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SAP CRM 7.

0
Detailed View

SAP CRM 7.0 - Sales


Listings

Agenda

Solution In Detail
Listings in Business Processes
Applicable Industries
Further Information

SAP 2008 / Page 2

Listings: Definition

Listing is a set of products defined as valid for a certain period and


related to a customer.

Companies need to list their products in order to:

Better target their customer segments

Maximize sales revenue

Manage export regulations

Listings are used to define and target products by customer, customer


group, line of business, and timeline.

SAP 2008 / Page 3

Listings: Features

Flexible

listing definition to support customer-specific key fields and


combinations of business partner hierarchy with additional attributes

Exchange

of listing information between SAP ERP and SAP CRM and


between SAP CRM Enterprise and Mobile Sales

Seamless

integration across various business processes

Account planning

Trade promotion management

Activity journal reporting

Order management

SAP 2008 / Page 4

Listings: Features

Inheritance

of listing information according to flexible criteria, such as


customer hierarchy

Easy

and flexible search by different fields, for example, customer,


region, and country)

Flexible

listing determination to quickly identify authorized/ restricted


products with timeline control at both listing header and item level

Mass

handling of data volume for mission critical performance

SAP 2008 / Page 5

Listings: Benefits

Listings enable you to:


Improve

top-level negotiation and sell-in process

Build

product mix by customer-defined business context and category


management point of view

Maintain

listings easily with quick access to relevant data

Reduce

cost of sales operations with a consistent usage of listings across


business processes

Integrate

all legal requirements in sales processes, including


export regulations

Reduce

overall total cost of ownership by leveraging existing SAP investment


and avoiding disconnected business processes

SAP 2008 / Page 6

Listing Maintenance

Supports
Allows

listing and exclusion

high flexibility for listing definition

Define for a single business partner, business partner hierarchy,


or any group of business partners (condition technique) and sales area data

Assign single products, product hierarchy, or any group of products

Maintain additional attributes, for example, listing price, number of facings, and shelf
position)

Enables

inheritance of listing information according to business


partner hierarchy

Defines

validity periods at listing header and item level

Maintains

assortments in SAP CRM

A compilation of products that can be used to assign the same group of products to
multiple listings

Usage of assortments as copy template for listing maintenance

Maintenance

and display of listings in SAP CRM and SAP CRM Mobile Sales

SAP 2008 / Page 7

Listing Maintenance Overview Page

SAP 2008 / Page 8

Listing Determination

Performed

by Internet Pricing and Configurator (IPC)

Is

consistent across main sales channels, such as SAP CRM Enterprise and
SAP CRM Mobile Sales

Has

two determination procedures available

Listing

Exclusion

Makes

assignment of search rules (version of listing) possible

Offers

better performance for business processes (for example, listing check in


sales order)

Enables

customizing, which is important for the listing determination process

SAP 2008 / Page 9

Business Processes Supporting Listings

Product

Proposal (display of authorized products)

Activity Journal

Order (Mobile Sales only)

Business Partner Cockpit (Mobile Sales only)

Listing

and Exclusion Check (check for authorized/restricted products)

Order Processing

Trade Promotion Management

Account Planning

SAP 2008 / Page 10

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Integration/Exchange of Listing Information

Data

Exchange between SAP ERP SAP CRM

Initial download SAP ERP SAP CRM (Customizing and Master Data)
SAP CRM leading system for listing maintenance
Automatic delta upload SAP CRM SAP ERP (Master Data)
No further maintenance of listings in SAP ERP possible
No delta download from SAP ERP SAP CRM
In case of data inconsistencies: full upload SAP CRM SAP ERP possible

Data

Exchange between SAP CRM Enterprise SAP CRM Mobile Sales

Initial download SAP CRM SAP CRM Mobile Sales (Customizing and Master
Data)
Delta upload and download (Master Data)

Listing

Determination

Same listing determination in SAP ERP and SAP CRM (condition technique)
Result of listing determination is identical in SAP CRM Mobile Sales and SAP CRM
(by IPC)

SAP 2008 / Page 11

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Listing Reporting

Listed

products by business partner

Display of listed or excluded products

Inheritance considered

Explosion at product level

Nonlisted
Listing

products by business partner

rate by business partner

Tree display of business partner hierarchy

Navigation

between reports and to listing maintenance is possible

SAP 2008 / Page 12

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Usability and Performance

Usability
Easy

maintenance

Different access points (generic/CP specific)

All information at a glance

No double maintenance (SAP ERP, SAP CRM)

Product

assignment

By product hierarchy

By assortments

Multiple selections

Performance

Fine tuning via customizing allows fast processing

Definition of a subset possible (via condition tables and


access sequences)

No search on all listing data but only on relevant listing data

Speeds up determination

SAP 2008 / Page 13

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Agenda

Solution In Detail
Listings in Business Processes
Applicable Industries
Further Information

SAP 2008 / Page 14

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Listings in the Sales Process


22
Maintain Listings

Negotiate Listings

11

Check at Point of Sale


(Activity Reporting)

33
Monitor Progress/
Report Listing

55

Ordering
(Listing Check)

44

SAP 2008 / Page 15

Key Account Manager negotiates Listings with Purchaser or Buying Center.


Key Account Manager maintains Listings in CRM system with the defined products or
product groups.
Sales Representative conducts a store check and maintains Activity Journals in CRM
System.
Sales Representative creates Sales Order and Listing check is executed to check
validity of products.
Key Account Manager conducts Listing Analysis by looking at Listing Rates, and Listed
Products vs Non-Listed Products.

15

Roles and Business Processes Supporting


Listings

Key Roles
Account

manager

Sales

assistant
Sales representative

Key Processes
Account

planning
Order management
Activity
Trade

journals

promotion management

SAP 2008 / Page 16

16

Listings in Activity Journals

Create Activity Journal


Template

Schedule Business
Activity

11

22

Track Actual Values for


Listing Attributes

Execute Activity Journal/


Get Products and Attributes
from Listings

44

33

SAP 2008 / Page 17

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Listings in Account Planning

11

Create Account Plan

Process Sales
Order

33
Assign Listed Products
to Account Plan

22

SAP 2008 / Page 18

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Listings in Order Management

Create Sales Order


11

Use Product
Proposal for Order
Item Creation

Check Authorized/
Restricted Products
33

22

SAP 2008 / Page 19

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Agenda

Solution In Detail
Listings in Business Processes
Applicable Industries
Further Information

SAP 2008 / Page 20

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Target Industries for Listings

Listings in enterprise sales are appropriate for all industries and customers, but
are primarily used in consumer products and high-tech industries.
Listings are a strategic element for efficient sales processes:

Define the results of negotiation

Measure sales effectiveness (increase revenue)

Promote brand awareness

Measure field execution

Improve ROI

Shorten sales cycles

Increase number of closed sales

Reduce selling costs

Listing is a mission-critical business process

Companies pay fees to get products listed by retailers

Retailers will not accept any delivery of products not listed

SAP 2008 / Page 21

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Agenda

Solution In Detail
Listings in Business Processes
Applicable Industries
Further Information

SAP 2008 / Page 22

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Further Information

SAP CRM - Roll-Out Map


https://portal.wdf.sap.corp/go/crm-rollout-map

SAP CRM - Ramp-Up Knowledge Transfer (RKT)


http://service.sap.com/rkt-crm

SAP CRM Demo Portal


http://crmportal.wdf.sap.corp:1080

SAP CRM WiKi


https://wiki.wdf.sap.corp/display/SAPCRMHub/Home

SAP CRM - Help Portal


http://help.sap.com/crm

SAP Public Web


http://www.sap.com/crm

SAP 2007
2008 / Page 23

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