STUDY & IMPLEMENTATION OF SALES

PROMOTIONAL TECHNIQUES USED IN NPIL

Submitted in partial fulfillment of the requirements

For the award of the degree of

Master of Business Administration

In
Software Enterprise Management

Under the guidance of

Mr. Amit Gupta

(ERP Consultant)

Submitted by

Centre for Development of Advanced Computing, Noida

Affiliated to
Guru Gobind Singh Indraprastha University

Kashmere Gate, Delhi - 110006

 DECLARATION

I hereby declare that this Project Report entitled “Study & Implementation of sales

promotional Techniques used in NPIL .” submitted by me to the GGSIPU Delhi, is a

bonafide work undertaken by me and it is not submitted to any other University or

Institution for the award of any degree diploma / certificate or published any time

before.

Name : Signature of the Student

Enrolment No:

Semester :

Date :

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 ABSTRACT

Sales Promotion in companies has become an essential activity for the smooth and

efficient functioning of the organization. Sales are the lifeblood of a business, without

sales there would be no business in the first place; therefore it is very important that if a

business wants to succeed, it should have a sales promotion strategy in mind. The

primary objective of a sales promotion is to improve a company's sales by predicting

and modifying your target customers purchasing behavior and patterns. Sales

promotion is very important as it not only helps to boost sales but it also helps a

business to draw new customers while at the same time retaining older ones.

A sales promotion is a tool used to get customers to buy a product or try a service.

Sales promotions can come in the form of coupons, rebates, sweepstakes, contests,

discounted pricing, point-of-purchase displays, trade shows, demonstrations, premiums

and sampling. Typically, before a sales promotion is put into action, a company

evaluates its market. If a sales promotion is warranted, the company comes up with a

clear, measurable objective they'd like to accomplish through the promotion.

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 ACKNOWLEDGEMENT

I would like to express my sincere gratitude towards CDAC for providing me this
great opportunity to work and learn through the Dissertation Project.

I would like to acknowledge the guidance I received from my Guide Mr. R.K. Singh,
HOD – MBA (SEM), Mr. Amit Gupta, ERP Consultant – Sales and Distribution in
CDAC, Noida. This project would not have materialized without their support

I am grateful to my guide Mr. Amit Gupta for imparting constant attention, useful
suggestions, expert guidance and valuable suggestions during the course of this
project. I would also like to thank all the faculty members of MBA department of
CDAC for their support and encouragement.

I also express my sincere gratitude to my friends who have encouraged and inspired
me constantly to complete this project work.

Satya Prakash

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 Table of Contents
CHAPTER PAGE NO

CHAPTER-1
INTRODUCTION
3
1.1 Company profile
4-5
1.2 Organization Structure
5-6
1.3 Purpose of the Project
6
1.4 Objective of the Project
6
1.5 Scope of the Project

CHAPTER-2

BUSINESS PROCESS
8
2.1 Pharmaceutical Industry
2.2 NPIL Business Strategy 9-10

2.3 Types of Customers 10

2.4 Selling Process: 11-12
2.5 Forms of Pharmaceutical Product 13

CHAPTER-3

ANALYSIS

3.1 Sales Promotion in Sales & Distribution 15-18

3.2 Free Goods, Cross Selling & Discount 18-23

CHAPTER-4

IMPLEMENTATION 25-44

CHAPTER-5

CONCLUSION & RECOMMENDATION

 CHAPTER 1
INTRODUCTION
 1.1 COMPANY’S PROFILE

NPIL is a leading pharmaceutical company in India. NPIL has the eighth position in India

market. It has the strong export presence along with domestic market. NPIL has wide product

range in general medicine and spread in four zones – East, West, North & South.

Product Range-
1. Antibiotic
2. Respiratory
3. Nutritional
4. Gastro
5. Hormonal

Power brand:
1. Bandinal
2. Menticyn
3. Hensadyl
4. Opradyn
5. Ctemetil
6. Bhenergan

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 1.2 ORGANIZATION STRUCTURE

NPIL

Finance Operations Sales and Marketing Human Resource I.T

(G.M) (G.M) (G.M) (G.M) (G.M)

Sales (DGM) Marketing (DGM)

Product Market Advertising Pricing

South
h East North West

(ZBM) (ZBM) (ZBM)

East

(ZBM)
Delhi/Rajasthan Punjab U.P Haryana
(RM) (RM) (RM) (RM)

U.P (East) U.P (west) U.P (central)

(AM) (AM) (AM)

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The organizational structure of the company NPIL (Noida Pharmaceutical India Limited) is

shown above. It consists of five major functional areas i.e. Finance, Operations, Sales and

Marketing, Human resource and Information Technology, each having a General Manager

appointed responsible for their respective departments.

Sales and Marketing department is further classified into two subparts Sales department and

Marketing department, each having its own set of goals and responsibilities.

Marketing Department is mainly responsible for Product Development, Market research,

Promotion and Pricing. Sales are conducted all over the country from four zones North, South,

East and West. North zone is spread over Delhi, Rajasthan, Punjab, Uttar Pradesh and

Haryana. Uttar Pradesh is further categorized into three territories UP East, UP west and UP

Central.

1.3 PURPOSE OF THE PROJECT

Sales promotions can come in the form of coupons, rebates, sweepstakes, contests, discounted

pricing, point-of-purchase displays, trade shows, demonstrations, premiums and sampling.

Typically, before a sales promotion is put into action, a company evaluates its market.

Using Sales Promotion, you can define the various sales promotional activities which will be

useful for the organization. Here I am taking three types of promotional techniques

 Free goods.
Inclusive

Exclusive

 Discounts
Customer specific discount

Material specific discount

 Cross selling

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 1.4 OBJECTIVE OF THE PROJECT

The objective of my project is to implement Sales promotional activities in the leading

pharmaceutical company NPIL using SAP.

1.5 SCOPE OF THE PROJECT

The scope of the project is spread over the following:

 Study the complete existing business process of the company.

 Identification of different types of customers for NPIL sold to party, ship to party, bill
to party and payer.

 Study the Various Sales Promotional Activities.

 Free Goods

 Cross Selling

 Discounts

 Implement Sales Promotional activity in NPIL using SAP.

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 CHAPTER 2
BUSINESS PROCESS

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 2.1 PHARMACEUTICAL INDUSTRY

Pharmaceutical industry’s challenges are patent expiry and thin pipeline, reducing drug
approvals, declining R&D productivity, stringent regulations, increasing development costs,
reducing periods of exclusivity, increasing generic penetration and others. Additional and
increasing pressure on pharmaceutical company over drug safety (because of updated
regulations) has increased the clinical trial period. This led to higher development costs and
increased time-to-market.

Hence, the pharmaceutical companies are looking for various opportunities to reduce cost,
improve efficiencies, improve pipeline and reduce the time-to-market. To reduce cost, the
pharmaceutical companies are adopting different strategies like outsourcing (in areas like
research, manufacturing, clinical trial management and other functions), restructuring R&D
models, moving part of business functions to low cost countries (like China, India, Puerto
Rico), adopting efficient sales and marketing functions (to have more impact with less sales
force) and other related initiatives.

A competent strategy that the pharmaceutical companies are adopting is “virtual” execution
delivery model as this model allows companies to focus on their core-competencies and
leverage others partner’s capabilities. In this model, companies use in-house resources for
some functions of their value chain and collaborate with external partners for other functions.
Apart from outsourcing non-core support services (for example, IT, F&A and others),
research manufacturing, sales and marketing, clinical trial/development activities are also
considered for outsourcing through this model.

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 2.2 NPIL BUSINESS STRATEGY

One of the constants of pharmaceutical company strategy over the past decade has been

increasing scale. Only by growing larger are companies able to afford the considerable costs

of drug development and distribution.

Within this broad approach at least two business models are discernable:

 Blockbuster model involving the search for and distribution of a small number of

drugs that achieve substantial global sales. The success of this model depends on

achieving large returns from a small number of drugs in order to pay for the high cost

of the drug discovery and development process for a large number of candidates. Total

revenues are highly dependent on sales from a small number of drugs.

 Diversification model in which a larger number of drugs are marketed to smaller

niche markets. The advantage of this model is that its success is not dependant on sales

of a small number of drugs. However without a blockbuster to help pay for the high

development costs, the model only works for small markets where distribution cost is

low.

 Intermediate model which borrows some of each.

NPIL follows intermediate model borrowing advantages of both the models i.e. blockbuster

model and diversification model. The development and management of distribution system is

highly costly hence for the metropolitan market blockbuster strategy is used in which huge

revenues are earned from small number of selected drugs supplied in large quantities. These

returns are used for the further discovery of new drugs. Whereas, sales in other parts of India

in all four zones are carried out using diversification model in which large number of drugs

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are marketed to smaller niche markets. In this the quantity of drug ordered is less but the

number of drugs ordered is large.

2.3 TYPES OF CUSTOMERS

NPIL being a leading pharmaceutical company has a wide range of customers. They can be

classified into four major categories:

1. Medical Institutions

a. AIIMS

b. SAFDARJANG

2. Research Centers

a. PGI CHANDIGARH

b. JIPMER

3. Wholesalers

a. SINGH PHARMACEUTICALS

b. SONA MEDICALS

4. Doctors

a. Dr. Batra

b. Dr. Rajvanshi

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 2.4 Selling Process:

Pre-Sales Inquiry

Scheduling
Contract Quotation
Agreement

Order Processing
Procurement Order

Shipping
Delivery
Goods
Issue

Transfer
Order Shipment

Billing
Billing
Document

Customer Payment/
Accounting Accounts Material Stock
Receivable Account

The sales and distribution process of the NPIL is shown above. It consists of five stages:

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 1. Pre-Sales

2. Order Processing Procurement

3. Shipping

4. Billing

5. Customer Payment/ Accounting

In a simple scenario, the sales process begins with the customer ordering goods and services

and asking for the requested delivery date. This mainly involves two documents, inquiry sent

by the customer, asking for material details and time of delivery, and quotation sent by the

seller to the customer, specifying the details of material required by the customer along with

the delivery date. This basic information can be used to create a document in sales and

distribution called Sales Order, which consists of all the details regarding customer,

organization, materials ordered, price of materials, and mode of payment and delivery

conditions. You can then trigger your shipping activities at an appropriate time so that the

customer receives the material in time. As soon as the material leaves the company, a goods

issue order is posted to update stock and values. Then a billing document is created and an

invoice is sent to the customer. Customer verifies the invoice against the materials received

and makes payment. As soon as the customer pays for the materials, the incoming payments

are posted in financial accounting department in accounts receivables.

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 2.5 FORMS OF PHARMACEUTICAL PRODUCTS

Expert manufacturing and packaging of pharmaceutical products in various forms:

I Solid dosage forms:

 Tablets
 Film coated tablets
 Capsules.

II Soft dosage forms:

 Ointments
 Creams
 Jells

III Injection dosage forms:

 Solutions in vial
 Solutions in prefilled syringes

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CHAPTER 3
ANALYSIS
 3.1 SALES PROMOTION IN SALES AND
DISTRIBUTION

Sales are the lifeblood of a business, without sales there would be no business in the first place;

therefore it is very important that if a business wants to succeed, it should have a sales promotion

strategy in mind. The primary objective of a sales promotion is to improve a company's sales by

predicting and modifying your target customers purchasing behavior and patterns. Sales

promotion is very important as it not only helps to boost sales but it also helps a business to draw

new customers while at the same time retaining older ones. There are a variety of sales

promotional strategies that a business can use to increase their sales, however it is important that

we first understand what a sales promotion strategy actually is and why it is so important.

A sales promotion is a tool used to get customers to buy a product or try a service. Sales

promotions can come in the form of coupons, rebates, sweepstakes, contests, discounted pricing,

point-of-purchase displays, trade shows, demonstrations, premiums and sampling. Typically,

before a sales promotion is put into action, a company evaluates its market. If a sales promotion

is warranted, the company comes up with a clear, measurable objective they'd like to accomplish

through the promotion.

Sales promotion - Sales promotions are short-term incentives to encourage the purchase or sale

of a product or service.

Sales promotion includes several communications activities that attempt to provide added value

or incentives to consumers, wholesalers, retailers, or other organizational customers to

stimulate immediate sales. These efforts can attempt to stimulate product interest, trial, or

purchase. Examples of devices used in sales promotion include coupons, samples, premiums,

point-of-purchase (POP) displays, contests, rebates, and sweepstakes.

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Sales Promotion Strategies

There are three types of sales promotion strategies: Push, Pull, or a combination of the two.

A push strategy involves convincing trade intermediary channel members to "push" the

product through the distribution channels to the ultimate consumer via promotions and

personal selling efforts. The company promotes the product through a reseller who in turn

promotes it to yet another reseller or the final consumer. Trade-promotion objectives are to

persuade retailers or wholesalers to carry a brand, give a brand shelf space, promote a brand in

advertising, and/or push a brand to final consumers. Typical tactics employed in push strategy

are: allowances, buy-back guarantees, free trials, contests, specialty advertising items,

discounts, displays, and premiums.

A pull strategy attempts to get consumers to "pull" the product from the manufacturer through

the marketing channel. The company focuses its marketing communications efforts on

consumers in the hope that it stimulates interest and demand for the product at the end-user

level. This strategy is often employed if distributors are reluctant to carry a product because it

gets as many consumers as possible to go to retail outlets and request the product, thus pulling it

through the channel. Consumer-promotion objectives are to entice consumers to try a new

product, lure customers away from competitors’ products, get consumers to "load up" on a

mature product, hold & reward loyal customers, and build consumer relationships. Typical

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tactics employed in pull strategy are: samples, coupons, cash refunds and rebates, premiums,

advertising specialties, loyalty programs/patronage rewards, contests, sweepstakes, games, and

point-of-purchase (POP) displays.

Car dealers often provide a good example of a combination strategy. If you pay attention to car

dealers' advertising, you will often hear them speak of cash-back offers and dealer incentives.

How to use Sales Promotions

Sales promotions are a great way to boost sales for a period of time for a specific product or

service. You can also rotate through different sales promotions to always have a sales

promotion going on. They key to a sales promotion is to position a product as "a good value".

 Know what you are selling. Make sure you and your sales associates can accurately

articulate the company's product line, in words everyone can understand.

 Choose one product or package of products to promote. Be specific about what you are

about to offer your customers, and be clear about what customers need to do to qualify

for the promotion. Make sure all sales associates are on the same page with this.

 Make sure the total price tag for the promotion is lower than it would be was it not

being specially promoted. Alternatively, make sure the total value of the services is

higher than normal. Either way, the customer is getting a deal.

 Advance the promotion to the forefront of your advertising strategies. You need to

get the maximum return on your promotion. To do that, you need to make it

among your top three messages during the promotion (the other two being brand

and image).

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  To engender trust on the part of the consumer, stay true to your word about the

promotion. Give them everything you promised. Charge exactly what you asked for in

the beginning.

 If you have advertised the promotion as a "limited time" offer, you must end the

promotion when you said you would. This will prove to the customer that you mean it

when you say "limited time". This will encourage customers to act fast the next time

you use a deadline on a promotion.

 Rotate through different products, markets and regions. Adjust your marketing

campaign accordingly as you go. The marketing, advertising, and promotions of a

business need to be synchronized. As master political propagandist Karl Rove says,

"Stay on message." This maxim applies to all businesses.

3.2 CROSS SELLING, FREE GOODS & DISCOUNTS

Cross-selling is defined as "the action or practice of selling among or between established

clients, markets, traders, etc." or "that of selling an additional product or service to an existing

customer". The strategy of pushing new products to current customers based on their past

purchases. Cross-selling is designed to widen the customer's reliance on the company and

decrease the likelihood of the customer switching to a competitor. In practice businesses

define cross-selling in many different ways. Elements that might influence the definition

might include: the size of the business, the industry sector it operates within and the financial

motivations of those required to define the term. The objectives of cross-selling can be either

to increase the income derived from the client(s) or to protect the relationship with the

client(s). The approach to the process of cross-selling can be varied. Unlike the acquiring of

new business, cross-selling involves an element of risk that existing relationships with the

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 client could be disrupted. For this reason it is important to ensure that the additional product

or service being sold to the client(s) enhances the value the client(s) get from the organization.

Also called suggestive selling, sales technique whereby complementary products are presented

to a customer after the customer has demonstrated a desire and willingness to purchase a

particular product. For example, when selling electronic equipment, a salesperson may attempt

to sell a service contract for the extended maintenance of the equipment after the customer has

decided to purchase the equipment. While cross-selling may make accessorizing more

convenient for the customer, it also enables the salesperson to sell more products

Broadly speaking, cross-selling takes three forms. First, while servicing an account, the product

or service provider may hear of an additional need, unrelated to the first, that the client has and

offer to meet it. Thus, for example, in conducting an audit, an accountant is likely to learn about

a range of needs for tax services, for valuation services and others. To the degree that

regulations allow, the accounts may be able to sell services that meet these needs. This kind of

cross-selling helped major accounting firms to expand their businesses considerably.

Selling add-on services is another form of cross-selling. This happens when a supplier shows a

customer that it can enhance the value of its service by buying another from a different part of

the supplier's company. When you buy an appliance, the salesperson will offer to sell you

insurance beyond the terms of the warranty. Though common, this kind of cross-selling can

leave a customer feeling poorly used. The customer might well ask the appliance salesperson

why he needs insurance on a brand new refrigerator. Is it really likely to break in just nine

months?

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The third kind of cross-selling can be called selling a solution. In this case, the customer buying

air conditioners is sold a package of both the air conditioners and installation services. The

customer can be considered buying relief from the heat, contrary to just air conditioners.

Free goods are what is needed by the society and is available without limits . The free good is a

term used in economics to describe a good that is not scarce. A free good is available in as great

a quantity as desired with zero opportunity cost to society.

A good that is made available at zero prices is not necessarily a free good. For example, a shop

might give away its stock in its promotion, but producing these goods would still have required

the use of scarce resources, so this would not be a free good in an economic sense.

There are two main types of free goods:

 Resources that are jointly produced. Here the free good is produced as a by-product of

something more valuable. Waste products from factories and homes, such as discarded

packaging, are often free goods.

 Ideas and works that are reproducible at zero cost, or almost zero cost. For example, if

someone invents a new device, many people could copy this invention, with no danger of

this "resource" running out. Other examples include computer programs and web pages.

This function allows you to offer your customers a product free of charge in the form of free

goods when a certain quantity of products is ordered. Free goods are a kind of quantity discount,

and are granted in the form of a goods delivery that is free of charge when a certain quantity is

purchased. You can use it to encourage your customers to order greater quantities.

The following types of free goods exist:

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 ● Inclusive bonus quantity: The customer only pays for part of the goods he or she has

ordered. The rest of the products are provided at no extra cost. For example, a customer orders

ten notebooks but only has to pay for nine.

● Exclusive bonus quantity: The customer pays for the goods he has ordered, and also

receives additional products for free. The materials delivered as free goods do not have to be

the same as the goods ordered. For example, a customer orders ten notebooks, and

additionally receives a handheld free of charge.

Inclusive

 The customer only pays for a part of the goods required. The rest of the goods are free.

This is called Inclusive free goods and means that part of the purchase quantity is

designated as free goods and is not billed. The material supplied as free goods always

has the same unit of measure as the purchased quantity.

 Often bottles of wine, two are designated as free goods. If you order ten bottles,

then ten are delivered but you are not billed for two of them. You have received

inclusive free goods.

Exclusive agreement

 The customer pays for the goods ordered and receives additional goods. This is

Known as exclusive free goods and means that free goods is granted for an additional

quantity to that in the purchase order. More is delivered than was ordered and the

additional quantity is not billed.

 The goods delivered as free goods do not have to be the same as material ordered. When

four coffee machines are ordered, the vendor supplies a packet of coffee as free goods.

Therefore, if you order four coffee machines, you receive a free packet of coffee.

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Discounts are reductions to a basic price of goods or services. They can occur anywhere in

the distribution channel, modifying either the manufacturer's list price (determined by the

manufacturer and often printed on the package), the retail price (set by the retailer and often

attached to the product with a sticker), or the list price (which is quoted to a potential buyer,

usually in written form). The market price (also called effective price) is the amount actually

paid. The purpose of discounts is to increase short-term sales, move out-of-date stock, reward

valuable customers, and encourage distribution channel members to perform a function, or

otherwise reward behaviors that benefit the discount issuer. Some discounts and allowances

are forms of sales promotion.

Here are some of the discounts you can offer to your customers.

Quantity Based Discount

you must have noticed a huge difference between wholesale and retail price. Whenever you

buy something in large quantities you expect some discount from the seller. People are more

than happy to offer low prices to a buyer who will purchase in large quantities because it

allows the seller to save in many ways. But normally these quantities are too large for a

normal consumer and only businesses can afford to purchase a product in these quantities,

however you can offer some sort of off-price if the customer buy more than one units, for

example 5% off if someone purchases 10 units or more.

Payment Based Discount:

If majority of your customers make purchase on credit then you can offer payment based

discounts to these customers, tempting them to pay as soon as possible by offering a small

discount on paying cash without delay. Prompt payments will save you all those collection

costs and help you with daily expenditures of the business, as well.

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Trade Discounts:

These are the discounts you have to offer to the middleman, be it the wholesaler, retailer or

distributor, so that they can cover all costs of marketing that may be needed before the product

reaches to the ultimate consumer. Trade discounts are in fact, the biggest of all.

Special Discount:

In some cases you can offer discounts to some specific group of customers to capture that

special segment of the market. This niche group can be of students, house wives, doctors, your

previous customers, small business owners or any other strategically targeted group.

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 CHAPTER 4
implementation

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FREE GOODS

In many sectors of industry it is common to provide products free of charge, or not to charge

the customer for some of the goods sold when a customer purchases certain goods.

Activate free goods determination

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Determining free goods procedure in sales

Features

You create a free goods agreement in the same way as you do a condition. You can set the

requirements governing when free goods are granted at as many levels as required, e.g. at

customer/material level or customer hierarchy/material level. The standard system provides

for Customer/material level. The free goods agreement has a validity period. In the free goods

agreement you can save different rules for determining the free goods quantity. You can

determine a minimum amount for the sold material. The free goods only then apply from this

minimum amount. The free goods quantity can be defined proportionally to the quantity of the

material sold. Another rule defines the free goods quantity per full unit of the material sold.

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I.e., free goods might be granted only for a certain number of full pallets and not for partially

loaded pallets. Free goods processing is supported in the sales order for direct sales. When

creating the sales order, the free goods items are created automatically according to free goods

agreement. The free goods are represented as an item.

The free goods item is a sub item of the originating item. The free goods items are relevant for

delivery and are copied to the delivery. The free goods item can be copied to the billing

document. It is possible to have the free goods in the invoice as free of charge items. In the

sales order and in the billing document, pricing can be carried out for a free goods item. An

automatic discount of 100 percent at the end of pricing ensures that the item is free of charge.

This facilitates representation in the statistics and in the Profit Analysis. The free goods can be

represented there not only as manufacturing costs but also as a special type of sales deduction.

Create Free Goods

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Create free goods determination

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Constraints

Free goods are currently only supported on a 1:1 basis. This means that an order item can only
be the source of one free goods item. This means that agreements involving relationships such
as 'Buy material 1 and get material 2 and material 3 free of charge' or 'Order material 1 and
material 2 together and get material 3 free of charge' are not supported. Free goods are not
currently supported in combination with material structures (e.g. product selection, bills of
material, variants with BOM explosion). Free goods are currently only supported for sales
orders with document category C (not for quotations, for example). Free goods are not
currently supported for deliveries without reference to a sales order. Free goods are not
currently supported for make-to-order production, third-party order processing and scheduling
agreements.

Maintaining Free Goods Master Data

Use

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Free goods master data must be maintained before automatic free goods determination can be
carried out. The condition technique is used for free goods in the same way as for pricing.

Features

The free goods master data has the following features:

 Free goods can be maintained as either inclusive or exclusive.

 You can set the requirements governing when free goods are granted at as many
levels as required, e.g. at customer/material level or customer hierarchy/material level.
Just as in pricing, condition tables are used for this which you can enhance according
to your own requirements.
 You can specify a validity period for the free goods agreement.
 You can specify a minimum quantity for which free goods is to be granted.
 Stages can be defined with regards to the minimum quantities and their dependent free
goods.
 For exclusive free goods, you can define a material other than the material sold to be
granted as free goods.
You can define different rules for determining the free goods quantity:

o proportional (rule 1)
o related to number of units (rule 2)
o only for whole units (rule 3)
You grant 10 pieces of a material as exclusive free goods for an order of 100 pieces. A
customer orders 150 pieces. Depending on the rule used, the customer receives the following
free goods quantity:

Cross Selling

Configuration of Cross Selling in SPRO

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Maintain Customer procedures for Cross Selling

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Define document procedure for Cross Selling

Assign Standard order to cross selling

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Define and assign Cross Selling Profile

Define Cross Selling Profile

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New Entries for Defining cross selling profile

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Create Cross Selling

Initial Screen for creating cross selling

Document type – CS01

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Entry for Cross Selling

Discounts:-
 Material Specific Discounts

 Customer Specific Discounts

Create Material Specific Discounts

Using Transaction code – VK11

Document type: k004

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Create Material Condition (k004): Fast Entry

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For Customer specific Discounts

Condition type: k005

Create Condition Record

Create Customer/Material Condition (k005): Fast Entry

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