Profile.  4. For the Code Group Profiles OPT000003 and OPT000004 no Code Groups are assigned. 5. Select Code Group Profile OPT000003. OPT000003.   6. Within the dialog structure choose Code Groups for Profile.  Profile.  7. Choose New Entries.  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.   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 t he 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, w ay, 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 using the following n navigation avigation options: Transaction code

SPRO  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. OPSM.  3. Choose Copy As…(F6)  As…(F6)  4. Change the Transaction Type from OPSM OPSM  to Y002. Y002.  5. Press Enter. 6. Choose Save .

 

 

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

3.6

Sales Methodolog Methodology y

3.6.1 Questionnaire for Opportunity 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, wa y, 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  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 the list of a applications pplications choose the c component omponent OPPORTUNITIES. OPPORTUNITIES.  

 

 

2.

Choose Import.   Choose Import.

3. Select the predefined Best Practices questionnaire from the directory MISC  of  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 the list of a applications pplications choose the c component omponent OPPORTUNITIES . a. Press button Create  (F5)  (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 ffrom rom anothe anotherr application, select the survey, choose the button Copy  button Copy  (F7),  (F7), assign your newly created survey to application OPPORTUNITIES  and  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 upper left screen screen area, se select lect the hierarchy node in the structure vi view ew 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  fieldText  that  that is to appear as the title of the question group in the survey. 4. Select the new section a and nd choose Insert Question to define yo your ur questions. T The he system displays entry fields in which you can enter the question text, ID (is visible vi sible 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 s ystem displays entry fields. An answer consists of answer attributes and answer options. According to the answer category, the answer can contain one o ne 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 r ight 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 wan wantt to ask in this sec section tion 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. in Tothe change chan ge the a attributes ttributes of a s survey urvey element y you ou created, you have to do double-click uble-click on it structure view. 8. Choose Save.

You can run a test for the created survey (CTRL + F8). 9. Go back back (F3) and ac activate tivate your survey (CT (CTRL RL + 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  guide for a detailed description of the questionnaire maintenance.  maintenance. 

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

SPRO  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) 0000000010).. 

 

 

3. Choose Copy As…(F6)  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 s survey urvey and go to Transaction Code CRM_SURVEY_SUITE . 8. Select the entry Opportunities . 9. Select the entry Standard . 10. Activate  entry  entry Standard . 11. Chose Save. Save.  

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

SPRO  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 type YORG.  YORG.   3. On the customizing header  level  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  and Opportunity Management , i.e. configuration activities that are required for creating quotations or orders from an opportunity. Postpone this section if scenario s cenario Quotation and Order Management  is  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 using the following n navigation avigation 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  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 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 using the following n navigation avigation 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.  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 steps 2 to 4 for the following da data: ta: 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 t o 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 Managemen Management  t , i.e. configuration activities that are required for creating an opportunity from an activity. activit y. Postpone this section if scenario s cenario Activity Management  is  is not installed. You can skip this section if this integration is not relevant at all to your business scenario.

Control for Activity Management 3.8.2 Defining Copying Control 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 using the following n navigation avigation options: Transaction code  code 

SPRO 

SAP CRM IMG menu  menu  

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

2. Choose New Entries  and  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 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 using the following n navigation avigation 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.  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 steps 2 to 4 for the following da data: ta: 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 t o 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 using the following n navigation avigation options: Transaction code

SPRO  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 fr from om an opportunity, provided you process your sales transactions with the People-Centric UI. You can in SAP CRM, create sales order immediately iactivities mmediately as a CRM, sales and document in the SAPfollow-up ECC. Thisalso, means that you carry out a your presales in SAP process 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 t he 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 t o 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 t o log onto the RFC R FC destination so that the user is logged onto the system with the appropriate authorizations.

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

SPRO  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 Copying of Transaction Types Use In this IMG activity, you define controlling for cross-system copying of transaction transaction types, if you want to create a quotation in SAP ECC from f rom an opportunity in SAP CRM. To do this, you need to maintain the table for f or cross-system copy control of transaction types. In control(SAP for opportunities, which the opportunities can becross-system converted to acopy quotation ECC). To do you this,define you specify transaction(SAP typeCRM) 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 l ogon languages need to be the same in SAP CRM and SAP ECC. You should therefore ensure that the Language  field  field on tab page Logon & Save  is  is not maintained in the description for the RFC destination (transaction (t ransaction SM59).

Procedure 1. Access the activity using using the following n navigation avigation options: Transaction code SAP CRM IMG menu

 

SPRO  SPRO  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 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 it em 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 tthe he Item category field during quotation creation, and the settings in Customizing are checked by SAP ECC. If the settings do not agree, the t he system proposes another item category.

Remember that the system does not crosscheck the field f ield 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 l ogon languages need to be the same in SAP CRM and SAP ECC. You should therefore ensure that the Language  field  field on tab page Logon & Save  is  is not maintained in the description for the RFC destination (transaction (t ransaction SM59).

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

SPRO  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 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  in the Enterprise Portal works.

Procedure 1. Access the the activity u using sing one of the following naviga navigation tion options: Transaction code

CRMC_BLUEPRINT  CRMC_BLUEPRINT 

SAP CRM IMG menu

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

2. Choose New Entries  and  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 e entry ntry with the same values except for field Method . Enter value DEFAULT  for  for field Method. 4. Choose Save .

 

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