Contents

Introduction .................................................................................................................................................. 2
Configuration steps ....................................................................................................................................... 2
Create condition tables ............................................................................................................................. 2
Maintain Access Sequences ...................................................................................................................... 5
Define Condition Types ............................................................................................................................. 7
Maintain Procedure for cross selling ........................................................................................................ 8
Define customer procedure for cross selling ............................................................................................ 9
Define document procedure for cross selling ......................................................................................... 10
Assign document procedure for cross selling to sales document types ................................................. 11
Define cross-selling profile ...................................................................................................................... 12
Assign cross-selling profile ...................................................................................................................... 13
Master data creation .................................................................................................................................. 14
Assign customer cross selling procedure to customer master ............................................................... 14
Create cross selling condition records .................................................................................................... 14
System Demo .............................................................................................................................................. 16
Cross Selling Analysis Functionality ............................................................................................................ 17
Order Analysis Tool to identify cross selling products ................................................................................ 18


Introduction
This feature is very frequently used when customers place their sales orders via telephone call. For
example if a customer orders a specific shirt, the salesperson can use this functionality to suggest few
more products which customer may wish to buy. For example, for a shirt, salesperson can suggest a
trouser, a tie or a belt.
In SAP, famous condition technique is used to configure this Cross Selling functionality.
Configuration steps
Complete configuration is carried out in the below IMG path.
IMG Path:

Create condition tables
IMG Path:
->
Before creating a new condition table, always use the "Display condition tables" option to see whether
you can find any existing table matching for your requirement. If there is no existing table found, then
create a new table as follows.
Go to node "Create condition tables"
Enter a table number between 501 to 999 for custom tables and press Enter key

Double click on the fields that you require to make the tables from the ""FieldCatlg" section.
Once double click, field will move to "Selected fields" section. Please make sure you need to add
these fields in the sequence you require them later for master data creation.

Make sure you mark the field to create your condition tables with a validity period.
Once all fields are added to the "Selected fields" section, click on the button to generate the
table
Select a relevant development package in order to transport the table to a different client
Note:
You can use the option "Maintain Field Catalog" to find all available fields for your condition table
creation.

Below fields are available for table creation

Maintain Access Sequences
IMG Path:
->
Create your own access sequence to add condition tables using the button

Highlight the newly created access sequence and double click on the "Access" node to add
tables
Click on and add tables

Note:
You can create and assign your own requirement routines to define specific business requirements here.
In order to create new requirement routines for cross selling, use the transaction VOFM. Requirement
routine has to be created under "Material determination"

Important:
Once you add tables in to your access sequence, make sure you double click on the node "Fields" for
each table. Else field assignment will not set and therefore condition tables will not work properly.

Save your changes
Define Condition Types
IMG Path:
->
Under this IMG node, we have to create our own condition type for cross selling. This will be used to
create master records.
Click on button to add a new condition type
Create your own condition type and assign the access sequence

Maintain Procedure for cross selling
IMG Path:
->
Under this IMG node, we need to create a new procedure to assign newly created condition types.
Use button to create a new procedure

Highlight the procedure and double click on the "Control" node to add condition types

Here also you can add your requirement routines to check specific business requirements.
Save your changes
Define customer procedure for cross selling
IMG Path:


Same as "Customer pricing procedure" used in pricing, for "Cross Selling" also we need to define
"Customer cross selling procedure". This will later be assigned to the customer master.
Below values are available in SAP standard.

Define document procedure for cross selling
IMG Path:


This is same as "Document pricing procedure" used in pricing. Below values are available in SAP
standard.

Assign document procedure for cross selling to sales document types
IMG Path:


Assign the above mentioned document cross selling procedure to relevant sales document types

Define cross-selling profile
IMG Path:
->
Create your own cross selling profile and assign the cross selling procedure to it.

If you're using product proposal, you can assign the product proposal here as well.
Note:
The product proposal is dependent on the customer and sales area, and is displayed in the sales
document as soon as you have entered a customer in the sales order, where as Cross-selling is triggered
by a material where system proposes cross-selling materials according to the material or a characteristic
of the material you have entered in the sales document item.
Field -> If you mark this filed with "A" -> the dialog box
with cross selling products will appear only on request (After pressing the cross selling products
button). Else popup will automatically appear when user hits the "Enter" key
If you want to run ATP for cross selling products, please mark the field
Assign cross-selling profile
IMG Path:
->
Under this IMG node, you have to define how the cross selling profile (In other words "Cross selling
procedure") should be determined.
For correct combination, please assign the "Cross Selling profile"


Master data creation
Assign customer cross selling procedure to customer master
Transaction: XD02 or VD02
Under "Sales Area Data" section, go to "Sales" tab
Assign the correct procedure to the customer.


Create cross selling condition records

Transaction: VB41
Easy Access Menu path:

Select your cross selling condition type and press Enter key

Based on the access sequence assigned to the condition type, the popup will display

Select the correct access level and press enter key
Maintain the material with cross selling material in the below window.
Eg: For maintain article "AW01", I have maintained "AW02" as a cross selling product

System Demo
Create a sales order for the customer (who has cross selling customer procedure assigned)
Maintain the material in the item tab and press enter key
System will display a popup with cross selling articles (This popup automatically appear as I have
configured my cross selling profile to issue the popup automatically)

User can enter the order quantity in the popup itself.
If you don't want this popup to be appears automatically, configure the "Cross Selling Profile"
accordingly. Then user has to press the button in the "Item Overview" tab

Cross Selling Analysis Functionality
If you see, the cross selling functionality is not working properly, or wrong materials are proposed, then
you can use this functionality in the sales order to analyze how system determine cross selling products.
Before entering the article in to the sales order item, "Switch On" the analysis feature
Menu path -> Environment / Analysis / Cross Selling / On

Once it is switched ON, system will issue below message

Now enter the material in to sales order. Once you press the "Enter" key, system automatically
display the analysis window with the cross selling procedure

You can use this window to analyze how cross selling products being proposed by the system.
Order Analysis Tool to identify cross selling products

This tool can be used to find which products are most frequently purchased together. You can analyze
sales orders in the SAP system over a specified time period. The system will search all sales orders and
list all the articles sold in those sales orders and how often certain pairs of articles appeared in the same
sales order.
Transaction: SE38
Program: SDCRSL01

Execute
Maintain correct selection parameters and execute the report






Example output:


You can use the menu option -> Extras / Display key to display the material numbers instead of material
descriptions.



Author: Anupa Wijesinghe
E-Mail: anupaw@gmail.com / anupaw@learnsaptips.com
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